JASON DROHNThose speakers try to hook you in, draw you in, and to get you to invest in their
investment choices, buy some real estate course, to get you to buy something.
That is why they are giving you free dinner. Webinars are very much the same
thing. The only difference is that the event is held online. A lot of time, all you
have to do is go, sign up and attend. Marketers use these to create a captive
audience.
There are a couple of really awesome things about webinars: you can build a
great list; you build a very responsive following; you build your brand; all in one
fell swoop.
Here are what webinars let you do: first of all, you schedule an event, and the
event can be whenever you want. It can be a weekday or a weeknight. You can
invite as many people as you can, depending on the webinar platform that you
choose. These have certain tiers, but you can have up to and over 1,000 people
at one event. You can speak to them captively for 45 to 60 minutes or so. You
are going to be able to train them, and to sell to them, ultimately. You are also
going to want to present them with a way of getting more.
The thing about webinars, is—and when I first heard this, I didn’t necessarily
understand it—with webinars, you may teach them how to do something.
Perhaps you are educating on the five foods you shouldn’t eat to lose belly fat,
or something like that.
You are going to introduce yourself to them; they are going to see you as an
expert, an authority; and then you are going to go and solve one of their
problems. If the problem is that they want to lose a little weight, then these five
foods are something that they should take out of their grocery cart immediately.
If they want more tips and tricks exactly like that, then they have to purchase
your product for $37 or $67 or $97 or $1,997. You can do anything with pricing
in a webinar. You always want to present them with a way of getting more. If
you don’t, if you just go in and say these are the five foods that are going to help
you lose weight, and if you don’t allow them access to something that is going
to answer more of their questions, then you are doing a disservice, an injustice,
by not allowing them at least an opportunity to get more of whatever it is you
have created.
This is something that I didn’t necessarily understand the first time that I heard
it. I don’t like asking people for money, and with the first 10, 15 or 20 webinars
that I did, I didn’t like the pitch because I didn’t like to ask people for money.
Once I got that into my head and ran a few webinars where I didn’t ask them to
buy anything, it made sense. All of sudden, everyone was asking where they
could get more information, and I didn’t really have anything. I’m not selling
anything in this call, but if you ask... The bottom line is people want more from
you.