12 Ways To Create High Converting Webinars

thIn order to have high converting webinars you simply must follow a strict set of proven guidelines in order to have the desired outcome necessary to walk away with a satisfied audience as well as a bunch of new happy customers.

Here are the most important sections of successful high converting webinars in sequential order:

1. The Welcome (pre-webinar)

2. The Introduction (host introduces live – you or a partner)

3. The Hook and The BIG Promise/ (What’s In It For Them)

4. The Story (why are they listening to YOU)

5. Social Proof (does this work and can I do it?)

6. The Agenda (what are you going to tell them during the webinar)

7. Content (high-value actionable training)

8. Social Proof (people like me are doing this)

9. Pitch (how can you make it easy for them to do it)

10. Q&A (alleviate skepticism and overcome fears)

11. Reclose (how can I buy)

12. Say your thanks and goodbyes

Now allow me to explain in more detail how you can have high converting webinars.

1. The Welcome: Usually around 15 minutes before start time your webinar experience should start the moment someone logs in! It doesn’t matter when you are supposed to start. Your attendees need to know they’re in the right place and feel like you care they are there.

2. The Introduction: 1 to 2 minutes. Must set the tone for the webinar while helping to set up your authority/pass the authority to you for the rest of the show.

3. The Hook and The BIG Promise: 3- 5 minutes. What are THEY going to get out of being with you for an hour plus. Also this is where you announce the FREE bonuses the attendees receive at the END of the webinar.

4. The Story: 2 to 3 minutes. Once you’ve delivered the Big Promise to your audience then it’s time to tell them about who you are and why you are qualified to teach them the content you have planned for them. REMEMBER: People buy from people they Know, Like and Trust!

5. Social Proof: 3 to 5 minutes. Carefully orchestrated flow of success stories or case studies from people who have taken action using your product and seen results. “If they can do it then so can you!”

6. The Agenda: 1 to 2 minutes. What is it that you are going to cover again and what will they be able to TAKE ACTION on when they leave the webinar?

7. Content: 45 to 60 minutes. Now you teach them EXACTLY what it is that you promised you would in your Big Promise. You REALLY want to deliver here with your best stuff!

8. More Social Proof: 3 to 5 minutes. Another carefully orchestrated flow of success stories or case studies from people who have taken action using your product and seen results. “If they can do it then so can you!”

9. The Pitch: 5 to 15 minutes. This MUST be done with a high, but not overdone, level of energy, enthusiasm and confidence. You also have to make sure you are transitioning from the last section of the presentation into the pitch the right way or it will seem like all you are there for is to sell them something. The structure of the pitch is actually very important as it determines whether you make a bunch of sales or walk away with a big fat doughnut!

10. Q&A: 10 to 60 minutes (varies depending on audience)

LIVE WEBINAR: Always ask a few questions first that you have control of. Meaning, ask the questions that most people would ask about your product that provides the biggest reason to buy NOW! Then answer questions from the audience, always addressing each person by name when you answer their question. Keep it brief and don’t go into long drawn out dissertations.

EVERGREEN WEBINAR: Ask a set of patent questions that address the most common issues people would have with your product and make sure it ALWAYS leads to why they NEED your product!

11. Close. 2 to 5 minutes. Time to bring them back to the buying mindset. For a hosted webinar it’s best for the host to tell everyone they NEED to get over and buy your program (remember the authority factor). For an evergreen webinar, YOU have to quickly reiterate the reasons to buy and get the last sales.

12. End Game: 1 to 2 minutes Time to wrap things up, thank everyone for attending and say your goodbyes!

The Finer Points

thYou MUST have presentation “personality” or you will lose your audience right from the start!

Slides MUST be professional but don’t have to be ridiculously overstated.

Live Over The Shoulder training is very powerful during your content segment.

BE PREPARED! Practice makes better and better.

NEVER “give away the whole package”. ALWAYS leave them wanting more. Or they won’t want to buy because they will think they already have everything they need to do it themselves!

Without giving it ALL away, make sure your content is high quality and your audience can understand and take action on what you teach. Don’t present “fluffy” content!

Engagement is key! You want to sprinkle engagement with the audience throughout your webinar presentation. This keeps them attentive and on task with you.

Good: ALWAYS have valuable bonuses you can announce in your initial communication (email or auto-webinar signup video/page) and re-announce during your Hook and Big Promise.

