Put that coffee down.
You think I'm messing with you? I'm not messing with you. Coffee is for closers
only. And in this video, I'm going to show you how to create a webinars
presentation that will close the deal for you and help you or your company
make more of that beautiful green. Let's get it. ABC, Always Be Closing. And that's
what webinar presentations are all about. If you're performing a webinar, it is all
about closing the sale. A webinar presentation is the equivalent of a
modern day sales pitch. And I have performed hundreds of times in my life.
My webinar has been seen by millions of people. And I've tested everything about
them. And I'm going to walk you through the perfect webinar formula in this
presentation. Now, I have 8 different sections to this webinar. This is a
simplified version. I'll be explaining as much as I can.
Abbreviated TOIT, TOCQ. Now, the goal of a webinar is generally to get somebody to
take an action. To buy a product or a service or to call a phone number.
Whatever it is you're doing. Whether you're selling B to B or whether you're
selling B to C. Webinars work and they're fantastic. And they are really the only
way to be selling anything on the internet if you ask me. So, the first
thing you need in an effective webinar is you want a catchy, descriptive title.
Some suggestions here. It should be about whatever product you're selling. If
you're selling a marker for instance, you have to... You know, you want to say, "How to
effectively use a man marker in 5 simple tricks that help your
presentations?" Whatever that is. You want to have a number typically. 2 big rules
of thumb are if you can give people a time constraint. If you can say I will
show you 5 techniques to getting 2 dates in the next 30 days. But you want
to give people what their result, is what is the result that people are trying to
achieve. And give them some sort of time constraint. I
like telling people how fast they can do something. Because people
don't... You know, yes you might be able to get on 2 dates but if it takes you 2
years then that's not really a good use of time. So, a catchy descriptive title,
that is talking about the subject that you are or the product that you are
selling. Next step is you need an outline. Okay? So, after you talk about the title,
you want to give people, your audience an outline of what you'll be talking about.
And this can also be called future pacing. You want to give people an idea
of what's to come. If you don't give people an idea of what is to come, people
can just stand there sitting and staring at you and they'll be bored out of their
skulls. If people are bored out of their skulls, if people don't know what to
expect, then you're not going to keep their
attention. However, if you tell people, "Here's what you're going to learn in this
presentation. I'm going to show you 5 secrets to performing webinars that will
dramatically increase your sales. I'm going to show you how to automate your
webinars. You only have to perform it once and millions of people can see it.
So it doesn't take any extra of your time. At the end of the presentation, I'm
going to give you a template for the perfect webinar formula that you can
print out and fill in the blanks for your own product." Now you've got
somebody's attention and now they're waiting to see what's coming next and
next and next. So, that's a good outline. You want to keep people engaged for
everything that is to come. Because maybe somebody's interested in getting that
template for the perfect webinar formula but they're not interested in the little
training bits in between. So, that way you keep them to the end. Next is you want to
give an introduction. And this is an introduction to yourself or to your
company. If you're working for a company. Now, let me tell you a little bit about
myself. My name is John Crestani. I was a medical guinea pig that was desperately
trying to make money online. And I've gone on to make millions of dollars
online, okay? I make millions of dollars every year. Right now my business... Last year, my
business at almost 4 million dollars in revenues. I live in Malibu California.
And I have thousands upon thousands of other success stories of people who have
gone through my training and gone to make thousands tens of thousands
hundreds of thousands and even some people making millions of dollars just
by watching my training. To give people your story or your company's story in
your introduction, what you should also be doing. Kind of in your story. What you
also want to do. You want to overcome people's objections. Whatever you're
selling. Whether it's insurance or mortgages or sweaters or camera
equipment or agency services. Whatever you're selling, there are reasons why
people don't buy. So, you want to bring those up in your story. So, what I could
have done in my introduction is I could have brought up those objections within
a story format. I could have said, I've made millions of dollars on the internet
without any technical skills. I don't know how to program. If you ask me to
write a line of code, I will break the internet. I will say without having an an
audience. I made all this money without even a social media presence. I can say
without having an email list, without having employees. So, you want to tell
people what they can do things without. And it's best if you do that within your
story. I said, I made millions of dollars on the internet without any outside
investment. Because these might be objections people bring up in their mind
when you get later on in your sales pitch. Bring up their objections early on.
And bring them up in a story format. That's I always see the best way. Next is
you want to actually deliver whatever your training is. Now, your training. This
is generally whole section right here. Takes up about let's say 5 to 15
minutes. Now, the training itself should be maybe about 30 minutes long. 30 to 45
minutes is a good, good barometer here. You want to... Generally your training
should be on 1 of 2 things. You should be even either giving people tips
or tricks or techniques or tactics to do something. "5 different tactics to
create the perfect lighting for your YouTube video set." Or you could do
mistakes. Tips or mistakes? It's one is framed positively, one is framed
negatively. Mistakes are generally much more powerful than tips. You could say
5 common mistakes parents make in raising their children that cause them
to have issues later on in life. People are much more attracted for biological
reasons. I won't go into in this video to mistakes, to the negative. People are much
more attracted to the story where somebody, you know, where there was a, you
know, mass gun shooting at a school versus somebody who donated schools to a
community in Africa. One will make headlines, one might be page 3. The
training should be the bulk of... It should be the content that you deliver.
