How To Increase Webinar Revenue With Your Funnel and Follow-up
This post will show you how to increase webinar revenue with your funnel and follow-up.
Here is the thing.
You have to get people on your webinar for there to be any chance of a sale.
Meanwhile, once they get there, only about 50% of total sales come the first time they see the webinar.
This post will show you what to pay attention to when it comes to both the funnel and the funnel; the book ends that make money for your webinar.
Increase Show-Up Rate By Having A Great Funnel
Everyone thinks this about having the latest funnel software or some crazy tech tricks…
I have seen simple zoom landing pages work that get amazing results.
The issue isn’t the funnel, it’s something else…
One simple word.
Well, maybe two words…
Curiosity and Outcome.
You have to get the reader convinced that you are going to show them something that they can’t get anywhere else on the internet.
Your specific knowledge on how to solve a problem.
You have to build a hook and an ads sequence that gets them to lean in and really want to get to the content.
If you are doing the webinar live, it’s harder than if it’s an on demand or VSL.
Right now, its 1 out of 5 registered that show up, that’s 20%…
By using curiosity, you can almost ensure that they show up. You just have to cause it to be so compelling that they have to be there.
The actual tech pieces are easy. You need an opt-in page, an email auto responder sequence that hints at what they are going to get out of it (and maybe shows some testimonials)…
and zoom or another webinar software.
Ok, so now you got people to the webinar, now what?
Other articles on this site will show you all you need to know about maximizing conversion, keeping the audience on, and selling more through stories.
We are going to focus on what comes after the webinar is over…
Increase Webinar Revenue With Your Follow Up
More than 50% of the money that a webinar makes is AFTER the first time an attendee sees the webinar. Very few of the “experts” out there are talking about this.
It’s because it goes way beyond what they want to deal with.
Im going to give you the overview below, be on the lookout for future posts where I break down each one, as they are all powerhouses when it comes to your bottom line.
If you want help building these into your webinar, contact me below, I will be happy to help you. You will see how it can double your revenue overnight.
1. 8 step email sequence
This is the one that most people using webinars have. Some are shorter, some are longer, but 8 is the right number. 2 per day driving them back to the sale.
Here is where things get interesting.
It’s not just a call to action, it’s how you present it.
You want to send:
- pieces of the transcript
- Additional bonuses
- Customer Stories
And remember, they are most likely reading these on their phones, so keep them at 150 words or fewer…
Did you get their phone numbers?
You should at least ask for it. You can offer to send the webinar straight to their phone or send them reminders so that they don’t miss it.
You will be surprised, about 80% usually will give your their number. That allows you to follow up after the webinar.
What should you text them?
Here you have to be somewhat careful. You don’t want to overload them. My rule of thumb is 1 text per day after the main webinar before the cart closes.
Here is what I text them:
- A new bonus
3. Voice mail drops
These are very similar to the text messages. You can use a 3rd party service to send a voice mail straight to their phone. It will not even ring.
In today’s world, almost all phones give them a transcript of the call, so you get about 100 words.
I recommend only doing 1 or 2 of these.
Testimonials and bonuses work well for voicemail drops following webinars.
or… driving them to our next webinar follow up.
4. Phone call/ Zoom Meeting with a salesperson
If you either have the bandwidth or have the resources to hire a sales team, drive the fence sitters to a person that has the ability to answer questions and overcome objections.
Offer this through email, text, and voice mail drops to people that might want to talk to a person.
5. Follow-up Question and Answer or hot seat session on zoom or in a Facebook group
This allows you to answer questions, overcome objections, and get more sales.
You may have seen this at live events.
Sometime after the pitch, the main speaker will host a session where they can covertly overcome objections and reprove authority.
See, some people buy on the webinar from emotion…
…but some people are logic based and need to have a chance to process and see the objections be overcome.
That’s where this additional session comes in handy.
The one caveat here is that you want to do this only when there are at least 30 to 50 people on the webinar, so that there are at least 5 to 10 on the session.
6. Up-sells to a VIP program
This might seem a bit counter-intuitive at first, but hear me out.
5% of any marketplace wants the best and can afford it.
I once had a person approach me on a marketing cruise and tell me that they had watched my webinar for a specific product several times, but didn’t buy, because they didn’t want a course.
They wanted a 1 on 1 experience where I held their hand and took them through the project.
The thing is that I didn’t offer it on the webinar, or on the sales page, or in the follow up sequence anywhere…
…If I had, he would have bought.
Turns out he was a multi-millionaire who wanted the outcome I was offering, but had no way to get my attention.
This is one of the easiest ways to raise your total revenue collected from a webinar.
All you have to do is add 1 or 2 CTAs that are for a high ticket version.
“If you know that you want xxx, but don’t like courses, and would like to work with me 1 on 1, click here to schedule a call…”
7. Down-sell to a cheaper program
Once the cart is closed, you can offer a $997, $497, $97, $37 product that still gets them into your “buyers pool”
You know the problem that they are having, you just have to offer them a different, cheaper solution to it.
That leads us to the next way to add revenue…
8. Sideways sales to an affiliate offer (after the follow-up sequence)
After you close the cart on your sale, within the next few weeks, if you can hold an affiliate webinar that sells a product in the same realm, that is not a direct competitor.
Just because they didn’t buy your product doesn’t mean that they will not buy a product.
Putting together a great JV list is a powerful way to make extra money from your webinar with very little additional work or delivery of product.
9. Facebook Group
The last follow-up method is to put some kind of fence around the people that have seen you in action.
You can do this at any point after they register. By adding them to a group, it gives you the chance to continue to build rapport and sell them down the road.
We covered quite a bit in this article on how to Increase Webinar Revenue With Your Funnel and Follow-up.
If you want to learn more about how to hold a profitable webinar, make sure to check these out: