How to Get Clients From a Webinar — Transcript

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1. 0:00I host a quarterly webinar
2. 0:02>> Love it.
3. 0:03>> asset management company and it's coming
4. 0:06up Thursday.
5. 0:07>> Okay.
6. 0:07>> And I remember in reading and going
7. 0:09through these 10 University, maybe the
8. 0:12best thing not to do is try some close
9. 0:15at the end, but just just kind of give
10. 0:17them a one-liner or something.
11. 0:20Say we're here to help and just turn it
12. 0:22off at that. So, I didn't want to get
13. 0:24maybe an update or one-liner or thought
14. 0:27for you on how to best close out our
15. 0:29webinar.
16. 0:30>> Okay, what do you What's the outcome
17. 0:32that you're looking for after the
18. 0:34webinar, Bill? Is it for them to reach
19. 0:36out to you and do more business with
20. 0:37you?
21. 0:38>> Uh well, one of two things happens. We
22. 0:41do send out a replay with hey, if you
23. 0:43want to set up a call with myself or my
24. 0:46client portfolio manager, we can do it.
25. 0:48Or if new people want to want to call
26. 0:50us.
27. 0:50>> Okay.
28. 0:51>> But it's it's not an aggressive kind of
29. 0:53sale, but I I feel like I go back over
30. 0:57our story, which people's eyes are
31. 0:59rolling in the back of their heads at
32. 1:01that point.
33. 1:02>> Yeah, we want to avoid talking about our
34. 1:04story. We want to avoid and we want to
35. 1:06double down on talking about what's
36. 1:07going on in the world, right? And I
37. 1:09would even at the beginning of the
38. 1:10webinar say, hey, I just want to make
39. 1:12sure I'm clear on something here, right?
40. 1:14My goal with this How long's the
41. 1:15webinar? 30 minutes? 45 minutes? An
42. 1:17hour?
43. 1:17>> 20 25 minutes. 22 minutes max.
44. 1:20>> my goal with this 22 minutes is I want
45. 1:23to leave you guys better off, more
46. 1:25equipped, more empowered with some great
47. 1:27information that you can take action on,
48. 1:29whether you do additional with us or
49. 1:31not. So, I just want to be crystal
50. 1:32clear. Like if you
51. 1:35did not want a sales pitch and you
52. 1:37wanted to be better off and better
53. 1:38educated and and and learn some new
54. 1:40stuff here, you're in the right room,
55. 1:42you're on the right webinar, right? Now,
56. 1:44I'm going to give you This has made me
57. 1:46so much money, it's obscene and has made
58. 1:49my life so much easier, I should go to
59. 1:51jail.
60. 1:52Instead of a hard sales pitch at the end
61. 1:55and instead of a soft sales pitch at the
62. 1:58end or anywhere else,
63. 2:00let's call it on average every seventh
64. 2:02slide. Now, you have to have the courage
65. 2:03to do this, Bill. I want you to put up a
66. 2:06slide with your freaking phone number.
67. 2:09And the slide is, "Hey, if you guys you
68. 2:11know, hopefully this is hitting with you
69. 2:13guys. If you want to have offline
70. 2:15discussions, if you want to talk about
71. 2:17this, if you want to talk about anything
72. 2:18else,
73. 2:19here's my mobile.
74. 2:21I'll give you mine. 720-660-3202.
75. 2:24Now, I always put that like second or
76. 2:26third slide. And then, this is going to
77. 2:27sound really weird, like five slide like
78. 2:30let's say I have 45 slides all together
79. 2:32or whatever it is. Five slides down the
80. 2:34road, boom, my mobile pops up. And I
81. 2:36just gracefully go I don't even know
82. 2:38where it hits cuz I'm not I'm I'm I'm
83. 2:40doing my thing and I'm in the zone,
84. 2:42right? All of a sudden I'll see my
85. 2:43mobile and be, "Bah, there you go."
86. 2:44Right? Like if you guys if this is
87. 2:46hitting home with you, did you and I
88. 2:47just become best friends? Yes, I need
89. 2:50new friends. Hi.
90. 2:51New best friend, here's my mobile. And
91. 2:54you give them your number multiple
92. 2:56times. My recommendation is at least
93. 2:58four times and for sure once at the end.
94. 3:01What ends up happening is you're
95. 3:03training them that it's okay to call
96. 3:05you. And it feels it's not a sales pitch
97. 3:08because you're not at the end you're not
98. 3:10doing What do they call that with the
99. 3:12fireworks show? The finale I thought
100. 3:14there was something crescendo, that's
101. 3:16not it. I don't know. The grand finale,
102. 3:18you're not doing ba ba ba ba pow! Call
103. 3:20us if you want to do some business.
104. 3:21You've already shown them your number
105. 3:23four times. You're like, "Hey guys, one
106. 3:24last time, there's my number, screenshot
107. 3:26it." Like seriously, I mean this, you
108. 3:28guys. I live and breathe this. I want to
109. 3:30help your business. I want to help your
110. 3:32practice. Okay, my name's Bill Cook.
111. 3:34This is my number. Call me whatever you
112. 3:36need. You got a friend in me. You are
113. 3:38going to find when you do that, you
114. 3:40don't need a soft sell, you don't need a
115. 3:42hard sell because you are putting
116. 3:44yourself out there. They will freaking
117. 3:46call you. And then on the recording,
118. 3:48your number's out there. I get calls
119. 3:51from things that were recorded four and
120. 3:53a half years ago. Like if somebody, I
121. 3:56don't even want to say it, but if my
122. 3:57number changed, it would cost me a good
123. 3:59jillion dollars because there's people
124. 4:02from old
125. 4:04webinars from four years ago that are
126. 4:05like, "Ah, is this really his number?"
127. 4:07Beep boop boop boop boop. "Hey, I saw
128. 4:09something. It was recorded from 2021. Do
129. 4:10you still do sales coaching?" I'm like,
130. 4:12"Yep, what can I get you information
131. 4:13on?" So, but weave it into the
132. 4:15presentation of your phone number, but
133. 4:17then
134. 4:19let them know like your intentions are
135. 4:23to be there for them. Your intentions
136. 4:25are that you want to be here for them.
137. 4:27Um and then they'll start to write their
138. 4:29questions down and they'll re-engage
139. 4:33you. The problem with webinars is we get
140. 4:35really excited
141. 4:37and unless there's a call to action at
142. 4:39the end and the call to action is really
143. 4:41good and it's not so big that people
144. 4:43don't jump through it. People sit
145. 4:45through webinars like, "Damn, this is
146. 4:46good. I should probably do this." And
147. 4:48then to my monologue at the beginning of
148. 4:50this, they're distracted and lazy and
149. 4:54they don't touch things once. They go,
150. 4:56"I'll get back to that." And they never
151. 4:58do, right? So, this is where we have to
152. 5:00like and I'll even say, "Put it in your
153. 5:02phone. Save it under Matt Easton like
154. 5:05sales coaching. Like you got a friend in
155. 5:07me." And like I literally train them and
156. 5:09then I make good on that damn promise.
157. 5:11When they call me, I call them right
158. 5:12back. When they text me, I call them
159. 5:15right back. Catch what I did there? I
160. 5:16call them. Like because I I always want
161. 5:18to have a human conversation if at all
162. 5:19possible. So, that's what I would do in
163. 5:22the webinar is like at the beginning,
164. 5:24let them know, "I'm Hey,
165. 5:26I want to make sure that we're crystal
166. 5:27clear. My goal for this 22 minutes is
167. 5:29that you this I'm my personal challenge
168. 5:32to myself is this is the best 22 minutes
169. 5:34that you guys have all year, okay? I
170. 5:36realize
171. 5:37I'm setting the bar kind of high, but I
172. 5:38want you to walk away from this being
173. 5:40like, "That was a good investment of my
174. 5:41time. I know some stuff. I'm aware of
175. 5:43some stuff." That's what I'm looking for
176. 5:44in these 22 minutes, okay? I want to put
177. 5:46my mobile num- up here. If this stuff is
178. 5:49resonating with you, if you want to talk
179. 5:50about it, if you have any questions,
180. 5:52720-660-3202.
181. 5:54Seriously, guys, that's my phone I walk
182. 5:56around with. Call me. I'm passionate
183. 5:57about what we're about to talk about
184. 5:59here. Then you start going into
185. 6:00something. Five slides later, there's my
186. 6:02number again. Screenshot it. Write it
187. 6:04down. I'm here for you guys. This is
188. 6:05important stuff, whether you do business
189. 6:07with us or not, right? It's going to
190. 6:09make a big difference in your world,
191. 6:10right? Hit them with that two or three
192. 6:12times, you're going to get a lot of
193. 6:13sales.
194. 6:14>> Beautiful.
195. 6:14>> Thank you, man. I appreciate it.
196. 6:16>> You're going to kick ass, Bill. You're
197. 6:17the best. You're the best.