SNM073: Make Sales Without Learning Copywriting

speaker 0: 0:00 using Webinars to grow your business on today's episode. Today's episode is brought to you by digit save money without thinking about it. Get paid $5 just for signing up at serve. No master dot com Backslash digit today Are you tired of dealing with your boss? Do you feel underpaid and underappreciated? If you want to make it online, fire your boss and start living your retirement dreams now then you've come to the right place.

Welcome to serve no master podcast where you learn how to open new revenue streams and make money while you sleep. Presented live from a tropical island in the South Pacific by best selling author Jonathan Green. Now here's your host. When you see those really big product launches, or sometimes you see this offer and it's 1000 2 or $3000 seems really complicated sales pages. They could be overwhelming the thought of creating your own 40 Minutes sales video. It's daunting.

There's an entire science and a structure, and it's very, very advanced copyrighting techniques to create this type of thing, and there's product launch formulas, and I have courses kind of help walk you through this process but sitting down and writing a script, creating a sales video, going through everything testing and it's very hard. And it could be scary. One of the ways to bypass the need to create a really great script and to write this artfully brilliant script is webinars.

Now, in a live webinars alive training session, you may be familiar if you're a little older with tele seminars, where you call into an 800 number and you push different keys on your phone, you could listen. Someone give a talk. You could do all these amazing things That technology has been around since the eighties.

But really, webinars, with the advent of companies like Go to Evan R, have become quite prevalent in online market and also in a lot of corporations are a great way to allow bunch of people to dial in at the same time. And you could have large meetings. Or you can have someone where someone just presenting on a webinar. You can sell a $300 product to people who bought a $7 product.

I see this all the time, and this is really where I got started with online marketing, knew that I would sell a product for $7 to get a bunch of customers and then immediately run a webinar to a very expensive product. And that's right. Make most of my money. This idea that people could only spend certain amounts of money is often misconception. What people willing to invest is often more than we realize. And this is why they're really big companies.

They're charging more, not because they have more reputation, but because they can realize that what people will actually pay for different products and service is now. You don't have to merely jump to doing expensive products and some my webinars. I sell stuff for $7. I don't have to sell really expensive things all the time. The reason I run Webinars is because it's easier for me. I find writing long sales letters very difficult as much as I do it.

It takes me really, really long time to d'oh. It's a very time consuming process for me. I'm not a very good copywriter. I'm okay. I'm very analytical, so I can create a good structure and I can create something that's all right. I can probably create a beer B plus sales letter for anything without too much effort. Well, I say without too much ever. I mean without too much creativity. I mean, just by going paint by numbers the way I do thinks.

But I can create an A plus webinar pretty easily for me because I'm much more comfortable speaking on the flight with a webinar. All you have to do is prepare some slides and you can prepare 10 or 20 slides. You kind of just cover topics you want to talk about, have room free, will ask questions. And suddenly you have this amazing journey at the end. You just explained. Here's what kind what the product is. Here's why it's cool.

Here's what I think you might like it and then that's it. So it's an easier structure to learn, but it can be very intimidating because of the technology and because it's live. So I want to take you through some of those pieces and understand the technology and understand the benefits why it could be really good for you, especially even if you're just starting out.

But I think that for most people, those the two scariest parts for most people are the technology and the fact that it's live. People continue making mistakes and you're afraid of getting embarrassed in public. So as far as the technology, there's a few pieces to it. The first question is whether you're gonna do a live webinar or auto webinar. Now live webinars were sitting there talking to people in there. Listen, do you live all around the world?

And every time you make a mistake, it's live, and it's a really interactive an auto Evan are basically recreates this, but it's not actually live. Oftentimes someone will be there and they think they're experiencing alive. Webinar were really It's just a recording of a weapon I have done in the past. But you're giving people that event experience. And as a consumer, you can tell if you're watching a live or replay webinar based on experience. When you attend enough webinars, you'll be able to start talent.

You'll be able to go. Wait a minute. This software only does auto webinars. I do both. I do stumping live first and then when people want to see the video again later, I give him that experience, and part of it is that you could ask questions and get answers back. And when you set up an auto evitar when you set up the software, you can set up to email you any questions, someone asks, So you can still interact with them in the same way.

And oftentimes you'll have an assistant or you'll even be there. Live just answering questions when people on the webinar, depending how often you run the software. So the two main first question is, Is it gonna be live or simulated live or a fake live webinars? And you might think that doing auto webinars a little bit disingenuous that it's better just to play a replay. But you'll find even though people can usually tell when it's about a webinar, you'll still sell way, way, way, way better.

They can still tell that it's not live they can usually send, so this is just a recording. But when they see the event stuff around at the kind of feeling they'll stay longer. The listen longer and you'll make more sales. So it's much better for your business to 90 of just playing a video on a Web page and actually using auto weapon or software. You'll do much better without a weapon or software.

That's pretty People sell and buy, and there's a lot of choices out there as faras live technology. There's really two big choices. There's always two people entering the market. And as much as I'd like to talk about a lot of these other companies, the thing of discoveries right now, no one's really locked down the technology at a level that I feel comfortable totally recommending the two big players right now for live Webinars.

Well, there's three our go to Webinar, who I use the second major players Webinar Jam and then Google Hangouts also does live webinars stuff and for a long time, Webinar jam use Google hangouts. But I think now they've made their own software. There's just a lot of problems with Google hangouts. They're getting better and better, but I do. I personally don't do it every time I've tried to do and I've had technological problems and that was a few years ago, so maybe way better now.

But your choices were really kind of Google hangout software. Webinar Jam, which is quite expensive and go to Lebanon, which is also really friends, go to Evan R right now. Other cheaper package. It's $100 a month. So until you're gonna run people through it, it could be a little bit too expensive. Webinar jam, I think, is like $500 a year. So it's about half that price. Go to evidence, charge you by the number of people that could be on an event.

So if you're gonna have more than 100 people on an event, you have to go up to the next package, which is $200 a month be allowed tohave up to 500 beyond 500. You gotta start. You gotta spend like, $500 a month. When you think about it, they're charging you a dollar basically a dollar pretending. But you could host dozens of events per month. So if you could get an audience than the price is totally fine, because weapon is a very profitable.

So making these technological choices could be a little overwhelming at first. What I personally use its goto webinar and I would shouldn't recommend trying them out there often have a 30 day trial for different things so you can grab a 30 day trial run a test website and see what happens. Most people way over estimate how many people they can put on a webinar. I only know two or three who would have ever put 1000 people on the weapon.

Or I don't know if I've ever done over 500 in my entire career. So we think we need this really repackage. But oftentimes, the only need Web brother was 25 people when we were first starting on. That's okay. The majority of our audience 2/3 of your audience. Well, actually, just watch the replay. So any time you have registrations for your weapon or if you have 1000 people register, 300 to 350 will actually show up.

It's about 1/3 make the actual live event been pretty consistent for the last seven years of my entire career, where you get just about 1/3 showing up, and this is across industries and what I know there's certain things you can do to raise that number and really fight to get higher, but about 1/3 is pretty normal. That's pretty standard. So if you can get 10 people to sign up, you get three people to show up. It's totally normal, so I want to prepare you for that.

It's just how it is. Just think about how many times you've signed up for a live events. You maybe even signed up for one of my webinars and then not been able to make it. Life happens. You have things going on, and some people people sign up because they want to go and then the rise they can't attend. It's very normal.

That's why auto avatars have come more and more popular, dabbling with auto waivers for about five or six years, because they allow you to run the same thing over and over again and to run the event at a time That's good for your onions. So if I running an event at 7 p.m. Eastern Live, I can create on a weapon that runs it at 7 p.m. Local. So whatever your time zone is, it shows it at 7 p.m.

Your time really amazing technology, and it's really valuable now when you're choosing auto weapon, our software. There's a couple of solutions out there. There's ever webinar. There's ever evergreen business systems. There's Webinar Ninja there's Webinar ignition. There's a bunch of different platforms now with auto editor software. I really can't make a hard recommendation because every single platform has people who just hate it. There's also stealth seminars, and all of them have different price. Range is what I really recommend. It's finding something.

That's what you can afford. Right now I'm dabbling with Webinar ignition again, which is a one time bye. It happens to be by a company that I worked with on a lot of other stuff, and hopefully they'll release an update in the next year. But depending on the stuff where you work with, it can be harder and harder. For webinar ignition, for example, I have to create an MP four version of my video, which is no problem but also dot W B M.

A Web Web mobile version and what things well discovers that almost nothing generates that version of video anymore. That style of video is very hard to find a converter. I was just testing a new converter last night, so you run into these technological challenges, the little hurdles you have to go over, and this is why I'll make a webinar blueprint and probably auto revolution walking through the software. But I have. I used to use weapons admission. I used to use everything.

Business Systems is heir to all the piss technology evergreen business that even sell anymore. Now that they've replaced with every webinar, which is like $5 a year again, it's really expensive to jump into until you're sure they're gonna do a lot with it. So before I jump, I like to start with something flat fee and there's a couple of cool options out there.

But right now, there's not when I'm totally in love with, I'm just testing things, and that's why I just have an old weather English in license. So that's why I'm testing that one right now on my webinars platform. Rather than jumping invest money in another platform, I want to see if this one could do the basic things I want are doing some very basic things with your ah webinar. You kind of go through ah, few pieces of technology. The first step is getting people to register.

We have a sign of Paige and on the Senate page, what's great is you can use leave pages or you can use thrive themes, and you could make a really custom, really cool looking Paige go to have in our standard webinar registration page. It looks like garbage. They haven't changed the design of a long time, and there's not a lot you could do with it. It's very much corporate. Most people who use go to Webinar.

Most of their use is actually corporations doing internal training, so they don't need the page to be fancy. Everyone in the sub departments to sign up for it and set up their attendance links. They don't need anything fancy. So to build something fancy, you can integrate. And that's really great. Most software solutions will integrate with Go to Webinar and you just do a connection takes like two minutes to set up.

And then you could make a really nice looking page, and that's what I like to do. I If you've been on one of my live webinars recently, I often use Thrive seems to create landing pages. I do think that the lead pages webinar landing pages look better, and I may create recreate some of those designs myself as some five teams templates, which when I D'oh, I'll give away.

You know, I'm always tryingto create lots and lots of stuff to give away, and that's one of things I'm thinking about. It's more templates to give away, so those are some of the things kind of that air swirling my idea. But you start off, you have the page of people sign up. And then, of course, they go through a sequence. They get a couple of emails reminding them about the event is coming up.

Then when they go toe join, there's the before the Webinar starts page, which says, like Oh, your weapon. I will begin shortly And then there's the live event page. The fourth thing people see is the replay, so sometimes he will miss or something. People want to watch it again, and they see a replay. With a live event, you have to create the replay page all yourself on the replay page. You'll have like a headline.

Then you have the video playing and then you'll have like a buy button if you're selling something. If you're doing an auto webinar set up, you sent all the stuff in advance. The reason people sometimes get attended by auto Webinars is you have to set up all of the stuff in advance, and a set of an auto webinar could take a couple of hours.

To be completely honest with you, I'm setting up a new one and webinar ignition right now, and it's gonna take me a little while. Probably take me three or four hours to set up this auto avatar, because you can do a lot of different things, but you have to use with most. These platforms with most auto plant is empty. Was there look, they're designed for the landing page. They're designed for everything. You have to basically fill in all these questions.

It's just a big list of questions compared to doing it all by yourself and setting up replay pages and all this other technology things. It's actually really, really good. It's really great and thrive themes as well has a set up where you can make your own auto avatars If you want to try your very first auto. Evan R. A.

Post a link to it below this block posting on the show notes for this episode, Thrive themes has an entire setup where you can actually use just a couple of Web page templates and run your own webinar. It looks like a live auto webinar. It's actually pretty good. It's one level below what I'm doing with Webinar ignition, but your very first try actually recommended now the reason I like to do a live weapon. Our first is that my webinars very interactive.

You've ever gonna call with me, my webinars air, probably 30 to 40% my original content, and then the rest is answering questions. And that's something that's really dynamic. You'll discover if you have a really good and well engaged audience. They asked lots of lots of questions. You end up going in directions you didn't expect. It's just like that old saying from of the Prussian General, No plan survives. First contact with the enemy and no Webinar survives the first question.