Generally speaking, it is the reason why people are attending your presentation
in the first place. Make sure to give some serious value here. And it should be
interesting. Another technique is if you're more
advanced, within the training, you can talk about some case studies of people
who used your product which you'll eventually get to or service
successfully. Or you could overcome objections within your training. Again,
what are the reasons why people won't buy your insurance or won't...
You know, contract with your ad agency. Might be they're worried about it's too
expensive or is your company HIPAA compliant, all that stuff. You could bring
that up into your training. Could say one mistake, companies make is they don't
work with an ad agency. That is HIPAA compliant. You know, I'm making up stuff
here. But maybe you get the idea of what I'm talking about. After you deliver the
training, this is where it starts to turn. And this is called the transition. To
where you're going to start talking about your product. Now, the transition
may be 1 to 2 minutes long. The transition isn't very long. The transition
is extremely short actually. But it's very important. It's a very pivotal part
of your webinar presentation. Because going from training to what we'll get to
which is the actual product or service that you're selling. Moving from just
helping somebody out to selling them something. There can be some inertia
there. And you want to remove as much inertia as possible so you're not just
saying, "Hey, here's some tips. By the way, you want to spy my product or service?"
Right? That doesn't seem congruent. "By the way of a product or service I'd like to
sell you." So, what you want to do in the transition
is generally speaking the heaven or hell scenario is the most common that people
use and that's the one we'll talk about here. So, the transition most commonly
used by people is saying, "Okay, great. I just trained you. I hope you learned a
lot about how to light your your YouTube set. I hope you learned a
lot from those mistakes and you got a lot of information. You're going to go out
of me as successful. Now, you're at a point where you could go do it alone. Go
out, do it alone. Have no support. Have nobody to turn to. And try to put all
this stuff into action. Maybe you'll do it, maybe you won't. Or you could work
with an expert. You could work with a YouTube agency or whatever it's called.
You can work with a videographer, a set designer that is an expert and you can
have me do it all for you." That's a good transition. Now, the next
step after you paint that transition, you say, "So, you could go it alone or you
could work with an expert. Let me explain to you what it means to work with an
expert." And you go into your offer. This is where you describe whatever product
or service that you're offering, okay? Whether your offer it selling insurance
or interior designing. You could say, "Look, when you're working with this interior
designer, when you're working with me and my interior design agency. You say, I am
going to you know assist with the construction of your house to make sure
that the paint and all of this stuff... You know, your walls you don't have any
problems with the contractors." You list all of the benefits. "I'm going to share with
you my Pinterest boards that have the best examples of design you can
get done cheaply so your house can look like a 10 million dollar house on a 1
million dollar budget." Whatever it is you're offering, you go into that offer.
You list all the reasons why you are the best and how it helps people. So, let's
say that's 5 to 10 minutes. Then you get in to C. A-B-C --Always Be Closing. And
this is where you are closing the deal. You explain to people. Put down a... You
know deposit to speak with me. And we can do a 1-hour consultation for $200. Or
you can say here you can schedule an appointment
to talk to me or you could say, "Here, buy my... Here's how you buy my
product." Whatever it is you're selling, you got... This is the point where you
close. Now, if you did this all correctly, you actually overcame every question
that they would be asking at this point in your presentation itself. Any question
that they'd be asking like, "Can I talk to you afterwards? Or you know, how long do
we work together?" You should have overcame every one of
those objections within your training, your introduction or your training
itself. Every question that somebody should have had should have already come
up. And you should have already addressed it multiple times so that they don't
have those questions when they're here. When you're asking them to do what you
want them to do. What most people do is they still have a Q & A at the end. So,
any additional questions, any additional objections that people have, you overcome
those in the question and answer session at the end of your training. Now, that's
all said and done. Let's say your closing people. Let's say this is 5 to
10 minutes. Say this is 5 to 10 minutes.
You're in for anywhere for about maybe an hour to an hour and a half, okay? Is a
typical webinar training presentation. Shorter than a movie. But that's a
typical sales presentation in person. That's typical sales presentation time
length for sales presentation over the phone too. Boom! Now, that is how you
deliver a sales pitch. I hope this was useful in some ways. If you got a lot of
value out of this, I've done this a lot. And I do a lot of other online marketing
in my business. What I do is a type of marketing called affiliate marketing.
Well, I sell other people's products on a commission only basis. That's what I do
for a living. Now, if you want more information about what I do my business
model and all that stuff, click the subscribe button somewhere on this page.
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