E-Coaching Secrets Transcript
E-Coaching Secrets
“Run Seminars From Home & Generate Truckload of Cash
Teaching What You Love!”
Module 03: How to Attract High-End Clients
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E-Coaching Secrets Transcript
Welcome to Module 03 where you will learn how to attract high-end clients. In the
previous module, you dealt with the planning part of your webinar. Now it’s time to
start thinking about how will the people come to know about your webinar? This task
that stands tall before us is going to take some ingenuity and smart work on your
part.
Of course the technology is available for you to make it work effectively. Ask yourself
“Who is your target audience?” The people who will get attracted to your webinar will
mainly be those who are either striving to develop their career in that field or people
who are interested in giving their career a push to increase revenue. There may also
be highly experienced professionals who are just looking for new ideas and different
perspectives. After gaining a new insight into their field of expertise, the ideas
presented in your webinar should be such that these people are able to mold them
into their own style.
To begin with, you should have in mind the number of participants who will attend
your webinar. If this is your first webinar ever, then you may want to start with a small
number of participants. As you gain confidence and little more experience, you can
increase the number of people who will attend it. Let’s see what else will be required
to have your webinar known to everyone.
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E-Coaching Secrets Transcript
What is the aim of your webinar? What does it want to convey and with whom do you
want to share it? These are the questions which will lead you to ways which can help
your approach and attract the right audience. For instance, if your webinar is about
adventure sports then the target audience includes everyone in the world. Of course
it is with the pre-requisite that the person has knowledge of surfing and working on
the internet. It can include people who are interested in adventure activities such as
rafting, kayaking, trekking and so on.
There will be people who may be interested in making a career out of it. Now it
depends on the purpose of your webinar, whether it is aimed towards helping people
make a career out of adventure sports or simply sharing the information. Even
though your webinar includes both these purposes, then your target audience will be
large in number. The audience may include business owners, entrepreneurs or
adventure sports enthusiasts. If you want to invite all of these to your webinar, then
the approach will have to be different for each. For people interested in adventure,
the sample webinar may be designed in a way that emphasizes on talent and hunger
for adventure sports whereas for business owners it may be designed in a way that
emphasizes on profit, sales and innovative ideas for their line of business.
For a start, you can create a website that features your achievements, your aim, how
will your webinar help people, what’s in it for them and lastly it should contain a trial
pack of your webinar. This trial pack should be kept free of charge. A page in the
website should also invite people to register free of charge and give their reviews on
the webinar. After few people have gone through it, they will be interested in gaining
further knowledge about your webinar. The webinar should create some kind of
inquisitiveness as well as adequate interest in them, so that they will be keen on
taking the next step. You need to remember that the first impression is the last
impression and therefore the content that you present the first time should be
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E-Coaching Secrets Transcript
interesting and should end with a word or two about how they can gather more
information and benefit much more if they enroll to your paid courses.
When you make your webinar a paid one, you change the perspective of your
participants about your webinar. Imagine yourself signing up for a free webinar and
then imagine it when you are signing up for a paid one. Is your point of view and the
level of seriousness the same in both cases? Of course not! You immediately go into
the line of thinking that the one which is free can be missed but the one you have
paid for cannot be missed because you have paid your hard earned money for it.
Similarly, another thing in which the participants’ point of view differs is that they
perceive the paid one to be of a higher value than the one which is free of cost.
Well…most of us would think that way. People will also take the paid webinar more
seriously than the one that’s free. That’s simple human psychology!
Let’s consider a situation where you have offered a free webinar in an attempt to
enhance your business. What do you think is your unique selling point? Have you
included a glimpse of it in the free webinar? If yes, then what does it convey? Do you
think it will catch everyone’s attention and also create a stir in the prospective
participants? These are some important questions, answers to which will decide the
number of people that sign up and the turn out on the day of your webinar. Your
basic aim of offering the free webinar should be to generate such curiosity and
interest that it prompts the person to register for your webinar, especially the paid
one.
The free webinar is an attempt on your part to form the first impression, so you need
to make the most of it. It should be so impressive and have such an impact that even
someone not from that particular field should have the urge to know more about it.
Your initial few slides and the slides at the end need to be very impactful. For
instance, if your webinar is about interior decoration then first as well as the last few
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E-Coaching Secrets Transcript
slides should explain how your webinar can add value to their business in terms of
sales, revenue, expansion and so on.
