Webinars that Convert for Wellness Professionals (CLIENTS ON AUTOPILOT!)
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Have you been considering running a webinar to bring new clients in the door? Well you're in luck because in my new video I'm going to teach you a webinar format that converts AND will help you turn those prospective clients into paying clients.
I ran my health coaching business for five years, and during that time, I hosted many webinars - some failures and some successes. But what I found when it comes to running a webinar, is that there are five key ingredients for success.
1) Strategic focus
3) Keep them short and sweet
5) Q&A session
Let's start with step number one: strategic focus. Your webinar topic has to be virtually the same as the ultimate product or service that you are going to pitch or sell at the end of the webinar. That means that if you're selling a weight loss program, your webinar actually has to be specific to weight loss and not some other similar topic like body image or mindful eating. Your program or service should actually feel like the natural transition for viewers who want to go deeper after learning from your webinar. So using the example of weight loss, if you are selling a 12-week weight loss program, then maybe the title of your webinar is "Five Shocking Reasons You Can't Lose Weight & What to do About it". In this example, people who are interested in weight loss are going to be very interested in signing up for your webinar. And once you teach them why they aren't having the weight loss success that they desperately want and then you give them a few actionable tips and strategies. Naturally, those who are interested in getting bigger results are going to gravitate or at least be interested in the product or program that you are selling at the end of your webinar.
Number two is bribery. People are pretty distracted these days which means if you don't give people an incentive to stay the course of your webinar, there is a really good chance that they're going to get distracted by their phone, maybe someone coming over, and they're going to drop off and they're never going to get to your pitch at the end of the webinar. So you need to make it worth their while to stay, and nothing works better than what I call ethical bribery. This might be free access into the program you're selling, or maybe it's a free product that they would be interested in like a Vitamix or maybe it's a free 60-minute consultation with you. Whatever it is, you need to make it juicy - something that they're actually really going to want. And you need to make this really clear at the beginning of the webinar. You need to tell them, "Hey, for those of you who stay with me till the end, you can be entered to win this free thing." And usually how I do this, is I say a secret word at the end of the webinar that they can then email to my team to get entered into the contest. But of course, you don't want to give that secret word away until you have finished your pitch. Without bribery, there really just isn't the incentive to stay to the end of the webinar.
Number three is short and sweet. The biggest mistake I see a lot of people doing is that they overwhelm the viewer by giving away way too much information in their webinar. As much as you feel super passionate about the topic you are teaching, if you make it too long and you overwhelm the viewer, it's a sure thing that they're going to just drop off. The content of your webinars should share a maximum of three to five points and it needs to be completely related to your webinar topic and ultimately your product topic. I also recommend that you give them something actionable during your presentation that they can do right now in order to experience a quick win. If you give your viewer a quick win, they're going to be way more interested in potentially entering your program, or if they're not ready to buy it then, they will probably still follow you and potentially they could become a buyer in the future.
The fourth ingredient is urgency. If you want people to take action at the end of your webinar, you need to put just the little bit of pressure on them. Otherwise, they'll get distracted and totally forget to invest in your program even if they had the intention to do so. Some people call this a fast-acting bonus. Trust me, it works. This is where you give them incentive to actually take that urgent action. So this might be a discount code that expires at midnight, or it might be some juicy bonus that they can only get if they sign up in the next 48 hours. And you should always include this urgency or fast-acting bonus. Even if you have your cart open for 10 to 14 days, you want to give them incentive to actually act right away. Remember, you do want to make it juicy enough that they can't help but take that urgent action.
The last tip is the Q&A or the question and answer session. This is your time to shine and you should always include this at the end of your webinar. This allows viewers to connect with you personally and inquire about working with you further. So regardless of who is asking questions in the questions box or if maybe nobody is asking questions in the questions box, that is okay. I recommend coming prepared with a list of questions to pretend to ask that highlight the benefit of your program. And like I said, even if no one actually ask this, you want to fake it because this is actually doing your viewer a favor by giving them more information about your program. So for example, if you have a weight loss program, one objection might be from someone who says, "Hey, I'm plant-based, I'm a vegan. Does this program actually include recipes that I can eat?" And you're going to be like, "Yes, it does actually, all of the recipes can be modified to be vegan or plant-based." Another example would be, "Annie says she has fatigue along with weight loss. Will this program actually help her get more energy and lose weight at the same time?" And your response is going to be, "Yes, Annie, it absolutely will. The information taught in this program actually helps build overall health and people can see a resolution of lots of different symptoms including energy or brain fog or digestive issues." The question and answer is the time to help address questions that you believe your ideal might have when it comes to making that decision to work with you.
Now that you understand the five juicy ingredients of a high-converting webinar, maybe you're hungry for some more delicious tips to optimize your online business?! So make sure to sign up for my weekly business tips here. These are tips that are specific to your health coaching business and things that I saw success with, with running my own health coaching practice.
If you've got a program and you're wondering how to price it, then make sure to check out my video, Pricing Methods and Strategies for Your Signature Coaching Program!