When hosting a webinar which is a live presentation, most people don\u2019t think about the end.\u00a0 They think about the beginning and the middle but that\u2019s it.\u00a0 The irony to this is that the end is the most important part of your webinar because at the end of your webinar, you\u2019re going to want people to do something, right?\u00a0 If you are pitching an offer, you\u2019re going to want people to go to your web page and buy from you.\u00a0 Even if you are delivering 100% free training with no pitch, the end of your webinar will be you telling them what action they should take now.\u00a0 Whether you are running a webinar as a pitch webinar or a training webinar, you are always going to have some kind of call to action at the end.<\/p>\n
How do you make sure that people follow through with that call to action and don\u2019t drop off the call when they know you\u2019re finished?\u00a0 You deliver a smooth transition from the training to the pitch.\u00a0 You don\u2019t say goodbye or sign out to the very ends and you only offer one call to action.\u00a0 Only give them one thing to do.\u00a0 What does it mean to have a smooth transition?\u00a0 It means that far too many people keep something on the webinar and then pause before leading into what their offer is.<\/p>\n
If you could seamlessly transition from teaching to your pitching, you\u2019re going to have a lot of people not realize you\u2019re in pitch mode for a couple of minutes and you\u2019ll already have their attention and they will stay on.\u00a0 The usual cost of people dropping off a call during your pitch is because they don\u2019t even give you a chance to sell them on something.\u00a0 The transition leads to my next point which is don\u2019t say goodbye until the end.\u00a0 Again, people get nervous about pitching something and when the training portion is over, not only do they pause but they say goodbye and goodnight and then they move into what\u2019s the next step.\u00a0 It shouldn\u2019t be like that.\u00a0 It should be, you taught them something and now they keep the training going or you solve one problem, now a new problem has opened up.\u00a0 To solve the next problem, you have to go here and here is why you should go to this URL.<\/p>\n
One thing that\u2019s really going to help your pitch is by only giving people one single place to go.\u00a0 I see this all the time on a webinar.\u00a0 People say, \u201cYou can contact me on my blog.\u00a0 Oh, don\u2019t worry.\u00a0 You can also e-mail me and here\u2019s my phone number and here is my Facebook address.\u201d\u00a0 It\u2019s hard enough to get people to go to even one URL, let alone 5 or 10.\u00a0 Don\u2019t mention your blog.\u00a0 Don\u2019t mention any other websites, phone numbers, or e-mail addresses other than where do you want people to go right now.\u00a0 Again, that could be a place to buy something, to sign up for something for free, or even to just take some kind of action.\u00a0 Tell them where to go right now and make them go right now.<\/p>\n
That is exactly how to keep people on your webinar during your pitch or your close:\u00a0 Have a smooth transition.\u00a0 Don\u2019t sign off until the ends and only offer one call to action.<\/p>\n