Better: Have that AND a “surprise” bonus you will only announce at the end of your CLOSE!

Best: Have those AND killer bonus(es) to “Stack The Cool” for buyers ONLY!

Even Better Than Best: Have those AND more valuable unannounced bonus(es) that they get AFTER they buy. Builds HUGE trust factor AND get’s them closer to “Rabid Fan” status!

OVER THE TOP AWESOME: Come up with something Super Dupery you can offer them as a kick ass bonus AFTER the refund period is over. Think lower, if almost Non-Existent refunds AND even more “Rabid Fan” status with your peeps!

ALWAYS collect the registration list. REMEMBER: the power is in the list!

Correctly administered surveys and polls are VERY powerful.

This is not an exhaustive list but a fairly thorough set of guidelines to creating killer high converting webinars that position YOU as the expert, teaches your audience actionable content AND sells your program ALL at the same time, Enjoy and Good Luck!

Try Click Webinar

Click Webinar offers you enough features to help you make the most of your online seminar, without cluttering your screen with unnecessary items. This webinar service allows you to use any browser that you like to connect to your meetings, as well as giving you the ability to record your meetings for future viewing. Click Webinar also offers the ability to conduct polls during your meeting, which can be helpful for encouraging interactivity.

This webinar service will allow you to record your meeting, which will allow those who were unable to join the conference to see what they missed. Having the option to record your online seminar can also work to your advantage for creating training material for others to watch. It also is a great way to share the meeting with people that may be in different parts of the world and in a different time zone.

This webinar service also allows you to create different polls and gather the results. This is something that can work well if you are in need of people’s responses during your online seminar. It is also something that is helpful to have when trying to narrow down the list of ideas that have been gathered during a brainstorming session.

In order to get into your webinar with Click Webinar, you enter a password. This allows you to feel more confident that your meeting is secure. They also allow you to privately chat with members of your audience. This is an important feature to consider because it can help a minor misunderstanding from becoming a larger problem. One of the features we really like about their chat feature is the ability to translate languages. If your preferred language is English but you are having a discussion with someone who speaks Polish, both of you can enter your information in using your preferred language and it will be translated correctly into the other person’s language. This will practically remove the language barrier.

Click Webinar offers you the ability to design your meeting room so it’s customized for your own company. You have the option to add your company logo to your meeting room as well as the lobby. You also have the flexibility to add your company colours and graphics to these rooms. This is sure to impress those who are attending your webinar.

Because this webinar service will work with any browser, you will not have to worry about downloading any software on to your computer. This also means you don’t need to worry that your system is up to date and running smoothly before joining or moderating your webinar. Your participants will also be grateful they don’t have to waste time downloading new software onto their computers. This should almost entirely remove the need for tech support during webinars. They also offer a mobile app so this application is more widely available to your audience on their mobile devices.

We like the toggling views feature that comes with this webinar service. This feature allows you to upload and share several different views of the document you are working on. Switching to a different view is as simple as choosing a different tab, as if you were using a multiple-tab web browser. This feature is great for those times when you are trying to illustrate a proposal to your audience and want them to see different options.

This webinar service is simple to use. They offer an intuitive interface that allows you to share exactly what you want the audience to view. As long as you have a webcam, you can allow the audience to view you as the moderator while also sharing your computer screen. A presentation is much more engaging to participants when they can see the presenter’s face.

Scheduling an online meeting with Click Webinar is quick and easy to do. Once you log into your account you have the option to start a meeting immediately or set up a future meeting. Once you enter in the start and end times of your online meeting, you are ready to go. You will also have the opportunity to log in and prepare your documents for the meeting before allowing other participants to join. You can do all of these things with just a click of the mouse.

This webinar service offers a great section of help and support options. They have an ample FAQs page that will answer questions ranging from the basics of getting started with this service to the more complex items regarding communication problems. Additionally, they have tutorial documents that you can download that will explain the ins and outs of this application.

We also like that this webinar service offers tutorials to help you use their product to your full advantage. They are also prepared to have a member of their IT team join your conference remotely, if you are experiencing difficulties that you are unable to fix.

Summary:

Click Webinar online meeting service comes with great features for anyone who is planning to host an online meeting. Because it allows you to create a custom look in the meeting room and the lobby, you can impress all of the audience members who join your meeting. Additionally, your meeting will be user-friendly because your participants will not have to download any extra applications in order to join your meeting. Because this software is browser based and works with all browsers, you do not have to download any special software for this application, which will save you time.

