One of the questions I get is how to get coaching clients from the Internet? We envision that we can meet somebody face to face. We shake their hands. We hear their problem. We talk about our services. We sign a contract. We’ve got a new coaching client. Okay. How do we apply that same concept online? The easiest way to apply that same concept is an educational based webinar.
With that said, for those of you who aren’t really familiar with webinars, just imagine sitting down and watching a presentation of a set length, where you have a follow up sequence to go through and say, “These are you problems. Do you fit the criteria? If so, this is how we can help you. Sign up for our service.”
Now the truth of the matter is, it can be intimidating to do a webinar. I’m not even going to lie about it. I’ve done well over a thousand webinars at this point. After you’ve done so many of them you’re almost like, “Okay, it’s just another webinar – boom, boom, boom.” The reality of it is, your first few webinars are going to be extremely difficult to do if you’ve never done one before. Or if you’re not comfortable speaking – especially into a blank screen, knowing that they can’t see you. You can’t see them. You can’t judge an interaction. All you’re having to go by is your slides.
But with that said, here’s the easiest way to do a webinar. Just imagine having – and I know this is probably not going to be the sexiest thing – imagine having a prospect sitting in front of you. Put on your headset, or put on a recorder. Maybe just take your iPhone, click the good old-fashioned record button, recording audio. And give your presentation like you would normally give to a client in person. Talk about – hey this is whom you are. These are your credentials. You want to talk more about their problems and how you can solve their problems. And you never talk about yourself. And give a close, which you’re going to talk about, “This is what you want to do if you want to solve your problem. Fill out this application. Go to this website. Blah, blah, blah.”
Make a quick short little –do an audio first. Listen to it. And this is weird. Send it off to Fiverr and get it transcribed. Once you’ve got it transcribed, come back and use that to put together your PowerPoint. I mean, when you talk about you have images – if you can talk about your certification. Have images of your certification.
Mainly you want to talk about their product, because they’re not really interested in you. Not really interested in your certification. They want to hear about how you can solve their problems. Spend the majority of that on how you can solve their problem. Then go into your close, which is basically who you are, remember? How you can solve their problem, the results you can achieve for them and give them a direct call to action, “Go to website xyz/apply. Fill out that information and we’ll get back with you to set up a call.”
Now the next thing you need to look at is, are you going to do these from an automated webinar standpoint, or are you going to do them live every time? We have done tons of live webinars and I’ll tell you, Murphy’s Law will kick in. Something will always go wrong: audio, video, whatever the case may be. The best thing to do is to pre-record this webinar and use an automated replay system, like Evergreen webinar. Use Stealth, which I think is actually better than Evergreen – Stealth webinars. Use that to set the webinar to replay maybe every hour. You even have prospects – and they can come here immediately, and start watching a webinar today, you’ve done years ago.
Fundamentals of solving the customer’s – in this case – in this case, the client’s problem will not change. So because of that, get out there. Create a webinar and get it on your website. Get it on your blog. And start sending your traffic to that. Because you’ll be amazed at how well a webinar will convert people who don’t know you from Adam’s housecat, into raving fans and paying clients.
So definitely keep that in mind. Anyway this is Charles Kirkland. Hope you enjoyed it. And as always, give me feedback. Did you love the podcast? Hate the podcast? Either way, give me five stars. At least I would hope you’d give me five stars. And pop over to the LeedsClientsProfits.com website and check out some of the content. And check out the case study. This is Charles. Talk to you later.