Creating 3,000 attendee webinars with a 10% sales conversion — Anik Singal // Lurn, Inc.

Quotes

• “For us, webinars are just an amazing way of being able to reach the world. We’ve done 700 -800 webinars now and with everyone, we learn more and we fine-tune our systems.” -Anik “My largest webinar I ever did was 16,000 people at one time from all over the world that were watching. When we ended that webinar, we had done over 5.6 million dollars in sales.” -Anik “The moral of the story here is that when you’re selling high-ticket items, people need more information to validate the purchase. It is not an impulse decision and so the format of the media, the amount of information that you are going to get from a webinar basically matches what you are trying to sell when you get into the high three figures, low four figures price point.” -Anik “For the actual webinar, I used my 5-step template. When you create a webinar, you are going to look for about a 60 to 90-minute presentation. You’re definitely going to spend quite a bit of time on the story.” -Anik“I will sometimes sit on the pitch for an hour. The reason is, even your pitch is divided into two sections: drop URL and post URL. The first chunk of the pitch is you talking before you have brought the ability for them to buy. You’re still building value. But then, the amount of time you can extend a webinar post URL drop is infinite.” -Anik “Keep it simple. You don’t need fancy slides. We find that simpler sides work best. Do not try to put every word that you are going to say on a slide, that’s the worst. Slides should be supplementary to what you’re saying. You want to make sure they are focusing on what you are saying.” -Anik “Not all webinars are created equal. The audiences is going after the niche they’re in and the price point in what you are selling does alter the type of webinar you create.” -Anik “There are lots of decisions involved in relation to other marketing vehicles. Which tool are you going to choose? Each one has it’s good and bad. There’s no one perfect webinar platform. The second element, what does your funnel look like? Because gettingsomeone to register for a webinar is great, the question is if they are going to show up. That’s where the battle is at.” -Anik “The third piece is, what happens after the webinar. 90% of webinars fail. For us, whatever sales we get on the first day, Ican triple that in this following seven days by following a format of an encore, re-plan, and something we call extension. Your actual funnel is such a big part of your actual webinar.” -Anik“In the B2B setting for webinars, you don’t have a thousand people. You one client that you’re pitching but still you have a deck, you take them through the whole process, a demo was included, it’s about 30 to 45-minute presentation and they close about 26%. The short answer is B2B, SaaS, enterprise, it works for pretty much every space, even with coaches, consultants.” -Anik“You need to develop a program, an offer which could be services such as coaching or consulting. It doesn’t have to be a product. You need to develop something that you feel has a lot of value that can be sold for 700 or more dollars. If you get that down, the webinar is going to fit automatically.” -Anik “The idea behind webinars is you are able to create a presentation that is suited to an audience that needs information to rationalize amore expensive purchase than something that’s impulse-related.” -Ben “Webinars are a great way to engage with the audience, provide value, and also drive a high conversion rate.” -Ben