WaaS - Webinar As A Service - Confessions Of A Pitch Strategist

During this episode, Neil is going to reveal how he finds his clients, how to position your services, how to make sure that your webinar sell, and how to systematize it to run as smoothly and efficiently as possible. Welcome, Neil, it's fantastic to have you here.

Neil Napier: Thank you, Cindy, good to be here.

Cindy Donovan: Thank you. Before we jump in, can you share with us how you first learnt about webinars and how long have you been ... What your experience is with webinars.

Neil Napier: Sure. Back in 2010, I was working for this company in the UK and they had to let me go because they were cost cutting following the 2000 recession, so it was quite a bad time. A friend of mine told me about freelancing online, so I got into freelancing online and slowly just via that I met a lot of different marketers who were selling products online.

One of the marketers actually became my mentor later on, and he told me the power of webinars. He showed me exactly how he was doing webinars. I realized that that was a way to go if you really wanted to connect with your audience at a more personal level. Webinar allows you to get a lot of people on call at the same time, and actually answer their questions, generally stay there, demonstrate what you have for them, answer their questions, overcome their objections.

These things you can't do on a video. He taught me all these things, and he showed me exactly how he structured his webinars, how he was able to take ... A list that wouldn't respond anymore to a list that would convert for even offers as high as like $2,000 a piece. He showed me this whole strategy which went beyond just email marketing or just video marketing.

That was a really, really big game changer for me because I realized that the market was so much bigger. The opportunity was so much bigger than we knew. That was about 3 1/2 years ago. I had been to one webinar before that. I must say I got lucky, I had launched something. I had 100 sales not too many, and I got 5 people on the webinar. I was teaching a $497 product and I got lucky, I got one sale. That itself was exciting enough to know that this can work.

Back then, 500 bucks for an hours worth of work was a lot of money for me. Of course now, the number's much different, but just by doing that webinar I knew that this could be a successful strategy that I could keep on doing over and over again.

Cindy Donovan: Being able to sell higher tickets, if you can sell $1,000 product versus $110 products, it's a lot easier to just close that one sale, especially if you can connect with people and get really face to face with them with webinars.

Neil Napier: Exactly. Actually on that call I got all of ... Because there were only 5 people, I got them all on the call to talk with me, and that really reduced the objection rate that they had because now they knew that I was approachable, and webinars make that happen. In video you're just watching someone on screen, and email you're just reading text, but in webinars, you're actually there with them, in the moment listening to them, interacting with them and so on. It's very good.

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