Download - How to sell using educational webinars
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Using Educational Webinars to Sell
The Art of Being a Salesman Disguised as an Educator
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Getting Them to Listen
•You Have to Give Them What They Want Before They Will Listen to What You Have to Say
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Who’s Buying Now...
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How Do You Get The Remaining
70% to Listen to YOU?
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Most Do It Backwards
•Here’s Who I Am...
•Here’s What I Have...
•Here’s What It Can Do for You...
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They Don’t Care...
•About You.
•About Your Product.
•About Anything Other Than Themselves
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What Gets Their Attention?
•You Need MUST Know What Makes Your Customer/Client Tick
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What’s Your Market’s Hot
Buttons?
•Are They Motivated By Pleasure or Pain?
•The Carrot or the Stick?
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Do You Have a Customer Avatar?
•Do You Know Who They Are?
•What They Like/Dislike?
•Where They Hang Out?
•What They Enjoy Doing?
•Etc
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How to Develop Your Client Avatar
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Empathy Map
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Measure Twice Cut Once
•Almost Every Business Does a LOWSY Job Identifying Their Ideal Customer
•They Want Everyone and Therefore Get No One
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Facebook 5th Largest Country in
the World
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Ideal Client vs Client Avatar
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My Ideal Client
•Business with at Least 30K Emails or 500 New Leads a Month
•Product or Service in a Competitive Space
•Owner Netting at Least $250K Annually
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Client Avatar: Charley
•Charley’s Married with 3 Kids and Lives in a 4 Bedroom/2 Bath Home on the Good Side of Town
•He Drives a Newer BMW and Has All the Latest Gadgets
•His Wife Likes to Spend So He’s Been Working Longer Hours to Make More
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Client Avatar: Charley
•Marketing Isn’t New for Him, But He’s Been So Overwhelmed with Running His Business that He’s Not Up to Date on What’s Out There
•He’s Afraid that He’s Not Making the Most of the Clients He Already Has and Is Wasting Money Going After New Ones.
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Your Secret Weapon
•Market Data Does More to Convince, Convert and Capture Market Share Than Product Data Ever Will
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Everyone Gets This Wrong!
•They Find What Their Market Needs
•Then Tell Them What and Why They Need It
•You Have to Use Psychology to Persuade Them BEFORE You Offer What You Have
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5 Step Proven Formula
1.Intro
2.Market Data
3.Your Story
4.Teachings
5.Close
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How To Use Market Data
•After You’ve Identified WHAT Your Market Wants/Needs
•Determine What and How You Want to Position Yourself and Your Product/Service
•Find Market Data That Supports Your Position and Claim
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Let the Market Data Tell Your Story for You
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Examples...
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Save Time
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Create Doubt...
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Remind Them of the Pain
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Handle Objections
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Close Doors as Options
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Market Data Sets Buying Criteria
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Why Does This Work So Well?
•People Are Used to Watching TV and Believing What They See and Hear
•They’re Conditioned for It
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Your Story
•This is Where You Tell Them About Yourself and What Qualifies You to Teach Them
•Use Your Story to Build Trust and Rapport
•Empathize with Them
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Archetypes Sell
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Which Are You?
•Hero’s Journey
•Underdog Story
•Reluctant Hero
•Etc
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Teachings...
•Teach Them What NOT How
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3 Phase Close
1.Here’s What I Have...
2.Here’s What It’ll Do for You...
3.Here’s What I Want You to Do Next...
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What I Have...
•I Have the Flexibility in My Schedule and Desire to Bring on 2 More Clients
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Here’s What You’ll Get...
•Done for You and Done with You Market Research
•Done for You and Done with You Email Marketing
•Done for You and Done with You Sales and Marketing Funnel Build Out
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Here’s What I Want You to Do Next...
•Talk with Me After If You’re Interested in Using My Services or Know Someone Else Who Can Profit from Them