- So here's the proven formula
that I have used to create three presentations.
How many? - [Audience] Three.
- That each has generated over a million dollars in sales
individually, so this is what I use.
- [Narrator] The King of High-Ticket Sales.
World's highest paid consultant.
(dramatic music) Media celebrity.
Multi-millionaire entrepreneur.
Acclaimed TEDx speaker.
International best selling author.
Dan Lok.
- So element number one, you wanna do an intro.
Now introduction begins before you even start
presenting your message, and continues
on to set the tone of your presentation.
Step number one, you wanna grab their attention.
What do you wanna do?
- [Audience] Grab their attention.
- You don't grab their attention
by saying here's how good I am.
No, you grab their attention by
hey, thank you for being on the webinar.
By the time we're gonna finish this,
you get this this this and this and this this this.
And plus this bonus.
Grab the attention, talk about their problem.
Step number two, have a leader introduce you.
Ideally, if you wanna have someone
introduce you, that's good.
If not, that's okay too.
Step number three, show your credibility up front.
Because that's always the question
people have in their mind, right from the beginning.
What you say sounds good, but do I believe you?
Are you trustworthy?
So show your credibility.
That's element number one, and element number two,
you have your story part,
and your story allows you to connect.
What's the word? - [Audience] Connect.
- Connect with your audience on a deeper level.
Don't be afraid to share your failures
as well as your successes.
So step number four, you wanna explain
how you got started; I like to do that.
Why do you do what you do?
Step number five, include turning points.
So from what you do, now how did you, your turning point?
How did you get into now what you do?
So how it got started, so what's my start up back story?
Immigrant, 14 years old, to Canada, no money,
no connections, not a word of English language on my lips.
16 years old, mom and dad got divorced,
started my first business when I was in high school.
Back story, turning point, internet.
Right, found internet, the rest is history.
And step number six, finish with something positive.
Finish with something positive.
Element number three, you wanna have your offer.
What is it? Your offer.
Let the cat out of the bag early.
Don't try to hide your offer.
A lot of people, they're afraid to talk about their offer.
They wait til the end, the end,
and they're afraid to talk about it,
because they don't believe in what they sell.
Let them know early, let them know early.
Let your audience know that you're
gonna be offering a product or service.
Turn up the pain, step seven.
Step eight, separate yourself,
meaning focusing on the solution.
So after you've done your story part,
now you focus on their pain and you talk about
the solution, not just about you,
now it's about the offer.
Provide a solution, not a product.
Provide the outcome, don't sell the delivery.
And there's element number four, your body.
This is the core part of your presentation
where you explain and teach your audience
about the solution you're going to provide
so teach them how to succeed,
provide testimonials, that's step eleven.
Step twelve, show them the benefits,
and element number five, you wanna close.
The most important part, and the quickest part in some cases
of your presentation is the close.
So once you've done all of that,
your intro, your story, your offer, your body,
we've engineered it in such a way
you don't need to do a lot of heavy lifting.
You've done all the work from here to here.
Now just step number 13, build massive value.
Step number 14, always offer guarantees.
Depends on what you sell, again,
depends on what you sell.
Men always, when I work with Matt,
the first thing I change is to change his guarantee.
Is to change his guarantee, so from
a typical money back guarantee,
we'll switch it over and I'll show it to you.
I'll change it up to guarantee to a triple guarantee.
That's what up his sales, okay?
And you wanna offer some kind of bonuses, step number 15.
If they act right now, if they act right now,
because if there's a reason for them to delay,
people will always delay, they will always delay.
Questions so far, questions?
Yes. (woman asks question)
That's okay, so usually what I do
it'll give them a link of going to a secret page
or something like that to claim the bonuses.
If they actually watch the replay and they see the link,
fine, give them the bonuses. (indistinct murmuring)
The replay people are just as good.
In fact, in most cases, when I do my webinar,
let's say I close 30 sales, hypothetically.
I know chances are I'll close
another 30 sales with my replay
so that gives me an indicator.
Because I know the offer works, the webinar works,
I just need more people to watch it.
Make sense?
Okay, here's Matt's Webinar.
Before I play it, I wanna point out a couple things.
First of all, he refused the offer up front.
He does what I call an NLP, a part interrupt,
because most people wait til the end.
First 30 seconds, he's telling you,
I'm gonna sell you this, and here's the price.
And he's gonna do it in a way that's kind of funny.
Now, you can see, he starts off with
you can see his big picture, right?
You can see he's in his spacecraft,
it's an office, he's got his Yeti mic,
he's got that, okay, watch.
- All right, so let's get into this.