You end up with people asking different questions, pushing in different directions, and I like that. I like having a heavily interactive webinar, and that's really good. That's why if you just recorded video and then posted as a webinar won't feel the same, it'll feel a little bit too stiff. Part of it is that on every live Web, but I've ever done. I've made mistakes, so one of your fears is that you'll make a technological mistake.

You'll have something daunting by doing it live and what you'll discover. And the most amazing thing is, the more mistakes you make in a live weapon or the better you'll dio if you load up the wrong Web page. If you're in, it freezes. If you have these different things happen. If you push the wrong button, people see that it's really and that's really good. That's actually better for you.

So the worry that you're being that you won't be polished enough is actually backwards when you're too polished. That's when Webinar sales go down. It's too smooth. People start to think this isn't really it doesn't feel real. It feels a little bit too much like a pseudo demo, and that loses engagement. People want to feel like they're having a real connection whenever platform you're choosing and I'm bouncing around a little bit.

The structure of the webinar writing a weapon in itself could be a little bit overwhelming and have a couple of block post where I talk about riding your first webinar. But the structure is really simple. Teach something sells something. Answer questions. 123 And depending upon how you structure, you're webinar. You might do 40 or 50 minutes of teaching 10 or 20 minutes of selling and then question, answer in overtime. That's what a lot of people d'oh! That's a pretty standard formula.

They want to give lots and lots of value of front or get people excited. Now the first part. And I apologize if you're noticing that massive rainstorm that just hit in the background can also be it a demonstration of something. If you have a really cool piece of software, you're doing something really exciting. You could just show how awesome something is. Look how amazing the software's looking. All the crazy things I could do with it. Look at this. Look at that.

Look, this wouldn't you love be able to do something like this to in your business? Those are very, very, very effective as well. The demonstration, the building of the hype and then you lead into the product. People get so excited by the time you set, want to sell the proctor ready for it, so you can also do the demonstration. Get people excited style. Build up the hype. I prefer to do a shorter first part.

My first part of my webinars tends to be 10 to 20 minutes. I want to teach people one cool technique. I want to teach you one cool technique or one really amazing because you'll remember it. Then I'll mention if I'm selling something 5 10 minutes. Not very long, and I go into Q and A and A Q and A tends to take up most of the time.

And I like my question answer to be within that one hour block, because then people can really get what they want. I don't want people to be on the phone, called me for two hours. I hate that. I know Webinars ago three and four hours, and some of them do very well financially. But, man, what an epic event, like just dragging it out and keep people there for so long. I want to give as much value as possible.

Now there are other things you could do along the way to increase your numbers. When you want to increase each phase of a webinar, you added a free gift so Let's say you want people to register for your weather, and much is your offer them the free training. If you offer them an immediate download, that download will then become a second reason, and that can become the first thing. So, for example, let's say you're doing a webinar on how to learn the special type of yoga.

And at the end of your going to sell really cool yoga Course you could give away a free PdF. Hey, sign up for this flat. If I yo go avatar. As soon as you sign up, I'm gonna give you instant download of really simple morning wake up routine and it just pictures of you going through seven or 10 poses. I know yoga is becoming one of my more common threads lately, and one of my more common examples. That's for two reasons. One.

It's a really great example in a very profitable industry online. I know, because I buy a lot of younger products online and number two, we're doing more and more yoga and my family right now. Right now, my girlfriends actually up early, doing a morning yoga session while I'm recording this just inside and I'm outside, so it's something more prevalent and also just something that I'm more aware. But it's also just a great example. So you give away this very simple five or 10 pictures.

You know, maybe it's a 10 or a 20 page pdf of just photos of you walking through a serious opposes. That could be their morning routine, like a morning wake up yoga routine or something like that. Very simple, not high value. Kate's not worth $1000 but it's certainly worth so and email address or someone opting in and joining for your webinar. So that's the first place now.

We didn't mention it very much before, but the thank you Paige after your webinars, an additional fifth page, where you could do a lot to improve your numbers again. You could have a thank you. Here's where you download and click this link to add it to your calendar. You could do a lot of technology on thank you pages, and usually for me, creating the opt in page takes one or two hours for writing the copy, making videos ever and the thank you.

Paige could take twice as long because you're creating a free gift. You're making all these different buttons work. You make it look really, really well. And again. Lead pages has some amazing thank you Paige themes I haven't seen in Thrive seems a great thank you page template yet so again, that might be something I add to my list of things that I make.

But it's just These are some of the things that I'm working on as developing and converting templates myself that I use both platforms and there are some really good thank you Paige tablets and leave pages. So on the thank you, Paige, Not only do you give him the download, but you could also have the calendar buttons and then you also on top of that, have a bunch of social media share buttons, and you can say, share this a bunch of times and lock a second bonus.

If you're going all out, you could say, Hey, share this on social media two times. They don't give you the second download, which is my something else. You know, maybe it's my evening routine on my cool down nighttime routine before I go to bed routine so that I burn more calories while I'm sleeping routine. So every time you want people to do stuff, you give me a second ward. Then people come and attend the weapon. And when they show up, you remind them.

Hand the weapon over. Give a way. Something a basic anyway. Prize. You could run a contest at the end of a webinar, or you can simply say everyone gets something by staying to the end at the end of your webinar. Then you give away something that some, my webinars that give away copies of my Amazon books things like that to give away something that's worth like from your 7 to $10 band. You give away a decent prize for your webinar.

This is for people to stay till the end. Don't give away something in the beginning of Lebanon, you don't want to reward people just for showing up because they'll show up, take the gift and log off and you haven't gained any value. But you want to do is stand to begin with. But hey, thank you for showing up. Your time's valuable. I'm gonna give you a free download at the end of the session.

This will encourage people to stay to the end and make sure they stay through and he'll hear your actual sales message. This is kind of like what they do at timeshares, where they say, Alice, Dave, sit through this presentation and then you get three day vacation. You can play golf for two or three days here, that type of stuff. So you're giving a reward in exchange for them? Listen to your message.

So each phase, as you want to increase your numbers, you want a bump up that 30% give away more free gifts you want increased. How he will sign up, give away free gifts when I recommend is you create your first structure of your weapon or you quit your first webinar. If you even let me, I'll take a look at your weapon are set up. Of course, I always do that.

I love getting emails and then add in other free stuff to increase your conversions at each face so you don't have to do that Initially, this is a very simple, rough outline of kind of the entire webinar process and some different technology choices. I do recommend when you're first starting out, try to do some live ones.

It could be hard if you can't get 10 people, at least on the cardiac, in any questions, because in a certain number of people to generate enough questions to kind of have some livelihood, that's kind of where the experiences. But once you get some experience, once you start trying it out, 10 people's more than enough. You do weapon or 10 or 20 people. You can still make money. You can still do. Okay, you don't need to have 100,000 people.

All I know plenty of people that do webinar swaps with 30 or 40 people in the call. So there's there's some really cool things that you could D'oh! There's some things you could do that are very effective. They can help you to write a sales message without having to learn copyrighting or feeling overwhelmed. And even as you start your weapon. Or you could say, guys, I don't do a lot of life presentation, so please forgive me if I don't sound fancy.

When you say something like that, they'll give you even Maur opportunity. And let's say that you know this is someone is not a fancy talker but I want to hear the message you can get over all these humps and you'll discover this is one of the easiest ways to create a sales message far, far easier than the path of becoming a copywriter. You just begin by speaking from the heart showing stuff you think is valuable, and you'll get better and better over time.

It's also a great way to get better copyrighting as you get more experience and see what people respond to and what people don't. And as you get more sophisticated, we'll talk about this more down the line. You can track when people are interested in what people get bored when people are listening and why people hang up and figure out which parts. Your message is strong in which parts of your message a week.

So I'm really excited to share this message with you, hopefully, years excited as I am about finding a new way to reach your audience, finding a way to be interactive and also finding a way to create sales messages much, much quicker. That's the power of adding Webinars to your business. Thank you for listening to this week's episode of Serve No master, make sure you subscribe, so you never miss another episode. We'll be back tomorrow with more tips and tactics on how to escape that rat race.

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