Have you ever heard of the phrase "mind your P's and Q's?" I don't have any Q's for you today, but I've definitely got some P's. In fact, when marketers have a webinar that's missing these three P's, I don't even think you can really call it a live webinar training session.
The three P's are: proof, participation, and polling. And you're definitely going to want to have all three in your training, whether this is a free pitch webinar or a paid training course.
The first P is proof. I have been shoving this one down your throat the last several days. Most people imagine the wrong thing when I say "proof." For most people, proof means things like PayPal screenshots or bank account screenshots.
But here's what webinar proof means: it means when you're showing people your sales letter, focus on testimonials. If you're teaching real estate, show a picture of a house you sold and how much money you made from it. If you're teaching article marketing, show a published article that's listed 10,000 times over on Google.
On a webinar, your actions can be your proof. Teaching graphics? Design a logo for one lucky person in the audience. Teaching hypnotism and self help? Perform a hypnotic induction on your audience. Demonstrate proof.
The second P: Participation. You're live on the call so you might as well "prove" that as well! I wouldn't recommend going as far as unmuting people on the call, but if someone asks a decent question or says something great about you, read it aloud.
I can't stand being on webinars where the presentation is entirely scripted and rehearsed, and no one even reads my question. You shouldn't let questions run the call or distract you, but definitely respond to them when they come in.
And speaking of audience participation, you should poll your audience. You can have a lot of fun with this. I've asked my audience questions such as: "Have you been on a webinar with me before?" "Do you have a membership site?" Or even "which test won?" I would show my audience a split test I ran, have them guess which version of my sales letter won, then I reveal the answer.
The best use of a poll is the "before and after" which combines all three P's into one. Let's say your webinar showed people how to create a logo in 5 minutes. Before you demonstrate it, poll the audience and ask, "Can you make a logo in 5 minutes?" Show your logo formula, and poll the same question a second time. Usually the percentage will increase.
A buddy of mine, Andy Erickson, ran a graphics webinar and did exactly this. At the beginning of the call, he started a poll asking if they could create a logo. Only 25 percent said yes. But then, after showing people how to create a logo, he polled again and 95 percent of the audience said yes!
If that's not proof, I don't know what is. And those are the three P's for putting together a great webinar: proof, participation, and polling.
Good luck on your next webinar. Signup below to find out how to implement all this on your own webinars...
