When you present a webinar, which is a web seminar or a live online training session, one of the great things about your video being live is that people can ask questions and you can directly respond to them. That is great if your webinar is 100% training, but what if you have an offer or a pitch at then end of your webinar? Should you take questions at the end of your pitch webinar?
The answer is both yes and no. What do I mean by that? I mean that you should be taking questions before your close and after your close.
When you are presenting your offer, when you are showing all the bullet points and presenting everything that is inside you really should look away from the question box for a while. That way you can be uninterrupted by what you audience has to say. If they have something that is a very important question such as an objection, which prevents them from buying, it can a few minutes until you are finished with your close.
Take questions during the webinar but at the end when you present the offer, stop looking at questions. Then after you are completely closed out then look at the questions. If some of the questions really do need answering, for example people tell you that they can’t afford it because the price is too high. You need to justify the price better. If they are not sure on how soon they will get the content, or they aren’t sure about one particular component, you definitely should think about answering this.
The key to answering multiple questions after a webinar close is that after each question or objection is handled, you need to tell people what URL to go to once again.
For example, let’s say as you close five questions come in from people that want to buy as long as this question is answered. The first question is about the cost. You spend about a minute or so explaining why your product is priced the way it is and why that’s a good thing, and different ways they can justify that cost. Then tell people once again what website to go to.
Then look at the second question, answer that, give them the URL and so on. This way every time you tackle an objection, people who might have the same objection get to think “great, objection handled, now I should go right now to this website”.
You would not believe how important it is to tell people where to go. So close after every question. The key to answering these questions is to turn bad things into good things. Like I said, if people complain about the price, tell people how they can better afford it, but ignore discount requests.
A very common question I get, especially when promoting membership sites is why can’t I get all the content at once, why is it dripped out? My response is, people would be overwhelmed if they got all the content at once so, they get the pieces as they need them. That way they are not overwhelmed and they only have to focus on what is right in front of them.
That is why you should take questions before and after your pitch. As long as you close after every question, ignore the questions while you are closing, and turn bad disadvantages into good advantages.
Are you ready to use webinars to make more sales yet? Go to: www.webinarcrusher.com right now.
