How To Sell On A Webinar Like Russell Brunson — Transcript

Full transcript

1. 0:00Have you ever wondered how to sell on a webinar? Just like Russell Brunson.
2. 0:04I mean, it's really no secret. In fact,
3. 0:06he lays it out in all of his books and how to sell on a webinar,
4. 0:10just like Russell Brunson is exactly what I'm covering in today's video.
5. 0:16Hey guys, I'm so glad that you stopped by the channel.
6. 0:19I'm Tom Jackobs if you're new here,
7. 0:21you might want to just go ahead and hit that little subscribe button right
8. 0:24there,
9. 0:24and also check out the playlist that I put together for new people
10. 0:29right here for this channel. I've put together some of the best videos there,
11. 0:32and you really want to watch those so that you can get better at your
12. 0:36presentation, your performance for more profits,
13. 0:40because that's what this channel is all about.
14. 0:42So let's dive into today's topic. How does sell on a webinar,
15. 0:47just like Russell Brunson. And like I said, on the intro,
16. 0:50there it's really no secret what he does.
17. 0:53And it's not something that he came up in is really original about. I mean,
18. 0:57his implementation of it is really quite unique and very,
19. 1:02very effective,
20. 1:03but the whole concept of what we're going through today is nothing new.
21. 1:07And it's something that I've had in my programs, uh,
22. 1:11especially the sales impact Academy and my dramatic impact story Academy
23. 1:16that I teach my own clients on so that they can get better at their
24. 1:19presentation, their performance and their profits,
25. 1:22which is what of course I teach on this channel as well.
26. 1:25It's also what I've trained my sales agents to do on the phone.
27. 1:29When they're making phone calls to confirm webinars,
28. 1:33to book people onto consultations and even to sell programs for our clients,
29. 1:37of course,
30. 1:38I put my own spin on these concepts as well to really cater it towards the
31. 1:42solopreneurs, solo practitioner,
32. 1:44because you are doing so much in your business that you need those shortcuts.
33. 1:48And so that's what I'm going to do to help you grow your business.
34. 1:53It's really how these concepts have been implemented that are the real
35. 1:58secret, if you will.
36. 1:59And that's really how Russell Brunson was able to grow ClickFunnels into
37. 2:04250 $300 million a year business.
38. 2:08I'm going to go over three distinct concepts that you need to implement in your
39. 2:12next webinars so that you can sell at a very high level.
40. 2:16These concepts are also what Russell Brunson teaches in all of his secrets books
41. 2:20as well. So if you want to grab a copy of one of those books,
42. 2:23I really highly recommend reading that as well to really enhance what I
43. 2:28go through on this video concept. Number one,
44. 2:31he is very transparent about what the goal of the webinar is,
45. 2:35is to make an offer at the end of it,
46. 2:38to give some information and then make an offer.
47. 2:40And he States that very clearly at the beginning of the webinar.
48. 2:44And it's something that a lot of people kind of skip over because there's
49. 2:47nothing more infuriating from an audience point of view,
50. 2:51whether that's on a webinar or live on stage than to be blindsided at
51. 2:56the end of the whole webinar and or the seminar to be then
52. 3:01pitched something that we weren't even prepared for. I remember going to,
53. 3:06uh, Jordan Belfort seminar in London, uh, Jordan Belfort by the way,
54. 3:11is the Wolf of Wall Street.
55. 3:13And he was putting on one of his sales seminars and it was basically a three
56. 3:18hour sales pitch, right. And I knew that going in and, and I,
57. 3:21and I go to these events and watch webinars to look and see how
58. 3:26other people are using these techniques as well.
59. 3:29And so the first thing is that Jordan didn't even prompt the audience that he
60. 3:34was going to make an offer at the end.
61. 3:36And when he did transition into the offer piece of the seminar,
62. 3:40it was super awkward and people started leaving in droves and they
63. 3:45left. So, so many people were leaving that at one point,
64. 3:48he stopped the whole sales page and goes, well, where where's everybody going?
65. 3:52This is the best part.
66. 3:53You're going to definitely need this to improve your life and improve your
67. 3:56business. And it was, it was super, super awkward, uh, to,
68. 4:01to watch that. And I kind of felt sorry for him as well.
69. 4:04Now when I do my webinars and my seminars as well at the beginning that,
70. 4:08you know, if you want to go deeper with this content,
71. 4:11then at the end of the webinar, if it's okay with you,
72. 4:14I'm going to go ahead and make an offer,
73. 4:16or I'm going to give you the opportunity to go ahead and dive deeper
74. 4:21into the content. And that way the audience is prepared. They're like, yeah.
75. 4:25I mean, if it's good stuff. Sure. Why not? I'd love to hear what the offer is.
76. 4:28And then when you go into the whole sales page,
77. 4:31it's not this awkward kind of transition from teaching into now
78. 4:35selling. Yeah. I have a quick question for you on your webinars.
79. 4:40We're doing webinars right now.
80. 4:41Are you prompting your audience to know that there's going to be an offer at the
81. 4:46end of the webinar and that offer by the way,
82. 4:49doesn't necessarily mean that you're selling a full program that offer could be
83. 4:54to a strategy call or a discovery call or some type of nother
84. 4:58step in the whole process. So are you doing that make a comment below,
85. 5:02I'm really interested to find out from you what you're doing too,
86. 5:06help your audience understand what the webinar intent is. Concept number two,
87. 5:11on how to sell on a webinar like Russell Brunson is to make sure that you are
88. 5:16using stories to sell to your audience.
89. 5:21Now you can go through all these facts and figures and talk about concepts and
90. 5:26all this, and even science-y stuff and wellness,
91. 5:29but nothing bores an audience more than facts and figures.
92. 5:33What really gets an audience going though is the telling of stories.
93. 5:37And these stories don't have to necessarily be your own personal transformation
94. 5:42story.
95. 5:42It could be a transformation story of one of your clients from where they
96. 5:47were to where they are now.
97. 5:49And every story has a certain structure to it. Now,
98. 5:53most of these stories use what's called the hero's journey,
99. 5:56which is a on how to put a story together.
100. 5:59And basically it has several different parts to it.
101. 6:02The first is what the problem is, uh, what led up to the problem,
102. 6:06what were the challenges along the way, and then the redemption or what,
103. 6:10what happened and, and how life was afterwards.
104. 6:13So like the realization of how to overcome that problem and then how life
105. 6:18was after. And when you follow this certain structure of the story,
106. 6:22then people are very used to it.
107. 6:24And now it's very easy to tell a story and get people really
108. 6:29engaged in that story as well. There's nothing worse than,
109. 6:32and having a story told to people that that's really quite boring and doesn't
110. 6:36follow that whole series.
111. 6:38One of the big things that Russell does really well in his storytelling is that
112. 6:43he always brings in the villain.
113. 6:44And that's part of the whole conflict that there's, there's a villain that's,
114. 6:49uh, impeding you from getting to what your goal is.
115. 6:52And so he's really good at really throwing stones. Is that what the,
116. 6:55what the big problem is, whether that's a company,
117. 6:59if it's society 90 or whatever it happens to be, but that,
118. 7:02that villain is there trying to keep you from getting to your goal.
119. 7:05And that's where that conflict comes in.
120. 7:07And that creates really good tension in the story.
121. 7:10And then once the hero kind of overcomes that conflict
122. 7:15and the tension, then everybody's like really rooting for that hero. And that's,
123. 7:20what's getting people behind you because in that story,
124. 7:22you're the hero when you're the hero of that story,
125. 7:25and there's a villain now everybody's kind of against that villain and they
126. 7:29really rooting for you.
127. 7:30So when you get to the end of the story and you have the redemption and at the
128. 7:34end of your webinar, then you're asking for the sale. People are always there,
129. 7:37like rooting for you because you went through this whole transformation and you
130. 7:41were able to articulate that transformation,
131. 7:44using the power of story and using stories on a webinar is
132. 7:49critical on how to sell on a webinar.
133. 7:52This is a critical piece that many people doing webinars aren't taking advantage
134. 7:57of. And quite frankly, it shows in the reason.
135. 8:00So if you're interested in learning how to kind of put that story structured
136. 8:03together, I put together a storybook and the link is down below.
137. 8:07You can grab a copy of that and just follow the instructions. It's pretty,
138. 8:11it's laid out pretty well in terms of step-by-step what you need to do.
139. 8:14And then at the end of going through that whole workbook,
140. 8:17you'll have your story written in a way that engages your
141. 8:22audience. Okay. Number three. And this is probably the most,
142. 8:26those controversial of the topics of when doing a webinar and
143. 8:31really how to sell on a webinar, just like Bronson does.
