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Data.com Connect Presents: John Corcoran - How Salespeople Can Triple Their Leads Using Webinars

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Data.com Connect Presents: John Corcoran - How Salespeople Can Triple Their Leads Using Webinars

  1. 1. Tweet your learning's using #ConnectWebinars or @ConnectMembers for a chance to win a special prize! Visit Connect.Data.com Sign up (for free) today and get 2 free contacts! /ConnectMembers @ConnectMembers Data.com
  2. 2. How Salespeople can Triple Their Leads Using Webinars John Corcoran, Presenter Get more leads & sales and become a respected expert even if you don’t have an email list or don’t know where to start
  3. 3. Poll: Howmany webinarshave you hostedpreviously?
  4. 4. My promiseto you:
  5. 5. My promiseto you: I’ll share… One complete strategy for getting1,000 new leads per month(on up) usingwebinars. The “Louis C.K. Formula” The “Warm Up Act Strategy” The 3-word phrase that could make webinars 10Xmore effective for you(nobody does this).
  6. 6. • You are a sales professional who needs new leads • You are a business owner who has tried different ways to generate business, or you are looking to launch your business • You want a better way to generate leads & increase sales • You would like to move from “one to one” to “one to many” • You want to be recognized as an expert & authority in your field, not just 1 of 1,000 sales people • You want to build a large email list (prospect list) of potential buyers Whothisisfor:
  7. 7. In this presentation, I’m going toshow you how you can use webinars to massively accelerate your business…
  8. 8. I’m goingto walkyouthroughmy system for usingwebinars to…
  9. 9. … evenif you worry youaren’t enough of an “expert”
  10. 10. … evenif have never put on a webinar before or are afraid of the technological barriers.
  11. 11. In this training, I’ll give you aplan for implementing webinars in your business
  12. 12. 1. Why the Way you’re Getting Lead & Sales for Your Business Today Is Dying 2. What Webinars Have Donefor MyBusiness & Others 3. The7 Myths Holding You Back from Doing Webinars 4. OneEasy, Complete System for Attracting 1,000 Leads on a Webinar in the Next 21 Days 5. Explain my Webinar1Kcourse to becomean expert, attract newleads & growa massive email list 6. Q&Aat the end Agenda
  13. 13. “Howto Pick the Perfect Webinar Topic” Framework YOUR FREEGIFT Stick around to the end for that bonus gift.
  14. 14. Why the Way You’re Getting Leads & Sales for Your Business Today is Dying
  15. 15. Poll: How do you get leads & sales for your business today?
  16. 16. Globalization is making it harder andharder to generatesolid, consistent leads
  17. 17. 6,264 “cold”callsby 50 realestate agents over 2- week period. Just19 appointments. - BaylorUniversity,Keller Center forRes earch (November2011) Baylor University Study on “Cold Calling”
  18. 18. - World Economic Forum TheFuture ofJobs report,January 2016 • There isa new “IndustrialRevolution” causingwidespread di sruptive changeona globalscale.
  19. 19. - World Economic Forum TheFuture ofJobs report,January 2016 • There isa new “IndustrialRevolution” causingwidespread di sruptive changeona globalscale. • Technologycouldkill 5 millionjobsby 2020.
  20. 20. - World Economic Forum TheFuture ofJobs report,January 2016 • There isa new “IndustrialRevolution” causingwidespread di sruptive changeona globalscale. • Technologycouldkill 5 millionjobsby 2020. • Businesses mustincreasingly collaborate remotely with freelancers andindependent professionals
  21. 21. 1. Generate thousands of leads without spending a centon advertising Benefits of webinars
  22. 22. 1. Generate thousands of leads without spending a centon advertising 2. Increase your sales without having to be“salesy” Benefits of webinars
  23. 23. 1. Generate thousands of leads without spending a centon advertising 2. Increase your sales without having to be“salesy” 3. Allow you to automate, outsource & delegate Benefits of webinars
  24. 24. 1. Generate thousands of leads without spending a centon advertising 2. Increase your sales without having to be“salesy” 3. Allow you to automate, outsource & delegate 4. Grow a large email list (prospect list) & gain authority as an expert in your niche Benefits of webinars
  25. 25. 1. Generate thousands of leads without spending a centon advertising 2. Increase your sales without having to be“salesy” 3. Allow you to automate, outsource & delegate 4. Grow a large email list (prospect list) & gain authority as an expert in your niche 5. Make more sales in the least amount oftime possible (high leverage). Benefits of webinars
  26. 26. Do you know where Tasmania is?
  27. 27. Do you know where Tasmania is?
  28. 28. Student Profile: Barbara • Moved from U.S. to Tasmania to create a retreat facility in a 600- person town • Has deep experience in business & digital marketing she can share beyond her small town
  29. 29. Surprising Facts about Webinars
  30. 30. Between 2010 and2013, webinar viewing time increased, from 38 minutes to 56 minutes on average
  31. 31. In 2014, self-paced eLearning was a $56 billion industry, and it is growing at an exponentialrate. Projected tohit $230 billionby 2020.
  32. 32. We’re on the front edgeofan explosion of webinar popularity, with plenty of roomfor growth
  33. 33. What webinars have done for my business
  34. 34. My background: came from a humblemiddleclass familywithno special connections
  35. 35. My fatherwas laid off 3 separate timesduring my childhood– had to move3,000 miles away
  36. 36. Bill Clinton Barack Obama Elon Musk TomeetingPresidents,leaders and worldfamousentrepreneurs
  37. 37. In spite of this, when I started my own business,it wasa rollercoaster
  38. 38. Stuck on the marketing hamster wheel • Limit on the amount ofdollars per houryou cancharge • Limit on thenumberofhoursyou canwork per week • Wanted better clients
  39. 39. For years, I triedto build my reputation as an expert…
  40. 40. I tried everything … • ChamberofCommerce meetings • Networking events & cocktail parties • Writing blog posts 2-3 times/week • Building up social media channels • Nothing worked!
  41. 41. Turning point • During early 2012,held my first few webinars • Early webinars were really rough • Once I started collaboratingwith partners in 2015, I experienced massive growth • Webinarsare relationship-buildingonrocket fuel
  42. 42. Today: • Make$1,000-$10k+per 60minutewebinar • Webinars have helped to launchnew retreat business • Added 21,352email subscribers during 2015 • Relationships freemeupto spend timewith family • More selective about which clients I workwith • Happier and morefulfilled with the people I surroundmyself with
  43. 43. Under 1,000 subscribers to 27K+ in 20 months
  44. 44. Profiled in Forbesand in books
  45. 45. Appeared on top websites, blogs & podcasts
  46. 46. Webinar for Tony Robbins’ company
  47. 47. Speaker at conferences…
  48. 48. Even hosting my own influencer events…
  49. 49. Even hosting my own liveevents…
  50. 50. What webinars have done for others
  51. 51. JeffRose CertifiedFinancialPlanner
  52. 52. Before webinars: Heldlive seminars
  53. 53. • Goals:Sign up new clientsbeyond his smalltown • More recurring annualrevenue • Spend less time and money acquiring new clients • More time withwifeMandi & 3 young kids
  54. 54. Added3newclientswith$2.6millioninassetsfrom just1webinar “John strongly encouraged me to start holding my own webinars, and he showed me exactly how to do it. In my first webinar, I landed three new clients for my financial planning practice, with combined assets of approximately $2.6 million. Plus, I have 4 other qualified prospects with over $3 million of investable assets. It was a slam dunk.” - Jeff Rose, CFP
  55. 55. In-person Seminars Webinars •Cost: $7,000+ •Time: 13 hours •Prospects: local community •Revenue: $5,000- 10,000 •Cost: $200-300 •Time: 2-3 hours •Prospects: worldwide •Revenue: $20,000-30,000 Compare….
  56. 56. Webinar1K.com/Jeff
  57. 57. GrantBaldwin ProfessionalSpeaker
  58. 58. • Goals:Less travel, spend more time with family& 3 young girls • More consistent revenue • Buildan audience
  59. 59. Even hosting my own influencer events…
  60. 60. Speaking business Speaking + Webinars •Only paid when on the road •Time per gig: 2-3 days •Buyers: meeting planners •Revenue: limited to his time •Can work from anywhere •Time per webinar: 1-2 hours •Buyers: prospects worldwide •Revenue: highly Compare….
  61. 61. BrennanDunn WebDesigner/Freelancer
  62. 62. “Webinarsare forscammyinternetmarketers,right?” “Had you asked me earlier this year if I would ever sell anything over a webinar, I would have said you were crazy. After all, webinars are for scammy internet marketers. No one actually buys anything, especially legitimate products, from webinars… right?” - Brennan Dunn
  63. 63. • Goals:less dependent on clientwork • Buildan audience • Sellcopies of his digitalcourse
  64. 64. Even hosting my own influencer events… $176,612in salesin 7months
  65. 65. “I don’t have time” The 7 Myths about Webinars: “I need a product first” 1 I need to be an expert 2 3 Need an email list 4 5 Webinars are expensive It’s too late 6 7 Technology is difficult
  66. 66. 1.“I needaproduct first”
  67. 67. There areMANYalternatives.You don’t need a product.
  68. 68. Monetizes webinars with licensed content/programs
  69. 69. 2. “Ineed tobean expertto do webinars”
  70. 70. September
  71. 71. November
  72. 72. 3. “Ineed anemaillist”
  73. 73. You don’t need a large email list to do webinars. Instead, use the “Warm Up Act Strategy”
  74. 74. 1963: Roy Orbison needed a warm-up act for a UK tour.
  75. 75. Queen Mott the Hoople Pussycat Dolls Lady Gaga Vanilla Fudge Led Zeppelin
  76. 76. New and emerging bands build their audience by going on the road and touring with musical acts with larger audiences. You build your audience (prospect list) by leveraging larger audiences. The “Warm-Up Act Strategy”
  77. 77. 4. “I don’thave time.”
  78. 78. Poll: What is most time consuming for your business?
  79. 79. “The Louis C.K. Formula”
  80. 80. Goodcomedians and Keynote speakersdevelop a handful of highlypolished setsor speeches & deliver themover and over to different audiences. Thisis highlytime-efficient.
  81. 81. Timerequired todoa webinar:
  82. 82. Lead generation Conversion & Sales Fulfillment
  83. 83. Lead generation - Networking - Biz development - Client development Conversion & Sales - Intake calls - Long-term nurturing - Onboarding Fulfillment - Client work - Customer service - Returns - Keeping clients happy
  84. 84. Lead generation - Networking - Biz development - Client development Conversion & Sales - Intake calls - Onboarding Fulfillment - Client work - Customer service - Returns - Keeping clients happy Webinars #1 lead gen source
  85. 85. 5. “Webinarsare expensive”
  86. 86. What wouldyou spend toaddan additional$5,000per yearto your businessrevenues? $500? Howaboutadding$50K?
  87. 87. Webinarsare theleastexpensive waytobring in significantrevenue. Buttheyare NOT “free.”
  88. 88. You can getstartedfor a few hundred dollars& you don’t needto spendaCENTon advertising.
  89. 89. -from“Facebook’s Mobile AdDominance SqueezesStart-ups,”CNBC “It’s harder every month,” says Sam Arnold, senior marketing analyst. “It’s more expensive to advertise on Facebook than it used to be because big brands are starting to spend money [on Facebook].” You donot needto spend thousandson Facebookads to dowebinars
  90. 90. The “DirtyLittleSecret”of mostwebinartraining programs…you needto spend$10K-$50Ktoget Facebookads“dialedin.”
  91. 91. 6. “It’stoo latetoget startednow”
  92. 92. Only40% (2 billion)of the world’s populationis online. 4-5billionEnglish-speaking peopleareprojectedtocome onlinein next4years.
  93. 93. 7. “The technologyis difficult.”
  94. 94. Ifyou can driveacar, you can run a webinar
  95. 95. Do not let what technology to choose be a barrier to just getting started.
  96. 96. + + Free $300/year $400/year $400 - $2K/year
  97. 97. Choose Monetization Strategy 1 Create Your Presentation 2 3 Get people to register How to Triple Your Leads Using Webinars
  98. 98. Choose Monetization Strategy 1 Build your content Get people to register
  99. 99. Choose Monetization Strategy 1 Build your content Get people to register
  100. 100. When it comes to monetizing a newwebinar, people typically fall into 3 categories: 1. Use your own product or service 2. Use someoneelse’s product or service 3. Getpaid before the product exists
  101. 101. “How do Iknow what product or service tosell?”
  102. 102. “How do Iknow what product or service tosell?” A: use webinars to figure out what to sell
  103. 103. “How do Ifind someoneelse’s productor serviceto sell?”
  104. 104. “How do Ifind someoneelse’s productor serviceto sell?” • Word of mouth
  105. 105. “How do Ifind someoneelse’s productor serviceto sell?” • Word of mouth • Clickbank, CJ.com, ShareASale.com
  106. 106. “How do Ifind someoneelse’s productor serviceto sell?” • Word of mouth • Clickbank, CJ.com, ShareASale.com • Approacha company you already use and recommendtheir product or service
  107. 107. “How do Iget paid to create a product?”
  108. 108. “How do Iget paid to create a product?” • Sell a paid webinar training
  109. 109. “How do Iget paid to create a product?” • Sell a paid webinar training • The Creative Live model: pay to save & watch later
  110. 110. “How do Iget paid to create a product?” • Sell a paid webinar training • The Creative Live model: pay to save & watch later • Presell a live pilot course
  111. 111. 3 Get people to register Freewebinar formula Webinar1K.com/presentation-structure Create Your Presentation 2
  112. 112. 3 Phases to Your Presentation: The “Set-up” 1 The “Meat” 2 3 The “Follow- through” It’s too late 6
  113. 113. 3 Phases to Your Presentation: The “Set-up” 1 The “Meat” 2 3 The “Follow- through” It’s too late 6
  114. 114. 3 Phases to Your Presentation: The “Set-up” 1 The “Meat” 2 3 The “Follow- through” It’s too late 6
  115. 115. Build your content 2 3 Get people to register
  116. 116. Build your content 2 3 Get people to register The Million Dollar Question: “How do you get people to register & showup?”
  117. 117. Build your content 2 3 Get people to register The Million Dollar Question: “How do you get people to register & showup?” Answer:Collaborative partners (1 of a dozen strategies)
  118. 118. Build your content 2 3 Get people to register The Million Dollar Question: “How do you get people to register & showup?” Answer:Collaborative partners (1 of a dozen strategies) Howdoyoufindpartners?
  119. 119. 3 separate days with 1,500 newsubscribers Finding collaborative partners is the secret shortcut to building a massive audience
  120. 120. Build your content 2Get people to register Thereare different kinds of collaborative partners… • Companies • Software businesses • Universities (your almamater) • LinkedIn groups • Start your own LinkedIn Group • Authors/Speakers/Thought Leaders • Individuals who have an audience/following
  121. 121. Build your content 2Get people to register “How do Iquickly and easily find partners who I can do a webinar for?”
  122. 122. Find Partners to Promote Your Webinar to Their Audience 2 great sourcesof partners (out of 15+): Udemy
  123. 123. Example: An Expert in Reducing Stress Keyword term: “stress reduction”
  124. 124. Find Partners to Promote Your Webinar to Their Audience 2 great sourcesof partners (out of 15+): Amazon
  125. 125. Case Study: David Abbott Murfreesboro, TN Exit planning for business owners in 50s and 60s
  126. 126. What about competition?
  127. 127. Why would authors want to promote a competitor?
  128. 128. Why would authors want to promote a competitor? • Traditional notions of “competition” do not exist when demand is increasing exponentially.
  129. 129. Why would authors want to promote a competitor? • Traditional notions of “competition” do not exist when demand is increasing exponentially. • David can present a training on a different narrow topic of value to their audience.
  130. 130. Why would authors want to promote a competitor? • Traditional notions of “competition” do not exist when demand is increasing exponentially. • David can present a training on a different narrow topic of value to their audience. • Different business models (perhaps the authors don’t do consulting)
  131. 131. Why would authors want to promote a competitor? • Traditional notions of “competition” do not exist when demand is increasing exponentially. • David can present a training on a different narrow topic of value to their audience. • Different business models (perhaps the authors don’t do consulting) • The power of reciprocity. If David delivers value first, they will want to reciprocate.
