www.getwsodo.com
www.getwsodo.com
IMMEDIATE WEBINAR PROFITS
TRAINING SESSION TRANSCRIPT
JASON:
Hello, Jason Fladlien here from Rapid Crush, Inc., co-founder and the CSO. That’s
Chief Strategy Officer. On behalf of Joe Polish, who is the man at Piranha
Marketing, the brainchild of the Genius Network, we welcome you to the first
pre-event Genius webinar training. The title of the training today is Immediate
Webinar Profits. This is part one of a two-part pre-event training sequence.
Today’s specific focus is to put you in a position to get experience prior to our inperson training. Now, some of you have done webinars already, and that’s
fantastic, but I’m coming in with the assumption that, even if you’ve done them,
you haven’t done them the way that I teach. Even if you have, all sorts of review
is good. The more ways that you can look at something and the different angles
in which you can view it in, the better overall, you’ll be at the craft and selling in
general. So I wanted to put you in a position so that, when you walk in the door
in November in person during the meeting time, you come in there with some
experience under your belt.
Also, I believe at least some of you, if not most of you, listening and watching this
have some pent-up wealth in your business already that we can open up
immediately and extract it by doing a very simple version of a simple webinar. It’s
the 80/20 of the 80/20 if you will. So for those of you who are in this situation,
nothing pains me more than letting you stay in that situation if I can present to
you a solution where the simplest path to going out there and engaging your
audience and using a webinar ASAP that takes a very little amount of effort to
learn and is very effective to a certain segment of your market. If some of you are
in that position, today’s webinar is going to be the perfect thing for you.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Now, to preface this whole training here today, I want to tell you about this little
thing I call marketplace theory. I made this up myself. I have a theory that at any
given time in any market that you’re reaching, here’s the general breakdown of
your audience. 10 percent will never buy. You could be selling million-dollar bills
for $10, and they would complain about the fact that they’d have to cash them.
Then they’d have to pay taxes on them. Then they’d have to spend them and
blah, blah, blah. So 10 percent of your market at any given time, even with the
best sales pitch in the world, will never buy. 80 percent might buy given the right
set of information, the right set of circumstances, the right presentation, the right
engagement, the right et cetera. I believe, if minimally engaged, 10 percent of
your audience will always buy.
By the way, this is kind of an interesting consideration if you think about it. Who
here has been in a market where yesterday’s hot, hot, upcoming rising star is
tomorrow’s “who was that?” I mean, who here can relate to that? Can you think
of somebody in your market who at one point in time captured the imagination of
that market? They came in with force. They seemed to be the hot thing, and
then a year or two passed by, and they’re no longer even in business anymore. If
that’s your experience, just type in “me.” I want to make sure that I’m not just
talking to a computer screen here. Good. That helps.
That is true in any market where there’s any juice worth squeezing, any and every
single market that has that. And I’ll tell you why. Because that person didn’t rely
so much on technique or a truly superior solution to that market. What did they
rely on? They relied on the fact that they acted quickly and put something in
front of 10 percent of that audience that says, “Okay. I’ll buy.”
Now, most of you are trying to sell to the 80 percent of the audience, and so
you’re wanting to get everything perfect and really go the extra mile and really
build this and that and the third. You want to have strategies, upon strategies,
upon strategies, and follow-ups on follow-ups, and that’s great, and some of that
stuff is required. A lot of that stuff is required, but it’s not required to sell the 10
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
percent. In fact, the whole premise of the Ultimate Webinar funnel that I taught
on the sales webinar for Genius Webinars – and credit to Richard Rossi. He
watched it, and then he sent this over to John. I thought, “Wow, that’s better
graphically designed than anything I could ever do.”
So this was his notes from that webinar. He broke down my introductioncontent-transition-close setup so it’s easy to follow. In the introduction, we get
authority; we get commitment; we handle objections; we foster hope; and we
create intrigue. Then these are the ways we do authority, and this is what
commitment means. Then for content, we define the outcome; we go step by
step; we give context, vision, commitment, and strategy; we transition with a 60second recap; we build yes momentum to present them with two choices, the
best choice, of course, being to be open to the offer; and then we present the
offer; we reveal the price; we reduce it to the ridiculous; we add our bonuses to
spike the value; we reverse risk with the guarantee; and then we handle
objections that could prevent a sale from occurring. That is the Ultimate Webinar
funnel.
The marketplace theory, then – here’s where this aligns. This will hit
automatically the 10 percent who will always buy, but this will get as many of the
80 percent who might buy to say yes. The more of those that you get in that
might-buy territory to say yes, the more successful you can be. This is the
difference between a $100,000 promotion and a $1 million promotion or a $1
million promotion and a $10 million promotion is your ability to move people
from the “might buy” into the “yes, I will buy.” The Ultimate Webinar formula is
the place for that to occur. Does that make sense so far? Let me know if that
makes sense.
So this is why we will be spending two full days at Joe’s office in meticulous detail
breaking down all the finer points of making this happen. But the tradeoff is, if
you had to guess, how long do you think it takes me to script a webinar? The
webinar that I did to you for Joe – how long do you think it took me hours-wise to
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
write that webinar? Just ballpark it. Frank says 3 hours. I wish. It took me 3
hours to deliver it. Scott says 10 hours…close, more. Another Scott says 25
hours. It took me about 20 hours. So for me to do a webinar will typically take
me, in work time, anywhere between 16 to 30 hours. Sometimes it pours out of
me easier than other times. Sometimes the subject matter lends itself easier to
scripting the webinar, and sometimes it’s just a tedious process. That’s just the
way that it is.
So this formula is going to take you some serious time. Now, is it worth it? Well,
would you trade 20 hours for $1 million dollars? That’s kind of the concept that
you think of here. It’s not just something that you do once. It’s something that
you can use over and over again in various different situations.
However, I’m going to go out on a limb and assume that some of you here, even if
you could and wished to and wanted to, probably don’t have a spare 20 hours
lying around yet. Now, if you had a situation where you could best use it, that’s
great, and there’s going to be a time where it makes sense to do that when you
go in for the biggest impact to your audience. But I like to create quick wins first if
possible. So the formula I’m going to show you today is a distilled version of this
so you can go after the juiciest segment of your market, and instead of taking 20
hours to create the webinar, you can spend 2 hours or 3 hours. This is a formula
I’m going to show you today that will also help you learn some of the ins and outs
of the Ultimate Webinar formula but allow you to act very quickly and realize
some quick profits that may be tied up right now in your business.
Now, let’s talk a little bit more about the 10 percenters who do buy. It’s hard for
you to make a true, long-lasting living only focusing on the 10 percent who will
buy already or who are already dramatically predisposed to buy. But right now
there’s so many of you who are not even reaching them because you’re too busy
trying to focus on everybody when you could very quickly go in with a hit-and-run
approach in a couple hours and knock a bunch of revenue from these 10
percenters. So it’s good to know what their motivation is.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
So here are some of the reasons. Reciprocation. Many of you, most of you that
I’ve observed – you over-service, and you undersell. You think that’s a good
thing, and that’s debatable. You’re so busy fulfilling, and you’re so busy creating
the content and the experience that you don’t have much time left to sell. The
good news on that is you create a lot of value in the relationship that you have
with your audience. Many of these people will feel obligated to you because
you’ve done so much more for them than they’ve done for you. Then if you
present an opportunity for them to return the favor, they’ll buy more so just to
return the favor than they will for the thing that you’re selling them.
Have you ever done that? Have you ever bought something that you were only
lukewarm interested in, but the person selling it to you – you had such an affinity
towards them that you came up with reasons to justify spending money with
them? Tell me if that rings true with you. You know it does. So most of you are
in a situation right now where you’ve built up so much pent-up value but you
haven’t engineered a situation to have a transaction take place. Now, 80 percent
of your market – that’s not enough. Reciprocation alone is not enough to pay the
bills. But for 10 percent of your market, it is enough. For those of you who’ve
already built this reciprocation up, it’s time to consider cashing in on it.
Here’s another reason 10 percent will buy: desperation. At any given time,
there’s a segment of your market who are desperate. Desperation is neither a
positive or negative thing. If you’re desperate to get out of a bad situation, that’s
a positive motivation. If you’re so desperate that you’re thrashing around and not
thinking straight, then that’s a negative situation. But 10 percent of your
audience is so desperate to try anything and everything that simply putting
something in front of them does the majority of the selling. Now, this won’t work
for the 80 percent on its own, but this works tremendously well for those who are
desperate in the moment for any sort of solution, and you just so happen to have
a solution that they would like to have.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Here’s another concept. I really like this one. I think this one gets understated in
marketing and in business. The slight edge. So any segment of a market at a
given time practices the principle of the slight edge. I learned this from Dan
Kennedy. That is, they don’t care to get the full outcome of something that they
buy. They approach it from “even if I get a little, tiny thing out of this, it’s worth
my investment.”
Now, most of your marketplace does not respond to that principle alone. Most of
your marketplace does not practice the principle of the slight edge for the topic at
hand that you can work on with them. But any market segment at any given time
– there is a percentage of them who are buying almost everything put in front of
them because either they’re already super successful and so any tiny, little thing
that they get that can make a difference is going to be a massive win for them, or
they’re just in general so into a certain topic at the moment that they’re just
gobbling up courses left and right. Now, again, that’s not 80 percent of your
market, but it’s a small portion of your market segment that we can reach right
now.
Timing. Have you ever had a situation where you woke up in the morning and
said, “Man, I really wish I had ________”? Then you go to your e-mail inbox, and
lo and behold, there’s somebody whose e-mail list you’re subscribed to that says
“introducing ________,” and it’s the exact same thing you just woke up that
morning and said you wished you had. Timing. Can you create timing? Not very
easily. There’s some engineered paradigm-shifting advanced marketing
techniques that potentially could accomplish that, but I just let it happen.
Anybody know what the infinite monkey theory is? Infinite monkey is you put
enough monkeys in a room with typewriters and somebody’s going to write a
novel. So the thing is, with timing, there’s always going to be a percentage of
your market who is just open to the thing because they literally thought of it, and
now you feel like a mind reader to them. That gains so much rapport, and it’s
rapport that all the technique in the world itself cannot match. So there are
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
people in your market who right now, this very instant, want what you have. If
you get it to them and the time is right, they’ll buy. Now, next week the time
might not be right anymore for that individual, but for another individual, the
time might come up. So timing is a very important factor.
Parity. What does this mean? Parity means that you have something for a
segment of the market that is so specific to them, more specific than anything
else that’s available to them, that simply presenting it to them does a majority of
the heavy lifting. Now, that’s not going to be most of your market, but that’s
going to be these 10 percenters at the time. By the way, yesterday, the guy who
was ready to buy might not be today. So these people change, and they
shapeshift, and they’re different all the time. But as a market as a whole, this is
how this works.
Bargain. There is a percentage of your market at any given time who just can’t
resist a good deal. My wife’s like this. She says, “Honey, I bought these new
shoes. They were 55 percent off. Can you believe it?” “Of course I can believe it,
honey. You weren’t intent on buying shoes today. You didn’t need another new
pair of shoes. You didn’t even want a new pair of shoes.” She goes, “But it was
such a good deal.” “Well, you spent the money anyway.” Is it a good deal if you
weren’t planning on spending that money and you spent it? It’s a philosophical
debate, but I tell it to you to prove a point, and the point is in certain markets,
people – if you can engineer such a good deal for them, they’ll buy it simply
because it’s a good deal. That’s the primary motivation. It’s not most of your
market, of course, but that’s some of your market at some given point in time.
Relevancy. Here’s what I mean by relevancy. Is there something recently that has
happened in that market that has changed things, and you’re the first person to
capitalize on that change? In that case, it’s better to be quick than it is to be
better.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Hope. They’re so optimistic about the future already that you don’t have to build
that optimism like you do in the perfect webinar funnel. It already exists in them,
and you just give them something to exercise that hope with.
Lastly, this is an important one. We call this first mover advantage. So in many
cases, having a very haphazard solution but being able to act on it very quickly is a
massive advantage. Is it a temporary advantage? You bet. But it’s a temporary
advantage that a small portion of your market would like to realize. So these are
some of the factors. Now, these exist in every single sale, but to the point, these
are what make a portion of your market right now, with very little effort on your
part of technique, of selling on a webinar, makes them so predisposed to buy
from you that practically just showing up and doing a few things can allow you to
unlock some quick wealth and really serve a market really efficiently and very
effectively. So it’s a win for you, and it’s a win for them as well.
So today’s webinar formula is to focus on reaching the 10 percent who will buy
but aren’t currently being asked to. Now, there are two ways to consume the
content that we will be showing as well. You can consume it as a specific action
plan to immediately implement. For some of you, that will be the best solution
because this will fit within your business right now so simply, like a glove, that you
should act on it. Now, some of you who are going to be watching this training
today – you should treat this instead as general education to augment your
Ultimate Webinar that you’re going to create when you come down to the offices
in November with Joe and I to put you through that two-day boot camp. So today
is really just a nice additional perspective and dimension for you. At the end I’m
going to help you decide which one you fall into and how you should act.
So here’s where this formula works best: if you have an in-built existing customer
audience that is currently being undersold. What I mean by that is, you know
you’re not making as many offers to them as you should. You’re too busy giving
them content; you’re too busy giving them value; and you’re not selling them,
which is the ultimate value, by the way. You’re just not doing it because either
you don’t feel comfortable doing it; you don’t have a system to make that
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
happen; or you’re making it more complicated than it needs to be. By the way,
most businesses, I would contend, in Genius Network fall into this category. You
don’t sell often enough. You’re not doing yourself a favor, and you’re not doing
them a favor. This formula is a great way to cut to the heart of the matter and
immediately have something to sell in a way that somebody is going to be excited
to purchase.
Second consideration is fresh, compelling personal proof or a recent personal
breakthrough. I have this motto in our business where I say “proof is better than
product.” I’ll create a product around proof, but it’s hard to create proof around
a product. Hopefully that makes sense to you. Another way to look at it is, if
you’ve accomplished something recently that’s powerful and notable, you should
consider capitalizing on that timing effect to introduce something to your
audience because you have a very great angle which you can lead with, which is a
recent result and how you got that result and how you’re going to help them get a
similar result. So that’s a great asset to utilize this formula with.
Another consideration is a product you can sell first and deliver later. For
example, we sold you Genius Webinar. I literally sold you thin air if you think
about it. I sold you something that I will fulfill in the future. I love those products
because you take the money first and you do the work second. If you don’t get
enough money upfront and you thought you were, then you give people their
money back, and you don’t do the work. It’s a very, very safe proposition, and it
also allows you to get speed of market so you can immediately go in and engage
and then get excited to create the content because you’ve got a hungry market
ready to consume that. So if you have a situation where it’s not required for you
to have the product on hand first, this formula just kills to make some quick shortterm profits and to gain experience with webinars at a deeper level.
Lastly, a topic with an easy tie-in to a new external market factor. So if something
just happened in your market that has shook things up and you had an existing
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
product that perfectly fits with this disruption, that’s another timing factor where
you should consider utilizing this formula ASAP.
Now I’m going to give you the flow. This is not very complicated. This is a very
straightforward approach. This is how the feeling of the introduction to the end
of the content works with this particular webinar flow. This isn’t the Ultimate
Webinar formula, mind you. This is the 10 percent formula.
So here’s the flow. You start the webinar literally with something along these
lines. “I have an offer that, if you’re the right person for this offer, it’s perfect for
you.”
Have I been saying November? October. Thank you. I think I have November on
the slide. You know what? I mixed up the Genius annual event with our event.
Thank you, by the way. October. Forget anything I mentioned in November.
October.
“I have an offer that, if you’re the right person, it’s perfect for you.” So this is how
we start the webinar. In fact, you invite them to the webinar saying, “I’ve got this
new solution that I’d like you to invest in, but I want you to come to this webinar
first to see if you’re the perfect person for this.” What a frame, what a powerful
frame. How often do you see that? Just answer me truthfully here. How often
do you see a marketer or a business take that position, where they literally come
right out and say “Listen, I’m having this webinar because I want to debut this
new offer to you? Come on to see if you’re the right person for it. We’re going to
take a look”? It doesn’t happen very often, does it? It’s rare. That’s part of why
this is so powerful.
Then you say, “Before you can know if it’s perfect for you, I have to first provide
context.” So this is push-pull. Push-pull in selling is very powerful. What happens
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
if you’re pushing somebody, you’re always pushing them? What happens in that
situation psychologically? Or even physically, if you push on somebody, what do
they typically do? They push back. By the way, this is interactive. The better we
interact, the better it is for both of us. They will either push back, which is not
good because that’s resistance, or they will leave the situation, which is not good.
John says, “When I push, people fall over.” That’s true too. That’s a good point.
You can push, push, push and still be successful.
Now, what happens when you just pull somebody, pull them in? You pull, pull,
pull. What happens in that situation when somebody’s pulling you? You pull
back. Now, you can pull somebody in and kind of magnetize them, and pulling is
better than pushing from a sales perspective. You pull them in. You don’t push
them. But the ultimate position, if you can pull it off, is what we call push-pull.
You push them a little bit. Then you pull back. Then you push them a little bit.
Then you pull back. This maintains the ultimate position. Otherwise, if you’re
pushing too much or you’re pulling too much, you can come across as desperate,
and you lose all your positioning, and you lose all your posture. Now you’ve just
become another salesperson.
So the push-pull in this situation is “I’ve got this offer. It’s the perfect offer for
you. I’m going to show you this offer, but before I do, we’ve got to provide the
proper context.” So I’m pushing the offer on you, and I’m pulling it back. Then I’ll
push the offer on you. Then I’ll pull it back. This creates a very powerful dynamic
that’s very rarely seen in sales except for amongst the elite. So this framework
bakes that in there.
So you start the webinar basically saying “I have an offer that, if you’re the right
person for it, this is going to be just the thing you need right now. Now, before I
can tell you about the offer, I have to first provide the context so you can see the
value in its entirety and then make a decision that’s best for you and your
business.”
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Now, here’s where we go with that. We say, “Right now there’s more
opportunity than ever for _______,” so whatever your topic is, whatever your
solution ultimately provides. “Right now we’re just swimming in all this
wonderful potential, but there’s also some serious challenges.” "This is push-pull
again. Notice that? This is so great, but it’s bad. This is so amazing, but there’s a
lot of stuff in the way. It’s all framed around “I have this offer, but before I can
allow you to decide if you want to buy it or not, I have to make sure you’re the
right person for it.” This is the subtext of the conversation.
Then you switch to how do you handle the situation to maximize the opportunity.
So when you’re presented with opportunity and challenges all balled up into one,
what do you do to minimize the challenges and maximize the opportunity? Then
you break that down. That all is led to set up “Here’s how we’re handling this
opportunity right now and taking advantage of it and side-stepping these
challenges. Here’s why we can do it when no when else can.” Then the transition
goes into “Would you like this? Does this seem like the perfect thing for you if
you meet all this criteria that we’ve discussed today? If you are, you should feel
obligated to purchase.” That’s the frame. That’s the whole flow of this webinar.
Now, notice how this is different from the Ultimate Webinar formula. I’ll break
down some of the specifics of how we use that here in a little bit. This is designed
specifically to go straight to the market who’s already predisposed to want what
you have to offer, cut aside all the nuance, cut aside all the preamble, cut aside all
of the indirect value building and all the really clever stuff. Remove all that stuff
and go straight to the heart of the matter. “I got something I want you to buy,
but I don’t want you to buy it unless it’s perfect for you. Before you know if you
can buy this or not, I first have to educate you on the situation to help you
understand if it’s perfect for you. Because right now, as we said, here’s the
challenges. Here’s the opportunity to take advantage of this. For some of you,
the challenges are too great, but for some of you, the opportunity is so fantastic.
So let me show you what we’re doing right now to kill this opportunity, and if you
align specifically with what we’re doing, then you should do this as well, and
we’re going to help you get it. Now, if you’re not qualified for this, this is not for
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
you. You can wait for it, and maybe later we’ll have something for you. But for
those of you who are ready right now, I got it.”
Now, this is all theoretical to you at this point. You’re getting the broad pictures.
I like to teach with examples. So let me show you an example. The webinar that
we just did last month – we were selling a software called the AMZ Launchpad. I
want you to get the proper context here. This is a $12,000-per-year software. It’s
$1,000 per month, or if you prefer, you can pay for it all at once in 10 grand a pop
to this audience. This is not a small-ticket sale. So I have to really build this up
more so than you will probably have to do if you’re selling a $1,000 or $2,000 or
$500 item, but the formula is still the same.
We’ve literally at this point closed the books at the end of the month, and we’ve
generated over $3 million in billable revenue. It’s a pretty damn good webinar,
but the interesting thing is this whole webinar was built around the script that I’m
teaching you today. I had a subsegment of my audience, the 5 percent of my
audience, that spent about 50 percent of the money that comes to my company.
So we had something specifically for them. So we went out there and used this
formula to unlock that built-up wealth that had been accumulated at that point,
and we didn’t have to do a lot of setup to make this work.
So let me show you how I do this. The first part, when you start your webinar out
with this technique, is “I have an offer that, if you’re the right person, is perfect
for you.” So here’s some of the slides. I have more slides that accomplish this,
but this just gives you an idea. Basically, very early on in the presentation, I say,
“You’re here today because you got an exclusive invitation to take a look at our
AMZ Launchpad software and decide if this is good for your business or not.” I
only used one testimonial in this case instead of a whole bunch of them because I
have a lot of authority already. This is an existing audience; so I don’t have to do
all that buildup. So I give one quote. “This is the best approach ever for this thing
from a very successful purpose.”
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Then look at today’s agenda. Today’s webinar. I say exactly how the software
works, why we’re putting a limit on those who can buy it, and how to put it to
work in your business ASAP. So within the first few slides, I’m telling them that
the focus of the webinar today is to see if the software is right for you or not.
Now, here I set context. I say, “To get there, we must first set the stage.” This is
the push-pull. I got the software. I’m going to reveal it to you. You’re going to
decide if you want to buy it or not, but before we reveal it, let me set the stage on
why this works so good for you if you’re the right person.
So this is the next part. “Before you can know if it’s perfect for you, I have to
provide context.” Then I go through this thing. This is just 4 of 15 slides, just to
prove the point here of how I built this up. I say, “This is not for the faint of heart.
So if you’re not an aggressive marketer, this probably ain’t for you. Furthermore,
what this software does it is brings in a lot of money quickly, but you need to
build for long-term success, which means product support and systems and hiring
and scaling. So if you’re going to use this tool just to try to win the lottery with it,
I don’t want you to buy this tool. This tool is a propeller to help you get off the
ground to a longer term successful business. So don’t rely on just this tool to do
everything in your business. Use this tool to help bridge the gap from short-term
success to long-term advantage.” So that’s the context that I’m setting.
Then I go into “Right now there is more opportunity than ever.” I build this up. I
talk about “Oh, my god. Amazon is bigger than ever. There’s more cash than
ever. Amazon’s the best way to jumpstart any brand today. You know that. The
bigger the cash you have, the more aggressively you can expand. Amazon is a
cash business, and if you don’t get that quick cash, then it’s going to be hard.” So
that’s the opportunity. But then I say, “But there are more challenges than ever.”
There’s 25 slides of this kind of stuff. I say, “If you become successful on Amazon,
you face hijackers. You face counterfeiters. You face these Chinese people who
seem to have a thousand negative reviews and never get removed. You get one
negative review, and you get removed. Your competition is doing listing sabotage
on you.” I’m driving the knife in and twisting it. I’m rubbing salt on the wounds.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Now, to a beginner seller on Amazon, I’m not going to do a webinar where we
bring all this stuff up because they don’t even know about these challenges. They
don’t even concern themselves with the challenges. Their biggest challenge is “I
need to get a product on Amazon.” For these people, it’s “I’ve got a product on
Amazon, but I’m stalling to break through the next level.” So I’m saying, “There’s
more opportunity than ever, but these are the challenges you face on a daily
basis.”
Then the next portion of the webinar is how do you handle the situation to
maximize the opportunity. The way I build upon it is “At this point in time, with
this software, the way we’re capitalizing is we’re just putting products all over
Amazon for more keyword terms than ever, quicker and faster than ever before,
but the challenge is it doesn’t matter whether we serve the customer or not. The
software is so effective that it doesn’t work.” So I make them promise me that, if
they’re going to maximize this opportunity, that they’re only going to do it to
enhance the customer experience and to create value for Amazon itself.
Otherwise, it defeats the purpose of the tool. So this is a good, powerful frame.
There’s no gimmicks here. This is not a gimmick. This is reality. I truly believe
this.
Then I show them. I say, “Listen, this is what’s existing on Amazon right now.
People are putting themselves on page 1 all the time for stuff like fidget spinner,
with just three reviews, and it’s No. 3 overall on Amazon for the keyword fidget
spinner. How are they doing this, and why is Amazon’s algorithm so broken
where this still exists, and why is it all over the place, and how do you take
advantage of that?” Then I break down specifically how we’re taking advantage
of that, how we built this software to take advantage of that and how well it’s
working for our Amazon business and why we can do it while no one else has
because of all the different ways that we built the software and how it automates.
“Now, how can you do it? You can buy this software.” Then we go into the
transition, and then we go into the close.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
But did you know that there was very little education in this webinar? There was
very little “content.” It was pretty much “We have this offer. We think it’s great
for you if you’re the right person for it. Before I can tell you what the offer is” –
everyone wants to know the offer at that point – “we first have to establish the
context of why we created this, how it works, how powerful it is, and how it
sidesteps these challenges that most of you are facing and how it maximizes the
opportunities that most of you want to tap into but are currently being stymied
from. Now let me show you specifically how we’re using it and how you can use it
as well. Now let’s transition and close.”
To review very quickly the Ultimate Webinar formula, this is it, and this is what
we’re going to be going deep into in October. Now, here’s how we use this same
formula in this specific context to quickly, instead of 20 hours of work and 3 hours
of work, tap into that very low-hanging fruit of that segment of our market to
make an immediate impact, make cash. And then, ideally, my goal and my intent
is for you to show up in October at the event Genius Webinars with more money
in your pocket than what you paid to get there.
The 10 percent application is, with authority, most of it you already have. So to
an existing audience who you’ve already serviced, you have authority already. So
you have to do less results-based stuff. You should only show current, specific,
immediate results that have happened recently. Your positioning is you’re the
authority already because you’re going to show them an offer. You don’t have to
use many testimonials, if any at all, and if you do, you don’t have to use that
many.
Commitment. We are literally getting them to commit to consider the offer. They
wouldn’t be there if they weren’t already interested in considering the offer. So
that’s the only commitment we have to worry about, and that’s baked into this
micro-application of the 10 percent webinar formula. The objections – we only
have to focus on the most specific that are related to that juiciest part of the
market segment. We don’t have to go general and specific objections. We don’t
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
have to cover a whole bunch of different objections. We just have to hit two or
three really big ones that get in their way, and we do that within the context of
the challenges that they face. The beautiful thing about hope is the hope is all
tied to the offer and there’s no buildup to it. They come in hopeful to see what
the offer is and to see what it can do for them. The intrigue is the novelty of the
communication and the approach itself.
So here’s what’s so wonderful, and this is the bigger point I would like for you to
see. Whatever you learn in the Ultimate Webinar funnel, it can be applied and
generalized in so many different situations, but the building blocks are always the
same. Authority, commitment, objection, hope, and intrigue always exist in all of
our webinars and pretty much all of our sales materials. The application, though,
is finetuned. If I have to get in there and create a big win and want to carve up
that 10 percent of my market who I know is super responsive and timing is more
important that perfection, then we just distill it down. We do authority very
quickly. We get commitment related around specifically the offer. We handle
objections very narrowly focused. We build in hope itself into the invitation as
well as intrigue. So it’s how introduction works in that situation.
What about the content? The funny thing is, in the content, the defined outcome
is basically “If you meet my criteria, you should buy this, and if you don’t meet my
criteria, you shouldn’t buy this.” But there’s no preamble. So the content is
education based around who it makes sense for to buy this offer or not. We
eliminate the step by step because we don’t need to show them anything step by
step to educate them, other than maybe step by step how the software works or
step by step how your product works or step by step how you came up with the
solution. Then the only context that we have to give them – we don’t need vision.
We don’t need the rest of it. We just say here’s the opportunity and here’s the
challenges. That’s the full context.
Transition. We still use the 60-second recap. You say, “Before I show you the
offer, let’s just recap what we talked about here today.” Then boom. 60 minutes
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
or 30 minutes and 60 seconds, whatever it is. We still build yes momentum, but
instead of being more indirect like we would do on a bigger webinar, with the
Ultimate Webinar funnel, where we say, “Did you enjoy our time here together
today? Did you learn something that’s going to be helpful for you in the future?
Are you more excited to go back and act on information now than you were
before this webinar?” Et cetera, et cetera.
Instead of doing indirect yeses, we do more direct yeses. “Are you interested
right now in knowing about this offer? Are you in a position, if the price is right,
to say yes to this offer today right now? Do you believe that utilizing (this thing,
this product, this service, this whatever) is going to be a big win for you and your
business?” So same technique but applied just straight-up and directly to the
offer more so than indirectly to the feeling and the emotion inside the prospect,
when then, if you tie that up, that’s going to sell the 80 percent who are on the
fence, who might buy but might not buy. That’s the difference. Then we don’t
even need the two choices because there’s only one choice. The choice is to
buy…or not buy. I guess there are two choices.
Here’s what’s the beautiful thing. The close section – you use the exact same
technique. You reveal the offer. You put a tagline with the offer. You give a onesentence benefit statement. You highlight the components of the offer, a couple
of the components. You reveal the price after you build it up, drop it down, drop
it down again, drop it down again, reveal it, call to action, and then bring back the
bonuses and spend more time on the bonuses than the offer, a headline for each
bonus that’s sexy, a couple benefits for each thing, future pace at what your life is
going to be like after you use this bonus, and proof of the efficacy of the bonus.
Guarantee – if you have a powerful guarantee, explain it and demonstrate it as
powerfully as possible. If you don’t, explain how the risk is the advantage by
saying, “Listen, if you’re not committed, then I don’t want to take your money. I
only want people who are 100 percent focused. That’s why we’re not providing a
guarantee for you.”
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Then objections. This is where you can open it up and say, “Listen, if you haven’t
signed up yet, think to yourself ‘is this right for me or not?’ So let’s talk about if
it’s right for you.” Then go through those objections just like you would in any
normal situation. Once you start closing, the close is the close regardless of
whether you use the 10 percent technique or not. So the beautiful thing about
this is, if you feel like you’re in a situation where this is applicable to you, not only
will it help you make immediate money and unlock some of the value that you’ve
built up that you haven’t tapped into and do it very quickly, you’ll simultaneously
start being able to practice these techniques in the real world and gain some
experience around them prior to coming to our training in October.
Here’s the next step. Use the 10-percenter formula if you’ve waited far longer
than you should to sell something to an audience that you can easily reach, who
can massively benefit from what you sell. That’s some of you. I’ve seen a lot of
you where that’s the case. Use the 10-percenter formula if you want to make
quick money before the event and come to the event with some experience
under your belt. Use the 10-percenter formula if it gets you excited to act and
doesn’t make you overanalyze everything and put yourself in a deeper state of
confusion.
This is the challenge with teaching this kind of stuff. I’ve sold you into the formula
for the Ultimate Webinar, which is the best approach in general to unlock the
biggest amount of total wealth, and it’s worth doing by far, and it’s the one I do
more than anything else. Then before I get you there, I show you another version
of the ultimate formula in a specific application. Some people get into this
tendency of saying “What about this, Jason? What about that? What if I try this
instead of that? How do I reconcile these two different applications that you
taught? Which one should I do?” Their head explodes. If you feel like that’s
going to happen to you, then don’t use this formula yet. Just let it wash over you
and come to the event in October. We’ll dial you in, and we’ll start from the top.
Then you can come back and revisit this later. Otherwise, if you don’t feel like this
is the thing for you to use right now and you just want to stick with the ultimate
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
formula, just let this information wash over you and provide additional context,
application, and dimension.
Here’s the thing I really learned about learning. If you only look at something
from one perspective and from one narrow focus, I don’t think you really learn.
But if you look at it from this context or from this perspective and from that
perspective and then you compare them, you start to see the nuance. You start
to see the subtleties. I guarantee you my business is different than your business.
The techniques we should use to sell our customers are the same, but the
application and the finetuning of it is where the money is made. If nothing else,
allow this to give you additional dimension and consideration in your thought.
One of the things I like to do – I don’t know about you, but once you put
something in your mind, even if it’s not consciously part of your day or thought
process, subconsciously it’s bouncing around in there. I would just urge you in
this situation to be confident that, when the time is right, some of what we talked
about today will help you when the situation presents itself. Because in every
single business, sooner or later, if you’re starting to get customers, this situation
will present itself. Unlike most people who, when they have a hammer,
everything looks like a nail, I use a hammer for nails, but I use other tools for
other situations. This is one such tool for a very specific situation. In our case, we
just used it to the tune of $3 million because we didn’t have to build up and
educate the whole market. We focused on that narrow aspect of the market, and
instead of doing a lot of education and a lot of really finetuning and making sure
we’re getting people to come along with us at every step of the way, we just
focused on the 10 percent of the market. We distilled down this webinar
framework into something that was very direct, very specific, very powerful to
that segment but also allowed us to capitalize very quickly to show up efficiently
in the market and, as a result, get rewarded.
Now, there’s some other general musings I have that didn’t directly fit into this
but I thought might be helpful for you here today. Then I’ll open it up for some
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
questions too if you have any. Here’s some general musings to consider. Your
first webinar is your worst webinar. If you’ve already done webinars, here’s the
finetuning of that. Your first webinar using a new and different system is going to
be the worst webinar you’ll ever do. It might not be, by the way. Most of the
time it won’t be, but I’d rather you anticipate it, the first time you use it, being
uncomfortable, being challenging, having to figure out some things because
you’re consciously learning it and consciously applying it at the same time. The
real winning is when you already learned it at the subconscious level and you can
apply it subconsciously. So this is just like riding a bike. It takes some practice.
Some people think that they should hop on a bike the first time and know how to
ride it, but you don’t teach your kids that, do you? So understand that webinars
only get better.
By the way, my first time I do most pitch webinars, I always find improvements
for them after they’re done, not before they’re done. A webinar is an organic
thing. So if I do a webinar to this audience this week, I could find a new audience
next week to do that same webinar to who’d be qualified for it, and in between I
could take what I learned doing it the previous week and adjust it. It’s an organic,
living, breathing thing. It’s not something you do one time and it either works or
it doesn’t work. It’s something that allows you to sell and also get feedback to
make adjustments and sell it and improve upon it further. That’s where the real
learning will take place. So my motivation is to put you in situations where you
feel comfortable and confident to create webinars quickly and go out there and
make some money with them and then also increase your abilities to make even
more money in the future. So there’s that.
Now, here’s something I want to put in your mind to really help understand the
context, especially of what we just talked about but just in general. A well-written
book only sells for about 20 bucks. Let’s think about it from this perspective.
How many hours does it take to write a really good book? I mean a book that’s
incredible, that’s powerful. So I got Guy’s book right on my desk. I got both of his
books that he sent me: Options Made Easy and The Bible of Options Strategies.
So I’m going to look at Options Made Easy. Options Made Easy is 306 pages.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Actually, it’s more. I just flipped it open. It’s at least 306 pages. It’s got graphs.
It’s got charts. It’s got all kinds of stuff.
Guy, if you’re here still, how long did it take you to write this book, or how long
would it take for a book like that to get written, from the creator sitting down and
writing this book and working on it and getting it done? Would it be fair to say
over 100 hours? Maybe more. Maybe 200 hours.
Now, most books sell for 20 bucks. However, if you take a course and you point it
at a market – and it’s not perfect; you kind of threw it together, but it’s a very
specific solution to that market that is hard for them to find anywhere else and is
geared to them – even though it might take you 10 hours to create that offer, is
there anything stopping you from selling it successfully at $1,000 or $2,000 or
more? Yes. Only your mindsight. De-linking the amount of time it takes for you
to create a product and the price you sell it for is extremely important because
books only sell for $20. I tell you, I don’t do webinars to sell books. We do
webinars to sell programs that are $500 or $1,000 or $2,000 or $5,000. We do
this to sell programs that it didn’t take us long to create necessarily, but it’s not
about how long it took the creator to make it. It’s what’s the impact on the
audience. The greater the impact, the more you can charge and still develop a
situation where the audience gets the better end of the deal. So I want you to
keep that in mind.
For many of you, you not only have been waiting too long to sell a product.
You’ve been waiting too long to deliver that product and create that product to
the marketplace. So for most of your audience, a halfway-done version one of a
product is going to be worth to them far more than a book on the subject.
Now, the finer discussion here is why. Why do books only sell for $20, but lots of
great, incredible courses that you can create and that I’ve created and that you’ve
bought and that I’ve bought sell for thousands of dollars even though they took
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
less time and effort to create? Why? Why is that the case? I’m waiting. I’m
waiting for at least one answer here. Excellent. Scott says, “The perceived
result.” Eric says, “Execution and support.” I think all of those are true. Adrian
says, “People don’t read books to completion.” That’s a fair assessment as well.
A book might take you 20, 30 hours to read. But if I put together a course that
could take you 3 hours, I’ve saved you 17 hours. So people will pay for that.
I like what Eric says, “execution and support.” When they buy this course from
you that you’re selling on a webinar, they’re buying you as much as anything, that
direct connection versus buying a book off the shelf or, these days, off your
phone. I think overall the biggest thing – there’s a lot of pre-framing, Kevin.
That’s a very good point. People have an established value already associated
with what a book should be worth. So the market kind of forces a price ceiling.
That’s a very good point.
I would say the biggest thing is, if I have to wait 6 months or 12 months or 18
months for you to take this thing you perfected, wait for you to write it,
synthesize it, talk about every fine, little stupid possibility of using it, and then
wait for 18 months to get it in my hands, there’s a good chance that, by the time
it gets it my hands, it will no longer be effective anymore. Something will have
changed. So books contain usually more information than any other product that
you could sell, better organized information, more time spent on that information
and creation and organization and delivery, yet they sell for the least amount of
money. Because what you’re going to sell are solutions to audiences. They care
less about the package it’s contained in, and they care more about if it’s right for
them or not, if it’s the situation that they need. For a lot of them, it’s lack of
supply. Anybody can barf up the total existence and history of their knowledge,
but it takes that special individual to create that content in a way that helps them
get an immediate result.
So what I’m urging you to do – and this is why what I taught you here today and
just in general I urge you to find the simplest solution you can sell, knowing it’s
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
not the perfect solution, far from it. But instead of forcing your audience to wait
18 months to get that solution and have to work 20-plus more hours to
understand how to use that solution, get them that solution as soon as possible
and get them the essence of that solution so they can act with confidence on it.
Then use any of these webinar techniques we talked about here today or the
Ultimate Webinar formula to show them the value of the solution that you have.
Does that make sense? This is very philosophical, but I think it proves a greater
point because so many people I work with are perfectionists and perfect is
imperfect. If you’re being perfect, you’re being imperfect. Don’t be perfect. Your
market doesn’t want you to be perfect. They want you to be available with a
solution that they can pay for to help them out.
Now, here’s the thing I believe to be true, I think this helps me sell, more than just
technique alone. All the technique in the world ain’t gonna help you if you got a
problem between the ears. So my belief, when I go and sell, is this: People have
to buy and be sold. There’s a common saying that says “People love to buy, but
they hate being sold.” I would argue against that. I would say people love to buy
and to be sold if it’s done correctly. So the webinar I did with Joe was shared with
more people than most content that thought leaders put out there. More people
took that and shared it with friends, with business associates, with partners than
most content ever gets shared, and this was an advertisement. This was a pitch.
This wasn’t just content. This was a hardcore, go for the jugular, give me your
credit card, you’re buying today. Something’s getting sold. That’s what it was. So
people love to be sold if the situation is set up correctly. They also love to buy.
Now, let me tell you how I discovered this. 2008 I got really big into blogging. I
had a pretty good e-mail list at the time. They were pretty responsive. They were
almost entirely customers because I built my business where I said, “If you don’t
want to pay to be on my list, you don’t get to be on my list.” Maybe not the best
approach, but it worked okay for me. So I didn’t do free offers. You had to pay to
get on my e-mail list. You had to buy something from me. So I would send out an
e-mail to these people, and I’d send out an e-mail to a blog post. I’d say, “Leave a
comment.” So I’d do an e-mail blast to my list to a blog post, and I’d get 50 to 100
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
comments. Which, by the way, is that a lot of comments on a blog post? Yeah.
Most blog posts get zero comments. Some of them get one or two comments. So
I’d get 50 to 100, sometimes 150 comments.
Then let me ask you this question. If I go to the same audience and sell them a
product, like a $29 product or a $49 product via e-mail, do you think I’d get 150
sales, or do you think I’d get more than 150 sales? More, less, or the same? Go
ahead and type it in. I’d get a lot more sales. I might only get 100 comments, but
I might get 500 sales. I might only get 50 comments, but I’d get 150 sales. Even
just yesterday, we did a webinar promotion, and we sold on the webinar itself 46
units of a $1,500 product. That’s just to kickoff the promotion. If I did an e-mail
blast, even today, to my audience and asked them to go comment on a content
piece that I just created, I bet you I’d get less than 46 comments.
The bigger question is why? This is what changed my thinking, really, forever on
how I ran my business when I started to think about that. The bigger question to
me was, for them to comment, they’d have to read, understand, process the
information, and then come up with their own thought and then put it out there
in public. For them to buy, that process is different. They’d have to consume the
information from the perspective of “will this be a game changer for me or not?”
and then just have to put their credit card information in. Buying is easier than
commenting. People will prefer to buy, if the situation is set up, more than they
would like to comment. Now, I’m asking them to comment, and I’m giving them
free information, or I’m asking them to consume a sales pitch and then pay me to
get information. They would rather consume a sales pitch and then pay me to get
information.
The action is the measurement here. The total number of purchases versus
comments is the number here. It’s not a perfect example, and I’m sure, if we
analyzed it, we could say, well, maybe this, maybe that, yada, yada, yada. But to
me, that says people want our solutions. They don’t want education. In general,
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
what your market wants is solutions, not educations. The thing, though, is, if you
have a solution and you don’t sell it, you might as well not even have a solution.
So my musings on this is, here’s what I like about webinars. Webinars are not
only the quickest way I believe that you can get on and sell something to
somebody. It requires the least amount of prep work, I’ve found. You make up a
lot of that because of the interactivity, because of the event, because it’s live; it’s
in the moment; it’s engaging. People have to make an effort to be there, et
cetera, et cetera. But do you suppose that you could fulfill products via a series of
webinars? So you sell them on a webinar, and the invitation is to additional
webinars where you do education. So a webinar is a double-edged tool. We sell,
and we can fulfill on a webinar. So one of the easiest things to create and sell
immediately is just time with you over four, five, six, seven, eight, nine, ten
weeks. We call it an e-class.
So about 2009, 2010 we invented this model. A lot of people use it today. We
were one of the first, if not the first, where we called it an e-class. It’s where you
come on over eight weeks and we go over a topic two hours a week for eight
weeks. We’d sell those for 1,000 bucks a pop. We’d invite people on a webinar
and kind of give them a taste of what it’s like, using the framework that I’ve
taught you here today that I really started perfecting in 2009, 2010. It was the
greatest thing ever because, instead of sending them to blog posts, instead of
having them consume a whole bunch of content, we were creating changes
because we were getting them to pay first before they would pay attention. I
think that result was massively improved.
So when somebody says, “Jason, you do a lot of selling,” of course I do. In the
right situation, what people want is to buy because they want to get solutions,
not just information. The information is the feature. The solution is the benefit.
Your peers will tell you too, “Oh, you’re selling too much. You should give them
some content. We’ve got to cool them off.” I don’t know. That’s my philosophy.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Some of you might say, “Jason, what about the funnel? The webinar is the
conversion element, but how do we get them there? How do we engage them?
How do we invite them in? How do we do all that stuff?” Well, that’s training
number two. That’s pre-event training number two. So we’re going to deep dive
on that during our next training. I’m hesitant to give out a date on that because I
just screwed up when we’re doing the live event. So I know you’re already
scheduled and registered for it and everything because we preregistered
everybody who signed up for Genius Webinars. So you’ll get that invitation where
we’re going to deep dive into the funnel, where we use persuasion to get them on
the webinar, predisposed and ready to listen to your webinar, where do we send
them to on the webinar to buy, and all the other stuff. Baby steps. Let’s eat the
elephant one bite at a time. Today we started taking some bites out of it, but we
got some more bites to take.
Here’s the biggie. The biggie is this: Show up in October ready to succeed, not
ready to learn. So there’s two types of people that I’ve noticed come to events. I
think with Joe’s audience I’m going to see more of the first than the second type.
The first type show up looking to implement and are already in advance having
thought about what they’re going to do with the information, how they’re best
going to consume the information, how they’re going to distill it down and act
upon it. That’s the first group. That’s the group that I say shows up ready to
succeed. The second group shows up and says, “Okay. Now teach me.” I don’t
recommend that. I will, by the way. If that’s how you want to come, I’ll still serve
you as best as I can and do everything I can to make you successful. But notice
the difference in mindset. One says, “Okay. I’m ready to learn, and my mind is
already actively looking for the solution.” The second one says, “You teach me,”
and I think that is less likely to have you make a short-term immediate win in your
business. I think long term we’ll get you there no matter what. So don’t just
come up and say, “Jason, show me what to do.” Say, “Jason, I’ve been thinking
about what to do. Show me how to do it the best, powerful, most effective way
possible.”
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
So this is where you can go to log in. When we’re done processing this recording,
as soon as we can, we’re going to pop it into this members’ area here. You go to
genius-webinars.com/members, put in your e-mail that you signed up for this
program with and your password. If you don’t know what that is, don’t have that,
or are unsure of anything I’m talking about, you can just reach out to us at
support.rapidcrush.com, and we can take care of you there.
Now, when you log in to the members’ area, under downloads you’ll see a whole
bunch of links. The pre-event profits is the link that you’re going to want to click
on, and this recording will be there as soon as it’s done being processed. I’m
doing this live right now; so obviously we’ve got to process this. We’ve got to
render it, and then we’re going to upload it there, and it will be there.
There are other things that are already there, by the way. So if you haven’t
checked out the members’ area, I recommend you do. So Slide Envy, for example,
talks about how I lay out my slides in Keynote and how you can lay them out in
Keynote or in PowerPoint if you wish. More important than the technical aspect
of it is the psychology behind the slides. Webinar Pitch Secrets is two books I
wrote. That was the very beginning of my webinar formula. There’s word-forword closes in there, word-for-word transitions in there that I think you’ll find are
helpful with everything we talked about today and in general anything you can
use. Webinar Swipes – this is an actual campaign we did that, over the course of
the history and different variations, has sold over $25 million of a specific
product. So you get to see examples of how we e-mail people to come to that
and how we invite them, how I do the webinar itself, an actual example of me
doing the webinar, and so on and so on.
Pure Webinars was a training we did, a very deep dive into the process, a few
years back on webinars. It was my attempt to create the product that is now
Genius Webinars. It was pretty good back then, but I didn’t really fully distill the
system down like I have now. But there’s a lot of valuable things in there tied to
real specific webinars that I use where we pick apart technique and all that kind of
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
stuff. That’s available to use as well. The Ultimate Webinar funnel is already in
there. So you can access that now. The next training that we’re going to do is
we’re going to break down some of the psychology behind it of why we do it the
way we do it to give you insight so you can do it as well in your business. So that’s
the full content portion and training portion of our pre-event webinar number
one here today, Immediate Webinar Profits.
What I’m going to do is this: I’m going to pop out this questions box now. I’m
going to take a look at some of the questions that came in. Now’s the time if you
have any questions related to webinars or anything in general related to selling
products on the Internet or your marketing or what have you. I’ll spend a few
minutes with you here and see if I can help you out.
Fred says, “Tell me if this is right as you’re defining this 10 percent concept. One
of my clients has people who have bought some lower-price options. They know
and love the guy. What about a webinar in which we offer them all who have
bought a dollar-for-dollar credit for what they’ve already paid to get the newer,
better offer for the big product or offer? Example: They have paid us 297, and
the price of the big product is 997. Show up and buy and get it for $600. Get full
credit on your earlier purchase.”
That’s a pretty good example of that, Fred. What Fred is saying is they basically
bought a lower-ticket product for 200 bucks. The higher-ticket product is 1,000
bucks normally. He says for those of you who bought this $200 product, I’m going
to basically credit that purchase and knock $200 off this investment of 997, but
I’m only giving you this invitation because you’re a buyer already of this thing.
That’s a powerful frame, Fred, because you can take them in and say “Listen, I got
this offer. I think it’s perfect for you. I’m not 100 percent sure if it is or not, but if
it is, I’m going to extend to you a special deal that will not be available to anybody
else. But before we get any further into those details, you’re going to want to
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
come to this webinar where we’re going to explore this. This is a time-limited
sensitive opportunity; so you’ve got to make sure that you show up here and take
advantage of it, if it makes sense for you, ASAP.” That would be a great way of
using the 10 percent formula. Then you can get on and say, “Listen, I’ve got this
offer for you today. If you’re experiencing X, Y, and Z or if you want A, B, and C, I
think this offer is perfect for you. Before we dive into the details of this and show
you basically how to take what you bought from us before and essentially make it
free, let me set the context of why we’re doing this and what’s going on right
now.” That’s a slam dunk, honestly.
Eric says, “Thanks, man. This was helpful in greasing my thinking enthusiasm to
execute.” Excellent.
John, that’s going to be interesting. I’ve already started thinking about some of
that, by the way, for you and your specific approach.
Adrian asked about Prezi. I don’t use Prezi. I’ve used different formats
throughout the years. I’ve used full motion. I’ve used screen displays. I’ve used
PowerPoint. I’ve used mind maps. I’ve used Prezi presentation styles. I have not
found anything better than a PowerPoint or a Keynote with rare exception. If you
have stuff that you have to demonstrate something on, then you’re going to want
to create a demonstration situation. We’ll talk about that at the live event in
October.
9 times out of 10 or 99 times out of 100, you give me a Keynote, and I will outconvert you on any other format that you could ever possibly use. There are a
few exceptions but not that many. A lot of people get enamored by full-motion
video, three-camera setups and all that kind of stuff. Again, you do that, and I’ll
do my Keynote, and I will out-convert you because a lot of that stuff gets in the
way of the content and the information. So the reality is, we’ve got to provide
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
information in a way for them to have the biggest impact related to the topic and
also set up the sales situation.
Scott says, “Are you able to give a couple tips for the e-mail that goes out for the
10 percent to get them on? I know you commented on a few of them.” Sure,
absolutely. Basically, what we do is we let them know straight-up “We’re going to
do this webinar, and we’re going to talk about this new opportunity that we’ve
created that we’d like for you to invest in if it makes sense for you to invest in.”
Scott, we take it a step further because we do a lot of content webinars too and
then pitch at the end of it. We’ll make a note. We’ll say, “Jason is not going to be
doing step-by-step on this webinar. He’s not going to be doing a lot of education.
So if you’re looking just to learn, skip this webinar and come to the next one. This
is specifically all focused around exploring this new opportunity that he has,
which he is very confident that for the right person is just the thing. If you’re not
the right person, you shouldn’t buy it, but if you are, it’s going to cost you more
not to buy it. But go to the webinar and get the full details.”
We’ll tease them a little bit too. We’ll say, “Some of the things we’ll discuss on
this webinar is why, if you have ________, this offer might just be up your alley. If
you’re facing this challenge, we believe that we have the solution for you.” Now,
kind of notice my language patterns, by the way. I don’t know if this is super
important, but it’s just something that I do. I didn’t say, “You will benefit from
this. You absolutely are going to crush it.” I say, “You’ll probably do it. You might
get the benefit of it. It just may be the thing for you.” So it’s kind of the opposite.
If I’m doing my Ultimate Webinar funnel, we’re much more aggressive. “Show up,
and you’re going to get your wig blown up and your head blown back, and your
jaw’s going to be on the floor because we’re going to dazzle you with some
incredible insights that are going to allow you to crush it and to explode your
business” and blah, blah, blah and hype, hype, hype. That’s when we educate
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
them. When we’re directly selling them, we take the opposite approach. “This
might be the best thing for you.” Because that actually makes them want it more
because they know that the pretense is “I want you to buy this if you’re the right
person.”
When they come on all bright-eyed and bushy-tailed, thinking we’re going to
educate them for the mere fun of it and not realizing we’re going to sneak up and
sell them something by the end of the webinar, then we’re much more aggressive
on the promises in that situation. I don’t know how important that is or isn’t, but
that’s just me personally, how I think about things.
John says, “I have Email CopyPro, and much like ClickFunnel’s selling software, it
isn’t easy. You and I have discussed selling the Epic Email System, which is the
heart and soul of our software. We also deal with the concept called inbox
branding or creating the emotional reaction to your name and subject lines that
compel opening actions.” Yes, in certain instances, John – this is why it’s going to
be really powerful to be at the live event in October. Everything has a calibration
based on the context and the situation. So if you’re selling a monthly continuity
program if you’re selling a monthly software or you’re selling a software where
people might get distracted by the technique of the software and not understand
the bigger picture, what we’ll typically do in that situation is position the software
for free and sell them a course instead. So we make the offer the bonus.
So in the pitch webinar that I did to sell Genius Webinars, I talked about how
bonuses are more important than the core offers. In that instance, the question
becomes “Is what we have as a core offer better suited as a bonus? If so, how do
we psychologically position that bonus to have the biggest impact?” I’m almost
supremely confident – I’m almost 100 percent certain that’s the best approach for
you, John. We’re going to have to dissect that a little bit more. Honestly, the
coolest thing you can do is build up something and say, “How would you like to
buy this?” and then say, “How would you like to get it for free?” They say, “Ooh, I
want that thing for free.” You say, “Okay. I’m going to give it to you for free
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
when you invest in our course.” They’ll buy the course, not even caring about the
course, because now they feel like they’re getting your software for free. That’s
very powerful. Now, it’s not the only way to sell it.
A bigger question is this, and this is something to be said in general about offer
positioning. If somebody doesn’t not have an e-mail list,
Email CopyPro is a second step potential benefit. We ran into this problem, with
a software we have, earlier this year. In their mind, they say, “Well, first I have to
get the e-mail list, and then I can benefit from the software.” Anytime you
remove them from a degree of parity to the offer, it makes the offer so much
more complex to sell.
I’ll give you a great example. Earlier this year we licensed this software. We
bought this company, and we licensed the software that allows you to take PDFs
and put opt-in boxes right over the top. So instead of sending them to a squeeze
page that says “opt in for the free PDF” or whatever, we just send them directly to
the PDF. They read page 1 and page 2. They get to page 3, and it says “opt in to
continue reading the rest of this white paper” or whatever it is. We roll this out
there. We sell this to the market, and it doesn’t do so well. I tell the guys – this is
another division of my company. I say, “Here’s the problem. If people don’t have
PDFs, they can’t use this system. Until they have PDFs, this is a second-degree
offer at best. They first have to develop the PDF, and then they might be able to
buy the system.” That’s a big challenge structurally with the offer.
So I said, “Here’s what we do to solve this. We run a contest, and we have
everybody who wishes to submit a PDF – and they don’t care if it gets distributed
or not because their name gets out there, blah, blah, blah. We give $10,000 to
the person who brings us the most PDFs that we can distribute. Then we get this
treasure trove of PDFs. So we might have 5,000 PDFs. Now the offer becomes
“Unlock this library of more PDFs that you can brand, use, market, and utilize in
your business, and then get the software for free.” Completely changes the offer.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
The other way we can do it is “Buy this thing, and you’ll unlock the library.” Not
so strong.
In this case, it’s like “Here’s what you need to do to build an e-mail list, and I’m
going to show you exactly how to do that and crush it. Here’s what it’s going to
do for your business. Oh, by the way, once you get that e-mail list, now you get
this software for free.” Or the other way around, “I’m going to show you this email tool, but here’s the thing. If you don’t have an e-mail list, this might not be
applicable for you, but I have a very creative way in which I’ve solved that
problem for you, and if you hang in there and see what this can do for you once
you have an e-mail list, if you don’t already, then I’m going to show you the
easiest way to get an e-mail list. But I’m not going to show you how to get the email list until you first see what you can do with it. It’s my fundamental belief
that, once you see what you can do with an e-mail list, then it’s going to be easier
than ever for you to go out there and build that e-mail list.” That was very hamfisted how I described that there on the fly, but hopefully you get the general
tone of it.
Patricia says, “Your presentation seems to be focused on selling products. How
does this work with selling a service?” That’s a great question, Patricia. I call
everything a product. We sell services on webinars very often as well as just
products, but there’s always a discussion. The discussion is, if I’m selling a service,
should I sell the service directly on the webinar, or should I put a product in front
of it? For most of you who sell services, the answer is you probably put a product
in front of it.
Let me give you an example. If I have a webinar services company, where you
literally could hire me to script your webinars and do them for you or coach you
on how to do them, I could go out there and hang my shingle – and this is how
most of these guys would do it – and say “Hire me, and I’ll write your webinar.
WebinarsRus.com. Just come to me and pay me for your webinar.” Some people
might do that, and you’d be okay about it.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
But imagine if I stuck this product in front of it. “I’m going to show you how to do
your own webinars. Then for any reason, if you would rather have me do them,
you can contact me and hire me, and I’ll do them for you.” Not only have I made
money by leveraging my expertise, not as a service but as an information product,
and I’ve increased the ability to generate money for my company, but I’ve also
better positioned myself to get a higher quality customer who’s going to be less of
a pain in the butt to service, and I can potentially have a supply-demand skew,
where once I have more clients than I can handle, I could be a lot pickier on the
clients that I take on. So for a lot of you who are selling services, it’s better not to
sell them direct on webinars but to put a product in front of them. Use the
webinar to sell the product, and then have the product lead to the services. It’s a
case where an indirect approach is better than a direct approach.
Now, about 20 percent of the time you just sell the service outright on the
webinar. So there’s two ways of doing that in that situation, Patricia. One of
them is you use the webinar itself to set up the sales close to the individual. If
you’re selling a service that’s a $30,000 fulfillable contract or 50,000 or 100,000 or
200,000 or a big-ticket service, you probably are not going to do it in a one-step
process directly off a webinar. So you have them come to the webinar first. You
educate them. You get them to raise their hand for further information, but now
they’re way more predisposed to come in and make the deal close earlier, to be
less of a pain in the butt, and to get what they need and be ready to best utilize
your service. That’s for higher ticket services. So the webinar in this aspect is you
do a lot of the same stuff, but the call to action isn’t “now go here and buy.” The
call to action are “If you believe, now, that you know this service is the best thing
for you, here are our next steps together.”
The other option is, if you’re selling a lower ticket service, then what you do is you
sell it very similar to what we’re doing now. Here’s the extra nuance, though.
You build a frame as follows: doing it on your own versus hiring us to do it for
you. You explain the pros and cons of each. That’s the little permutation of your
transition and your close. “Here’s what it would cost if you do it on your own.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Here’s why it’s cheaper to do it with us. Not only is it cheaper, it’s better. Would
you pay more money to do it less effectively, or would you pay less money to do it
more effectively? Here’s the difference between if you tried to do this on your
own versus hiring us to do this for you.” It’s a very similar version of the twochoices close, if you go at it alone or if you go at it with us. The only variation is if
you try to do it alone manually or if you allow us to do it for you.
But pretty much the techniques are very similar, and I’ve sold a lot of servicebased products on webinars before. It’s a little calibration. But the cool thing is,
once you get these things, consider them like Lego blocks. You can rearrange
them. You don’t have to be rigid with it. You can put one here instead of there.
You can try this out. You can see what happens, make an adjustment, and keep
moving forward.
Edward says, “Is this an effective approach for selling seats for a mastermind
class?” Absolutely. Edward, I’ve sold millions of dollars of masterminds and all
variations. I’m not sure what you mean exactly by masterminds because different
people call them different things, but I’ve sold a lot of different mastermind type
of things via a webinar, and it’s pretty much the same formula. Now, can we
color outside the lines? Sure. Can we adjust some things, if they make sense, and
then try them out and then adjust them again? Yeah. You’ll probably have to.
But in general, I still come in with this same perspective. Then just kind of adjust
it slightly based on the situation at hand.
Jay says, “I have never done a webinar. I’ve presented hundreds of one-on-one
presentations using Keynote. What technology or steps would you suggest I take
pre-live event to get familiar with the whole webinar experience?” Definitely log
in to the members’ area, Jay. One of the things that you should consider doing in
your one-on-one presentations is just doing them over GoToWebinar. So sign up
for GoToWebinar. We have some information in the members’ area – and if we
don’t have it in there yet, it should be in there soon – on the technical aspects of
using GoToWebinar. I would literally sign up for it. Get the lowest plan for now.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
It doesn’t really matter. I would just invite somebody and say, “Listen, I want to
do my presentation over this new technology called GoToWebinar today so you
can see my screen; you can see my Keynote presentation; and I’m going to walk it
over there. It’s a new technique I’m experimenting with, and you can be my
audience for it.” That way you’ll be able to experience pre-event on the
technology.
Now, as far as what you should buy for your audio, your headset, Logitech USB
headset is a $30 headset. I’ve sold $20 million off of $30 headsets on my
webinars. Today I’m using a Blue Yeti. I don’t recommend most people start
there. It’s a little bit better sound quality. It’s a nice microphone, but for most of
you, you’re going to want a headset. Then you don’t have to worry about if
you’re rocking back and forth or moving in and out or if your voice is getting out
of control. You don’t have to worry about pop filters or any of that other kind of
stuff. You don’t have to worry about mic placement at all. You just have your
headset, and it’s connected. You hear the audio. You’ve got the mic in place.
Logitech USB headsets – you just plug them right into your computer, and you’re
done. That’s what I’d recommend from that perspective.
Then just use Keynote or PowerPoint. The design and the fanciness of the slides
is not that important. If you go into the members’ area here and watch my
webinar swipes, if you go through there and find the webinar that I did that is
responsible for $25 million-plus worth of sales, you’ll see my slides are not fancy.
They’re not ugly, but they’re pretty simple. Big old headline, a couple bullet
points, and a lot of images. That’s because it’s less about the design. In fact,
design often gets in the way. It’s about the clarity of information and the
presentation of it.
Fred asked about the new WebinarJam product that they just launched, new
features galore. Having more features is not necessarily a benefit. Now, I know
Andy very well, and I consider Andy a friend. So if you prefer WebinarJam over
GoToWebinar, by all means use that. The system you use is less important than
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
the webinar that you’re giving. Giving a great webinar – I could do the thing on
Instant Teleseminar – remember that old program? – and I’d still do well. I could
do the thing through a pop can connected to another pop can with a string, and it
will do really well. Technology serves the webinar. The webinar should never
serve the technology. So if you’re already comfortable using WebinarJam, you
can use it.
Now, if you ask me, I still recommend GoToWebinar because, for us, we get
better conversions with it. My theory as to why we convert better on
GoToWebinar than on other platforms is, if they can watch your webinar from a
webpage, it doesn’t feel much more special than just watching a recorded video.
But if they have to log in to a special area, like GoToWebinar is – this is a desktop
program although they’re trying to ruin that right now; hopefully they don’t
succeed in ruining it – I believe that that feeling of having a special event in a nonweb-based platform helps psychologically with conversion. I don’t know if it’s
true or not, but I do know, when we use GoToWebinar, we sell better than when
we don’t. So we do automated webinars, as painful as it is, inside of
GoToWebinar. We hire a company, a guy named Brett. So if any of you need him
in the future, I can let you know about him, but none of you are to a point where
you should be doing evergreen webinars right now yet. We’ll talk more about
that in the next session, by the way.
You hire a company. They come in and take your video. They load it up into
GoToWebinar with specific computers that figure out how to output the audio
into the input, blah, blah, blah. You pay a guy like that 150 bucks an hour or
something like that. That’s worth it for me because we will convert better with
evergreen webinars that are run through GoToWebinar than anywhere else. It
was one of the big points that I had a talk with Joe and his team. They were like,
“We want to use Zoom.” I said, “I’m not going to use Zoom because we don’t use
Zoom when we sell our webinars.” I’m not going to use something that I don’t
use myself to teach and train people on.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
I honestly think Zoom’s big problem is – and we’ve been talking with the Zoom
CEO, now, for about a year. We’ve just been foreplaying each other. We keep
telling him, if you make these changes in the Zoom platform, we will totally back
that and make that our new platform and bring on a whole bunch of clients. But
they want to be a teleconferencing company. They don’t want to be a webinar
company, unfortunately. So you can’t put 500 people on Zoom without it
breaking, at least in my experience. Maybe they fixed that now.
GoToWebinar is stable. If anything else, it’s the most stable platform we’ve ever
used, not to say that it’s perfect. GoToWebinar sucks the least out of every
solution that I use. They all have problems. I won’t get too far into this, but you
did open this can of worms. You cannot see the chat unless I put something in
the chat. On most other webinar platforms, you see everybody else’s chat and all
that other noise. So you either have to turn the chat off completely, or you have
to let the inmates run the asylum. I will tell you having the chat is powerful if you
feel like you can personally send a message to me but not everybody else in the
world sees it. That helps me sell, but at the same time, it makes you feel like this
is an intimate situation and we can communicate, but it also makes you feel
comfortable because nobody else is seeing it, and it also doesn’t allow you to be
distracted and start reading the chat when I want you to be focused on my
presentation. So GoToWebinar is really the only company that controls chat in
that manner. So I think that’s another reason why, for us at least, GoToWebinar
out-converts.
But we’re talking mere percentage points. This is all incremental stuff. Start with
the big-picture stuff. Get a great webinar in place. I don’t care what system you
use it in. Then if you want to optimize it even further, start finetuning it by trying
different platforms and all this kind of stuff. But under no circumstance are you
going to garner sympathy from me if you say, “But Jason, this webinar platform
costs 100 bucks.” Yeah, of course it does. If you can’t make 100 bucks with it, I
would consider changing careers.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
Kenny: “We are going to record an upcoming live event that will become the new
product replacing the current product we have, online sales training 2K. What if
we did a 10-percenter for the current online product and include the upcoming
live class one and then include the brand-new product that we make for the
event?” Oh, my god, Kenny. Dude, you are exactly who I had in mind, without
even me knowing it, when I taught this thing today. Yeah, it’s an event. You give
them a reason to buy from you today, and you reward them for buying from you
today. You explain who should buy that. That’s great.
By the way, I haven’t been to Palisades. If any of you come to the live event and
want to hear the story of how I found myself in a tiny Colorado emergency room,
I’ll tell you the story on-site. Kenny has been to the Grand Junction Palisade area.
Scott says, “Tips for selling a service when there are several competitors offering
something similar and time sensitive. Timing is key.” I know Scott specifically, his
situation. In fact, we’ve done very well promoting Scott’s webinar to our
audience. Scott has a solution for doing sales tax on Amazon. It’s funny because
we had to find Scott because we were so dissatisfied with any other solution that
exists. Then we had to help Scott – I didn’t help Scott, but my business partner
Wil. We helped Scott a lot with developing the webinar, didn’t we, Scott? Which
is why I’m glad that you’re coming here. So you can really learn the extra-level
stuff and really crush it. You are in a blue ocean. You are really the only powerful
solution.
In answer to your question, in knowing what I know about your business, I would
focus on getting a webinar that converts extremely well for your system, your
sales tax system, and then build in follow-up communication for your service. So
you compete with your competitors by changing the rules. They’re all out there
trying to sell their service, and none of them are selling an information product.
Don’t try to sell the service on the front end. Sell the information product, and
the information product will lead to more service clients. You just have to be
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
deliberate about it. Don’t let it happen by accident, but be more strategic about
it.
I’m thinking about this now as we’re talking, Scott. The marketplace for Amazon
education is bigger than it ever has been. So how many other people out there
are teaching Amazon stuff these days? There’s like a million Amazon trainers that
exist now because they heard how much money it made and they said, “I want to
be in there too.” So courting them and having a very powerful webinar for them
to promote, that’s going to get more deal flow for you than any other advertising I
can think of. Nobody has a system that they can purchase that knows what
they’re talking about in the situation. That’s what you double-down on. That’s
actually pretty exciting.
Kevin says, “Why GoToWebinar versus GoToMeeting for one-to-ones?” No
reason other than if you’re going to use GoToWebinar in a webinar situation, I
would still use it even in a one-to-one meeting because GoToWebinar is different
than GoToMeeting. They’re very similar in some regards, but they’re very
different in other regards. We use GoToMeeting a lot as well for internal
company and small sales situations, but start with GoToWebinar anyway just to
get comfortable with GoToWebinar and its ins and outs.
Fred says, “Let people know I have a lot of unused capacity if people in this group
want to try to use GoToWebinar.” Yeah, that’s not a bad idea.
I can’t remember his last name, but his name is Brett. My office manager Trish
would know the guy who does the automated service for GoToWebinar. We
literally just used him yesterday. We did a little hybrid webinar where I came in,
did an introduction. We played a recording from my presenter that I had come
on. Then I came back in at the end and pitched. It was actually pretty cool. The
full story was this: I came on in the introduction. I went for an hour-and-a-half
hike and came back just in time. Then we opened it up and did a live pitch at the
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
end. It was kind of a hybrid, but we had Brett on yesterday. That’s why he’s top
of the mind. I’ll never forget. Brett, before we begin the webinar, unmutes
himself. I hear this cacophony of all this noise in the background. I’m like, “Dude,
what’s going on?” He goes, “I’ve got seven webinars running right now from
seven different people.”
Adrian, if I’m doing a webinar on any other platform besides GoToWebinar and
there’s an option between public chat or no chat, I will turn off public chat. I
would rather them not be able to chat at all than to see all this distraction. Let
me put it to you another way. Think about it like this. If you drive by a restaurant
and there’s nobody there, no cars parked in the parking lot, does that make you
more likely to want to go to the restaurant or less likely? Hilariously enough, it
makes you less likely. It’s like, gee, I can get immediate service because nobody’s
there. There’s no line. Instead you think “Oh, my god. Nobody’s there. They
must suck. Nobody cares about them.”
So if you have a public chat and five people on your webinar, you probably ain’t
going to sell anybody because they’re going to see “Geez, nobody cares. This chat
is so uninterested. Nobody must like this information.” So that hurts you. If you
have five people on a webinar, I’ll do the webinar. I’ll sell two of them, make five
grand. It’s not the best payday, but it’s a decent payday. If I have a public chat
and nobody’s chatting, I probably won’t sell anybody because of the empty
parking lot effect. On the other hand, if I’ve got a whole bunch of people and that
chat is scrolling so fast it’s overwhelming, I will sell less. I guarantee you.
The great thing about GoToWebinar is you don’t know right now how many
people are on this call. Whether I say it’s a thousand or if I say it’s one person,
you have no idea. So you don’t even know, and you’ve already kind of got an idea
that you don’t see a chat; so you’re oblivious to whether there’s a lot or there’s a
little, and it doesn’t enter into the equation. I love chat because I can interact and
I can learn a lot about my audience and how they’re responding and what they’re
interested in and all kinds of stuff. I can bring on my team, and they can answer
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved
www.getwsodo.com
www.getwsodo.com
questions privately in sales situations while I’m selling en masse to everybody.
But given the choice between public chat or no chat at all, I will do no chat as the
default setting. If I get a webinar that’s going good, we might open up chat and
test it because there are always exceptions to the rule. But generally speaking,
we start with no chat at all.
By the way, I’m telling you you don’t need to be a World Series seller right now.
For most of you, you just need to sell. So I’ll do a webinar, and there might be 30
people on. I’m happy just to have the ability to sell potentially 30 people. If I sell
10 of those 30 people at 2 grand a pop, I just made 20 grand. Now, I’ve made
millions of dollars. 20 grand still gets me excited. 5 grand gets me excited. Every
time one of you signed up for Genius Webinars, I got excited. That’s 5 grand.
That’s 5 more grand I didn’t have before. So we all got to start somewhere, and
little successes lead to big success just like little yeses lead to big yeses. But again,
if people know that there’s only five people here, your positioning is shot.
Well, let’s wrap it up here. We’ve been 90 minutes strong. I appreciate you. I
look forward to seeing you in person. Hopefully you’ll make it. If not, of course
we are recording the live event in October, not November, in October. Until then,
we will see each other one more time, and that’s on our next pre-event webinar,
which is on how to utilize the webinar funnel and the psychology behind it.
So I look forward to seeing you then. In the meantime, if any of this shakes
something loose in you and you go out there and you’re successful, just let me
know. I am a collector of success stories, small and large. I can never get enough
of them. So think about this. This might help you. “If I can send Jason a success
story, what would it look like? What could it be?” Then go out there and make it
a reality. I benefit because I get your success story, but you benefit because you
get the success. So I look forward to talking with you again here soon. In the
meantime, if you need anything, just hit us up at support. Thank you very much.
Genius Webinars | Rapid Crush, Inc.
© 2018, All Rights Reserved