144. 8:35And this is the actual sales pitch. So the,
145. 8:38the piece where you are actually selling to your audience,
146. 8:42and that's where you get your pay day, always, always, always,
147. 8:45before you go into the whole sales page,
148. 8:47ask for permission to now take people into a different direction.
149. 8:52You've, you're, you've stopped the teaching piece of your,
150. 8:56and now you want to transition into this piece. And again,
151. 9:00you've already asked for permission then at the beginning,
152. 9:01or at least laid out the agenda in terms of there will be an offer at the end.
153. 9:05Now you can ask permission from people. Hey,
154. 9:09is it okay if I tell you a little bit about how to go a little bit deeper with
155. 9:12the information that we went through today? Because certainly in an hour,
156. 9:15it's not really easy to implement everything that we've gone through.
157. 9:19And so if it's okay with you, I'd love to share with, if you,
158. 9:22how you can get more information and go a little bit deeper with it.
159. 9:26And they're right there,
160. 9:27you're asking for permission and you can even go as far as saying, yeah,
161. 9:31just put a one in the chat box and people will then start putting ones in there.
162. 9:35And, and there you go,
163. 9:37you got your answer in terms of getting permission from the audience to go ahead
164. 9:41and start selling to them.
165. 9:42The key of selling on a webinar is to make it really, really simple.
166. 9:47You don't want to lay out too,
167. 9:49too much people to have to kind of figure things out on their own.
168. 9:53You would just want to lay it out very simple.
169. 9:55This is what I want you to do next. You're selling the next step.
170. 10:00If the next step is your, your program that you're selling well, great.
171. 10:03Then you go into what the offer is,
172. 10:06what the added value is of doing it now,
173. 10:09how you're going to take them out of their pain to help them solve their
174. 10:13problem. And then you're going to add another bonus and bonus and bonuses bonus.
175. 10:18You're going to add all this value. And this is again,
176. 10:21something that Russell does really,
177. 10:22really well in terms of adding all of this value. So at the end of the webinar,
178. 10:26you're going, Oh my gosh, all of this value. And it's only a thousand dollars,
179. 10:30heck yeah, sign me up.
180. 10:31The other thing that I like to do before going into the sales piece,
181. 10:35and after asking for permission to go into the offer,
182. 10:39then I like to exclude people that aren't interested. And I usually say,
183. 10:43say something like this, it's especially at live events. It's,
184. 10:46it's really important to do this because people are around each other.
185. 10:49And if you have one really negative Nelly in the audience,
186. 10:54then it can really pull everybody down.
187. 10:56And especially if they're asking lots of questions that aren't relevant to
188. 11:01making the sale,
189. 11:02then their energy can really bring down the rest of the, the group,
190. 11:07but also can bring your energy down as well.
191. 11:09I actually asked people to leave if they're not interested in hearing the offer.
192. 11:13And I usually say something like, well, yep. At this point,
193. 11:17if you think you've gotten everything and you know,
194. 11:20you don't want to go any further, that's cool.
195. 11:22I'm going to spend about 20 more minutes going over how to go a little bit
196. 11:25deeper. So if you've got things to do, you can go ahead and take off right now.
197. 11:29And that way I'm not taking up any more of your time for something that you're
198. 11:32not really interested in and then allow them to pack their stuff up and leave,
199. 11:37you know, gracefully rather than having them sit there and kind of suck the
200. 11:42energy out of the rest of the room. Now on a webinar, you can do the same thing.
201. 11:46And just say, you know, at this point, I'm going to spend another 10,
202. 11:4915 minutes talking about how to go deeper with this information.
203. 11:52And if you are in the camp where you kind of got everything that you needed and
204. 11:57you don't need to go any further, great, you can jump off the call right now.
205. 12:00And that way you aren't having people on the call that aren't really interested.
206. 12:05And trust me, not many people are going to jump off the call.
207. 12:08They all want to hear if they haven't already loved the webinar,
208. 12:13they're going to definitely want to hear what you have to say. Well,
209. 12:15there you go. Three tips on how to sell at a high level on a webinar,
210. 12:20just like Russell Brunson. I hope this video was super helpful for you.
211. 12:23If it was just go ahead and give a thumbs up, make some comments down below,
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214. 12:36And again, this channel is all about presentation, performance,
215. 12:40and profits to help you with your business.
216. 12:42Now I've also put together a couple of other videos,
217. 12:44I think would be very helpful for you. They're right here and here.
218. 12:48So check those out and until next time.
219. 12:52Have a great day.