- Okay, so let's get pillar number three,
get people to showed up.
So we've talked about picking a topic.
We talked about getting people to sign up.
Now let's talk about getting people to showed up.
- [Narrator] The king of high-ticket sales,
world's highest-paid consultant,
media celebrity,
multi-millionaire entrepreneur, acclaimed TEDx speaker,
international best selling author, Dan Lok.
(dramatic music)
- So, we don't just want people to sign up,
we want people to showed up. - Showed up.
- Showed up.
What to do before the webinar?
Most webinars have a terrible showed up rate,
but just focusing on sign up is everybody does,
not do, does.
I just don't want them to sign up, I want them to showed up.
If you follow what I teach, you could expect anywhere
from 30 to 40% of people who signed up
for your webinar to showed up, okay?
Let me show you.
Here's how to make sure everyone who signs up, shows up.
Make sure to send out a series of a rev up,
kind of get them excited email before your webinar,
maybe to deliver a bonus gift.
Remind people why they should come live
to get the best result
and, generally, get them excited about your webinar.
So, they sign up,
immediately get an email,
hey, thank you for registering for my webinar.
I'm very excited, you know, you signed up.
Forget, make sure you mark it on your calendar
because I'm gonna teach you all these great things,
and when you get on it,
I'm also gonna give you this bonus gift.
Two days before,
hey, thank you for registering for a webinar.
Remember 48 hours left.
We gonna do some great things,
all these great things gonna happen.
24 hours, three hours, one hour.
- You're feeding my email box. - Okay?
Okay, you gotta remind them.
Yes, Clay?
- [Clay] Those text message reminders you send out
to remind, - Awesome, yeah.
- [Clay] What do to those cost?
- Depends on, you can buy a group rate,
and you can send out these.
Depends but it's very cheap.
Earl, how much do those cost?
- [Earl] It depends on the platform
but like pennies sometimes.
- Like roughly?
Two penny?
- [Earl] An SMS, five cents,
two cents. - Five cents.
- [Student] So Dan, if you aren't asking
for their phone number,
how are you--
- No, if you want to do the text reminder.
- Okay. - It's optional.
If you are asking, make it optional,
don't make it mandatory.
I don't, I personally don't.
'Cause, I just find that people
with their cellphone numbers,
people are very protective of them.
I don't want it to be a barrier.
I believe my process is powerful enough,
name and email, I can take a lot of this stuff.
Give them fill in the blanks, cheat sheets, cliffhanger.
So before they go on a webinar,
hey, thank you for registering.
Here's a PDF that you can download.
I'm gonna go through all these great things
you gonna learn on the webinar,
but the whole damn PDF is like blank.
So imagine, let's say before VEG, I send out a PDF,
hey guys, here's what we gonna cover tonight.
Webinar secret number one, picture, blank.
(audience member laughing) What the fuck is it.
Webinar secret number two, blank.
Webinar secret number three, blank.
You only find out if you showed up.
Drives people crazy.
People who register for webinars say,
oh man, so sorry I missed the webinar.
Can I get the answers?
I can't sleep, I need the answers.
I look at this stuff, I need to know what it is.
It's very, very powerful, cliffhanger.
You can also include actual testimonials,
kinda Facebook messages of past attendees.
So let's say you've done the webinars before,
and you getting, say, some nice testimonials.
Great webinar.
Very informative.
Wasn't a sales pitch at all, I got lot of value from it.
Take those just before they go on the actual webinar
in the reminder email.
Hey, you know what, make sure you don't miss it.
Here's what so-and-so has to say.
Just because it's free,
doesn't mean you don't need to sell the webinar.
That's the mistake that people make.
Please write it down.
Just because it's free,
doesn't mean you don't need to put in effort selling them
because they're investing their time.
You need to let them know
why they should spend their time get on this thing,
just because it's free?
I'm competing with Netflix.
That is hard. (audience members laughing)
That is hard.
I don't take that lightly, I take that seriously.
Makes sense?
Yes?
- [Student] You say in the first bullet point
to remind them why they should come to the live webinar.
- Yes. - But, from what I understand,
your webinars are now not live anymore.
So they're prerecorded.
So, are you open upfront and say--
- Good question, good question.
What I recommend, and I'll go through it in later slides,
I recommend for most of you guys
to do it live first.
'Cause there's no point automating something
that doesn't work.
If your webinar is not converting,
or converting at like freaking whatever percent,
automate that 'cause why do you wanna automate something?
To create consistent predictable results.
If the results is lousy,
when you automate it, you create consistent,
predictable lousy results.
