How to Close on a Webinar

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close-webinars I’ve done a little over 100 webinars and I would like to share a few of my insights if you are just getting started. Here are my three tips to closing customers on your webinar:

1. Tell them exactly what to do to “Upgrade”

When I say exactly, I mean exactly. Here is the script I use:

In order to get all the features I covered today and this incredible deal, just follow my steps: Step 1: Go to this URL {Insert Your Pricing Page URL}

Step 2: Click on the green “Buy” button

Step 3: Enter in your Credit Card Information.

I even show them a screenshot with an arrow of exactly what to do. Then, I repeat the offer and go through the 3 steps again.  I know this sounds pretty unintuitive, but it works! Tell them exactly how to give you money and they will. When I tell webinar attendees exactly what to do to upgrade, I get a 55% conversion rate. When I leave out the exact steps, my conversion rates drop below 15%. Even if the offer and everything in the webinar stays the same.

2. Create a Time Sensitive Irresistible Offer

One of my biggest mistakes was not offering a discount during the webinar. I thought all the information I provided would be more than enough to get them over the edge. If you want your attendees to pay you today, try offering a time-based discount. I usually say something like this:

“This 20% offer is only going to be available during this webinar, after this webinar is over, this discount will be expired.”

3. PUMP IT UP

I’ve attended a lot of webinars and most of them are BORING snooze fests. Do a webinar, where you can speak LOUDLY, you should be projecting as if you are talking to your grandma and she just lost her hearing aid. Keep things light, fun, and entertaining. Be excited about what you are presenting and your attendees won’t drop off. Here are three things I like to do to pump it up:

1. I like to play Eye of The Tiger before the start of the webinar and I even say “I’m playing my favorite Pump Up song Eye of the Tiger, This should PUMP YOU UP for this amazing webinar we are about to have.”

2. I love what I’m presenting and truly believe in it. Any slides or material that I don’t believe in, I take out immediately.

3. I talk LOUD. My neighbors hate me, but my energy stays high and my webinar attendees love me

What are your webinar secrets? Lets discuss them in the comments below.

9 Comments

    • Hey Tony – Thanks!

      Yes, I use GoToWebinar – http://www.gotomeeting.com/online/webinar

      It is $79/mo (make sure you call and ask for that deal, if you don’t see it offered on their pricing page).

      The reason I picked GoToWebinar is because it is the most widely used webinar software. Less headache for the end customer on figuring how to use it.

  2. Hey Rishi,

    I’m in sales and do info-webinars all the time. The problem is, we don’t have credit card forms. They have to sign a contract and that is handled in a different department.

    • Hey Tiffany,

      That is super old school. See if you can get docusign or hellosign at your company. That is how the new modern world GSD (Gets Shit Done).

      If you can get that implemented and want to be aggressive, ask everyone on the call if they are interested in the deal. Whoever says yes, send them a contact (via Docusign) while they are on the line.

  4. Nice post Rishi. I would add one more to you already valuable list of tips. 4. Show Social Proof – both before and after the webinar.
    A. why someone should attend the webinar in the 1st place ? and
    B. why someone should sign-up/take the offer ?

    • Thanks Anupam! Awesome tip on social proof.

      right after I say the offer, I wait about a minute and announce all the customers that are signing up. This way people know others are signing up too. I also congratulate them on making the right decision.

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