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March 19 - July 30, 2018
Allay their fears.
Throw rocks at their enemies.
Confirm suspicions.
Encourage their dreams.
The next slide is what I call the “ruler.” It’s the measuring stick people will use to judge your webinar. If you don’t tell them what your goals are, even if you do everything perfectly, they may be upset because their goal was different than yours.
The goal is always to help them to see that this new opportunity will give them their greatest desires, increase their status, and help them achieve their goals.
This next slide is typically an extension of my goal, and it’s where I first show them the Big Domino.
So this slide restates that sentence in the form of goals.
Here is where you introduce yourself and let people know why they should listen to you. I’m not a big fan of bragging, but you need to make sure you have postured yourself in a way that they see you as an expert and an authority. This shows them you have already achieved what they desire.
Briefly touch on the external result, but then dig a little deeper and talk about the internal result your achievement gave you as well.
This is where you transition into your backstory for your first Epiphany Bridge story. Tell your origin story, the series of events that first convinced you this new opportunity was the vehicle for you. This will be your first attempt to knock down the Big Domino. Use the Epiphany Bridge script to tell the story in a way that gives them the same epiphany you had.
After you tell your epiphany story, some people will think, “That’s great, but it has nothing to do with me.” So next you need to make it relevant for them. The way you do that is to reframe it in some way that’s familiar to their situation. Tell them what’s traditionally been done. Then explain why that’s hard or confusing. Finally, explain how your solution makes it easy or better.
If you have a quick case study of someone you’ve worked with having success with this, or an example that helps them see how it will work for them, you would include that here.
For many people, the initial story will get them excited, but objections and false beliefs will also start to pop up as soon as you introduce the new opportunity. This is where you transition to the content section of the webinar, where you will start breaking and rebuilding their false belief patterns.
This is not a teaching presentation; this is a presentation to inspire people and cause them to actually take action to change their lives. The teaching is what you do AFTER they have purchased. Teaching does not have a place in the webinar. It’s the surest way to kill sales. Remember, you are focusing on identifying their false belief patterns, breaking them, and rebuilding them with the truth.
10. State the Secret
11. Share Your Epiphany Bridge
12. Show Other People’s Results
13. Break the Related Beliefs
14. Restate the New Belief as an Undeniable Truth
15.–24. Rinse and Repeat for Secrets #2 and #3
Once you’ve gone through these steps for the first secret, go back and repeat steps 10 through 14 for the other two secrets. That’s going to be the majority of your webinar content.
25. The Transition to Selling
The first thing is to show them how they could actually get the results they desire most, if they actually follow what I showed them.
When you sell in person, you have the ability to ask follow-up questions and figure out their specific false beliefs. Then you can address those concerns and close them. You don’t have that luxury in group sales like webinars. So you have to include as many objections and false beliefs in the presentation as possible.
26. The Question
The big idea is that the only thing prospects remember when you sell is the last thing you showed them.
27. What You’re Gonna Get…
28. Quick High-Level Recap of Deliverables
29. Show 3 Case Studies
30. Who This Works For (All-Inclusive)
31. Destroy the #1 Reason People Don’t Get Started
The biggest excuse I hear with ClickFunnels is that they don’t have a product to sell yet. So I tell them they don’t need to have a product. They can use affiliate products.
32. Stack Slide #1
33. Introduce Element #2: The Tools
34. You’ll Be Able To… / You’ll Be Able to Get Rid Of…
I want them to realize that investing in this thing shouldn’t cost them any money, it should only save them money.
35. The Problem This Tool Solved for You
36. How Much Time / Money This Tool Will Save Them
37. Break Related Beliefs About the Tools
38. Stack Slide #2
39. Introduce Tangible By-Product #1 (Related to Secret #1)
40. Pain and Cost
41. Ease and Speed for Them
42. Break Related Beliefs
43. Stack Slide #3
44.–53. Introduce Your Other Two Tangible By-Products
54. Stack Slide #5 (The Big Stack)
piece. You also want to total everything up and have the value be 10 times as much as the actual price will be. (If the value doesn’t reach that level, consider adding something more valuable to your offer.)
55. If / All Statements
