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How much would you have to pay right now for 100 new leads on Facebook? One thing is certain — it’s more than you’d pay on LinkedIn. 100% more. Nemo found a way to get 100 webinar registrations per day on LinkedIn —for $0. You can choose to divert your sights from LinkedIn forever, but you can’t unsee those numbers.   In this episode, John Nemo reveals the exact tactics and strategies behind how he’s leveraged LinkedIn to average 1-2 sales a day with an automated webinar selling his $1500 course. And how simple it can be for you to generate qualified leads and fill your webinar for free using LinkedIn —even if you’re ‘LinkedIn-averse.’   Episode Discussions: Why webinars are the ultimate form of content marketing Prospecting with automation tools and search filters John’s complete automated webinar funnel How to immediately build know, like, and trust with prospects How to leverage LinkedIn messaging The 3 essentials to finding LinkedIn leads and filling a webinar Why ‘the riches are in the niches’ Integrating LinkedIn with Facebook Effective icebreaker scripts to use for cold outreach How to pitch your webinar in the follow-up message Why John still uses email marketing Tagging and segmenting prospects A free template to optimize your LinkedIn profile Are premium subscriptions worth it? LinkedIn's advantage over Facebook ads The best CRM and other LinkedIn automation tools John builds a plan for Joel’s new product, The Webinar Vault Market data and applying DSG’s one question survey [3:02] John's origin story A son of two English teachers In 2012, launched own marketing agency Found a way to grow businesses using LinkedIn and offered as a service. Heard about online courses and launched LinkedIn Riches in 2014 Now creates and sells online courses full time Spends $0 on marketing [5:39] "LinkedIn?! Like, what are you talking about, dude? That's for HR people and job seekers. You're using it for webinars?!" [7:25] The riches are in the niches: Generated over six figures in revenue targeting only debt collectors within the first 90 days of opening his marketing agency, [8:51] Automated funnel: Webinar to prequalifying leads to live chat software. [10:23] John had 60-70 iterations of the same webinar. “Once you figure it out, it's the gift that keeps on giving.” [12:16] LinkedIn’s lay of the land 550 million members, 200 different countries, 2 new members every second #1 network in the world for professionals of all shapes and sizes The world's largest searchable database for ideal customers. LinkedIn indexes every piece of content. [13:10] The secret sauce of LinkedIn messaging and automatic icebreakers Free to connect with people Unlimited back and forth 1 on 1 messaging Treat it like a virtual coffee meeting [19:43] Tagging and segmenting: "What I do with the automation software is every new lead I connect with LinkedIn gets a tag assigned to them." [22:14] Recommended automation tools [24:12] How levels and connections work [25:33] Scripts: How to optimize your outbound message and pitch your webinar in the follow-up message. [28:19] “With LinkedIn, you're never gonna run out of leads, there are 500 million people! There are always people to connect with!" [29:06] Do you use email marketing at all? Yes. I'm playing in the LinkedIn digital sandbox —they could change the rules tomorrow! [31:19] You're getting 100 to 150 new email opt-ins a day? Yes, they sign up for the webinar so they're on my list. [32:35] 3 things you need to find LinkedIn leads and fill up a webinar: Build a client facing profile - Target a niche audience Understand LinkedIn search - Premium options provide more reach and prospect info Understand the messaging – build quick 1 on 1 messages [36:50] Integrating LinkedIn with Facebook [37:58] John builds a plan for Joel’s new product, The Webinar Vault [40:02] Market data: Applying DSG's one question survey [41:03] "LinkedIn is not interruption marketing. It's relationship marketing."   Connect with John LinkedInRiches.com/Joel LinkedInRiches.com John on LinkedIn   ← mention the Sold with Webinars podcast! Twitter @JohnNemoPR   Mentioned in this episode: Meetleonard.com     Follow and watch a behind-the-scenes look at how I’m personally launching a brand new 6 & 7 figure product from scratch at SoldWithWebinars.com/TV Join our Facebook group at SoldWithWebinars.com/Experts 

Some people love flexing their sales muscle. Others — not so much. If you’re a business owner who’s “never been good at selling” or hyperventilates at the thought of pitching, that can present a real challenge. Chances are, your products or services don’t have legs and if they do, they won’t walk themselves anywhere profitable. Luckily, there’s a way to market your offers that does all the selling for you.   Landon Porter, the head gorilla at the Sales Gorilla, specializes in teaching people how to get clients and customers without being salesy. In this ‘awesomesauce’ episode, he unpacks what you need to get your market showing up wallet-in-hand just by leveraging your authentic personality. Episode Discussions: Why people fear asking for a sale How sales got its bad reputation Presell tactics that get people to show up, ready to buy What’s self-awareness got to do with attracting ideal clients? Leveraging your personality traits to polarize your marketplace Identifying strengths and outsourcing weaknesses What your audience really wants out of your content When you should start building your audience Putting your message in front of your marketplace Using positive indifference to your benefit Why some find it hard to polarize their market The foundation of building an ideal audience The ‘make you memorable’ method you’ve never heard of How to identify important personality traits to align with ideal clients The real reason behind Facebook Live’s massive success Steps Adam uses to maximize client results Attracting and building trust with your market using content   3:21 The Lowdown on Landon Colorado Native and certified chef Spent 10 years in B2B Sales, 5 years in Real Estate Ended up in sales and had a midlife crisis Discovered self-awareness Created parenting course with wife and bought Facebook Ads course Built relationships and started helping people solve business problems Now coaches people on how to get clients without being salesy   5:57 We are in the relationship economy Sales tactic of psychological persuasion manipulation: Isn’t easy to learn Has been taken too far to one extreme by people who aren't able to do it well. Sales and selling have gotten a bad rep. Most people who are naturally good at sales don't want to do it or are afraid to ask.   6:54 Give yourself permission to be yourself. Be exactly who you are and own it. You'll naturally polarize all the people who don't relate to you without having to try.   7:29 The sales block.   9:30 Positive indifference: The ability to not change how you are based on what others think of you.   10:25 Leverage your personality in your business Play to your strengths and outsource weaknesses. Play up your natural traits and personality 10-20% to really get the attention. Sales takeaway: Most people try to be something they're not and it's hard to keep that up with clients. Your authentic self isn’t hard to maintain around clients.   13:08 Identify your strengths and outsource weaknesses Deciding what to outsource: Tasks you procrastinate or find busy work to keep yourself from doing If you're not good at getting up in the morning and taking care of that thing What you have to force yourself to push through to get finished   Leverage your personality traits to polarize your marketplace Self-awareness is the foundation Understand your real desires > know what you will and won't tolerate > establish your values Don't compromise Naturally, you'll attract some and repel others.   15:59 The people who naturally gravitate toward you come pre-prepared to buy. No need to sell them. True polarization is leveraging really who you actually are. "It doesn't matter what you're actually really like. There are people that naturally want to connect with that." 17:36 Understand your personality to match with your perfect client Define surface level irritations: Things that disgruntle you. Pet peeves? Opposites are your surface level wants, desires, and interests. Lower base want/need/desire: Something that could offend you to the point of stopped conversation. Core value: Something so offensive, you would leave your home and go try and find them.   19:00 Why some find it difficult to polarize their market: "You genuinely have to be OK with the fact that there are going to be people that are vocally loud that you're wrong, and they don't like you." 20:39  "If you can find that audience that loves you and resonates with you...it kind of makes it easier. It makes it all irrelevant and you're like 'cool I'm not for you'." 22:55 When you stop trying to impress people, you're able to impact people.   24:07 Get people to show up, ready to buy with know, like, and trust: Expose yourself enough for people to know whether or not they relate to you. They need to see you up to 12 different times before they feel like they know you. If they feel like they know you and seem to relate, they begin to like Now you're building trust.   27:34 Attraction and exposure tips Inform and entertain Expose people to you Pay to play Leverage platforms for the way they're designed Provide content that helps build know, like, and trust factors and segments people who want it, can afford it, and trust enough to buy. Put your content in front of people   31:00 Attracting people with content: People want to know how you finesse what you do to get the result. If your perfect client was sitting next to you at the bar, what would you discuss with them? What are the questions your market asks you?   32:33 You have to start somewhere. Create content today and start dipping your toes into the water of pay-to-play media.   33:54 Building trust with content Your personality is the differentiator and determining factor provided you know your topic and the wants and needs of your market. Relatability builds trust. Help them get the result they're looking for and they're likely to come back.   37:14 Get your message in front of your marketplace. “You can have the best message all day long. If you don't ever put it out in front of people, guess what? No sales!" 38:57 The foundation of building your audience: Stand out from the crowd: Build your own personal language — that's easy metaphorically and analogy-wise — to explain what it is you do People pick up on nuanced, personalized characteristics. “Know your topic, market, and be your weird a** self. That's the key to it. And then step up on the soapbox and put your message out there.”   Mentioned in this episode: Getting Clients Without Being Salesy Scott Wolford Facebook Group   Click here to subscribe via iTunes Modern Marketing on Stitcher Modern Marketing on Pocket Casts   

Webinars have been Trevor Turnbull’s only source of sales since 2010. He’s done hundreds of them over the years to sell his popular training programs like LinkedInfulence, a course that helps business owners and entrepreneurs leverage LinkedIn for lead gen. So, does he use live webinars or automated webinars to sell his products? Yes.   In this episode, Trevor shares the strategies and systems that make it possible to run his unique hybrid style combo of live and automated webinars as well as the valuable lessons, experiences, and observations that go along with 7 years of history.   Episode Discussions: Why webinars work so well in the business opportunity space The 3-minute pitch from a past SWW guest Joel’s used to increase conversions How webinars have evolved since 2010 - What worked then, what works now Hybrid approach: A sales mechanism for running both live and evergreen webinars Include this at the start of your evergreen webinar to build credibility and trust Why being transparent and building trust with your audience is so critical Why you should still run through your webinar with little to no audience How Trevor tested and refined his done-for-you offers using different price points Tweaks to improve your one-time offers A walkthrough of Trevor’s simple and effective lead magnets and webinar funnel Different price points and offers: What has and hasn’t worked over the last 2 years Crafting the perfect offer The power of the phone call Selling programs with vs without support groups Successfully building a support community around a program You don't need paid traffic to make webinars work! Tips on approaching LinkedIn groups for partner webinars and joint promotions   [3:28] Trevor's story: Worked in the pro sports industry and used LinkedIn to connect with people Connected with Lewis Howes and ran his sports recruiting website for years In 2010, sold LinkedIn course (how to get a job in sports) using webinars Now uses webinars to sell training programs that show people how to use and leverage LinkedIn for lead generation and conversion [6:41] How webinars have evolved since 2010: Then: It was easier to get people to attend because it was new and different. Then: You could go straight to a sales pitch. Now: People don't want to be pitched to. Now: The sales process is harder and there’s more competition. Now: Focus is on building trust, being honest and transparent about the work involved without giving false hope. [9:49] "What we've been seeing work really well is being transparent and upfront. We're actually making the offer within the first three minutes of the webinar."