In this article I going to go deeper into the sales webinar I did to promote “Webinars on Demand” (WOD). This is the webi- nar I was talking about in my other article this month.
While I don’t love talking about these, I want to look at some mistakes I made when I created the actual webinar.
The first mistake I made was using GoToWebinar instead of YouTube. GoToWebinar is a great service; we use it for our Wednesday training calls, Q & A calls, etc. for the different levels of Marketing University membership. But You Tube is much better for live streaming a webinar.
With YouTube, I can easily switch back and forth between myself live, my PowerPoint, etc. That was my first mistake with this webinar.
My second mistake was as a result of my first mistake. I was scrambling, prior to the webinar, trying to make it more inter- active while using GoToWebinar.
I needed to create some sort of motion or interaction, but the limitations of GoToWebinar made it very difficult.
My students couldn’t see me and the PowerPoint at the same time. I tried before the webinar and found there was no way that GoToWebinar’s video was capable or good enough to show me live streaming and PowerPoint simultaneously. It’s just not available in their system. So, I was scrambling for ways create motion and keep the viewer engaged.
Here’s what I did.
I started with PowerPoint but switched to writing notes in a document as I talked. (Silver and up MU members have likely seen me do this with notes on the Wednesday training calls). I then switched to websites and live examples. My objective was to create enough motion or change to keep people engaged throughout the webinar because I knew they would get bored watching just the webinar.
I had the entire presentation pre-planned. Originally, it was intended to be just a PowerPoint, but I decided that wasn’t going to work so I went from PowerPoint, to website, to notes, back to PowerPoint, notes, etc.
Fortunately, I had the presentation script that was already created. I only had to change a couple of things on the fly. I went through the entire presentation switching from PowerPoint, to notes, to live examples. I even told on myself. I used the issue I was experiencing as an example of what can go wrong on webinars and then told them how I overcame it.
I also told them that before we started, this webinar was already a five-figure product. I then went through the whole process into how I generated those the “pre-sales.” Be sure to read, The Beauty of Pre-Selling Webinars article on page three of this issue of Traces for the full story.
One of the things I did was make the offer up front. I used this as one of the examples during the training. Right up front I showed them what the product was: “Webinars On Demand” and what they were going to receive.
This was a shorter webinar for me—just an hour and 16 min- utes. Most of my webinars are 90 minutes.
I introduced the offer at the beginning and went into the close 26 minutes into the webinar. I just threw it out there. I knew they would be thinking about it for the rest of the webinar.
I then explained different webinar strategies. These were not in the PowerPoint. I used the notes document and websites to keep them engaged.
My biggest piece of advice here is to find some way to keep the viewers engaged.
I believe creating motion is the best way to do that. The easiest way to do that is showing a live person plus a PowerPoint. But I screwed up and did this on GoToWebianr instead of You- Tube. And then I had to scramble right before the webinar started in order to find a way to overcome the issue it created.