Webinar Tools

Small Business Webinar Tools

When combined with great resources, useful downloads, and soft sell approaches, webinars offer a way to engage prospects and customers at a higher level.

Here are a few webinar services for you to consider.  Most of these define meetings differently from webinars, in both number of participants and pricing,  so if you simply want to run an internal meeting with remote users there are affordable options within this set of providers.

imagesMost of these offer the ability for you to present from a video camera (web cam) or just from your computer microphone via VOIP or via a regular phone. Most do not recommend calling in from a cell phone if you’re the presenter/moderator.  All of these allow you to share your screen, which is usually at the core of any webinar presentation.

The first five are the well-known heavy hitters in the webinar platform world.  They offer a track record and stability that you have to admire, but if you happen to need other options, we include 21 more.

 

Go To Webinar
GoToWebinar is probably one of the most popular services for Internet Marketers and online business owners. Their pricing model increased recently and that is probably the only deterrent for small business.  For up to 100 attendees, it is now $100/month.  For up to 15 people, you can use the GoToMeeting service at $49/month. Free trial for 30 days.
Link to Resource

 

Verizon
Verizon Small Business Web Conferencing is part of the Verizon Business focus. You can join the collaboration centre and get online meetings and more starting at $24/month, but you need to call a small business representative to get pricing on the web conferencing platform.
Link to Resource

 

Adobe Connect Pro
Adobe Acrobat Connect Pro has a reputation of being one of the most elegant conferencing solutions and wins awards regularly.  It works as a webinar tool, but adds e-learning components if you need to track how people interact with your material and if they complete certain courses. They offer a 30-day free trial. Monthly fees start at $45, but they also offer a pay-per-use pricing plan which is nice.
Link to Resource

 

Cisco Web Ex
Cisco WebEx offers unlimited meetings a month for up to 25 people is $49/month.  They are one of the best known web conferencing solutions and offer mobile access (even from an iPhone or iPad), attendee polls, and all the other cool features you hope for in a webinar. Great for one-on-one meetings with sales prospects. Offers a 14-day free trial.
Link to Resource

 

Gather Place
GatherPlace focus on small business and has a simple-to-understand pricing model.  They offer a free trial with no credit card. Pricing starts at $29/month for up to 5 users.  You can run it in a java-enabled browser or download a small application from them.
Link to Resource

 

Mikogo
Mikogo is a desktop sharing tool full of features to assist you in conducting the perfect online meeting or web conference. Take advantage of the opportunity to share any screen content or application over the Internet in true colour quality with up to 25 participants simultaneously, while still sitting at your desk. Relatively inexpensive too.
Link to Resource

 

Tok Box
Tokbox defines itself as a video chat service, but it does most of the same, if not all, of the things a webinar service offers.  Basic video chat for up to 20 people is free.  Share presentations, documents and videos.  Send pre-recorded video messages.
Link to Resource

 

Dim Dim
Dimdim is one of the new webinar players on the market. They have created an open platform with a forever free plan for up to 20 users.  Paid plan starts at $25 for up to 50 people.
Link to Resource

 

Brain Shark
These guys are in a category all their own. They are a webinar platform, but one that offers major tracking capabilities. You don’t conduct live meetings with them, but create the material and then allow people to consume it as they want, on-demand.  You can then see what and how your attendee uses and moves through the content.  Sort of like Slideshare, on steroids.
Link to Resource

 

Glance
This software is not free but is a widely used, reliable and particularly simple screen-sharing application. Presenters install a piece of software, and can then share PC or Mac desktops with participants on PC, Mac or Linux, who view the desktop through a browser without installing.
Link to Resource

 

Fuze
Fuze is figuring out the mobile aspect of running a meeting better than almost any of the other webinar platforms.  You can instantly start a meeting from your iPhone or certain Blackberry models.  You can snap a photo and share it in your meeting, too.  Runs great from a desktop.  30-day Free trial, then starts at $29/month for up to 25 users.  Oh, last cool feature Fuze Fetch: You give them attendee phone numbers and they call them for you.
Link to Resource

 