-JE [13:06] "People always think 'if I give the offer right away people are going to leave' and it doesn't happen because you're still going to give content."-JE [14:26] Trevor’s sales mechanism for running live and evergreen webinars: Does a combo of live and evergreen webinars each month. Everyone that downloads a lead magnet receives an invitation to a webinar. If the live webinar is within a week, Trevor's thank you page promotes the live webinar. Otherwise, registrants are directed to the evergreen webinar. [16:14] Trevor's evergreen setup: Uses EverWebinar Switched from GoToWebinar to Webinar Jam Opens with a 1-minute video that informs the audience the webinar is recorded His transparency maintains integrity and builds trust and credibility with his list. [18:57] Joel turns 100% of high-end done-for-you clients away who refuse to do any live webinars. [20:15] If no one shows up to your webinar, go through your normal routine anyway. "You'll figure out that one thing you should've said differently...because you've seen it, heard it and know the trigger of how to react to it the next time."-TT [21:10] Trevor’s advice if you're just getting started with webinars: Yes — absorb as much info as you can from smart guys like Joel and then stop learning, start implementing and adjust from there. [21:53] See how Trevor's simple lead magnets and webinar funnel works: 30daysalesmachine.com/checklist 30daysalesmachine.com /profile 30daysalesmachine.com /scripts [24:53] Tested offers: Program price point: started at one-time fee of $997 Tested: phone sales with a price point of $997 vs selling directly on a webinar for $497 straight to an order form Result: same amount of conversions Currently: focuses efforts on selling via webinar because it takes less time but still offers a phone call option (50% close rate) [28:30] Trevor's upsells: "Accelerator Package": one-time offer, done-for-you service (light & plus versions available). Price points vary from $997 - $6K per campaign. Future upsells: Paid access to support group LinkedIn makeover package Sales Team Accelerator package [31:37] "I'm finding that our business is evolving based on the feedback we get from webinars. People tell us what they need and we build it."-TT [35:52] Joel's course currently sells for $997 via webinar (increase in coming months) without a support group. Planning a one-time offer, 14-day free trial for webinar community. [39:14] Trevor's winning tips on approaching LinkedIn groups for partner webinars and joint promotions   Connect with Trevor Connect with Trevor on LinkedIn – mention this episode of Sold With Webinars! 30daysalesmachine.com   Mentioned in this episode: Trevor’s lead magnets: 30daysalesmachine.com/checklist 30daysalesmachine.com /profile 30daysalesmachine.com /scripts  

Bryan Kramer’s assortment of marketing badges are impressive. But it’s his unique approach to marketing that’s most commendable. Bryan is credited with initiating the H2H (human to human) business movement in marketing and social. The concept behind it is just as it sounds — more of you and less of everything else. That’s right, human connection is making a comeback.   In this episode, Bryan explains the value of human interaction in digital marketing and how and where to implement it in your strategies to wow your customers and gain a massive competitive edge.   Episode Discussions: Why businesses that participate in conversation have the advantage over ones that don’t Chatting on Facebook Ads Facebook vs YouTube video marketing strategies The human marketing funnel How to decide what part of your funnel to humanize and what to automate Why you should address emotionally charged comments on social media Testing Messenger Ads: Warm traffic vs. cold traffic, which is more responsive? A new Facebook Messenger strategy The best type of answers to give on Messenger Facebook videos that get the best response and most engagement How to retarget in a human way Why a marketer’s job is more important than ever in the AI era Bryan’s marketing predictions   3:13 Bryan’s story: -Worked for an agency right out of college -Started his own agency 17 years ago -Career took off when his message (There Is No B2B or B2C: It's Human2Human) went viral -Inspired him to write the book   4:30 "Your message — and what I couldn't agree more with — is we need to inject more of the human aspect back into marketing."-AE 4:54 "I think being human is your competitive advantage."- BK 7:04 The Human Marketing Funnel: Lay out your current funnel or build one Review each area and identify where human touch points make most sense in order to close a sale (drop off in click-thru rate, abandoned carts, actions that require a better engagement) Consider the customer journey   9:31 If you're a small business or just getting started, have interactive conversations toward the beginning of your funnel. Discover pain points What is the solution and can you provide it for them? How can you shape your product or service around that?   If you have a sizable list, build a longer tail funnel and use human interaction toward touch point 5, 6, or 7.   11:37 "In one of my bots that I have running, I have "talk to human" so that you can talk to me anytime."-BK 12:09 It takes a lot of effort and energy for somebody to reach out. If a brand never replies back to something that was emotionally charged — positive or negative — they leave the relationship on the table.   13:04 Adding human aspects to Facebook Ads Develop an ad on Messenger that says "message me here" and pose a question to your followers They start communicating with your bot immediately if you're using one (like ManyChat) You respond back to them and begin developing a human relationship with them.   14:57 Facebook Ads should be treated like your funnel If you want to really connect with people, warm them up. Let them know who you are, provide value, give them a chance to get to know you and know them. By the time they get to the offer, the logical next step is to provide them more value with your product or service.   16:50 Bryan’s results: Testing Messenger Ads with warm and cold traffic Warm: People don't answer the questions. They just ask "are you really there?" Would rather have more value than more conversation. Cold: People feel like they have a chance to actually converse with someone. Brian has seen more opportunity with cold traffic.   18:43 Facebook video Ads If you're focusing on building relationships, shoot smartphone videos Only invest in higher quality video for major launches   22:30 Bryan’s marketing predictions: Artificial intelligence could replace various jobs (commodities or a process) but humans will always seek out human connection. Stay relevant by injecting humanity back into the business. Make sure everything connects to the brand, product, or another person. "You and I are living in the coolest time to be marketers."-BK   Mentioned in This Episode: h2hclub.com Bryan@bryankramer.com Bryankramer.com   Click here to subscribe via iTunes Modern Marketing on Stitcher Modern Marketing on Pocket Casts 

How’d you like a 75% show-up rate for your live webinar? How about a 25% take rate for a tripwire offer? Those remarkable numbers belong to Molly Keyser, a creative who teaches boudoir photographers how to book more clients and make more money. So, if you’re ready to see rates like that for your live webinar, it’s time for you to give a bot a chance.   In this episode, Molly shows you the exact methods and strategies she used to get a 75% show up rate using ManyChat, a tool that lets you create a Facebook Messenger bot for marketing, sales and support. Learn how to use simple growth tools to skyrocket your webinar registrations and effectively boost your conversion rates.   Episode Discussions: Why webinars work so well for the photography niche Ways to personalize the audience experience during a live webinar One critical component to live webinars that many struggle with Joel’s marketing objection to ManyChat An email-free registration process How to implement a one-click registration for your webinar Molly's simple tripwire with a 25% take rate A pestering yet effective reminder sequence that boosts Molly’s sales Using urgency and scarcity in your live webinar follow-up sequence How Molly frames freebies for photographers at the end of webinars and includes affiliates How long should you offer a webinar replay? Why avoiding live webinars is like throwing money away Collecting emails and growing your list with ManyChat Win the ultimate webinar mega sales bundle Molly’s bonus tip to increase webinar registrations using ManyChat growth tools   [2:22] Molly's story: Has been a photographer since she was 17 Business evolved into a profitable portrait studio Educates other Boudoir photographers online   [3:05] Has been doing webinars since 2013 but hasn't experienced true success until this year (2017). "Instead of seeking out people that were having great success with webinars, I just decided to do what I thought was best."-MK   [4:22] Webinars are 80% of her business. [4:54] Why do you think webinars work so well for your business in the photography niche? "They're personalized. Although auto webinars do work, live webinars work way better. Photography is a very personalized type of service." [6:40] "People don't understand how difficult it is to really get an auto webinar converting...If you want to go straight to automated, just work on a video sales letter." - JE [7:14] “If you do want to just go straight to an automated webinar, it's pretty much like saying you're willing to throw away $20,000, $40,000, $80,000.”-MK [7:40] Molly's live webinars each bring in at least $10K. [10:03] How Molly uses ManyChat: One-click webinar registration: Embeds a ManyChat button on a landing page that registers people through Facebook. Directed to Facebook Messenger where the registrant selects a date and time to attend the webinar. A confirmation ‘thank you’ message responds with the basic webinar info (date, time, link) [12:49] Molly's simple tripwire with a 25% take rate: After confirmation, registrants are offered a 50% discount on a $59 product designed to enhance the webinar's experience (via Facebook Messenger). [18:36] Pestering yet effective reminder sequence: Frequency: 72 hour, 48 hour, 24 hour, 6 hour, 3 hour, 1 hour [24:02] Follow-up sequence: 10-hour replay window one hour after the live webinar Sends 3 follow-up bot messages (10-hour, 5-hour, final hour) "Some of the best advice I've learned is you're not marketing well enough until you're annoying people."-MK [26:06] "All you really need is the webinar, getting people on it, and the order form."-MK [28:41] Molly’s Freebie Frame: On the final webinar slide, photographers get a no-strings-attached complimentary gift and pushes helpful affiliate software. [35:59] Her 75% show-up rate webinars had a 15% conversion rate. [36:49] Joel’s ManyChat marketing objection: “What about collecting emails? “ ManyChat recently partnered with Zapier, allowing you to integrate your ManyChat list with your CRM. Molly uses Webinar Jam where attendees have to input their name and email to enter the webinar. She collects leads from the attendees. [40:15] Molly’s bonus tip to increase webinar registrations using ManyChat growth tools: Post a lengthy status on your Facebook business page sharing a success story or a ‘helpful tip’ video. Insert a CTA, asking those interested in the webinar to reply with “yes” (will work with your word of choice) A message is sent to the “yes’s” with available webinar dates and times     Connect with Molly Ventureshorts.com/listgrowth   Mentioned in this episode: Win the ultimate webinar Mega Sales Bundle - Over $3,000 in prizes including a free subscription to Deadline Funnel Episode #17 - Interview w/ Jason Wardrop   Follow and watch a behind-the-scenes look at how I’m personally launching a brand new 6 & 7 figure product from scratch at SoldWithWebinars.com/TV Join our Facebook group at SoldWithWebinars.com/Experts  

There are endless methods, tools, and tactics to grow your email list. John Corcoran was able to double his from 6,000 to 12,000 during the first quarter of 2015 with partner webinars. With numbers like that, it makes you wonder why you don’t hear about using webinars as a list-building strategy more often.   Just days before recording this episode, John Corcoran from Rise25 and Smart Business Revolution, had his largest partner webinar to date — to the tune of a few thousand registrants. In this episode, he shares strategies you can use to build a large database of interested buyers using other people’s audiences (without hard pitches!)   Episode Discussions: Why you should stick to one title for your webinar How to get around the “non-pitching” policy during joint venture webinars How to follow-up with a company who promised you an email list but hasn’t delivered A process to test your new webinar and title Elements of a webinar title that gets people excited What titles worked best for John A breakdown of John’s perfect webinar timeline and what to include where Why it’s important to be clear on your webinar’s length How to lose your audience in the first 6-8 min of your webinar Why you need to be specific about the benefits of your webinar Providing proof to validate your claims What to include in a good case study How to naturally transition from educating to selling during your webinar How to end a lead-gen style webinar What to look for when researching companies to partner with Why you should have a follow-up sequence in place for everything   [2:27] John's story: Former writer in the Clinton Whitehouse & CA governor speechwriter A "recovering attorney" (stepped back from law in 2015) Started Smart Business Revolution (blog and podcast) Teamed up with Dr. Jeremy Weisz to create Rise25 – Helps professional entrepreneurs who want to move away from “one on one” client work trading hours for dollars to a “one to many” offering. [5:33] In 2014, guest posted on small blogs and progressed to Forbes, Huffington Post, and Entrepreneur. Went from 1,000 email subscribers to 5,800 end of 2014. [6:21] Learned about external webinars and doubled his list from 6,000 to 12,000 during the first quarter of 2015. [6:45] Abandoned guest posting to double down on webinars. "I did 83 webinars during 2015, grew my list to 25,000...and haven't looked back since then. [I'm] completely focused on webinars as a list growth strategy."  [8:41] “One of the best things you can do is immerse yourself with other people who are doing webinars for different audiences. Get to know them, become friends with them, and recommend each other back and forth to different organizations or individuals."-JC [9:30] Once you find a title that resonates well with your audience, use it again and again. [9:52] John’s last webinar (with Score Association): Was required to use a different webinar title but ended up with 4,500 registrants (the company’s 2nd largest number ever) Was not allowed to pitch at the end Received email list of people who opted to receive information from John (net 3000 out of 4500 emails) [10:34] How to collect email addresses from “No-Pitch” webinars: Workbook method: Ask permission from the company to distribute a workbook to registrants Create a free workbook people can download from an opt-in page and use during the presentation. The company may send their own email list to your workbook opt-in page. At the beginning of the webinar, urge attendees to download the workbook. Teaser method: Incentivize audience with a bonus given at the end of the webinar. Give the same link as the workbook opt-in. Email additional bonus later that day. [17:35] John’s New Webinar Testing Process: Share webinar internally (LinkedIn, email list) Do the same or similar versions of the webinar but with different titles over a number of weeks. Test different titles and keep track of how many people register to see what the best webinar was.  [18:30] Webinar titles: Influence how many register for the webinar, how many show up, how many buy what you're selling. When titling, find out what your audience wants. Use specific and odd numbers Include time parameters [21:08] What timeline works best for you with partner webinars? John’s method: Length: 50-60 min Intro (6-8 min): Establish who you are, why they should listen to you and exactly how they’ll benefit from the content. “The meat” (8-30min): “You actually need to teach people something or they're going to be really really angry at you.” Use facts, figures, numbers, and data at some point. Case studies (30-40min): (educational and edifying you) Naturally transitioning from educating to selling: "We've covered a lot but there's a lot more to cover. If you would like to do it a lot faster than it took me, here's a solution that can help you to get there." [25:32] "You have to have that substantial proof to validate your claims otherwise people are just going to call BS on you."-JE [32:28] When researching companies to partner with, make sure they’re doing regular free webinars and have external presenters. Watch a webinar to make sure they're promoting themselves in some way. [33:55] "You should have a follow-up sequence in place, period. For everything."-JC “I’m a sure advocate of webinars and I say go for it. Don't be intimidated by the amount of work it requires on the front end. It's pieces you put in place and will benefit from for years to come.”-JC   Connect with John: Smartbusinessrevolution.com Rise25.com   Follow and watch a behind-the-scenes look at how I’m personally launching a brand new 6 & 7 figure product from scratch at SoldWithWebinars.com/TV Join our Facebook group at SoldWithWebinars.com/Experts  

Any interest increasing your conversions by 56%? Susan Lassiter-Lyons did just that by making a few simple tweaks to her webinar —  but her success didn’t come without a few grueling sessions of trial and error. Susan is a real estate investor turned educator/course creator who trains people how to invest in alternative and unique forms of investing.   In this episode, you’ll discover what costly mistakes Susan made with her webinar, and the tweaks she made to catapult her webinar’s conversion rates. What it took to go from drastic loss to drastic grain.   Episode Discussions: Why webinars convert so well versus other conversion techniques The crucial role emotion plays in the buyer’s decision How to increase conversion rates by implementing your brand’s story in your marketing Combining your hero’s journey and future pacing Should you get rid of your webinar replay sequence? Why not raising your prices is a confidence issue Learn from Susan’s $25K webinar outsourcing mistake How to improve your conversions with aspirational marketing and future pacing Writing scripts for make money online opportunities Susan’s webinar funnel versus her prospect follow up sequence   [1:50] Susan's story: Started investing in the stock market in 1990 Substantial profit from call option on Unilever stock Began investing in real estate in 1994 Ran a mortgage company for 8 years that provided financing solutions for real estate investors Closed mortgage co. and private equity fund after 2008 stock market crash “What am I gonna do now?!” Now runs The Investor Insights — a training and coaching program for alternative investors.   [6:48] Susan first started experimenting with webinars in 2009. [8:03] Her 1st webinar (live) was for a course - "Portfolio Loan Blueprint." Thought attendees would be able to see attendance numbers. Made her friends and family log on to the webinar. 