  132. 132. Let’s take it a little further
  133. 133. Koos Kruger
  134. 134. Module 3
  135. 135. Module 3
  136. 136. @exitcompanion
  137. 137. The 3-Wordphrasethatwill giveyou 10Xgreater results…
  138. 138. “Recap Strategy Session”
  139. 139. Let’s pretend David& Koos do webinarsfor each other…
  140. 140. Let’s pretend David& Koos do webinarsfor each other… After the webinar – Recap StrategySession
  141. 141. Whatisa“RecapStrategySession”? 1. Suggesta 15minutemeeting after yourwebinar
  142. 142. Whatisa“RecapStrategySession”? 1. Suggesta 15minutemeeting after yourwebinar 2. Bothof youshould bein front ofyourcomputers
  143. 143. Whatisa“RecapStrategySession”? 1. Suggesta 15minutemeeting after yourwebinar 2. Bothof youshould bein front ofyourcomputers 3. Get feedbackon howto improveyourpresentation
  144. 144. Whatisa“RecapStrategySession”? 1. Suggesta 15minutemeeting after yourwebinar 2. Bothof youshould bein front ofyourcomputers 3. Get feedbackon howto improveyourpresentation 4. Proactively suggest people youcanintroduce theother person to
  145. 145. Whatisa“RecapStrategySession”? 1. Suggesta 15minutemeeting after yourwebinar 2. Bothof youshould bein front ofyourcomputers 3. Get feedbackon howto improveyourpresentation 4. Proactively suggest people youcanintroduce theother person to 5. Get suggestionsof peoplewhoyoucanpresent yourwebinar to
  146. 146. We’ve covered a LOT, but there’s somuchwe haven’tcovered…
  147. 147. We haven’tcovered: 1. Strategies for making sure people show up for your webinars 2. How touse webinars toidentify new profitable business or product ideas 3. How toset expectations for your webinars 4. How totell your “personal story” toincrease conversions and sales 5. How tomarket your webinar, including free sources of traffic 6. How tofind the right collaborative partners & recruit them,even ifyou don’t know anyone yet. 7. How tomaximize new leads with webinars (& what todowith those leads after the webinar is over) 8. How toconvince partners with large audiences topromote you 9. How toconvert attendees into sales
  148. 148. “Can thiswork for me?”
  149. 149. “Can thiswork for me?” Webinars can work in nearly any industry…
  150. 150. Examples of past webinars… Tarot cards Uber driversVeterinarians Organic farming & gardening Oil painting Tapered Roller Bearings
  151. 151. app.WebinarJam.com/ondemand
  152. 152. • Personal CFO/Financial advisor & author/speaker • Business coach for CEOs • Owner of IT consulting business • Doula • Sales person – selling drilling fluids to oil wells • environmental biology & global health professional • Social anthropologist & business school professor • Psychologist • Marketing/consultant to green businesses • Business coach • Tax attorney If it can work for them, it can work for you AfewofthepeoplewhoI’vetrainedtodowebinars…
  153. 153. “If you can sellto oneperson, you can sell it to100 people … using webinars”
  154. 154. “But what if no one has done a webinar in my niche?”
  155. 155. Great! First “books” were clay tablets published in Mesopotamia in 3rd century BC Amazon has 12+ million books for sale
  156. 156. Anytime a new technology comes along, it takes awhile for supply to catch up to demand. Huge opportunity for you. You can do this.
  157. 157. Problem:Hugegapbetweenideas& inspiration …and actuallydoing it.
  158. 158. “The ForgettingCurve” Within6 days, you’ll forget75% ofwhat welearned heretoday.
  159. 159. I knowyou can dothis. You justneedsomeguidanceand a plan.
  160. 160. Do you wanta quicker and easieroption?
  161. 161. Become a Recognized Expert, Build a Massive Email List, and Make $1,000+ per Month Using Webinars If you’d like to go deeper with this training…
  162. 162. Make $1,000+ Per Month withWebinars A PROVENstep-by-stepplanforcreatingyour firstwebinarandusing webinarsto become knownas anauthorityandan expert& building amassiveemail list andfollowing. … withoutspending a CENTon risky advertising.
