Launch (Updated & Expanded Edition): How to Sell Almost Anything Online, Build a Business You Love, and Live the Lifeof Your Dreams

by Jeff Walker

Here’s the recipe for PLC #3: Express thanks and excitement. Thank your viewers for their comments and questions from PLC #2. Tell them how excited you are and how excited all your viewers are. (And if you did a good job in PLC #1 and #2, then your viewers WILL be getting excited.) Quickly recap the opportunity and your positioning. Don’t assume your prospects remember (or even saw) your first two videos. Briefly describe the opportunity, and remind them who you are and why they should listen to you. Don’t take too long with this—move through it quickly. Possibly present a short case study, if you’ve got one. If you don’t have a case study yet, that’s fine; you’ll have one for your next launch. Answer the top questions you’ve been getting. In other words, you’re going to answer the top objections. Do this even if you’ve already raised and answered those objections in your earlier PLC videos. People raise the same objections in different ways by asking different questions. Go ahead and answer those questions that keep popping up in the comments on your blog. Explain the big view and how to make it happen. This is where you step back and look at what’s really possible. What’s the ultimate transformation or change that your prospect can have in their life if they buy your product? Look at it from all angles, and project that transformation out into their future. Pivot to your offer and create a soft landing. Do this in the last 10 percent of your PLC #3. By now your prospects...