7 attendees aside from friends and family Sold 3, made $300 "Webinars have always been one of the top two ways that I can generate revenue in my business. “-SLL [10:03] Susan crafted a webinar funnel for each of her products: Marketed directly to webinar registration page and held a live webinar. Marketed directly to opt-in page that directed to a video sales letter or long-form sales letter. Used follow-up email campaign for non-buyers. "Take that prospect follow-up sequence and stack it up against a webinar funnel. My webinar funnel outperforms that prospect follow up sequence by a factor of about 4 to 1." [11:00] Why do you think that is? Why such a dramatic change? The buzz around event marketing. Has a higher perceived value than a training video or email course. People get to know you. They get to see & hear your personality and authenticity come through.  [12:54] Webinars do so well versus other forms of conversion techniques due to the comprehensive ability to learn via video or slides or audio versus reading only. [13:13] “With webinars where you teach a little bit and you inspire them and give them hope — it's like the ultimate form of content marketing."-JE [15:42] Outsourcing Oops: Susan’s highest conversion rate before outsourcing webinar creation ($25K): 11% Conversion rate for 1st webinar after outsourcing: 5.5%  [16:55] Susan on her first impression of Webinar Accelerator:  "I was one of those people that that said ‘Ugh, look — I've been doing this long enough. I know how to do this. I just need that software because the software will have that thing I'm missing. I don't need to go through that training because he can't tell me anything. Big mistake." [17:07] “I came across so many great nuggets going through your training and hearing your program through Webinar Accelerator that I was able to make a few simple tweaks...and get incremental pickups in conversion." [17:33] The tweaks Susan made to increase conversions: Cut webinar content in half. Incorporated more emotion by incorporating her story and Hero’s Journey. Integrated the Future Pacing technique [19:24] A confused mind doesn't buy. [20:44] The Hero’s Journey: Where did I start? Where have I gotten to? What did I learn along the way? What setbacks did I have along the way? “This was my whole journey to figure out this solution and here's where I am now as a result of that…and people want to hear that!”-SSL [23:30] Susan’s transformation with ‘Master Lease Option Method’ course: Old attendance rate (06/16): 34.6% New attendance rate (07/17): 24.3% Old earnings per registrant: $8.05 New EPR: $13.44 Total sales percentage increase: 56% [26:34] "I would never encourage getting rid of the replay sequence but it all depends on your cold market strategy."-JE [30:47] Raising your prices is a confidence issue. “Using the training from the Webinar Accelerator...it's had a significant and fast impact on my business already, so I'm really looking forward to aligning with you more in the future so that I can take it to the next level. “-SSL Connect with Susan: Theinvestorinsights.com   Follow and watch a behind-the-scenes look at how I’m personally launching a brand new 6 & 7 figure product from scratch at SoldWithWebinars.com/TV Join our Facebook group at SoldWithWebinars.com/Experts    

You could probably think of ten things you’d rather do than work on your business’s website. Regardless of how unexciting it might be, your website is often your customer’s first encounter with your business — making a well-designed website essential for digital marketing success.   In this episode, you’ll learn the main reasons why web design matters and top tips and elements to easily make your website more effective so it can make you money.   Episode Discussions: Why website design matters The best places for a call to action on your website How many call to actions to have and the negative impact of having too many How to choose which call to action to use The question your website should immediately answer One of the most powerful forces in the marketing world and ways to include it on your website The psychology behind social proof Why video is an important element to have in your marketing and on your website Different places to post video other than your website Why not having a responsive website is losing you customers and money Examples of successful clean and easy-to-understand websites How to think like your visitors to create the easiest experience possible How to avoid making social proof look “staged” Why text is still important for your website and how having too much can hurt you The ultimate key to designing a successful website A recommended resource to help you implement this episode’s guidelines and tips   3:38 #1. Design matters. Always remember: The back button is just one click away Important to make a good first impression Should positively reflect your brand, be clean, simple, easy to navigate Less is more   4:47 #2. Confirm before you convert. Immediately answer your website visitor's question "Am I in the right place?" Place a clear, compelling tagline in a prominent place Don't confuse visitors with fancy talk or jargon. Avoid being overly creative. Keep it simple.   5:51 #3. Have one call to action. Have one primary goal above all else. Everything on the site should be designed to support that key objective. Too many options results in less action taken — not more. Decide your best sales conversion mechanism and build from there.   6:56 #4. Simplify your services. Ensure your product/ services page is short, simple, easy to understand Add a "click to read more" button if necessary. Start off with less being more. Pretend you're explaining your services to a 12-year-old. Combine large varieties of services/products into relevant categories.   8:15 #5. Make it responsive. Over half of all web browsing is done from a device other than a desktop computer. Ensure your website looks as good, or better, on a tablet, smartphone, TV. "If your website isn't responsive to different screen sizes, it needs to be and it needs to be today. Otherwise you're losing money and you're losing customers." 8:44 #6. Don't make them think. Your website should be as easy as possible for visitors. The less they have to search, decipher, and scroll, the better. Examples of clean and easy-to-understand websites: Google, Airbnb, Dropbox, Uber. Do the thinking for your visitor by asking yourself: What info would they want? What is the best way to deliver it to them? How can you deliver the best, fastest, easiest solution cleanly and simply?   