Takeaways
- Colin says that what he does is create irresistible presentations so they get a flood of clients. He helps people get confident to sell in an authentic way. Colin’s first webinar presentation had 600 people sign up, and no one bought until the last day, and only 1 person bought.
- After that failed webinar, Colin became obsessed with the idea of presenting in a way that is valuable, but also will generate clients.
- When Colin left his corporate job, he was making about $45k a year, and suddenly he was making $100k webinar launches. The same program that had only 1 sale the first time he did a webinar, went on to make him $100,000 in 1 hour.
- The program is not the problem. The cost was the same–what changed? The way he presented the program and the structure of the program. He stopped over teaching and actually created content that created demand.
- If you don’t make an offer to your audience, you can’t serve them in the highest level. There are people who’s lives will be completely changed by going through your program. You need to make the mindset shift–when you make an offer, you’re not just trying to get their money. You have a transformation to offer. And it can seriously change lives.
- Are you over-teaching? The mistake is that people think they have so much content to offer for free. The problem is that the audience might give good feedback, but then when you make an offer people will be confused. The people that would have bought might want to just start doing the things you gave for free first and feel no point in buying, because they haven’t even implemented the free things first!
- What your audience needs:
- They think they need the ‘how to,’ but they actually need to:
- remove the resistance
- amplify the desire
- create urgency
- understand the road map
- They think they need the ‘how to,’ but they actually need to:
- The elements of a profitable webinar. There are three elements of every presentation:
- 1. Introduction–the goal is to touch peoples hearts. Show people that you’re just like them. Not only do I understand you, but I can lead you. The core premise showing the audience the path.
- 2. Content–Look at what are the mindset shifts so the audience will have less resistance to the outcome. Equipping of hands is having a little bit of how to.
- 3. Close–Getting them to realize the offer and the transformation, move their feet.
- Different types of selling:
- Sharp Sell, make a direct offer.
- Soft Sell, get people to fill out application, or book a call etc.
- No Sell, claps vs. getting their information.
- Once you get into to many steps (1 core step, no more than 2) you’ve lost the sale. The audience will get overwhelmed and it will move then into a place of checklist.
- One of the reasons people don’t feel like a presentation is valuable is because the audience isn’t asked. Ask people what is most valuable as you’re shifting into the offer. You can’t see value as just how to.
- Future pacing is taking them into the future to see their future self. Where they want to be, painting that picture that they can get there. Get the out of being stuck in their past self and get them into their future self identity. Get them saturated into that space and then you can get into your offer!
- When it comes to making the sale, here’s Colins advice: When you move into your offer, you will notice an energy change. It’s slightly different then when you’re teaching. But a helpful strategy is to visualize someone in front of you, a client or someone you know you’ve helped, and have a visual picture of who they are: what they look like, where they came from, how you transformed their lives. Make an offer looking at this person. This person you’re committed to helping. Then the offer energy goes from “I need your money” to “My goal is to serve you on the highest level.” Come from that place of service. It will completely change the game.
- Colin’s training series: Sell from Webinar and Live Stages–head to https://rachelngom.com/trainingseries to sign up!
Highlights
- (2:19) A little more about Colin’s story.
- (3:40) Colin’s first webinar, out of 600 people, only 1 person bought.
- (5:06) Speaking in a way that will generate demand.
- (5:55) The same program that had only 1 sale the first time he did a webinar, went on to make him $100,000 in 1 hour.
- (6:55) Changes Colin made to his presentation make $100k in 1 hour.
- (8:05) Mindset shift that you have a transformation to offer.
- (8:50) Are you over teaching?
- (10:56) Picking peoples brains.
- (12:30) What your audience actually needs.
- (13:15) What are the elements of a profitable webinar?
- (13:40) Different types of selling: Sharp Sell, Soft Sell, No Sell.
- (18:05) Parts of your presentation.
- (20:10) “Lose the sale” line.
- (21:15) How to transition from teaching part of the webinar to the offer.
- (22:25) What is future pacing?
- (23:24) When it comes to making the sale, here’s Colins advice.
- (25:40) Colin’s training series: Sell from Webinar and Live Stages
Quotes
“You don’t need to change your program, you need to change how you present your program so that it actually sells.”
“If you don’t make an offer to your audience, you can’t serve them in the highest level.”
“You can’t see value as just how-to.”
“Visualize someone in front of you, a client or someone you know you’ve helped, and have a visual picture of who they are: what they look like, where they came from, how you transformed their lives. Make an offer looking at this person. This person you’re committed to helping. Then the offer energy goes from ‘I need your money’ to ‘My goal is to serve you on the highest level.’”
Resources
Connect with Colin:
Sign up for his training series: https://rachelngom.com/trainingseries
Podcast: The Expert Edge
Instagram @colinboyd
Watch Full Episode:
