Make Money Online with Webinars 03

Promote to Prospects

Now that we have all the technical details out of the way, it’s time to focus on the organization, content and promotion of your webinar.

In this section, you’ll discover:

How to promote the call itself.

How to promote your offers from within the call.

Let’s jump right in…

How to Promote the Call

Here’s an easy step-by-step proven formula you can follow to organize and promote your call…

Step 1: Decide on the Purpose of Your Call: Before you can actually hold a webinar, you need to have a goal in mind.

Specifically: Do you intend to promote your products or affiliate products? Once you decide on the purpose of your call, you can then decide on the topic itself.

For example, let’s suppose you wanted to promote your new “Guide to Italy” ebook. Choosing a topic is fairly easy – you may even want to simply choose a chapter from your ebook and “teach” the entire chapter.

Alternatively, your webinar can give an overview of the entire book, while leaving the best bits of information out (i.e., participants need to read the ebook to get those secrets). You’ll discover how to use this strategy later in this report.

Step 2: Create a Lead-generation PageA lead generation page is basically a sales page. This is where you “sell” people on giving up their email addresses in exchange for access to your free webinar.

Now here’s the thing…

Some marketers believe that just because a webinar is free, you don’t really need to bother persuading prospects to join your webinar list. They figure all they need to do to build a big list of prospects is simply put up a page that says “free webinar” and an email capture form.

But doing so leaves money on the table.

You see, a few years back it was fairly easy to get people to give you their email addresses for any reason. In fact, email was such a novelty that people were EAGER to sign up for newsletters just to get email.

Naturally, things have changed a lot since the early days of the Internet. Now people guard their email addresses. They’re so frustrated with spam that they’re often reluctant to give any sort of address at all – and so sometimes they’ll give marketers a “throw away” email address.

That’s why you need to spend some time convincing your prospect to not only join your list, but also join using an email they regularly check. Sell this webinar like you’re selling access to a $100 webinar! After all, you’ll have an unresponsive, “dead” list if everyone joins using throw away addresses.

Here’s what you need to do to craft a compelling lead generation page:

Create a benefit-driven, curiosity-arousing headline. Your headline’s job is to get your prospect’s attention. To that end, your headline needs to present the biggest benefit your prospects will receive when they join your free webinar.

That means that simply putting “Free Webinar!” as the headline won’t cut it. No one wants a free webinar… instead, they want a solution to their problems. So alternatively, your headline might say something like:

“Are You Poisoning Your Puppy? Find Out What Common Household Items are Toxic to Your Pet During This Free Webinar…”


“Free! Discover Which Foods Are Making You Look Ten Years Older!”

You’ll note that in both headlines the word “free” is mentioned. That’s because the word free is a powerful trigger word. Everyone wants something for free… especially a free solution to their problems (hence the benefit-driven headlines).

You’ll note that in these examples, only one includes the word “webinar.” That’s because you’ll want to use this term carefully in your sales copy. If you’re sending your offer to people who’ve joined your previous webinars, then feel free to use the word “webinar” in your headline.

On the other hand, don’t mention the word “webinar” in your headline if your prospects are likely unfamiliar with the term. You see, the goal of your headline is to grab your prospect’s attention and drag them into your copy. If they don’t know what a webinar is, you’ll stop them dead in their tracks at the headline. And that’s not a good thing.

If you’re dealing with people who’re likely unfamiliar with webinars, then go ahead and use the word “free” in the headline along with the main benefit. But wait until later in the copy (when you’ve already hooked them on your offer) before you explain what a webinar is.

Craft benefit driven, reader-oriented copy. After the headline, jump right in and continue talking about the other benefits the prospect will receive when she joins your webinar. You may want to create a “bulleted list” of benefits, which will draw her eyes into your copy.

Remember to keep your copy oriented towards the reader. If your copy has a lot of “me,” “mine,” “I,” “us,” “our” and similar words, then the copy is about you and not your reader. Instead, make generous use of words like “you” and “yours.”

Example of author-oriented copy: “I’ll talk about…”

Example of reader-oriented copy: “You’ll discover…”

Tap into your prospect’s hopes, dreams and emotions. People never really buy products – they buy solutions. And specifically, they buy benefits and outcomes.

Example: They don’t buy a drill – what they’re really buying is a hole. And people aren’t buying exercise equipment. Instead, they’re buying into the dream of being slimmer and sexier.

Even though you’re offering a free webinar (rather than a paid product), the same is true of your prospects.

They’re not joining your list and getting on the webinar to hear about whatever topic you’re talking about. Instead, they’re getting on the webinar because of the hopes, dreams and emotions they have surrounding that topic.

Your job is to tap into those hopes, dreams and emotions on your lead generation page. Let the prospect imagine what it will feel like to receive the benefits after they listen in on your webinar.

Use a strong call to action. After you’ve hooked into your prospect’s emotions and you have him imagining the benefits of joining your webinar, you need to provide a strong call to action. This is where you explicitly and clearly tell your prospect what you want him to do.

You should also write your call to action as if you assume he’s going to join your seminar. That means you don’t ask him if he wants to do it. You don’t say, “If you’re interested, fill in your name and email address below.”

Instead, you tell him, “Get started right now by filling your name and email address in the form below and clicking join…”

The second thing you should do with your call to action is give it a sense of urgency. You want to give people a reason to join your list right now. You want to instill a bit of fear in them (such as a fear of loss).

Here are a few ways to spur that sense of urgency (you can use more than one tactic):

Limit your webinar to X number of “seats,” thereby creating scarcity. If you plan on having more of an interactive session, then you’ll want a smaller number – such as 50 or 100 spots. Otherwise, you could limit the seats to any number that makes sense for you and your niche, whether it’s just 10 or 1000.

Emphasize the fact that the webinar starts soon (e.g., in X number of days). Obviously, the closer you are to the actual start date of the webinar, the greater sense of urgency you can create.


Offer a “fast action” bonus to the first X number of people who join now. You may give the first people to join a special bonus, such as free transcripts to the webinar, a related ebook, or some other valuable freebie.


Offer a “fast action” bonus to anyone who joins in the next X number of hours or days.Instead of giving the free bonus only to the a strict number of people who join, you can make the offer to anyone who joins the webinar list before a certain date and time.

Here’s a Neat Little Trick to Create Sales BEFORE the Free Webinar…

If your lead-generation page does its job and converts well, then you should get a flood of people joining your list so they can join your free webinar. Most marketers miss a huge opportunity right here. Instead of making money, they just let their attendees sit on the webinar list for the few days or the week leading up to the webinar.

Here’s what you should do instead…

Create a confirmation page and/or confirmation email that thanks participants for joining the webinar. Remind them of the benefits of the webinar. And give them the details they need such as time and date of the webinar, how to log in, and how to contact you if they have any questions.

Now here’s the trick that puts money in your pocket: Give your prospects “homework” to do before the webinar starts. And you do this by telling them to download and read a (paid) product so that they’re ready to participate in the conference, ask questions, etc. Ideally, you can offer prospects the same product you’ll be promoting on the call.

To sweeten this offer, give a limited time discount. Or better yet, make it a one-time offer. If they don’t take you up on the offer right now (on the webinar confirmation page), they’ll need to buy the product at a higher price later.

Note: If you offer a discount on the product at the end of the webinar, be sure this is a generous discount… but not as generous as the one offered during the “one time offer.”

Do this, and you can expect to make money long before your webinar even starts!

Step 3: Drive Traffic to Your Lead Generation PageThe best webinar in the world with the highest-converting lead generation page ever won’t do you any good if you don’t get your offer in front of people. That means you need to promote access to your call.

Here are just a few ways to do exactly that:

Blog about it.

Tell your list about it.

Create a viral video about it and post it on YouTube.

Ask your guests (JV partners) to tell their lists about it.

Write an article about the topic and socially bookmark the article.

Use pay per click marketing.

Post a link on your Squidoo Lens or HubPages.

Post it on CraigsList and/or

Post it in your local classified ads.

Post flyers locally.

Use a CPA model to get leads.

Use a tell-a-friend script so that those who’ve already signed up will tell their friends to sign up too. Better yet, offer an incentive, such as a freebie to anyone who tells at least three friends.

If you’re promoting your own products in the webinar, encourage your affiliates to earn a commission on backend sales. (If you don’t have an affiliate program, my favorite course on the topic is by Jimmy D. Brown.)

Step 4: Provide solid content – and a pitch. You have hordes of people descending on your lead generation page and signing up for your webinar. Now your job is to turn these prospects into buyers.

The purpose of your webinar is twofold. First, you built a list by offering a free webinar in exchange for an email address. That part is already complete. The second purpose of your webinar is to sell your products or someone else’s products as an affiliate.

Because your goal is to sell products, you might be tempted to run a 45 minute or hour-long “infomercial” instead of a seminar. Don’t do this. Remember, your prospects joined your webinar because they’re looking for information. They’re looking for a solution to their problems. They’re looking for something that can make them happier, richer, slimmer, more attractive, etc.

Here’s how to create a webinar that your participants will find valuable – and one that will make money for you, too:

Give your prospects what they expect. You promised certain things to your prospects when they first agreed to join your webinar. Now you need to make good on those promises.

Example: If you promised three “secrets” to making money online, make sure you deliver not one, not two, but at least three of those secrets.

While a somewhat spontaneous webinar that doesn’t adhere strictly to your outline is usually a better experience for listeners, your job is to make sure that you DO cover those points you promised to cover in your sales letter.

Build trust. People buy from those they know, like and trust. If you sent the webinar announcement to your list and to your existing customers, then there will be people on your call who already know and trust you.

However, your focus is on those who don’t yet know you. Your job is to build trust with these people. Just being on a webinar (which puts your face to your name and shows you’re a “real” person) and taking questions helps. Delivering on your promises, providing good content and being honest (e.g., no exaggerations) also help.

It may seem like common sense to say something like “be honest.” But sometimes we marketers are prone to exaggeration. Problem is, customers sometimes expect marketers to exaggerate – and when they get “caught” exaggerating, credibility is lost.

Example: A few years ago I attended a webinar that was being pitched as one person “grilling” the other person. Further, the sales materials suggested that the two had never met, the interviewee had no idea what the interviewer was going to ask, and that this could turn into a wild “free for all.”

Problem is, the webinar was so scripted that the co-presenters accidentally started reading each other’s lines. Instantly, all credibility was lost because it was revealed that the free-wheeling “unscripted” interview was in fact tightly scripted. And since the marketers fibbed about that, it made prospects wonder what ELSE they weren’t being truthful about.

Provide useful but incomplete information. Next, you need to provide solid, valuable content that your webinar participants can put to use immediately. But here’s the thing – you need to provide information that’s not quite complete. And the only way to get their hands on the “missing link” is to purchase your products.


Example: Let’s suppose you’re selling a weight loss ebook. During the webinar, you might tell listeners that your ebook lists ten foods that burn fat… and then you could share five or six of those foods with the webinar participants.

Another way to share useful but complete information is to tell someone what to do, but don’t tell them how to do it.

Example: Let’s suppose you’re selling an online marketing ebook. You might tell people that one good way to pull in targeted traffic is by search engine optimization. You can then go on to discuss on-page and off-page optimization, but you leave the best details out – meaning those who want to learn SEO must buy your ebook.

Create a need. You can also use your webinar to create a need (or “plant a seed”) for the product you’re pitching.


You may do this with information products by educating people with regards to how fast and easy your product will give your prospects the solutions they desire.But this tactic works particularly well if you’re selling physical products or tools.


Here’s an example…

Example: Let’s suppose you’re running a weight loss webinar. In this example, you can give your prospects 100% complete information – that means you don’t hold anything back. You tell them what foods they should be eating, how often they should be exercising, etc.

But here’s the thing: You then recommend certain products to accelerate their weight loss. For example, you may pitch a rebounder (a mini trampoline) as the perfect piece of exercise equipment. Or you may suggest that the fastest weight-loss is achieved for those eating the pre-packaged meals that you’re pitching.

Let’s go back to the online marketing webinar as a second example. Here you can give your prospects the complete step-by-step guide to getting the top rankings in the search engines. Again, you leave nothing out. But you create a need by suggesting that the quickest and easiest way to achieving those rankings is by purchasing your SEO tools (e.g., such as keyword tools, page generators, etc).


Step 5: Record the WebinarWhile the live webinar is likely to be a well-attended, profitable event for you, that’s just the beginning.

Your goal is to profit from your webinar for weeks, months and even years to come. The idea is that you spend a couple hours putting together your webinar today – and you profit endlessly in the near future.

Naturally, the only way to do that is by recording your webinar for later playback.

Tip: GoToWebinar includes a recording feature – and recording your webinar is as easy as a click of your mouse. Just go to your GoToWebinar organizer control panel, click on “recordings” and the recording panel will open. From there, you simply click on “start recording” when your webinar starts, and “stop recording” when your webinar ends.

Once you’ve recorded your webinar, you can save it to your desktop. Then you can use the editing software of your choice to edit it (if necessary).

There are a few things you can do with your recorded webinar, including:

If the information included is valuable, you can sell the webinar recordings. If you do a series of related webinars, you can sell them as a home study course.

You can use the recorded webinar as a lead generator. Simply offer it free in exchange for an email address and name. You can also offer the webinar recording for free on a CD in exchange for a name and postal mailing address.

You can give other people the option of offering your webinar as a lead generator, a free bonus with their products, something to add to their membership sites, etc. The bonus for you is that you get the backend income on the product recommendations.

You can sell resell rights or master resell rights to your webinar recordings. That way you make money up front. But you also get a nice backend income due to the products you pitch during the webinar.

You can create a feeling of scarcity by not offering unlimited access to the webinar. Instead, you can play it on pre-defined dates (such as on a weekly basis). This works particularly well if the webinar is slightly controversial and/or extremely useful, because then you’ll get people “buzzing” about it in anticipation of watching/listening to it.

You can use it to re-launch the product you pitched during the webinar. Again, the idea is that you only spend a couple hours creating this webinar – but then you profit from it over and over again.

We covered a lot in this section, but the basic idea is simple:

Create a great lead generation page.

Drive traffic to the page.

Create a great webinar.

And profit like crazy from your webinar.

Do that, and you’ll make money both during your live webinar, as well as for months or even years later!

Conclusion: You’re Just Three P’s Away from Profits!

Congratulations – you now know how to run and record your own wildly profitable webinars!

Let’s quickly recap the “3P Webinar Profits” formula:

PICK Your Platform: You discovered how to choose the best webinar platform for your needs. Plus you received easy step-by-step instructions showing you how to get set up in just minutes!

PREPARE Your Presenters: You discovered how to give a polished webinar that made you look like a seasoned professional – even if you’re an absolute beginner! Plus you found out that one of the keys to running a successful webinar is to make sure your guests are comfortable and they know what to expect.

PROMOTE to Prospects: Finally, you discovered how to turn a free webinar into a cash cow. Not only did you discover how to provide “useful but incomplete” information that spurs sales, you also found out how to create a need for your products.

There you have it – the “3P Webinar Profits” formula that adds up to money in the bank for you!

But here’s the thing…

While webinars are wildly profitable,the money just won’t leap into your bank account on it’s own.

It’s NOT difficult by any means…but you do need to follow the simple formula provided.

You may be tempted to just set this report aside and start thinking about your webinar “later.”

But here’s what I want you to do instead:

Right now (yes, now) pick your platform, or you can just go with my recommendation (GoToWebinar). Then sign up for an account right now.

That’s the first action step.

Then go ahead and start working your way through the others steps in this report.

The sooner you follow through, the faster you can enjoy success and profits!

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