9:51 #7. Prove it. Social proof is one of the most powerful forces in the marketing world. Shows how others have acted. Gives guidance and context on how they should act as well. Social proof is ingrained in our psychology. Use testimonials, reviews, endorsements, case studies, build up a large social media following. Make it credible, make it look like your target market, go easy to avoid looking "staged."   11:14 #8. A video is worth a million words. Text is important on your website for search engines and visitors who prefer reading. But too much text is likely hurting your user experience, conversions, and sales. Replace some of your website's text with video whenever possible. Videos help: Humanize your brand Build trust Convince and convert undecided/on the fence customers Create massive authority in your market   Places to post video other than your website: YouTube, Facebook video, Vimeo.   12:34 "The key to designing a successful website is remembering that it's not about you, it's about your customers." Put their needs, experience, and desires first. Follow this episode’s guidelines and implement tips: Many DIY options available sirenconsultingfirm.com/web Specializes in everything discussed in this episode Helps put all tips into reality   Mentioned in this episode: sirenconsultingfirm.com/web   Contact Adam: Adam@AdamErhart.com   Click here to subscribe via iTunes Modern Marketing on Stitcher Modern Marketing on Pocket Casts 

So you’re ready to start benefitting from social media marketing but you’re uncertain about how and where to start. If you’re struggling with questions, know you’re not alone. It can be a confusing and complex world but that’s not a reason to dismiss such a valuable marketing tool.   In this episode, Adam breaks down a 9-part social media marketing plan to get you and your business set up for success right from the start. Episode Discussions: Why your budget is an important part of your social media marketing plan Things to consider when tracking the results from your social media Why you should have goals when creating a social media marketing plan Why it's important to differentiate between leisure and business How to measure the performance of your plan Social media beyond Facebook, Twitter, and Instagram What your competitors can reveal about a given social media platform Common social media strategies to implement into your plan   9-part social media marketing plan:   3:58 Step 1. The current analysis or "Where are you now?" Identify what you've already been doing and what platforms you're on. Do you have existing accounts? Do they have customized headers and branding? Followers or likes? This list will cut down on work later in initial setup and potential decisions to abandon platforms. 4:35 Step 2. The competitor analysis "Where are they now?" Make a list of competitors and their current social media usage. This information will reveal 1 of 2 things: If they're doing well, it proves a customer's interest in that social media platform If they're not, it will determine that it's not an ideal market for your target market or show an opportunity to provide a service not currently being offered. 5:26 Step 3. Goals or "Where would you like to be?" Having goals prevents wasting time on marathon Facebook sessions that provide little value. Increase brand awareness Drive traffic to your website Build social authority Each goal has its own set of specific tactics and time requirements. Differentiate between leisure and business building time. 6:23 Step 4. Strategy or "How are we going to do this?" A few common social media strategies: Listening - use Google alerts, programs such as Mention to highlight when your brand or name is used online Engaging - respond to comments, encourage participation on your channels, comment on other sites and other pages Influencing - Does your brand have a position in the marketplace? Do you have a particular view of your industry that you can share? Contributing - think of it as the means rather than the ends. 8:18 Step 5. Target Market or "Who is going to listen?" The single most important part of any social media marketing plan. Identifying your target market will save you time, money, and other valuable resources. Knowing details and statistics will help you determine what, where, when and how to post. Always make sure that you're aligning your social media marketing usage with your target market. 9:14 Step 6. Implementation or "Go time" Related tools available under the header of social media that may or may not be suitable for your needs: blogs podcasts webinars video photo sharing discussion boards and forums Q & A sites mobile apps location marketing Choose 1 or 2 to start. Use your business, goals, and your target market to determine which ones to focus on. 10:35 Step 7. Monitoring or "How are we doing?" A key part of your plan is to measure your performance. Use a Key Performance Indicator (KPI) identifies what's important and then measures. Focus on only the most important metrics One's relevant to your goals and show improvement 11:19 Step 8. Budgeting or "How much are you going to spend?" Social media in a business context isn't free. There are several factors to consider when budgeting. For small businesses, returns occur around the 7-14 hours per week range. Tools to help make this more attainable: Scheduling tools: Hootsuite, Sprout Social, Edgar Design tools: Canva, royalty-free online photo websites 13:01 Step 9. Return on investment (ROI) or "How much did you make?" The results from social media are qualitative: Improved brand perception Increased brand awareness Number of customers reached Impressions gained A good place to start tracking is pre-social media sales and post social media sales. Keep in mind: cost of customer acquisition and lifetime value of your customer     Mentioned in this Episode: Canva Hootsuite Sprout Social Edgar Mention   Contact Adam: Adam@AdamErhart.com   Click here to subscribe via iTunes Modern Marketing on Stitcher Modern Marketing on Pocket Casts  

