Post on 31-Mar-2015
www.Ascendantconsulting.com1-88-88-2 Ascend1-(888)-822-7236
How to give
Powerful Webinarswhich
Create Explosive Growth
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, LLC
Handout page 1
Strategy
If you know where you’re going but you’re on the
wrong road,
ascendantconsulting.com/resources/10Roads.pdf
Communication Spectrum
Complex problem/solution
Simple problem/solution
Low information availability
Information easily available
Customer intimacy
Mass message
Experiential Selling
No amount of talking and explaining takes the
place of
ascendantconsulting.com/resources/wp-expersell.pdf
Notes
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Handout page 2
The next Yes
Delivery Best Practices
1.
2.
3.
4.
5.
6.
7.
** Focus is on
Results
1. Lead with ,
with passion
2.
3.
Building a list
Boosting attendance
#1 strategy:
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Asce
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ant C
onsu
lting
, LLC
Today’s goal
Support excellent decisions regarding Webinars• When to use them• How to Create Explosive Growth with them
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Asce
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, LLC
Agenda
• Webinars in context– Webinar vis-à-vis strategy – Webinars in the communication spectrum– The power behind Webinars: Experiential selling
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Asce
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ant C
onsu
lting
, LLC
Agenda
• Webinars in context– Webinar vis-à-vis strategy – Webinars in the communication spectrum– The power behind Webinars: Experiential selling
• Creating Explosive Growth with Webinars– The next Yes– Delivery best practices– Getting results– Getting prospects to attend
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Asce
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ant C
onsu
lting
, LLC
Webinars vis-à-vis strategy
• If you know where you’re going but you’re on the wrong road…
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Asce
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onsu
lting
, LLC
Webinars vis-à-vis strategy
• If you know where you’re going but you’re on the wrong road…
• The 10 roads to profit growth– www.ascendantconsulting.com/resources/10Roads.pdf
– Webinars work directly on 8 of 10 roads
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Asce
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onsu
lting
, LLC
Complex problem/solution
Simple problem/solution
Webinars in the communication spectrum
The level and type of communication needed for effective sales depends on the market and customer situation
ww
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dan
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sult
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.com
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2-7
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6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Complex problem/solution
Simple problem/solution
Low information availability
Information easily available
Webinars in the communication spectrum
The level and type of communication needed for effective sales depends on the market and customer situation
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Complex problem/solution
Simple problem/solution
Low information availability
Information easily available
Customer intimacy
Mass message
Communication sp
ectrum
Webinars in the communication spectrum
The level and type of communication needed for effective sales depends on the market and customer situation
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Customer intimacy
Mass message
Webinars in the communication spectrum, continued
Complex problem/solution
Simple problem/solution
Low information availability
Information easily available
TV ads
Radio ads
Outdoor ads
Print ads
DRTV
Webinars
Teleseminars
Direct salesforce
Telesalesforce
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Asce
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ant C
onsu
lting
, LLC
Customer intimacy
Mass message
Webinars in the communication spectrum, continued
Complex problem/solution
Simple problem/solution
Low information availability
Information easily available
TV ads
Radio ads
Outdoor ads
Print ads
DRTV
Webinars
Teleseminars
Direct salesforce
Telesalesforce
Any communication media can “downward stretch,” however it may not be as efficient as a more mass-oriented technique”
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Asce
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, LLC
The power behind webinars: Experiential selling
“No amount of talking and explaining takes the place of letting prospects create realizations themselves”
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Asce
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ant C
onsu
lting
, LLC
The power behind webinars: Experiential selling
“No amount of talking and explaining takes the place of letting prospects create realizations themselves”
Data&
Information
Knowledge&
Understanding
Insights&
ImplicationsAha!
moment
Sales!Experience
&Emotions
Path to the Aha! Moment
Data&
Information
Knowledge&
Understanding
Insights&
ImplicationsAha!
moment
Sales!Experience
&Emotions
Data&
Information
Knowledge&
Understanding
Insights&
ImplicationsAha!
moment
Sales!Experience
&Emotions
Path to the Aha! Moment
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Asce
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ant C
onsu
lting
, LLC
The power behind webinars: Experiential selling, continued
Webinars efficiently provide many elements of a rich experience which can drive sales. (www.ascendantconsulting.com/resources/wp-expersell.pdf)
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6©
20
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Asce
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ant C
onsu
lting
, LLC
The power behind webinars: Experiential selling, continued
Webinars efficiently provide many elements of a rich experience which can drive sales. (www.ascendantconsulting.com/resources/wp-expersell.pdf)
In-use tests
Webinar
Customer
VisualAuditory
Projected experienceIn-use examples
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Asce
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ant C
onsu
lting
, LLC
Creating Explosive Growth with Webinars
ww
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dan
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sult
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.com
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6©
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Asce
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ant C
onsu
lting
, LLC
The next Yes
Sales is a series of “Yeses” which usually must be achieved in order. To succeed with a Webinar you must know what your next Yes is.
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Asce
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, LLC
The next Yes
An order!
Sales call
Request for follow-up
Conceptual agreement
Sign up for info
Pay for info
Go to a website
Sales is a series of “Yeses” which usually must be achieved in order. To succeed with a Webinar you must know what your next Yes is.
Attend webinar
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1-(
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6©
20
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Asce
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ant C
onsu
lting
, LLC
Delivery best practices
• Speak from a script, or
• Use notes
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
• Offer notes page/study guide
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
• Offer notes page/study guide
• Have two people on your side– One handles messages, emails, etc.
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
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2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
• Offer notes page/study guide
• Have two people on your side– One handles messages, emails, etc.
• Stand up
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Asce
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ant C
onsu
lting
, LLC
Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
• Offer notes page/study guide
• Have two people on your side– One handles messages, emails, etc.
• Stand up
• Smile
ww
w.A
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dan
tCon
sult
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.com
1-(
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2-7
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6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Delivery best practices
• Speak from a script, or
• Use notes
• Give handouts
• Offer notes page/study guide
• Have two people on your side– One handles messages, emails, etc.
• Stand up
• Smile
Be benefit focused. It’s about them, not you.
Put yourself in their shoes.
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Asce
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ant C
onsu
lting
, LLC
Getting results
• Lead with content, promote with passion
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Asce
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ant C
onsu
lting
, LLC
Getting results
• Lead with content, promote with passion
• Be up front/transparent– Your next yes– What you want them to do
ww
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dan
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.com
1-(
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6©
20
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Asce
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ant C
onsu
lting
, LLC
Getting results
• Lead with content, promote with passion
• Be up front/transparent– Your next yes– What you want them to do
• Concrete calls to action
ww
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dan
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Asce
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ant C
onsu
lting
, LLC
Getting results
• Lead with content, promote with passion
• Be up front/transparent– Your next yes– What you want them to do
• Concrete calls to action
• Use powerful language
(www.vikev.com)
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Asce
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Getting results, continued
• Free webinar followed by $1 Webinar– Psychological element of
commitment and consistency
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Offering Free!
Getting results, continued
• Free webinar followed by $1 Webinar– Psychological element of
commitment and consistency
ww
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dan
tCon
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.com
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Asce
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ant C
onsu
lting
, LLC
Offering Free!
Getting results, continued
• Free webinar followed by $1 Webinar– Psychological element of
commitment and consistency
• Or discounted trial offered in Webinar– Easily delivered trial; high
conversion– Annuity
ww
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dan
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2-7
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6©
20
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Asce
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ant C
onsu
lting
, LLC
Offering Free!
Getting results, continued
• Free webinar followed by $1 Webinar– Psychological element of
commitment and consistency
• Or discounted trial offered in Webinar– Easily delivered trial; high
conversion– Annuity
• Website and phone number on every page
ww
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dan
tCon
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.com
1-(
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6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Offering Free!
Getting results, continued
• Free webinar followed by $1 Webinar– Psychological element of
commitment and consistency
• Or discounted trial offered in Webinar– Easily delivered trial; high
conversion– Annuity
• Website and phone number on every page
• Build in a way to track conversion
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Getting prospects to attend
Building your list
• Getting people registered: – Solo email– Autoresponder– Webpage– Squeeze page– Opt out page
ww
w.A
scen
dan
tCon
sult
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.com
1-(
88
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82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Getting prospects to attend
Building your list
• Getting people registered: – Solo email– Autoresponder– Webpage– Squeeze page– Opt out page
• #1 list building strategy: back of business card– Webinar offer– Other offer
Get a 75% response rate from your next promotion!
FREE Webinar
www.vikev.com
Get a 75% response rate from your next promotion!
FREE Webinar
www.vikev.com
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Getting prospects to attend
Building your list
• Getting people registered: – Solo email– Autoresponder– Webpage– Squeeze page– Opt out page
• #1 list building strategy: back of business card– Webinar offer– Other offer
• Size doesn’t matter (with lists)
Get a 75% response rate from your next promotion!
FREE Webinar
www.vikev.com/webinar
Get a 75% response rate from your next promotion!
FREE Webinar
www.vikev.com/webinar
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Getting prospects to attend, continued
Boosting attendance
• Email reminders– “Print This Page!”
• Phone broadcast
• Snail mail
• time.gov
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Getting prospects to attend, continued
Boosting attendance
• Email reminders– “Print This Page!”
• Phone broadcast
• Snail mail
• time.gov
• Bonus for showing up– Cash– Programs– Pdf– Products– Bonuses and discounts
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Today’s goal
Support excellent decisions regarding Webinars
• When to use them– On strategy– More complexity in problem/solution– Information less easily accessible– Can create an experience
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
Today’s goal
Support excellent decisions regarding Webinars
• When to use them– On strategy– More complexity in problem/solution– Information less easily accessible– Can create an experience
• How to Create Explosive Growth with them– Know the next Yes– Responsive lists– Incentives to attend– Delivery best practices– Strong calls to action
ww
w.A
scen
dan
tCon
sult
ing
.com
1-(
88
8)-
82
2-7
23
6©
20
06
Asce
nd
ant C
onsu
lting
, LLC
How to give
Powerful Webinars
which
Create Explosive Growth
Ascendant Consulting, LLC