Ready Talk
ReadyTalk calls itself a white glove solution.  It offers a 30-day free trial and then $49/month for up to 15 users.  They call it white glove because they offer an event support for your important high value events, so you’re not alone in trying to coordinate the many details that often go with supporting a webinar. ReadyTalk is reliable and widely used by nonprofits. It offers strong voice conferencing solutions at additional cost, and voice and visual recording features which integrate fully with the Web solutions, but no support for VOIP conferencing, white-boarding or video conferencing.
Link to Resource

 

Pow Wow
There are times when you don’t want all the screensharing and video options and just need a conference calling option, so I’ve included one that looks pretty dependable and robust.  Also, you may have some screen sharing capability and only need the phone portion. This would be one to look at.
Link to Resource

 

Any Meeting
They have a forever free plan for up to 150 people per meeting/webinar. Unlimited number of meetings.  They have an advertiser-based model to support the forever free plan.  Browser based and also has custom registration form options, which is a good feature.
Link to Resource

 

Mega Meeting
MegaMeeting is a high end web conferencing platform that offers a standard subscription that’s good for small business. They also offer the software for purchase and use on your own servers. It comes at a high price point, but if your business depends on webinars it might be worth a look. Offer a free trial and then plans start at $45/month for up to 3 users.
Link to Resource
Zoho
Zoho offers a completely free one-on-one online meeting option and then prices start at $12/month for up to five users.  That is one of the best prices in the market.  They also offer a cool feature called Embed Meeting so you can insert the meeting details into your website or blog and actually conduct the meeting right there.
Link to Resource

 

IBM Lotus
IBM Lotus Unyte.  Okay, these guys are clearly 800 pound gorillas and should be listed above, but hardly anyone I knew realized IBM had a webinar platform.  They offer a free 30-day trial with unlimited use for up to 14 people.  They also offer a completely free one-on-one option that you can use for desktop sharing.  Events subscription starts at $99/month.
Link to Resource

 

Yugma
Yugma is one of the innovators in the small business webinar space. They offer a completely free option and then prices start at 14.95/month for up to 20 users.  It also supports VOIP conferencing, including a feature that integrates seminars with Skype calls. Presenters can use PC, Macs or Linux. Participants can use almost any system or browser by downloading a Java applet.
Link to Resource

 

Intercall
Intercall is an audio, video and web conference tool and I was impressed with the iPhone and Blackberry add-ons they have built into it.  They have a Small Business Plan section that they just introduced for unlimited webinars.  Free 30 day trial, of course, they also offer a pay-as-you-go for 10 cents per minute/per user which might appeal when you only need something every now and then.
Link to Resource

 

Saba
Saba has an eMeetings option which is good for up to 20 people at $15/month and then bigger packages, if you need them, there is a free option too. They offer mobile phone options as well.
Link to Resource

 

Nefsis
Nefsis makes some bold claims that they are more powerful than Webex and so it made me pay closer attention.  Having done a bunch of webinars,  many platforms can have issues with audio feedback.  This is when you have someone with an open microphone somewhere and it causes static and screeching.  Nefsis states they’ve solved this.  They offer a free trial but their pricing is at the higher end of the scale.  It might fit a specific need for the advanced small business owner doing remote meetings and webinars.
Link to Resource

 

iLinc
iLinc offers e-learning, webinars, meetings and a way to tie it all into Salesforce.com and create a great customer tracking option.  This will be an important option for many small businesses that have automated much of their marketing work.  They offer a free 30-day trial.
Link to Resource

 

Inter Call
STREAM57 now part of Inter call, is a Flash webcasting software product that appears to be quite robust and high quality, the demos look like professional newscasts.
Link to Resource

 

Dialcom
Dialcom offers a collaboration software tool called Spontania that is a client-server solution.  It is used by many large corporations and some smaller ones.  They offer some useful case studies to show how banks, healthcare, and manufacturers have used their video conferencing and collaboration software.
Link to Resource

 

PGI
PGi Better Meetings appears to offer several solutions its own, plus Adobe, Microsoft and other webinar products as part of its custom approach.
Link to Resource

 

Desktop Sharing Software

Simple desktop and application sharing tools have fewer features than full online seminar tools, but are often easier for participants to use. They offer a less cluttered interface, making them a good choice for straightforward sharing. Presenters typically install the software on their computers, and share the information on their screens with others at a specific Internet address.