The importance of building trust in your business is hardly a new concept but it’s just as relevant as it’s ever been. There’s not a more powerful tool to be had in business and life. Businesses that are trustworthy will get more customers, happier customers, sell more, sell easier, and build a valuable reputation that will provide long-term benefits.   It takes time and effort but there are simple and effective ways to start establishing trust with your clients and customers.  In this episode, Adam discusses trust building tips and practices to implement into your business marketing strategy.  Episode Discussions: Why providing value is a key component to your business How to establish trust with your idiosyncrasies, quirks, and flaws The mental game to play before a sales proposition Why trust is more important than a sale Ways to provide value to customers that get them to trust you    3:28 The strategy of preeminence The most powerful advice on building trust in marketing came from Jay Abraham: Become your customer's most trusted advisor or fiduciary (a legal obligation to always act in your client’s best interest). If they're trying to buy the wrong product or service from you or a competitor, you owe it to them to tell them. "I always try to imagine ‘would I let my mom make this decision? Would I let her go and do this without me weighing in’ or ‘what would my advice be to my mom." If often comes at the expense of the sale but will establish yourself as a trusted advisor in the long-term.   4:46 Mindset before the sale Before the conversation, tell yourself "I don't need to make this sale. What is my advice going to be?" When you take the money out of the equation, it makes it easier to do the right thing. If that fails, consider how you would feel if a family member was in that situation.   5:30 Authenticity Stay true to yourself, your business, and always act in your brand's best interest. If you're able to show your idiosyncrasies, flaws, who you are, and what you stand for, it will make your marketing easier. Try live streaming   7:01 Positive association Build trust and credibility for your business by leveraging other trustworthy causes small charities or small charitable donations volunteer work collect testimonials referrals from previous clients   8:10 Provide value Give before you get Give with no intention of getting back at all "When you make providing value a cornerstone of your businesses marketing, you really can't help but be seen as a giver and people trust givers in the same way they distrust takers." Ways to give: information time advice samples resources guidance support entertainment whatever best fits your capabilities and matches your customers   Everything you give will come back in equal or greater amount to your business.   Mentioned in this episode: Episode #24 - Interview with Live Streaming Pro Luria Petrucci   Contact Adam: Adam@AdamErhart.com   Click here to subscribe via iTunes Modern Marketing on Stitcher Modern Marketing on Pocket Casts  

Joel Erway is a real deal webinar coach and expert. He helps craft webinars, sales pitches, and designs programs that get conversions. It’s no wonder why he’s the go-to consultant for many of the top performing webinars.  Whether you’re a webinar skeptic or believer, or just need your curiosity satisfied, this episode gives an in-depth look at how and why this genius marketing tool delivers tremendous value to any business. Episode Discussions: Why simplicity is best  How too many details can actually hurt your conversions Why webinars are one of the best ways to rapid test your offers The "trifecta" of a webinar  How to avoid triggering objections in your audience The non-sexiest acronym for a sales method (but very effective!)  Examples of “how to hook” in webinars  Joel's #1 rule in sales Why you should only talk about results  Thumbs up or down: How to test your webinar offers   2:34  What got you to this point and what do you do? The rundown on Joel’s background. -Why he decided to specialize in webinars  -2008 graduated college as mechanical engineer -Got into sales engineering  -Went from zero to 2 million dollars in sales per year in 4 years -Majority of growth happened within last 1.5 years-2 years    4:50  How it all began. -Company gave canned sales presentations to engineers aka "Boring technical presentations" -Studied and implemented own sales style into presentations -Saw immediate impact on sales -Sales and commission began "exploding" -Quit and ventured into online business. Joined masterminds and created engineering career development course   6:48  -Taught people how to do interviews – naturally attracted unemployed audience, making it difficult to profit. -Spent 5 figures on venture and ran out of money   Marketing Takeaway  "Pick the segment of your audience that is willing and that is able. You've gotta find the people with the money". -Adam   -Joel's revised sales presentation increased sales by 1400%   9:50   Capping limitations on a webinar "You could sell anything at any price on a webinar within reason. I believe you can sell $25,000 offers from a webinar."-Joel -A webinar is just a conversion mechanism -Give a good warm-up sequence -Your limitation on price point has to be associated with how warm they are before they get on the webinar    10:52  The phases and outline of a webinar: Tips to implement into your business -Strictly cold traffic: simplicity works  -Surveys  -Send "about me" video (no more than 2-3 min long) -Send follow-up emails -After the webinar: "litter" with testimonials. They are the most impactful at getting sales after the webinar.    13:37  How do you convert audiences on the webinar? The Webinar process and the almighty conversion. 3 sections to a webinar: introduction, content, and sales pitch ARE Webinar Sales Method:  establish authority, attraction, and awareness of a common problem that you're there to solve.   "You have to tell them that life is awesome here because ultimately what we're trying to get them is some sort of transformation"-Joel   -Acknowledge the gap and make it as big a possible: where they're at is the beginning and where you are is at the top. A: authority, awareness, attraction R: relationship and rapport building content - an existing belief they have about the topic and how you crush the belief  E: exchange - pre-frame hook at the beginning of the webinar.   -Go through top level overview of the result they're going to get when they go through with the offer -Address the biggest objections and why the reasoning won't work for them -Tell stories: use testimonials or stories that resonate with their position    20:23  Joel's #1 rule in sales and the launch of Convert Pro.   - Only talk about the results. -Launching a membership program called "Convert Pro" that helps people craft presentations in 45 minutes or less.    Joel's key takeaway point: "If people don't believe you and your offer isn't compelling, you'll never monetize your list."-Joel    How to contact Joel com Facebook LinkedIn    Mentioned in this episode: Ted Talk: “The Secret Structure of Great Talks” -Nancy Duarte   Contact Adam: Adam@AdamErhart.com   Click here to subscribe via iTunes Modern Marketing on Stitcher Modern Marketing on Pocket Casts