Put that coffee down. You think I'm messing with you? I'm not
messing with you. Coffee is for closers only. And in this video, I'm going to show
you how to create a webinars presentation that will close the deal
for you and help you or your company make more of that beautiful green. Let's
get it. ABC, Always Be Closing. And that's what webinar presentations are all about.
If you're performing a webinar, it is all about closing the sale. A webinar
presentation is the equivalent of a modern day sales pitch. And I have
performed hundreds of times in my life. My webinar has been seen by millions of
people. And I've tested everything about them. And I'm going to walk you through the
perfect webinar formula in this presentation. Now, I have 8 different
sections to this webinar. This is a simplified version. I'll be explaining as
much as I can. Abbreviated TOIT, TOCQ. Now, the goal of a
webinar is generally to get somebody to take an action. To buy a product or a
service or to call a phone number. Whatever it is you're doing. Whether
you're selling B to B or whether you're selling B to C. Webinars work and they're
fantastic. And they are really the only way to be selling anything on the
internet if you ask me. So, the first thing you need in an effective webinar
is you want a catchy, descriptive title. Some suggestions here. It should be about
whatever product you're selling. If you're selling a marker for instance, you
have to... You know, you want to say, "How to effectively use a man marker in 5
simple tricks that help your presentations?" Whatever that is. You want
to have a number typically. 2 big rules of thumb are if you can give people a
time constraint. If you can say I will show you 5 techniques to getting 2
dates in the next 30 days. But you want to give people what their result, is what
is the result that people are trying to achieve. And give them some sort of time
constraint. I like telling people how fast
they can do something. Because people don't... You know, yes you might be able to
get on 2 dates but if it takes you 2 years then that's not really a good use
of time. So, a catchy descriptive title, that is talking about the subject that
you are or the product that you are selling. Next step is you need an outline.
Okay? So, after you talk about the title, you want to give people, your audience an
outline of what you'll be talking about. And this can also be called future
pacing. You want to give people an idea of what's to come. If you don't give
people an idea of what is to come, people can just stand there sitting and staring
at you and they'll be bored out of their skulls. If people are bored out of their
skulls, if people don't know what to expect,
then you're not going to keep their attention. However, if you tell people,
"Here's what you're going to learn in this presentation. I'm going to show you 5
secrets to performing webinars that will dramatically increase your sales. I'm
going to show you how to automate your webinars. You only have to perform it
once and millions of people can see it. So it doesn't take any extra of your
time. At the end of the presentation, I'm going to give you a template for the
perfect webinar formula that you can print out and fill in the blanks for
your own product." Now you've got somebody's attention and now they're
waiting to see what's coming next and next and next. So, that's a good outline.
You want to keep people engaged for everything that is to come. Because maybe
somebody's interested in getting that template for the perfect webinar formula
but they're not interested in the little training bits in between. So, that way you
keep them to the end. Next is you want to give an introduction. And this is an
introduction to yourself or to your company. If you're working for a company.
Now, let me tell you a little bit about myself. My name is John Crestani. I was a
medical guinea pig that was desperately trying to make money online. And I've
gone on to make millions of dollars online, okay? I make millions of dollars
every year. Right now my business... Last year, my business at almost 4 million dollars
in revenues. I live in Malibu California. And I have thousands upon thousands of
other success stories of people who have gone through my training and gone
to make thousands tens of thousands hundreds of thousands and even some
people making millions of dollars just by watching my training. To give people
your story or your company's story in your introduction, what you should also
be doing. Kind of in your story. What you also want to do. You want to overcome
people's objections. Whatever you're selling. Whether it's insurance or
mortgages or sweaters or camera equipment or agency services. Whatever
you're selling, there are reasons why people don't buy. So, you want to bring
those up in your story. So, what I could have done in my introduction is I could
have brought up those objections within a story format. I could have said, I've
made millions of dollars on the internet without any technical skills. I don't
know how to program. If you ask me to write a line of code, I will break the
internet. I will say without having an an audience. I made all this money without
even a social media presence. I can say without having an email list, without
having employees. So, you want to tell people what they can do things without.
And it's best if you do that within your story. I said, I made millions of dollars
on the internet without any outside investment. Because these might be
objections people bring up in their mind when you get later on in your sales
pitch. Bring up their objections early on. And bring them up in a story format.
That's I always see the best way. Next is you want to actually deliver whatever
your training is. Now, your training. This is generally whole section right here.
Takes up about let's say 5 to 15 minutes. Now, the training itself should
be maybe about 30 minutes long. 30 to 45 minutes is a good, good barometer here.
You want to... Generally your training should be on 1 of 2 things. You
should be even either giving people tips or tricks or techniques or tactics to do
something. "5 different tactics to create the perfect lighting for your
YouTube video set." Or you could do mistakes. Tips or mistakes? It's one is
framed positively, one is framed negatively. Mistakes are generally much
more powerful than tips. You could say 5 common mistakes parents make in
raising their children that cause them to have issues later on in life. People
are much more attracted for biological reasons. I won't go into in this video to
mistakes, to the negative. People are much more attracted to the story where
somebody, you know, where there was a, you know, mass gun shooting at a school
versus somebody who donated schools to a community in Africa. One will make
headlines, one might be page 3. The training should be the bulk of... It should
be the content that you deliver. Generally speaking, it is the reason why
people are attending your presentation in the first place. Make sure to give
some serious value here. And it should be interesting.
Another technique is if you're more advanced, within the training, you can
talk about some case studies of people who used your product which you'll
eventually get to or service successfully. Or you could overcome
objections within your training. Again, what are the reasons why people won't
buy your insurance or won't... You know, contract with your ad agency.
Might be they're worried about it's too expensive or is your company HIPAA
compliant, all that stuff. You could bring that up into your training. Could say
one mistake, companies make is they don't work with an ad agency. That is HIPAA
compliant. You know, I'm making up stuff here. But maybe you get the idea of what
I'm talking about. After you deliver the training, this is where it starts to turn.
And this is called the transition. To where you're going to start talking
about your product. Now, the transition may be 1 to 2 minutes long. The
transition isn't very long. The transition is extremely short actually. But it's
very important. It's a very pivotal part of your webinar presentation. Because
going from training to what we'll get to which is the actual product or service
that you're selling. Moving from just helping somebody out to selling them
something. There can be some inertia there. And you want to remove as much
inertia as possible so you're not just saying, "Hey, here's some tips. By the way,
you want to spy my product or service?" Right? That doesn't seem congruent. "By the
way of a product or service I'd like to sell you."
So, what you want to do in the transition is generally speaking the heaven or hell
scenario is the most common that people use and that's the one we'll talk about
here. So, the transition most commonly used by people is saying, "Okay, great. I
just trained you. I hope you learned a lot about how to light your
your YouTube set. I hope you learned a lot from those mistakes and you got a
lot of information. You're going to go out of me as successful. Now, you're at a
point where you could go do it alone. Go out, do it alone. Have no support. Have
nobody to turn to. And try to put all this stuff into action. Maybe you'll do
it, maybe you won't. Or you could work with an expert. You could work with a
YouTube agency or whatever it's called. You can work with a videographer, a set
designer that is an expert and you can have me do it all for you."
That's a good transition. Now, the next step after you paint that transition, you
say, "So, you could go it alone or you could work with an expert. Let me explain
to you what it means to work with an expert." And you go into your offer. This
is where you describe whatever product or service that you're offering, okay?
Whether your offer it selling insurance or interior designing. You could say, "Look,
when you're working with this interior designer, when you're working with me and
my interior design agency. You say, I am going to you know assist with the
construction of your house to make sure that the paint and all of this stuff... You
know, your walls you don't have any problems with the contractors." You list
all of the benefits. "I'm going to share with you my Pinterest boards that have the
best examples of design you can get done cheaply so your house can look
like a 10 million dollar house on a 1 million dollar budget." Whatever it is
you're offering, you go into that offer. You list all the reasons why you are the
best and how it helps people. So, let's say that's 5 to 10 minutes. Then you get
in to C. A-B-C --Always Be Closing. And this is where you are closing the deal.
You explain to people. Put down a... You know deposit to speak with me. And we can
do a 1-hour consultation for $200. Or you can
say here you can schedule an appointment to talk to me or you could say, "Here, buy
my... Here's how you buy my product." Whatever it is you're selling,
you got... This is the point where you close. Now, if you did this all correctly,
you actually overcame every question that they would be asking at this point
in your presentation itself. Any question that they'd be asking like, "Can I talk to
you afterwards? Or you know, how long do we work together?"
You should have overcame every one of those objections within your training,
your introduction or your training itself. Every question that somebody
should have had should have already come up. And you should have already addressed
it multiple times so that they don't have those questions when they're here.
When you're asking them to do what you want them to do. What most people do is
they still have a Q & A at the end. So, any additional questions, any additional
objections that people have, you overcome those in the question and answer session
at the end of your training. Now, that's all said and done. Let's say your
closing people. Let's say this is 5 to 10 minutes. Say this is 5 to 10
minutes. You're in for anywhere for about maybe
an hour to an hour and a half, okay? Is a typical webinar training presentation.
Shorter than a movie. But that's a typical sales presentation in person.
That's typical sales presentation time length for sales presentation over the
phone too. Boom! Now, that is how you deliver a sales pitch. I hope this was
useful in some ways. If you got a lot of value out of this, I've done this a lot.
And I do a lot of other online marketing in my business. What I do is a type of
marketing called affiliate marketing. Well, I sell other people's products on a
commission only basis. That's what I do for a living. Now, if you want more
information about what I do my business model and all that stuff, click the
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