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How to sell using educational webinars

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Transcript

  • 1. Using Educational Webinars to Sell The Art of Being a Salesman Disguised as an Educator
  • 2. Getting Them to Listen • You Have to Give Them What They Want Before They Will Listen toWhat You Have to Say
  • 3. Who’s Buying Now...
  • 4. How DoYou Get The Remaining 70% to Listen to YOU?
  • 5. Most Do It Backwards • Here’s Who I Am... • Here’s What I Have... • Here’s What It Can Do forYou...
  • 6. They Don’t Care... • About You. • AboutYour Product. • About Anything Other Than Themselves
  • 7. What Gets Their Attention? • You Need MUST Know What MakesYour Customer/Client Tick
  • 8. What’sYour Market’s Hot Buttons? • Are They Motivated By Pleasure or Pain? • The Carrot or the Stick?
  • 9. DoYou Have a Customer Avatar? • DoYou Know Who They Are? • What They Like/Dislike? • Where They Hang Out? • What They Enjoy Doing? • Etc
  • 10. How to DevelopYour Client Avatar
  • 11. Empathy Map
  • 12. Measure Twice Cut Once Cut Once • Almost Every Business Does a LOWSY Job Identifying Their Ideal Customer • They Want Everyone and Therefore Get No One
  • 13. Facebook 5th Largest Country in the World
  • 14. Ideal Client vs Client Avatar Client Avatar
  • 15. My Ideal Client • Business with at Least 30K Emails or 500 New Leads a Month • Product or Service in a Competitive Space • Owner Netting at Least $250K Annually
  • 16. Client Avatar: Charley • Charley’s Married with 3 Kids and Lives in a 4 Bedroom/2 Bath Home on the Good Side of Town • He Drives a Newer BMW and Has All the Latest Gadgets • His Wife Likes to Spend So He’s Been Working Longer Hours to Make More
  • 17. Client Avatar: Charley • Marketing Isn’t New for Him, But He’s Been So Overwhelmed with Running His Business that He’s Not Up to Date on What’s Out There • He’s Afraid that He’s Not Making the Most of the Clients He Already Has and Is Wasting Money Going After New Ones.
  • 18. Your Secret Weapon • Market Data Does More to Convince, Convert and Capture Market Share Than Product Data Ever Will
  • 19. Everyone Gets This Wrong! • They FindWhat Their Market Needs • Then Tell Them What and WhyThey Need It • You Have to Use Psychology to Persuade Them BEFORE You Offer WhatYou Have
  • 20. 5 Step Proven Formula Proven Formula 1.Intro 2.Market Data 3.Your Story 4.Teachings 5.Close
  • 21. How To Use Market Data Market Data • AfterYou’ve Identified WHATYour Market Wants/Needs • Determine What and HowYou Want to PositionYourself andYour Product/Service • Find Market DataThat SupportsYour Position and Claim
  • 22. Let the Market Data TellYour Story forYou
  • 23. Examples...
  • 24. Save Time
  • 25. Create Doubt...
  • 26. Remind Them of the Pain
  • 27. Handle Objections
  • 28. Close Doors as Options
  • 29. Market Data Sets Buying Criteria
  • 30. Why Does This Work So Well? • People Are Used to WatchingTV and Believing What They See and Hear • They’re Conditioned for It
  • 31. Your Story • This is WhereYouTell Them AboutYourself andWhat QualifiesYou to Teach Them • UseYour Story to BuildTrust and Rapport • Empathize with Them
  • 32. Archetypes Sell
  • 33. Which AreYou? • Hero’s Journey • Underdog Story • Reluctant Hero • Etc
  • 34. Teachings... • TeachThem What NOT How
  • 35. 3 Phase Close 1.Here’s What I Have... 2.Here’s What It’ll Do forYou... 3.Here’s What I WantYou to Do Next...
  • 36. What I Have... • I Have the Flexibility in My Schedule and Desire to Bring on 2 More Clients
  • 37. Here’s WhatYou’ll Get... • Done forYou and Done withYou Market Research • Done forYou and Done withYou Email Marketing • Done forYou and Done withYou Sales and Marketing Funnel Build Out
  • 38. Here’s What I WantYou to Do Next... • Talk with Me After IfYou’re Interested in Using My Services or Know Someone Else Who Can Profit from Them