Right?
(chuckles) If you think about it.
So it's not technology.
Let's make sure the live thing I can convert, I can sell.
Now you automate it, right, now you can scale.
Makes sense?
Yeah?
- [Student] Yes, it does, but once you get to the point,
and you have an automated webinar,
are you upfront and say it's automated?
- I don't, no, I don't. - It's prerecorded.
You give them the impression that it's live?
- Yeah.
- [Student] It's a live recorded webinar.
- Live recorded, well, I like that.
(laughs) (audience laughing)
It's a live recorded webinar, okay.
(laughing)
I like that, I like that.
So, here's an example of a reminder email.
So, I got this email from another marketer.
So starting in two hours, get hyper responsive leads
in as little as 60 minutes.
Hey Dan, starting in two hours a quick reminder,
we start in just two hours from now.
The best thing you can do is to bookmark your attendee link.
So it shows me all that stuff, title, time, all that, right?
So this is two hours before the thing.
Yes, Des.
- [Des] Yeah, actually, Dan,
I just was thinking about that question.
- Yeah.
- [Des] I myself with a knitted bundle,
you know, I couldn't work in marketers background,
I've been on tons of webinars,
where I was questioning, like, is this a live webinar?
So I think no one in the industry even announced it is.
It's irrelevant, and when I want it
because I wanna get the invitation anyway,
so whether it's live or not,
I guess maybe your question might be posing on
where or not they're being deceitful or disingenuous.
I obviously as a consumer and also a person
who puts on webinars, it's not about that,
it's like if you feel your delivery value is that
if you have that confidence like what Dan said.
- Yeah. - Then the people
who would never gonna get value then
whether it's live or not,
but for me personally, even if it's an automated one,
I make sure to reply to the questions or--
- But if I can tell you from experience,
if you tell them it's automated upfront,
your showed up would be much, much lower.
Because they think, oh I can go on this anytime.
- [Student] Oh and that's four different options
to choose for, it's for sure automated.
- Yeah, right, but if you're using,
every good webinar, you can choose one of the four options.
They can play it right now, that's okay, that's okay.
But I'm telling you when I launched my,
put it this way, it also depends on what you sell.
Don't focus so much on a tactic
'cause the tactic, you would feel you're restricted by that.
Let me give you an example.
So when I launched my program,
there's gonna be a 10k program.
That program, I'm gonna do it live 'cause I want urgency.
I say, you know what, I'm launching this program,
I'm beta-testing it.
For the first I'm only looking for 12 people, that's it.
10k per person, urgency, live.
I'm starting this program in 30 days from now.
Only 12 people, that's urgency, I do it live, right?
So that's just the way I'm doing it
because it fits with my strategy.
So then they could see, oh, I'm, this is on,
and you know what, this is a beta test group,
only 12 people.
When I roll it out, it's gonna be 15k.
But for now, for the first 12 people, it's gonna be 10k.
That's urgency, I like that.
So because of the offer,
so the strategy for, write this down,
the strategy follows the offer.
The strategy follows the offer, right?
What am I selling at the end,
what am I trying to accomplish, right?
The strategy follows the offer.
So here's another email, starting in one hour.
Bam, another email, this is bugging me, man.
Starting now, it's go time, let's go, open up.
You see a subtitle line, starting now, reminder,
starting now, click on this and register.
So this is before, during the webinar.
I have something I want to share,
but I don't want to share it,
so I'm vivid, hesitant.
(audience members laughing)
- [Woman] Please.
- [Man] Share, tell me about that headline. (laughs)
(audience murmuring)
- [Men] Share,
- Okay, I will share, but can we turn
off the recording for a second?
Let's not record this 'cause I don't want this online.
Let me tell you something about success.
I notice sometimes people comment below,
and I love to read your comment,
if it's legit, I might even take the time to reply.
But what I noticed is because with the internet,
the technology, anybody can post any comment any time.
So they have a brain fart, they would just post something
and expect an answer.
Well, you're not gonna get an answer from me.
If you don't ask respectfully, you don't ask sincerely,
you're not gonna get a reply from me.
If you do, you'll see that I'll take the time
to comment that.
That's how business is.
Don't think because you have a brain fart,
some kind of idea, what about this, what about that.
You ask a three-word question
and expect someone like me to reply,
just because you can post on my channel, it's stupid.
It is stupid to think that way,
and that's why you're not successful.
No, it's not a habit for success.
If you want to be successful,
be respectful, be sincere, ask politely,
and then you'll get a reply.