Using Webinars to Generate Business Sales

Webcasting has become a very strong method of generating sales of your content, products and services. There are a number of webcasting services out there that you can obtain accounts through such as Onstream Webinars, WebEx, Webinar, Adobe Connect, ReadyTalk, also now Periscope (which is a mobile application for live broadcasting owned by and integrated with Twitter) and now you can also use services such as Google Hangouts for no charge as well.

The key to successful webcasting is to strive to bring people into environments that allow you to do the following sorts of things:

· Archive completed seminars

· Allow attendees to both phone in and enter view computer or smart phone application

· Edit recordings when completed

· Mute participants

· Unmute more than one moderator

· Hide comments from participants to other viewers

· Handle hundreds and possibly even thousands of attendees

· Allow a customizable interface process that incorporates the sending out of e-mail invitations and also “about to start” notification messages

· Allows for live embedding of computer page views, video presentations, PowerPoint slides, etc.

· Allows you show the webcams of additional moderators

· Attach clickable files or links

· Share applications

· Have some method attached or a clickable link to a service you own where you can collect a payment

· Redirect people to a URL you specify when they logout

So how do you find the people to come to your webinar sessions? Following is a list of things you can do to get attendees.

· Invite them to attend through your e-mails and auto-responder systems.

· Post the events on various social media sites – try to get them to pre-register with a signup form link (think of using a LeadPage form for this) and a message like “Save your spot now because this webinar will fill up!”

· Announce it through Facebook – boost post if it warrants it price-wise.

· Announce it and advertise it through a YouTube video and campaign

· Announce it on a Lead Capture page on your web or blog site.

· Post blogs about it and share the blog posts

· If you have a related Udemy course, you can also use one of their promotional or maybe even an educational announcement to your students if the webinar meets the Udemy guidelines/rules.

Webinars are a great way to train people and get them excited about purchasing your paid content and applications you are promoting. People signup to learn something new and while learning, they can be viewing a product of some sort that will help them earn revenue, be more productive, or be of benefit to them in some way.

This is almost like one on one selling – but it has an advantage if things go well in your webinar – and that advantage is tied to the building of peer excitement about the product being viewed. If an attendee sees others getting excited and making purchases while on the webinar, it can inspire them to purchase as well.

So do not overlook the use of webinars as part of your sales funnel program. It can make you money.

About Dan Grijzenhout: Dan has lived a successful entrepreneurial career for over 30 years. He has been a consultant, entrepreneur, systems architect and developer, investor, business owner and is now an author, online course creator and teacher, sharing his years of experience and knowledge with others. Search for the name – Dan Grijzenhout – on Amazon to see his available books and e-books.

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Five Tips to a Great First Meeting With a Potential Customer

You only get one chance to make a good first impression. It takes a lot of hard work to book a sales meeting. If you don’t make good use of it, you’ve just wasted resources and most importantly – TIME. Experts believe that if you make yourself distinct by doing an amazing job at the first sales meeting, you have a better chance of closing the deal in one of the subsequent meetings.

Here are five ways to be distinct from other sales people:

1. Be the Expert

To be credible, you must be an expert in your field.
Do not overwhelm your potential customer with jargon and technical terms
Demonstrate your skill as an expert by being able to relate your client’s situation
How their “itch” might be solved through your solution in ways they can understand.
Create a mutual understanding of the problems your customers are facing and that you might be able to help them.
Again, do not cloud their understanding by using meaningless technical terms

2. Do your research

Before your first sales meeting, do a few web searches so you can learn about your potential customer.
Learn as much as you can about their organization
Research news on the web that relates to their market
Being able to get a good sense of your potential customer’s background will help you come up with interesting perspectives you can share with them.

3. Be Curious

One of the most critical sales skill is Curiosity.
When are curious about people, business and situations, you can’t help but ask a lot of questions
Potential customers love being asked a lot of questions. This is because:
They will do most of the talking and people enjoy talking about themselves.
They will feel great about the sales meeting
If you listen with intent and have 101% presence in the meeting, your customer will feel listened to and appreciated – customers love that!
You will understand your customer’s outlook that will become critical information to help you solve their “itch” in the best way possible.

4. Ask all the right questions – Before and During the Meeting

Ask yourself these questions before your first sales meeting:
Why is this client taking the time to meet you?
What are your client’s strategic goals, opportunities and threats?
How will you show your customer what you do rather than talking about how great you are?
How will you differentiate your organization from the competition?

What are possible objections your customer could have? How will you handle them?

Structure your questions to be high level to ensure the customer know the answer to them.
Your first question should take you in the right direction.
Here are some examples of questions that can help you accomplish bullet points 2 and 3:
What are the top three things you want to achieve right now?
Why are these three things important to you and what changes would you like take place?
How are you making those changes possible to achieve?
As you work towards those changes, what is working and what is not working?

5. Is there value in moving forward?

Ask if they see value in continuing the discussion – 2nd meeting to close the deal
Be sure to be polite and not pressure your potential customer

The first sales meeting is not over until you follow up. These are usually an email with the following components:

1. Summary of the customer’s goals and requirements

2. Description of your solution and its strengths and benefits

3. Next steps – as agreed at the end of the first meeting.

Take these five steps and apply it the next time your book a potential customer for your first sales meeting with them.

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5 Tips To Closing More Sales More Quickly

Salespeople are often challenged by not closing the sale and not collecting leads. This challenge is compounded when store traffic is low. Small businesses are faced with high local competition, and increased internet sellers. When you do have a qualified buyer it is imperative you close the sale and do so quickly before you lose them. If you do not close them, at least collect their information so you can follow-up and close them later. These five tips will help you focus on efficiently qualifying the client and closing the sale.

Five tips to close more sales:

Ask the right questions
Listen with the intent to answer
Deliver a passionate presentation
Provide a compelling reason for them to buy today
Ask for the sale

1. Ask the right questions: WHO will use your product or service? WHAT will your product do for your customer? WHAT does he really want (outcome of using your product). WHERE is your product to be used? WHEN does he need it? WHY does he want or need it? All of these are important questions and should be asked. Some of you are probably thinking “I know this”, yet we so often forget to ask. There is no way you can make a good recommendation if you do not have a complete understanding of your customer’s wants and needs.

2. Listen with the intent to answer: We are becoming conditioned to respond to our cell phones more than to people. This is a sad but true statement. When working with a customer, give them 100% of your focus and attention. Ignore the phone, noise and distractions. Listen to them like they are sharing the most important news you will ever hear. Listen with the intent to answer. If they bring up an objection or question, answer it directly and honestly.

3. Deliver a passionate demonstration: We have all suffered through a robotic or overly complicated demonstration and thought, I so want this to be over! The best sales people are those who care about the customer’s needs, know their product in and out and deliver an engaging demonstration. Get your customer to participate during your demo by asking questions as you go and by addressing their needs and wants. Pay close attention to their body language. Are they bored, confused, disconnected? If so, bring back the conversation to them and their needs and wants. Every customer wants to know “What’s in it for me?” So make sure you keep their needs at the center of your demonstration.

4. Provide a compelling reason to buy: Why should they buy today? Make sure you have a good offer or special you can give them. It can be as simple as a free accessory or a discount. It can be a finance option or lay-away offer. Just have something you can offer if they do not say “Yes” to your closing question.

5. Ask for the sale: Well no surprise here! Close and close again. From the very first question you ask them, you should be formulating the perfect offer for their needs and wants. If you pay close attention to what they are telling you and if you are reading their body language, you should be able to formulate a great offer with a closing question. My favorite closing question is “What do you think?” Asking this question throughout your conversation can give you small closes. Example: If you are selling patio furniture, you could ask what they think of this color? If they say they love it. That is a small close. Try to get small closes as you go. Doing so will make the final close the natural next step of your conversation. It requires confidence to close a sale. Place yourself in a state of mind that you have nothing to lose by asking and assume they will buy from you. This will give you confidence and they will fell it.

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