How To Present On A Webinar For Maximum Conversion
This article will show you how to present on a webinar for maximum conversion.
Many people think building a webinar is as simple as downloading a template, dumping some information in, and reading some slides. Nothing could be further from the truth!
Chances are that if you have tried to build a webinar this way, your conversion is lower than you want it to be.
We have all been there…
… Stayed up all night for a few days, putting everything we could into the deck.
… Got our background just right
… Fretted over how we look and sound.
We are nervous about if people will show up…
… and we might even turn our camera off, revert to reading the slides, and we forget all the great stories we have worked on.
Presenting a Rockstar Webinar that does massive numbers is a work of art.
It takes time and practice…
…Rome wasn’t built in a day.
The good news is that it’s a very learnable skill
and it doesn’t take as long as you would think.
This article goes over the top 5 ways you can quickly increase conversion:
1. Don’t Rely On Your Slides! Instead, Present With Power On A Webinar For Maximum Conversion.
Slides should be an addition to your webinar, not the main attraction.
One of the most powerful points of a webinar is that your audience gets to build a relationship with you. Webinars build they know like and trust factor almost as much as being on stage at an event. (more on that in another article)
Think of it this way…
If you just read your slides, it’s not really different from a sales page.
Instead, you should be the main event.
Your webinar gives you the chance to show mastery of the subject, overcome objections, and build a relationship with your audience.
Here are my best practices for your slide deck:
Make it highly visual – most slides should have pictures on them. The less stock images, the better. if possible, use photos of you and your clients.
Limit the words on the page – 80% of your slides should have 10 words or less. Some slides will need more. A good rule of thumb is one point per page. This leads to a higher “flip” rate, more engagement and state breaks.
DON’T READ THE SLIDES – Instead recap them and add to them. This will build more rapport with your audience and draw them into your world.
That leads nicely into the next point which is…
2. Raise Your Webinar Conversions By Leaving Your Camera On!
“A sale is the transference of excitement and certainty about your product to your buyer,” Zig Ziglar.
The best possible way to get this across is your body language, animation, and voice.
People need to see you present.
You should use your hands!
You should be standing up!
You should be excited!
It’s a well known fact that the words we say are only about 10% of communication.
The rest is body language and tone. The only way to get body language across is by having your camera on…
…So always have it on for your presentation and watch your webinar conversion numbers rise 🙂
When you have your camera on, it’s important that you transfer that excitement, which takes us to number 3…
3. Ramp Your Energy Up 5x And Watch Your Webinar Conversions Go Up.
You may have heard that the camera adds 10lbs…
It also makes you appear less energetic, powerful, and fun.
On a scale of 1 to 10, if you are at a 5 on the energy scale, you will come across at a 3.
Why is this important, you might ask?
People subconsciously mirror authority figures.
Your audience will mirror your energy level.
If you are at a 3, they will quickly fall asleep, looking at Facebook, and dropping off of your webinar.
plus, following the Zig quote above, it’s imperative that you convey positive energy and certainty in your product.
Do some jumping jacks or pushups before starting…
Think this sounds extreme?!
Tony Robbins has a 10 minute routine before he gets on stage that includes jumping on a mini trampoline, doing a cold plunge, and spinning and breathing to get himself at a maximum 10 state.
You would love his sales results, right?! Then get your energy up.
The last 2 points have to do more with language patterns. Using these patterns will raise conversions.
It’s not just about what you say…
…It’s more about how you say it. Language Patterns Matter…
Here are 2 of the strongest that are missing from most webinars.
4. Reframe Beliefs and Objections To Raise Your Webinar Conversions
Objections is a whole different article…
…but for this article, we just need to look at what are the main objections are, and ways we can reframe them.
First off, do you know what they are?
Secondly, do you know where they come up in the webinar?
Once you know these two things, you can build in the following reframes.
Liquify the objection by calling it out, then reframe it.
Here is the framework:
(call out belief) (agree) (reframe using “the real issue”) (state outcome the audience wants)
“You are probally saying “I would love to turn my camera on, but I don’t have a great backdrop”. I agree that you might not have the best back drop, but the real issue is that having people see you and your energy level. By showing up in a peak state, people will not care about your backdrop.”
All great sales presentations use this at least 10 times, with at least 5 of them before getting to the sales offer.
5. Build in Trail Closes and “Yes” Moments To Drastically Raise Your Webinar Conversions.
Good webinars have at least 100 moments where the audience is asked to say yes…
Great ones have over 150.
This is all about getting the audience into rapport with you, and future pacing.
There are so many different ways to get a yes from them.
You can ask them to type in the chat…
You can ask them to say it out loud…
and you can get them to say it in their mind.
If they have said yes to you over 100 times, it’s much easier to get a “yes” to your offer.
Here is a simple list of trail closes:
“Does this make sense to you?”
“Do you see how this would grow your business?”
“Do you get it?”
“Are you getting this?”
“Are you learning something?”
“You guys having fun?”
The list can go on and on. It’s not just about knowing them though…
… you have to use them.
When I was getting started, I would put post-it notes all over my computer screen. I would practice I would listen to my recordings to hear where I could add more in.
It’s easy, it’s all about practice 🙂
If you want help getting more conversions from your webinar (or live presentation) here are some options for you: