Oct 23, 2017
Webinars have been Trevor Turnbull’s only source of sales since
2010. He’s done hundreds of them over the years to sell his popular
training programs like LinkedInfulence, a course that helps
business owners and entrepreneurs leverage LinkedIn for lead gen.
So, does he use live webinars or automated webinars to sell his
products? Yes.
In this episode, Trevor shares the strategies and systems that
make it possible to run his unique hybrid style combo of live and
automated webinars as well as the valuable lessons, experiences,
and observations that go along with 7 years of history.
Episode Discussions:
- Why webinars work so well in the business opportunity
space
- The 3-minute pitch from a past SWW guest Joel’s used to
increase conversions
- How webinars have evolved since 2010 - What worked then, what
works now
- Hybrid approach: A sales mechanism for running both live and
evergreen webinars
- Include this at the start of your evergreen webinar to build
credibility and trust
- Why being transparent and building trust with your audience is
so critical
- Why you should still run through your webinar with little to no
audience
- How Trevor tested and refined his done-for-you offers using
different price points
- Tweaks to improve your one-time offers
- A walkthrough of Trevor’s simple and effective lead magnets and
webinar funnel
- Different price points and offers: What has and hasn’t worked
over the last 2 years
- Crafting the perfect offer
- The power of the phone call
- Selling programs with vs without support groups
- Successfully building a support community around a program
- You don't need paid traffic to make webinars work!
- Tips on approaching LinkedIn groups for partner webinars and
joint promotions
[3:28] Trevor's story:
- Worked in the pro sports industry and used LinkedIn to connect
with people
- Connected with Lewis Howes and ran his sports recruiting
website for years
- In 2010, sold LinkedIn course (how to get a job in sports)
using webinars
- Now uses webinars to sell training programs that show people
how to use and leverage LinkedIn for lead generation and
conversion
[6:41] How webinars have evolved since
2010:
- Then: It was easier to get people to attend because it was new
and different.
- Then: You could go straight to a sales pitch.
- Now: People don't want to be pitched to.
- Now: The sales process is harder and there’s more
competition.
- Now: Focus is on building trust, being honest and transparent
about the work involved without giving false hope.
[9:49] "What we've been seeing work really well
is being transparent and upfront. We're actually making the offer
within the first three minutes of the webinar."-JE
[13:06] "People always think 'if I give the
offer right away people are going to leave' and it doesn't happen
because you're still going to give content."-JE
[14:26] Trevor’s sales mechanism for
running live and evergreen webinars:
- Does a combo of live and evergreen webinars each month.
- Everyone that downloads a lead magnet receives an invitation to
a webinar.
- If the live webinar is within a week, Trevor's thank you page
promotes the live webinar. Otherwise, registrants are directed to
the evergreen webinar.
[16:14] Trevor's evergreen
setup:
- Uses EverWebinar
- Switched from GoToWebinar to Webinar Jam
- Opens with a 1-minute video that informs the audience the
webinar is recorded
- His transparency maintains integrity and builds trust and
credibility with his list.
[18:57] Joel turns 100% of high-end
done-for-you clients away who refuse to do any live webinars.
[20:15] If no one shows up to your webinar, go
through your normal routine anyway. "You'll figure out that one
thing you should've said differently...because you've seen it,
heard it and know the trigger of how to react to it the next
time."-TT
[21:10] Trevor’s advice if you're just
getting started with webinars:
Yes — absorb as much info as you can from smart guys like Joel
and then stop learning, start implementing and adjust from
there.
[21:53] See how Trevor's simple lead magnets
and webinar funnel works:
30daysalesmachine.com/checklist
30daysalesmachine.com
/profile
30daysalesmachine.com
/scripts
[24:53] Tested offers:
- Program price point: started at one-time fee
of $997
- Tested: phone sales with a price point of $997
vs selling directly on a webinar for $497 straight to an order
form
- Result: same amount of conversions
- Currently: focuses efforts on selling via
webinar because it takes less time but still offers a phone call
option (50% close rate)
[28:30] Trevor's upsells:
- "Accelerator Package": one-time offer, done-for-you service
(light & plus versions available). Price points vary from $997 -
$6K per campaign.
Future upsells:
- Paid access to support group
- LinkedIn makeover package
- Sales Team Accelerator package
[31:37] "I'm finding that our business is
evolving based on the feedback we get from webinars. People tell us
what they need and we build it."-TT
[35:52] Joel's course currently sells for $997
via webinar (increase in coming months) without a support group.
Planning a one-time offer, 14-day free trial for webinar
community.
[39:14] Trevor's winning tips on approaching
LinkedIn groups for partner webinars and joint promotions
Connect with Trevor
Connect with
Trevor on LinkedIn – mention this episode of Sold With
Webinars!
30daysalesmachine.com
Mentioned in this episode:
Trevor’s lead magnets:
30daysalesmachine.com/checklist
30daysalesmachine.com
/profile
30daysalesmachine.com
/scripts