CONVERTWebinars also let you answer questions, so answering questions is huge. It lets
you get a feel for the market. It lets you get a feel for the people on your list, and
for the people who are going to be buying your product.
Getting to know them better, actually establishing and building relationships
with those people, means everything. Those people are going to be with you
forever. If they bought one thing from you, and if you don’t make them mad,
they are probably going to buy more. That’s the idea.
If you get a buyer, they are worth 4 to 5 times more than just a prospect. They
have already told you that they want to buy from you; they’ve raised their hands
up; they like your stuff; they like your message; they like your training; and they
want more.
People sign up for webinars for a variety of reasons. First of all, they like you.
People don’t necessarily do anything you ask them to unless they like you.
Know, Like and Trust—that whole scenario.
So, in order for them to follow you, buy from you, actually do something that
you ask them to do, they have to like you. Online, it is a little more difficult
because there is no body language, there is no facial expression, there is no
verbal word-to-word. What people do is they end up relying on social media,
websites, or on your email copy writing. They try to get a feel for who you are
based on all these things that you create.
Bottom line is people will sign up for a webinar because they like you. They will
also sign up because they want to learn more from you, and this is where the
signup page really starts. The name of the webinar, the title, what you’re going
to be going through on the webinar—if all of that is relevant to the prospect,
then they are going to sign up.
They will also sign up for the webinar if they like what you are going to be
talking about. Even if they don’t necessarily have a problem that needs to be
fixed, if they enjoy that particular topic, they will sign up.
They will also sign up if they want more information about whatever that topic
is going to be. These are all the reasons why people sign up. They don’t sign up
to buy from you. They don’t sign up because they want to be pitched.
They sign up because they want to learn. They want to be educated. They want
more information about something. So, in order for you to uphold that part of
the deal, that part of the bargain, then you are going to have to deliver. You are
going to have to prove that the information, and the time that they spent with
you, has been valuable. The only way to do that is to educate.
There is always a carrot! Something they want—and it isn’t your product.
People don’t sign up on a webinar for your product. I have talked to so many
businesses that do a webinar and say, “Hey! How are you? I am So-and-So from
Such-and-Such, and what I’d like to do today is talk to you about our product, or