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Read between
March 19 - July 30, 2018
56. I Had 2 Choices
57. What Would the End Result be Worth?
58. Price Drop
59. Price Reveal
61. You’ve Got 2 Choices
62. Guarantee
63. The Real Question is This…
64. Stack Slide
65. Urgency / Scarcity Bonus
66. Closing Call to Action / Q&A Slide
Money is Good: The goal is to get people to disassociate their fear about spending money with you. Money is a tool for exchange. You spend money to get something greater in return.
Disposable Income: The goal is to help them realize that they are spending the disposable income on things that aren’t serving them well, and by spending that money on things that will help them grow, they will have long-term fulfillment.
Money Replenishes: The goal for this close is to help people realize that while each month
money comes back, time does not, and if they’re not careful, they will run out of time.
Break Old Habits: The goal for this close is to help them realize that if they leave today without investing, nothing in their life will change.
Information Alone: My goal for this close is to help them understand that, while they have gotten some awesome information, they can’t rely on information alone. They need coaching
and accountability, too.
Money or Excuses: The goal of this close is to get them to quit making excuses about why they can’t buy.
Your Two Choices: The goal of this close is for them to understand why you are charging so much money, and to make sure they are okay with that.
Their Two Choices: The goal for this close is to help them realize they are crazy if they don’t invest with you today.
Us vs. Them The goal for this close is to call out people as either do-ers or dabblers.
The Hand Hold: This close is where you actually walk them through the sign-up process.
Say Goodbye: In this close I want to show them all the pain that will instantly disappear after they invest.
Now & Later: In this close, I want to paint a picture of their life now compared to what it could become if they invest.
Only Excuses: The goal of this close is to call out any excuses that might be keeping them back, and then diffuse them.
Reluctant Hero: The goal of this close is to help
them believe they can actually do it.
If You Only Got: The goal of this close is to show them what they already got for free, and what they can possibly achieve when they invest with you.
Close Close: This close is the final push to get them over the edge. I typically do this one several times during the question and answer section at the end of the webinar.
STEP 1: SEND TRAFFIC TO THE WEBINAR REGISTRATION PAGE.
The key to a high-converting webinar registration page is… CURIOSITY.
STEP 2: SEND REGISTRANTS TO A THANK-YOU PAGE WITH A SELF-LIQUIDATING OFFER.
STEP 3: SEND A SERIES OF INDOCTRINATION EMAILS.
STEP 4: SEND REMINDERS.
STEP 5: PRESENT THE WEBINAR LIVE.
STEP 6: SEND FOLLOW-UPS AND CREATE LAST-MINUTE URGENCY.
STEP 7: CLOSE THE CART.
You need to know those inner reasons WHY they want what they want. So keep digging until they reveal those deep emotional connections.
You want people who will take responsibility for their own actions.
If they don’t know how to do something and you can help them, you’re going to have a successful relationship.
Dig Your Well Strategy #1 I started by following them, sending friend requests, subscribing to their emails lists, blogs, and podcasts, and buying their products.
Dig Your Well Strategy #2 After I know who they
are and understand what’s important to them, I want to give them a platform that helps to promote them, but at the same time gives me the ability to build a relationship with them.
Dig Your Well Strategy #3 Now that I have a basic relationship with them, one of the main things I like to ask (and I learned this from Sean Stephenson) is what project they’re working on that is most important to them at the moment.
Promotion Strategy #1 The easiest and best way to work with your Dream 100 is to get them to promote you and your new opportunity to their following.
Promotion Strategy #2 While my main goal is to get my Dream 100 to promote my product, oftentimes they can’t or won’t, and that’s okay.
If you look at the sales path that customers of people on your Dream 100 are going through, you can find places where it would make sense for your products or services to be offered. The idea is to integrate your offers into their natural sales funnel.
