The Webinar Launch Plan: How We Made $50K with a Simple Strategy - Kerry Beck

Events drive sales, so use a webinar to launch your product and increase your sales.

FamilyEbiz - FREE Blueprint to Online Business https://FamilyEbiz.com

Podcast: https://familyebiz.com/podcast-2024/

YT channel: https://www.youtube.com/@familyebiz1913

 [00:00:03]:
Hey, everyone, Kerry Beck here with Family E Biz, where we help families start and scale online businesses to find freedom in their life, freedom to do what's most important to them. Today we are talking about webinars, the webinar launch plan that made us $50,000 with a simple strategy. Yes, that was 17 years ago, back in 2008. Can you believe it? Before we dive into that, let me just share a little bit about myself. Some of you know me, some of you don't, but we have been in the online business space since, oh, 2002, three or four, something like that. That's all over 20 years now. We did not begin with Family E Biz. We actually began with a company called Curriculum Connection.

 [00:00:48]:
We were in a niche. It was the homeschool niche. And so we now own how to Homeschool my child. I have Homeschool Blogger Network and Homeschool Blogger University, where we do bloggers. And online businesses in the homeschool world grow their business as well. But I share that because just because we have family events and we're teaching you how to make money, we use our niche business to test everything, to try it out so that we can say we are using this in a different area. And I'm sharing things that we did. And when I share things through family events, I'm usually going to refer back to my homeschool business and as well.

[00:01:32]:
And so it continues to be a great business. It's really the bread and butter of what we do. But homeschool, how to homeschool my child, is that we started family Ebiz around 2006 or 7. And that is when, because we just kept having families wanting to know, how do you start an online business? What did you do? How did you get started? And that's what we did. And so we started Family Ebis so that we could teach teenagers and families, moms, dads, business people trying to get a side hustle. We can sort of hit all of it again. Our very first Launch brought in $50,000. We didn't use any fancy tools back in 2008.

[00:02:14]:
We just used real value, real connection, and a strategic structure that I'm going to share with you. I believe webinars convert because they are personal, especially a live webinar. This is a recorded session, but a live webinar is personal. You can have a chat. Sometimes you can even bring people on to your webinar and have a conversation with them. They are educational and persuasive. So they are personal, educational and persuasive all at one time. But here's the truth.

 [00:02:48]:
And this is the problem with most people and the way they approach webinars. Webinars aren't just teaching a subject. Did you get that? Webinars are not just teaching a subject area. They're how you lead your audience to say yes to your offer. And too often, most people do webinars the wrong way. And I'm going to talk about that the wrong way. We want to get rid of that. Now, I've mentioned this a few times, but let me just give you the background.

 [00:03:17]:
2008, we were just online, I mean, maybe five years or so, and my husband Steve decided he was going to do a webinar to launch a course. It was called Building Sites that sell. Because all these families wanted to build a website that would sell. We used no ads, no automation, just a clear problem. How do you do this? And then a helpful training. The webinar taught part of how you can cancel. And then at the end, we had an invitation to go deeper. This is back before digital courses.

 [00:03:51]:
They ordered and we had someone ship CDs and DVDs to their home. And they had to watch these DVDs and use the CDs for the. For the printables as well. And we made a little over $50,000 from that one launch because we built trust through teaching and then confidently offering them our offer. It was great. It was amazing. It was shocking to us, actually. But we realized that we had fallen into something that truly worked.

[00:04:24]:
And I truly believe webinars continue to launch. I still use webinars on a regular basis. Like I may have said earlier, I call them masterclasses. I think that doesn't sound like a selling thing. You're going to come to a masterclass and learn about the topic. So let's talk about this. What is the anatomy of a webinar that sells? First, step one. Get your notes out.

[00:04:50]:
Pick a topic that solves one specific problem. So for me and my homeschool group, my moms are a lot of times overwhelmed. And so I talk and they're like, how do I get started this year? Or I want to raise my kids to be a leader. And so I have different ones. One of them is four steps to raising Christian leaders. Another one, this, that I'm doing in August, Start school right in 2025. And so I will teach them another one. Oh, I can't remember the exact title, but it's overcoming all your kids bad attitudes.

[00:05:27]:
And it's great for parenting and at the end I sell a character building toolkit and at my other two, I actually sell my racing leaders not followers course for $197. Yes, you heard that right. And homeschoolers, those of you that are, they actually do pay me money. $197. The parenting character training toolkit is about 20 or $30. You might have a mindset, maybe you are a life coach and you want to overcome and help them overcome imposter syndrome. And so you could talk about how do you do that and give them one tip and then sell your course or your coaching, whatever it is you're offering. Maybe you're in the health industry and people are trying to lose weight.

 [00:06:13]:
That is a real problem. And you're going to give them three steps to losing weight the easiest way, whatever. There is a problem and you've got to find it and give them a solution that has a transformation. Your whole point is transformation. Now I'm going to give you this is a little trick in your webinar. You are going to tell them what to do, but not how to do it. Your product, your course, your toolkit, whatever teaches how to do it in detail gives them everything that they need to overcome this problem. Your webinar is going to tell them what to do.

[00:06:50]:
So in my raising leaders, I tell them the four steps and they are in my course. And I don't have enough time to go through a six week course and give them the details. I may give them one or two little tricks, but in order to see all of it, they're going to have to get the course that tells them exactly how to do it. Webinars tell what the product teaches how. So step one is you want to pick a topic that solves one specific problem and it must be, it needs to go along with your offer. Step two, Build a simple funnel. What do I mean by this? You want to have them opt in to this webinar. Your webinar is your lead magnet, your freebie.

 [00:07:33]:
And then you're going to sell the course at the end of the webinar. Pretty simple. So they come to a free webinar and then they're offered a paid item that will solve their problem. It's all the same problem. Don't teach something that isn't going to be included in the course or the product as well. The way I do this is I have an opt in, then I send them some reminder emails and then we have our live or recorded webinar. Now you're probably going, I don't know about going live, I will guarantee you you will have better conversion rates on a live webinar than a recording. It is just a proven fact.

 [00:08:13]:
Live webinars convert better and the people that come to the live webinar are going to convert better. I actually had a boot camp a year ago and the boot camp was before my webinar and then my webinar sold the 197 homeschool course and everyone that came to my live boot camp and the live webinar, I think 100% of them lost my course. So they were showing up live, they were getting to know me, they were getting to trust me and like me. And so that was that's what live is all about. They hear who you are, they see who you are, you've got a chat there and you can correspond, correspond, communicate with them as well. So you're going to have them opt in, send some reminders and then give the live webinar that sells your product. You want to offer some sort of urgency and we'll talk about this in a minute but the urgency is you have maybe a 5, 7, 10 day window that they can get this special offer. You do want to give something special on that webinar.

 [00:09:27]:
A lot of people think you should discount. I personally believe it's more important to add value bonuses especially to my flagship. I've never discount my 197 course. I might discount a $30 something by $5 but I want my flagship to always sell for that amount. So how do I do that? On the webinar I actually offer bonuses. If you buy during that 5, 7, 10 day period that will off that will add value to it. I do. Now this is in detail and yes you would have to get that in my webinar course but you know we talk about different bonuses a fast if you buy here on the webinar you'll get this whatever and maybe a last day bonus or maybe a middle of the launch bonus.

 [00:10:16]:
But there are those are scarcity that offers urgency and a limited time to get that bonus and then within that 5, 7, 10 day period you'll get you know whatever the regular bonuses are and then they disappear when the webinar is over. So a simple funnel opt in reminder emails and live or recorded webinar offer urgency with follow up emails. These follow up emails could include testimonials. You definitely want to tell them the benefits, pain points and how you solve how you offer transformation. Your testimonial should show how it can transform a person's life, whether that's their homeschool, whether that's their health, whether that's their finances or their hobbies or whatever it happens to be. There's a girl named Jennifer Maker and she's made millions of dollars on crafting. She has a crafting summit and she is that cricket, those Cricut machines. She teaches all these different things on crickets and people are paying her good money for it.

 [00:11:26]:
So not just, you know, oh, I need this, but that's something that's a luxury and she's really building on that as well. So pick a topic that solves one specific problem. Number two, build a simple funnel. And number three, teach with purpose. Give value. Tell stories. Those stories can be transformation stories, hopefully. Testimonials, anything.

 [00:11:49]:
Include those scattered throughout and position your paid offer as the natural next step. So you want to scatter these things all throughout. You don't want to just teach, teach, teach. And people are like you want to. And I think it's fun and friendly. Do some fun things in there as well. There's one thing called trial closes and that's where you get people to say yes. Maybe you've given your step number one.

 [00:12:17]:
Can you see how this would help your children be better readers? If so, give me a yes in the chat. That's a yes. That's one closer step to buying the offer at the end. So you want to offer trial closest, but you don't want to over teach. You want. Some people spend their whole time teaching in the last two minutes they throw in the offer. That is not a good way to do it. Personally, I on an hour long, hour long webinar, I spend 15 minutes at the end selling.

 [00:12:52]:
Now that didn't mean I just go, hey, buy this, buy this, buy this. There's a whole range of things that we include in there. But I've done the bulk of my teaching before, 45 minutes. So pick a topic that solves one specific problem. It gives transformation. Build a simple funnel and teach with purpose. Teaching is good. Selling through teaching is better.

 [00:13:17]:
And you can do both on a webinar. All right, so webinars itself, how do you connect all of this? Remember, we've got our lead magnet, which is our webinar, opt in. And then we have our product and then we can do this over and over and they see exactly how they move through some things that you want to include during your promotion. Your launch is urgency. You might want to use timers if you have a bonus that's only good till midnight. The Day of the webinar, put a timer on your webpage, put a timer in your email that reminds them at say 8 o' clock that night. Again, you want to offer bonuses. I believe bonuses offer value and they connect to.

 [00:14:05]:
You need to make sure that your bonus connects with the topic. For instance, if I were and I'm going to go back to homeschool niche because I just know it so well, but you can take this and apply it to you. But if I am going to sell something, let's say on. On parenting and it's my character tool kit, character building toolkit, and I offered a bonus on Frog's unit study. There's no connection. I need to offer a bonus. One of my bonuses is my Manners ebook that connects because manners are part of character. So whatever your bonus is, you want it to connect with it.

[00:14:46]:
It doesn't have to be exactly. But here's a trick. Your bonus should. You should not need your bonus to see the transformation. Transformation. Everything they need for transformation should be in the product itself. You might. If you give price breaks, you need to make sure you outline those clearly.

 [00:15:05]:
But again, I believe bonuses and adding value are better than lowering your price. Too often we lower our price because we don't think they're going to pay for it. What's that? Imposter syndrome. That means you're not confident, you are not sure of yourself if this is really going to work, what it needs to do, that is where you need to work on your own mindset. And y' all can go look on some of my podcasts I've just recently talked about Imposter syndrome. And I can leave a link and I'm hoping, I think I can leave a link in whatever notes to what that podcast is. You know, in one of my homeschool business launches, I used a webinar to guide moms from being interested in leadership education to investing. And you know, when I changed my whole course around and I changed my whole way of doing a webinar, I mean completely got rid of some of the teaching because I was giving them too much teaching, they walked away thinking they knew it all and so they didn't invest.

 [00:16:07]:
So I changed my whole strategy for my webinar and I think I increased almost 30% in sales. I went from very and I increased the price. So there's a lot that I did. Why? Because that webinar answered questions. It gave clarity and it built confidence with my, with my attendees when actually buying the product that I was offering. So let's talk about an action plan. I am giving you a seven day action plan principle for free. You should be able to get it wherever she has the swag bag.

 [00:16:43]:
And if there's something next to my big, my webinar right here, my class, then you can get that here. But let's go over just the gist of what that seven day action plan. The principal has some more details for you of what to do on days one through seven. It breaks it all down first. Again, you need to choose one clear pain point that your audience has and then write out that solution. What is the transformation that you are going to offer them? Even if you've only just gotten transformation for yourself, that's good enough. Next thing you need to do is create a, I don't know, let's start short and small and easy, a 20 to 30 minute training around that problem and then add on a 5 minute, 10 minute sale at the end. So you want to create that outline of everything.

 [00:17:39]:
Then the next thing you're going to. This is not by days, this is just overall what you need to do. Then you're going to need an opt in page. So that means you need an email service provider. You're going to make this web page. You can even make it in your email service provider because they almost all have landing pages. So just go to your email service provider and you don't even have to do it on your website. Make a landing page that allows people to opt in.

Sadie Smiley [00:18:06]:
Tell them how you're going to solve this problem when they come and invite them to your live webinar. Call it a class, a masterclass, a workshop, call it for a webinar. And you want to do that next week. Like you're going to design this thing, you're going to and then you're going to do it. You're not going to wait two or three months. That's imposter syndrome. You don't want to do that. And then you want to offer your course at the end.

 [00:18:33]:
You need to outline what this is going to be. So that's your 20 to 30 minute. You're going to create all of that and get your opt in page. You will need a sales page somewhere for them to go. But again, if you don't want to use your website, go to your shopping cart. I have Thrive shopping cart and I can make my whole shopping cart page, a little mini sales page and they can come in and actually buy it right straight there in my ThriveCart page. So look at what you're using. If you don't have one.

 [00:19:05]:
I highly recommend it. ThriveCart so in the webinar you want to teach, then you want to offer your course with an extra bonus or two. If it is your flagship item, please don't discount. Add some extra bonuses for them sometimes. Like my character building toolkit is, I think it normally sells for $30 or $29 and I offer it for just a very limited time, two or three days for $20. And so there's a little bit of a discount right there. So you find your pain point with your solution transformation. You're going to outline all of that training and then you're going to add five or ten minute sales.

 [00:19:51]:
You're going to create your opt in page and invite your people, send some emails to that and then you're going to teach. You're going to offer your course at the end of your webinar. Again, our seven Day Action plan is free. It outlines exactly what parts of these in that order you should do to create your money making webinar. Now I will tell you this. If you want more detailed help mapping this out, next month I have a VIP webinar class that you are welcome to come to. We'll have slides, email templates, the whole structure that's worked for send. Now we have tweaked some of that structure since 2008, but a lot of it's very similar and so you're welcome to come to that as well.

 [00:20:38]:
And there'll be a link. Well actually here I've got the link and familyevis.com VIP webinar I would love for you to come to that as well. So there's two things you can come to. You can get our seven Day Action webinar plan or our VIP webinar class. Hey, thanks for spending time with me. I am Carrie Veeck with Family evis. We'll talk to you next time.