If you have attended many live webinars, where someone can host a live meeting (showing their screen and hearing your voice) -- you might have seen them run a webinar and promise a gift just for showing up. Whether you buy on the webinar or not. Before the webinar is even over.
Really? You have to bribe them just to come to the webinar? I can understand bribing people to join your list... but another bribe just to be on a webinar? It's free training... the gift IS the webinar.
When you offer a gift in exchange for coming to the webinar, you introduce a lot of problems. First off, it makes you look really under-confident that people will even come to your webinar.
When you're using a gift to build a list, a bribe makes sense. They don't know you yet. There's no trust built yet. But if you start acting like these marketers who bribe people just to read an email... you're training that list to ALWAYS get something for free. And the one time you don't have that gift, your subscribers will be mad and asking, "Where is my free gift?"
Don't offer a free gift at all once they're on your list. Every email you send out IS the gift. Every webinar you run for them IS the gift. It's that simple.
The point where you can really tell the gift gets in the way of your marketing is where to offer the gift. If you offer it at the very beginning, will people have a reason to stay based on your "gift-giving logic?" And whether you offer the gift at the beginning, middle, or end of your webinar... not only will you have to remind people about the gift, it will mess up your close.
I've been on plenty of webinars where they taught something, then transitioned into a pitch explaining where I could go to pay for more training from them. But after spending 15 to 20 minutes talking about it, and telling me the URL over and over again... they would once again remind me about the free gift!
Guess what I did... I didn't even check out his pitch and I headed right for the free gift. I'm guessing most people on that webinar did the same thing.
Those scenarios should be enough of an example to convince you to avoid giving a free gift on webinars. Your webinar is the free gift... the sooner you realize that, the better your close will be, and the more confident you'll become on webinars.
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