Anyway, so, we get to the start of the event. I’ve set up the room. The coach is inside, pacing, you know, the action coach guy was pacing inside, nervous, because it was his first gig, too. And I was out the front, at registration, you know, where the name tags are?
There’s 24 name tags there which was the number we were aiming for because the Legends room could only fit that. And 6:30 registration for a 7:00 start. 6:30, nobody’s there. That’s cool, we’re early, it’ll be fine. Won’t it?
6:45, no one’s there. 6:50, 10 to go. No one’s there. Five minutes to go, he was like, “Did you call everyone and made sure they were coming?” “Yeah, I called everyone and made sure they were coming. And they all said it sounded really great and they can’t wait to be there.”
At two minutes to, two people showed up. One of them was my best mate Mike who came for moral support, and one of them was an actual real prospect. And there’s nothing more embarrassing than presenting to an audience of one. On a webinar, you can fudge it a little bit, but let’s see if we can fill the crowd a little bit. Is that cool?
The 2nd problem
So, we’re talking about two big problems. Number one is low show-up rates. And number two is low sales. There’s nothing worse than pouring your heart out, giving amazing value, and then people at the end of it do what Dan was talking about before, and they clap and they say, “That was amazing, thank you,” and nobody gives you any money.
When I was nine, I was walking through Darling Harbour here in Sydney. We used to live in Melbourne, I came up to visit my dad.
We’re walking through Darling Harbour, holding his hand and there’s this busker who’s got this enormous crowd around and he’s just on his piece de resistance and his last move, and everyone’s cheering and he just yelled out, “Don’t clap, throw money!”
And I just remembered that and so the whole silent close thing, Dan, is super killer, because “don’t clap, throw money” is exactly what we want. Are you with me so far? So, in a second, we’re going to jump in to webinars, but before I do that I just want to say, James, you’ve done such a killer job of putting, bringing some amazing cats together.
There’s just smart cat after smart cat after smart cat in this room. So, it’s kudos to you for being the leader of such an amazing community. Let’s give him a little bit of a round of applause. Thanks.
So, let’s jump into this. Why webinars? Number one, you don’t have to travel. You can run it from your place in shorts and a T-shirt, no shoes, and just do your thing. There’s no travel. No set up. No pack down. No none of that.
Number two, it’s choreographed. The problem with selling one on one is that when you do your one on one sell, you get rejections and excuses and stalls? Who’s ever done that? So the truth is, you got to sell at some stage. Right?
But you can sell at the end which I call hard sell. We have to overcome the objections, deal with excuses and move through the stalls. You can hard sell at the end or you can pre-sell at the beginning.
What I love about webinars, you might want to write this down, first thing I love about webinars is you can choreograph the close so you hit every objection through the content so when it comes at the offer piece at the end, all of the bugs have been squashed and you can just sell your stuff.
Does that make sense? Hands up who here likes to hard sell? That’s what I thought. Right? So, you have a choice. You can hard sell or you can? Pre-sell. Right?
You can sell at the start or you can sell at the end. I’d rather be selling all the way through so that my offer at the end is just supernatural and people just go, “Wow, this is a complete fit for me and I’m going to go and do it.” Cool?
They’re high-value and they position you as the expert. I mean, think about it. To show up on your webinar, what have I got to do? I see an ad maybe, or read an email, and I click it. And I go to a landing page and I go have a read, “That looks kind of interesting.” So then what do I do? I register.
So there’s two things I’ve already done. Third, I actually put it in my calendar, you send me reminder emails, I read them, and at the right time, I show up. I’ve done, like, four things before you’ve even opened your mouth, which say you’re worth listening to. Is that different to how most of you sell that stuff? Right.
It’s leverage selling. First one I ever did, 46 clients in an hour and I had no clue what I was doing. Right? So, it’s a little bit fish in a barrel, which is super cool.
Lastly, it’ll allow you to hit your income goals this week.
Who’s built it and no one came?
In my community, Jamie runs a whole bunch of our tech stuff and helps clients with it. I’ve always got this process that we call the Duct Tape Webinar System. And this is… Who wants to sell some kind of an online course? Who already does sell an online course? Great.