Screen Stream
Free for anyone to use, Screenstream allows Windows PC presenters to share their desktop with participants on PCs, Macs or Linux, who view the desktop through a browser with no install required.
Link to Resource

 

Team Viewer
While focused more on desktop support situations, Team Viewer allows presenters to share PC or Mac desktops. Both presenters and viewers must download and install an application, making it more appropriate for internal teams than more public situations. A free version of the tool is available for private use.
Link to Resource

Choosing a Webinar Service

There are many things To Consider When Choosing A Webinar Service, allow me to explain.

There are so many webinar services that you may feel overwhelmed when trying to choose one. If you ask yourself three questions when looking for a webinar service you may find that the decision to choose webinar software is easier than you thought.

What are the objectives of my webinar?

Knowing what your objectives are can help you determine the type of webinar service you need.  Are you looking to promote your business, educate clients, establish relationships, and build leads? If you answer yes to any of these questions, then you will need a webinar service that allows you to have large groups of people in attendance and also allows some sort of interaction with your audience.

You may want to look for a webinar service that lets you sell your products with one click.  If you are looking to build leads, a webinar service that has social media built in can help.  Looking to educate your clients? Look for a webinar solution that allows for more than one moderator/speaker.  When there are more speakers involved in a webinar your audience will become more engaged.

Will I use this webinar for marketing purposes?

You may have people come in late to your webinar event or not attend at all.  In these cases, do you want a webinar recording sent them? Do you want to send a recording to those that attended so they have something to refer back to at a later date?  You may also want to put this recording on your website or social media outlets to gain interest from people who didn’t attend the webinar event and might want to attend your next one.

For whatever reason, if you want to record your webinar you will need to look for a webinar platform that allows you to do so.  It would be a waste not to record your webinar event. Believe it or not there are many webinar services that do not automatically record your session.

What’s my budget?

Knowing your budget will help you narrow the list of webinar services available. What is the greatest number of attendees that you expect? Don’t purchase a webinar service that maxes out at 500 if you are only ever going to have 100 attendees.  Most webinar solutions worth looking at will cost anywhere from $20 to a $1000 a month. When analysing your budget for a webinar service, make sure the platform the webinar software runs on will work for all your clients. To get the most bang for your buck look at webinar services that have as many of the features you want.

Choosing a webinar service can be difficult, but if you ask yourself these three questions, the answers should help you reach your decision.  There are many webinar software solutions available to business owners, but there is only one solution for you.

Tips For Using The Right Service

If you want to grow your business and connect with your clients, then it’s time you thought of hosting live webinars.  Live events are exciting to those who attend and allow you interaction with clients.

Here are 4 tips to get you started with your webinar service.

Practice

Whichever webinar service you choose, make use of the videos, tutorials and training manuals that service offers.  Those guides will ensure that you know your webinar software inside and out.  If your webinar provider offers in-person training, take them up on it.  The more training you receive with your new webinar service the better!

Make sure that your office technology matches the specifications that the webinar company specifies.  Practice using your new webinar software.  Practice on colleagues in the office or with family at home.  Practice as a presenter and as a listener.  Record yourself to see how you sound.  Make sure you are ready for questions from your audience when hosting a live webinar; don’t let yourself be caught off guard.

Co-Presenters

Collaborating on live webinar events makes your material more exciting to the audience and helps to increase your conversation rate. No one wants to listen to the same person talk for two hours.  Having a co-presenter also helps; one person can answer questions and another to take care of any technical things going on in the background. It may also give you some level of comfort to know you are not alone.  A co-presenter might also spark interest from different demographics and help you gain more participants and market your webinar to a wider audience.

Visuals

You need visuals when hosting a webinar. Make sure your webinar service lets you use many different types of visual formats.  You don’t want to just read your PowerPoint slides to your audience. Throw in fun graphs and images. Show graphs, graphics and slides of interest pertaining to your webinar.  Make sure you are adept in toggling back and forth between different pictures and slides.  If you are presenting have a picture of yourself at the beginning of the webinar.  It will help make a connection between you and your audience.

Interact

If you don’t interact with your audience during your webinar event, you will lose their attention.  Keep them engaged.  Ask questions during the presentation; don’t wait until the end to address your guests.  Encourage them to ask questions through whatever means the webinar platform offers and answer them during the webinar.  If your webinar service allows, try and have some discussion where attendees can talk with each other.  Run a poll during your webinar and then in real-time give the results of the poll.

Webinars can be an advantage to your business if given correctly.  Using these tips should help you in having a successful webinar presentation.

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