  163. 163. Evenif… • Youdon’tfeellikean“expert”now • Youaren’t surewhattoteach • Youdon’thavean emaillistandyou don’tknowhow togetpeopleto showup • Youdon’tknowwhattechnologytouse • Youaren’t surehow tomonetizeyour expertise
  164. 164. includes: 1. Step-by-step4-modulevideotraining($999value)
  165. 165. Step-by-step4-modulevideotraining 1. YourPurpose 2. YourPresentation 3. YourProductor Service 4. YourPromotion 5. YourPartners (Masterlevel)
  166. 166. includes: 1. Step-by-stepvideotraining($999value) 2. PrivateCommunity($499)
  167. 167. Private Community
  168. 168. includes: 1. Step-by-stepvideotraining($999value) 2. PrivateCommunity($499) 3. UnlimitedEmailConsultingwithJohnduringcourse ($999)(Master level)
  169. 169. UnlimitedEmail Consulting
  170. 170. includes: 1. Step-by-stepvideotraining($999value) 2. PrivateCommunity($499) 3. UnlimitedEmailConsultingwithJohnduringcourse ($999) 4. EmailScripts,High-convertingPowerpointTemplates,promotional calendar,pre-andpost-webinaremailsequencing,swipefiles($999+) (Masterlevel)
  171. 171. My Pre- and Post-Webinar Email Templates
  172. 172. My Exact Webinar Email Sequencing Model
  173. 173. High-converting PowerPoint& Keynote SlideTemplates
  174. 174. In-depthinterviewswithsuccessfulentrepreneurs usingwebinars
  175. 175. Everything included is a$3,500+value
  176. 176. Everythingincludedis a$3,500value
  177. 177. Pro Master Ultimate • My PROVEN “A to Z” webinar system • Private community • Email scripts • Webinar Powerpoint Presentation swipe file • Strategy session with John • Advanced Training modules • Access to all (10) case studies $397 • My PROVEN “A to Z” webinar system • Private community • Word-for-word Email scripts • Webinar Powerpoint Presentation swipe file • Access to all (10) Advanced Training modules • Access to all (10) case studies $497 • 2 Full one-on-one Coaching Calls • My PROVEN “A to Z” webinar system • Private community • Email scripts • Webinar Powerpoint Presentation swipe file • Access to all (10) Advanced Training modules • Access to all (10) case studies $997 Enrollment open 48 hours *Most Popular*
  178. 178. FastMoversBonusPackage If you sign up at Master level before the end of this webinar
  179. 179.  “How to Promote YourWebinar” Action Guide/Workbook ($197 value) FastMoversBonus Package
  180. 180.  “How to Promote YourWebinar” Action Guide/Workbook ($197 value)  Quick start “Webinar Promotion” Checklist ($197 value) FastMoversBonus Package
  181. 181.  “How to Promote YourWebinar” Action Guide/Workbook ($197 value)  Quick start “Webinar Promotion” Checklist ($197 value)  Backstage Pass: Advanced Sales Conversion Strategies training (for $4,000+ level clients) FastMoversBonus Package
  182. 182. $18,000 on the side from webinars “I was nervous about doing webinars, but I followed John’s instructions and have made over $18,000 in the past 12 months from webinars.” - Tom Morkes
  183. 183. TWO “No-Risk” Money-Back Guarantees
  184. 184. Ifyou buyWebinar1Kand don’t agreethat it’s worth everypennyI said it was, I will refund yourmoney. Trythe whole course, show youdid the work,and if youdidn’t makeprogress, I’ll refund yourmoney. I CARRY ALL RISK. Guarantee #1: 30 Day “Test Drive” guarantee
  185. 185. If you do at least 2 webinars and haven’t made at least $1,000on a webinar within 60 days, I will workwith you one-on-oneto get youon track. Guarantee#2:60-Day $1,000Promise
  186. 186. Special Gift How to Choosea Webinar Topic: SmartBusinessRevolution.com/WebinarTopicF ramework
  187. 187. “I didn’t have any intention of buying”
  188. 188. “Renewed hope”
  189. 189.  “How to Promote Your Webinar” Action Guide/Workbook ($197 value)  Quick start “Webinar Promotion” Checklist ($197 value)  Backstage Pass: Advanced Sales Conversion Strategies training (for $4,000+ level clients) FastMoversBonusPackageOffer: Questions? 60-Day $1,000 Promise

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