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March 5 - October 8, 2018
20. Ease:
21. Speed:
22. “So” Benefits:
23. Social Proof:
24. Make the Offer:
25. Build Value:
26. Float a Fake Price:
27. Emotional Close (If/All):
28. Reveal the Real Price:
29. Guarantee (Logic):
30. Inject Scarcity (Fear Close):
31. Future Pacing:
32. Call to Action:
33. Post Selling:
34. Take Away Selling (Warning):
35. Close with Reminder:
Continuity is when you get paid regularly, usually every month, for ongoing access to information or software or some other product.
There are two parts to most webinars: the content and the sales pitch.
A typical webinar is broken down into three sections: the introduction, the content, and the close (or the sales pitch).
INTRODUCTION:
Big Promise: Repeat your big promise.
Hook to End:
Command Attention:
Qualify Yourself:
Future Pace:
THE CONTENT: This is the meat of the webinar. It should run about fifty to sixty minutes, and it should deliver whatever content you promised in the registration script.
The One Thing:
After I explain this big idea—the One Thing—I share three secrets that will expand on what I promised to reveal. Typically, when I’m creating these three secrets, I’m looking to debunk existing beliefs participants might have that would keep them from purchasing the product from me at the end of the webinar.
THE STACK: This section of the webinar should last at least ten minutes.
After you reveal your full stack slide, you want to show the total value of everything the buyers are going to receive. Even though the price you name first isn’t what buyers will actually pay, you need to anchor that price in their minds before you move on.
If/All: Use the words “If all” to anchor the offer and help the buyer justify the price you have given. Use both “toward pleasure” and “away from pain” statements.
Reveal the Real Price: Now tell them the actual price. This price should be much lower than the price you gave after The Stack.
The Invisible Funnel is a premium webinar that people pay for AFTER the webinar is over—if (and only if) they love what you taught them.
A “Magic Bullet” is simply the One Thing you’re promising they’ll get out of the webinar within a certain amount of time, or they don’t pay.
Raise the Question: Set up your Magic Bullet by asking questions that bring people’s desires to the front of their minds. Make them wish they had what you’re about to offer.
Introduction: Next you want to introduce yourself and the idea of the Magic Bullet you are going to offer in the webinar training.
Point out Frustrations: Your prospects have probably tried other solutions and failed. You need to let them know their frustrations are normal, and that you once had them, too.
My Magic Bullet: Now you introduce the amazing solution you’re selling. Tell perspective participants about the tangible thing they’re going to get by attending the webinar. If you get your Magic Bullet right, the rest of the sale is very easy.
You also want to describe how you discovered the solution and what the value of that solution has been to you.
To draw in the most participants, expand the main idea of your Magic Bullet and tell the reader a story about how this solution has worked for you:
Don’t Worry (Proof): Now you’re going to introduce the fact that you are offering a premium webinar. You’ll also tell the participants not to worry because you’re going to prove its worth before you charge them any money.
Risk Reversal (0 —> $$): Here’s where you offer the “try before you buy” option.
The Close: Get the reader to commit to giving your webinar a try.
Re-tell Hook: You got the participants to register for this webinar by using your Magic Bullet script (the “try before you buy” hook), so you need to reinforce the rules they are playing by during this webinar.
Tell Them What They’ll Learn: Give all participants an overview of the system that you are going to be teaching on this particular webinar.
Content (for each content piece): Start teaching your content now. It doesn’t really matter how many pieces you teach—as long as it’s your best stuff and it fills up the three or four hours you promised.
Here’s how you want to present each content piece:
• What Is It?
• Parable:
• Teach Concept:
