Creating Your Perfect Webinar part 4: The Close
We’ve come to the final chapter in the Perfect Webinar framework.
The close – what you wanted to finally get to have your prospect buy!
In case you didn’t know, the Perfect Webinar is a framework taught by Russell Brunson in his book Expert Secrets
He also has a web site where you can learn it all (where I learned it) at perfectwebinarsecrets.com
What is the Perfect Webinar?
This being part 4, the close, the other parts were overview, introduction and content.
The Overview can be found at https://jeansergegagnon.com/course-income-secrets-261-how-to-create-your-perfect-webinar-from-expert-secrets-by-russell-brunson/
The Introduction is at https://jeansergegagnon.com/course-income-secrets-262-creating-your-perfect-webinar-part-2-the-introduction/
The content is at https://jeansergegagnon.com/course-income-secrets-263-creating-your-perfect-webinar-part-3-the-content/
The Perfect webinar simply details what you put in the Introduction, the Content and the close.
The close in your perfect webinar is basically the stack and the closes you want to implement.
All through your webinar, during your introduction and your content, you probably will also want to use closes.
There’s also trial closes which will help a lot.
Part of your close is the stack.
This is a set of slides that you have at the end of your presentation.
What you are going to do is put together an offer that is worth 10x more than the price you’ll be asking for.
Then you create a series of slides where you reveal each part of the offer one at a time.
For example, if you are offering a coaching program to help someone loose weight, you might include a checklist, a membership into an accountability group, x number of coaching calls and a book.
If that is so, you’ll want to talk about the checklist in slide 1 and give it a value (say $50).
Then, you’ll talk about the membership worth $250 but your slide would show both worth total of $300.
Next, you talk about your 10 coaching calls worth $2000 bu you show all three in the slide with value of $2300
Finally, you talk about the book worth $25 with your slide showing the 4 with total value of $2325
If all this did…
Before you reveal the actual price, you’ll want to put together 3 questions for your audience that will get them to answer yes that it’s worth the full price.
You create questions like this
If all this did was ____________________ and you got results ______________, would it be worth $2325?
Your goal is to get them to agree that your offer is worth the full price.
Only after all this will you finally reveal the asking price.
This should be 10x less than the value.
So, in our example, you would offer it for $250 or $199 for example.
Of course, you want to include urgency and scarcity in your offer.
Something like only until the end of this webinar or only until midnight or until Sunday at midnight.
Scarcity can be only for the first 10 to buy – you might say after the first 10, anyone else gets only 5 calls with you for example.
Another thing you really want to be doing is trial closes throughout your webinar.
These are small questions you ask where the only answer is yet.
- Isn’t this amazing?
- Are you excited about this?
- Won’t it be awesome when you get results like this?
- I bet you can’t wait to get started?
- Am I right?
- You want to know more?
More on closes
Finally, you’ll want to use the various closes throughout your webinar as well.
There are 16 closes explained in the perfect webinar framework.
I’m not going to be able to go through all these here though, but keep in mind you need to be using them too.
Watch the video to get more details.
I actually go through my own webinar and what I did.
I also talk about the training Russell has and show you a few of the closes.
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