I used to work hard.
I used to work 18 hour days, seven days a week.
But I didn't start making money
until I did less, and I did a lot less.
For example, this webinar that you're on right now
took me about two hours to write.
With a little luck, it's gonna bring me maybe
$50,000 to $100,000 in revenue over the next few weeks.
What's more, I'm going to ask you to purchase
a marketing system from me for $2495.
And I'll try to make it so irresistible
that you'd be a fool not to do it.
After all, why should you care if I made $2495,
when I can show you how to make
a hell of a lot more money than that?
And just for sticking around
to hear about this marketing system,
I'm going to send you my Ultimate Facebook Profits
training for free.
And what if I'm so sure that you'll make money
with my marketing system that I'll make you
an unusual guarantee?
And here it is: first of all,
I'm gonna give you 30 days to examine
the entire system and if you don't think
it's gonna make you tens of thousands of dollars,
just let me know and I'll send all your money back.
And after 30 days, I'll give you another 10 weeks
to follow through on at least half
of what I showed you,
and if you don't make at least $2495 back,
let me know and I'll send all your money back again.
That's a 100 day guarantee.
And if you decide to stay and be a part
of my small community of results-driven marketers,
I'll continue to support you
and deliver even more highly profitable
marketing systems to you for 265 more days.
That'll give you plenty of time to get it,
look it over, and try it out.
The only reason I'm not giving away for free to everybody
is because if I have too many people
in the program at one time,
it's gonna take up way too much of my time.
And frankly, I don't wanna work that hard.
And I'm already gonna give you
the biggest bargain of your life,
because I'm going to tell you
what it took me eight years to perfect:
how to become a high paid social media director.
- Okay, that's all for us.
(applause)
What's in it for them, right from the part I interrupted,
now he's going to the story component.
Right, "I'm gonna brag a little,"
then it's going into how he got into what he does
and things like that.
But again, he's very upfront.
You can see he's reading, but he's really
reading the script, he's reading the script.
(indistinct murmuring)
- Let me tell you about this, let me tell you about this.
From this webinar, the one he was doing it live, okay?
After this chunk, he makes three sales
before we've even gotten to the end.
People see that?
You have that up front, 2400 bucks,
triple guaranteed, I'm in.
- [Woman] It's more than that.
He's been around for a while.
Tens of thousands of people will reach that thing,
so it's not only that.
- It's not only that, of course not, of course not.
Yes?
- [Audience Member] One of the things that you taught me
in the past is that it's important that,
to get the conversions, it's not just a webinar and the ads,
it's the what you're doing,
what's your personal media platform
all the way before that,
getting to know you from that point
so that we'd buy some.
He gets to that, they're sold because they've already
really known, liked, and trusted the person.
- Yeah.
And it's not just, today we're just talking about webinars,
but let me tell this, Matt has the same list.
After he met me, why does he make three times more?
That's the difference.
Same list, same program.
It's how you do it.
That's why I don't get fixated
on what he sells, and this, and that.
If you have that filter, you're not getting it yet,
and I want you to get it, and I do want you to get it.
Okay, let's keep going.
So, let's talk about pillar number five:
maximize the post-webinar period.
So now we have before, we have during,
and we have after.
So how do you maximize the post-webinar period?
So you can send a replay, that's awesome.
So, the end of the webinar
is not the end of the webinar.
The end of the webinar is not the end of the webinar.
It's a big mistake to leave the audience hanging
after the live part ends.
The money's in the follow,
the money's in the-- - [Audience] Follow-up.
- Follow-up, how do you follow up with them?
So we can send them a replay,
that's the easiest thing to do,
but it's more than that.
So, what to do after the webinar?
Email the replay, the recording of your webinar,
ASAP, ideally the same day, button later,
better later than the next morning.
So, either the same day or the next morning.
When sending out the replay, build in true scarcity.
Here's what you don't wanna do:
"Hey, here's my replay, here's a video,
"watch it any time."
Put it on a page, have the replay,
have a countdown at the top.
It's 48 hours, 24 hours.
You don't watch this, I'm taking this down.
You gotta give people urgency.
Make it available only for a limited time.
I like 48 hours, but you can test it,
but I like 48 hours.
Do not talk about the replay before the webinar,
because if you tell people you're gonna do a replay,
then all everybody's waiting on the replay,
then nobody's watching the webinar.
Because the thing about webinar,
what makes it valuable in sales,
because the most valuable commodity,
the most valuable currency
in the business world today is what?
Attention.
It is attention.
So, what have you learned from my talk
and how does it apply to you,
and how do you take direct action?
Comment below and let me know.
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