How about making a brief but a “great” video which serves as an introduction to your
webinar? This can contain such details which will immediately make people feel like
registering for your webinar. This can include things such as “What all they will learn
and how can they apply it to their field of business”. Creating a video is a great way
of creating the enthusiasm required for people to register for your webinar. Your
enthusiasm should show in the video. That’s the most important thing to do because
enthusiasm is indeed contagious. If required, make a “role-play” a part of the video
which can effectively demonstrate how a person can benefit from your webinar. If
there are people who have actually followed strategies you believe in, then have their
reviews shown in the video.
Once you have been able to create the enthusiasm, it is necessary to not let the
momentum just fly past you, without making the most of it. What is meant by this is
that now your actual webinar should be so good that it justifies all the enthusiasm
and also goes in accordance with what you and the others said in the video. The
webinar should be able to retain your participants and convert them into loyal
customers.
Now that you have understood the target audience, their line of thinking and the kind
of actions you should take to attract the right people, you are ready to explore the
various ways in which you can make your webinar known. Throughout the process,
you should never lose sight of the main purpose of conducting your webinar. For
instance, if the webinar is being conducted to promote the sales of your sports gear,
then you have identified the target audience as people who are passionately involved
in adventure activities or are themselves in the same business.
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E-Coaching Secrets Transcript
Have you identified what you are good at? Is it blogging or social networking?
Well…it’s time to identify it and put your energy in to it. The first step is to open your
own blog and write about adventure sports. You can mention that you are conducting
a webinar on the kind of sports gears required for all kinds of adventure activities.
You can include all the special features of the webinar, which you think will arouse
interest of people visiting your site. It is necessary to start your blog well in time so
that people are able to follow your blog if they are keen on attending your webinar.
You can cash in on the fact that many people search the news websites for
information on various things. So you could have a press release through any of the
wire services such as the business wire. On such platforms, it is important to give
information such as who exactly is the webinar for and what is it about? Because the
search criteria that people use are specific and you need to use those specific words
in the headline.
Do you think that the younger people will be more attracted to your webinar? If that’s
the case, then you can promote the webinar through various social networking
websites such as facebook, twitter and so on. There are many micro blogging
services also which you can make use of. You can always use banner
advertisements that can be easily displayed on websites related to the topics of your
webinar.
It would be a great idea to try link building. For instance, to promote your webinar
about adventure sports gear, you can joint venture with a travel site for providing a
link to your website which gives them the information about your webinar. The
underlying logic of doing this is to attract those people to your webinar, whose
interest already lies in the same direction. Of course since this is going to be a paid
initiative towards promoting your webinar, so you can decide whether it’s worth it or
not. This means that each sign up will entail you paying up a commission to the
affiliate website.
There are other ways in which you can promote your webinar, such as putting
posters or distributing flyers at shops, talking about it to everyone you meet, sending
mails to people in your mailing lists, sending it across to your alumni and so on. If you
don’t want to send a mail directly about the webinar, then you can write a short but
catchy line about it in your signature line. Well it is your ingenuity that will play a role
here.
You think you have done everything to promote your webinar and the attendance is
going to be 100%? That is only if this world was such a perfect place! Well…different
people imply different lives and different priorities. You can expect at least 40-50% of
people who will register but will not turn out on the day of the webinar. And here lies
our challenge! So why not try and make the number of non-attendees lesser than
that? After all, you have taken a lot of effort in planning, preparing and promoting
your webinar. Haven’t you? So you definitely deserve better. If your webinar is free,
then you can expect attendance much lesser than the same for a paid one. The
question is what can you do to ensure that these people who have registered
themselves turn up on that day? One way is to send reminder mails one day prior to
the webinar.
There are times when in spite of reminder mails people have not turned up, then you
can send a follow up mail to those who could not come. This mail should contain
information that was covered in the webinar, but in short. This mail should be more of
a way to promote the webinar specifically to them highlighting the main features of
the webinar. You can also extend some incentives to these people for registering for
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E-Coaching Secrets Transcript
the webinar again by a particular date, such as free consultations or CDs and other
related material at a lower rate.
Most of these methods should work very well, considering the huge market covering
the entire world. Whether you have a popular topic, or an unusual subject, equipped
with the right methods of promoting your webinar, you will be assured of success.
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