How effective are webinars in converting medium / high ticket sales?

38 replies
Hey all,

I am considering using a webinar as a means to educate folks before making my offer. The keyword here is "educate." They won't be attending what amounts to a drawn out sales presentation. That said, I am researching the good, the bad, and the ugly about webinars and I was wondering if any of you had any experiences you might be willing to share in hosting webinars?

Thanks for your help!
#converting #effective #high #medium #sales #ticket #webinars
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  • Profile picture of the author Steve B
    I don't think you can label webinars with a broad brush. They are all unique and some convert well - others don't. IMO, the reputation and name recognition of the presenter has a lot to do with how well the webinar is attended and how well it converts.



    The webinar "sales pitch at the end" model is so common these days, most people recognize what they are in for and many shy away because of the time commitment involved in participating.


    Steve
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    • Profile picture of the author Steve L
      Originally Posted by Steve B View Post

      I don't think you can label webinars with a broad brush. They are all unique and some convert well - others don't. IMO, the reputation and name recognition of the presenter has a lot to do with how well the webinar is attended and how well it converts.

      I agree, at the end of the day it's just another format, the content and message is what makes or breaks it, just like with any other format.
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  • Profile picture of the author ChrisBa
    Originally Posted by TheBigBee View Post

    Hey all,

    I am considering using a webinar as a means to educate folks before making my offer. The keyword here is "educate." They won't be attending what amounts to a drawn out sales presentation. That said, I am researching the good, the bad, and the ugly about webinars and I was wondering if any of you had any experiences you might be willing to share in hosting webinars?

    Thanks for your help!
    It's very hard to say, it varies by niche, demographics and your traffic. Also IMO webinars are almost overdone these days.

    What niche is this?
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  • Profile picture of the author TheBigBee
    Originally Posted by ChrisBa View Post

    It's very hard to say, it varies by niche, demographics and your traffic. Also IMO webinars are almost overdone these days.

    What niche is this?
    Real estate niche / general biz opps. I elaborated a bit below on Steve's reply.

    Originally Posted by Steve B View Post


    The webinar "sales pitch at the end" model is so common these days, most people recognize what they are in for and many shy away because of the time commitment involved in participating.


    Steve
    So true. I think great marketers are able to empathize. You're right. I would imagine that by now MOST people who demonstrate a desire to earn a living without having a second daddy (a boss) have attended at least ONE webinar in their lives.

    They all are the same, long sales pitch. So, I was considering saying; "let me make a product I can realistically charge $x97 for, put it on a free webinar, and sell people what amounts to replay access, community access, and swipe files." The idea is that there is no way they can get max value without having to replay certain parts - multiple times. Sure, I just gave away the entire farm on the webinar but you can't retain it all. So, you're forced to "buy the replay" with valuable bonuses. Sounded GRRRREAT TO ME.

    Not so fast... My wife made me think about it differently when she said; "you're losing money because most people will buy things and realize that it's not for them - no matter what it is. So, why allow them to figure out it's not for them for free if you're buying traffic?" She's totally right. If you give 100 people life changing info for free, only 30 will begin to start to use it. 1 or 2 is going to make it across the finish line.

    So... that killed my fantasy of giving away the farm on webinars expecting to "overcharge" for the replay...
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  • Profile picture of the author SiteNameSales
    The issue with webinars in the early stages of your promotion is that they are not necessarily different from any other product you're making available. How do get sign-ups, how much to invest in advertising and how much would your mailing list be interested. The same techniques are needed - a good ad, a good headline, a compelling theme, etc.

    One major difference is that solo ads are notoriously ineffective for webinars. Many sign-ups and mostly know-shows.

    I will say that I remember being annoyed at seeing 30 - 60 minute webinars used as a sales technique. All those statistics out there about average viewing time, etc. But for high ticket items a compelling and detailed webinar is just the 'ticket.'

    It's similar to the criticism of offering a free product but charging for shipping. While many take a pass, those who are truly interested will sign on and that's the name of the game in high ticket marketing.
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  • Profile picture of the author jbsmith
    You guys watching Frank Kern's latest flip on this...he is using Facebook (and even dabbling with IGTV) long-form videos to simulate what would be covered in a webinar, then re-targeting based on views of those videos into additional follow-ups and finally to the offer...much more effective than traffic to webinar as it takes advantage of relatively low-cost FB video ads to get traffic into the funnel...been watching him very closely these last few days.

    Just started some of my own and so far-so good...with less than $50 I have dozens of subscribers and at least 2 $300 signups - so ROI is looking very positive in the first couple of days...even that I could be optimizing the ads a LOT more and haven't even reached the last phase of re-targeting yet.

    Jeff
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    • Profile picture of the author TheBigBee
      Originally Posted by jbsmith View Post

      You guys watching Frank Kern's latest flip on this...he is using Facebook (and even dabbling with IGTV) long-form videos to simulate what would be covered in a webinar, then re-targeting based on views of those videos into additional follow-ups and finally to the offer...much more effective than traffic to webinar as it takes advantage of relatively low-cost FB video ads to get traffic into the funnel...been watching him very closely these last few days.

      Just started some of my own and so far-so good...with less than $50 I have dozens of subscribers and at least 2 $300 signups - so ROI is looking very positive in the first couple of days...even that I could be optimizing the ads a LOT more and haven't even reached the last phase of re-targeting yet.

      Jeff
      This deserves to be a post by itself.
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    • Profile picture of the author Therapy35
      Originally Posted by jbsmith View Post

      You guys watching Frank Kern's latest flip on this...he is using Facebook (and even dabbling with IGTV) long-form videos to simulate what would be covered in a webinar, then re-targeting based on views of those videos into additional follow-ups and finally to the offer...much more effective than traffic to webinar as it takes advantage of relatively low-cost FB video ads to get traffic into the funnel...been watching him very closely these last few days.

      Just started some of my own and so far-so good...with less than $50 I have dozens of subscribers and at least 2 $300 signups - so ROI is looking very positive in the first couple of days...even that I could be optimizing the ads a LOT more and haven't even reached the last phase of re-targeting yet.

      Jeff
      Where can I find a link for this guy, Frank Vern? I'm intrigued. I've been trying to do webinars and I've attended plenty of them but they're so long. I get so bored. I'm very active on Instagram and Facebook. So I'd love to know how to make money with that. Facebook and Instagram Live is considered the new webinar arena.
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  • I would have to agree that it all varies based on a lot of factors-- especially on the kind of market and niche you are promoting. It would be best to try and experiment first by running one webinar and see how that works well for you.
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  • Profile picture of the author jyzdesign1
    if you want to boost sale by webinars, we can try the steps that are given below:-

    1. Go beyond relevant: Make the title irresistible.
    2. List building
    3. Promise viewers something NEW.
    4. Meet that expectation & create hunger for more.
    5. Help customers, and yourself, with a call-to-action.
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  • Profile picture of the author ryanbiddulph
    The converter is the skill of the webinar host Bee Like a skilled carpenter makes a hammer sing. Or any crafts person, or pro, uses tools according to their practice with tools.

    Definitely the right tool too if you have questions; folks see your expertise and sign up. Virtually all mediums for helping folks online can be high ticket converters if the marketer practiced honing their skills for years. Always up to you, as a marketer, to do the requisite creating and connecting.

    Go for it bro.

    Ryan
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  • Profile picture of the author nickyz1
    I also want to try webinars out, but nowadays people do a lot of faking in them, I wonder if they convert like how they did those days
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  • Profile picture of the author OptedIn
    Why would you go through the time and trouble of putting on a webinar, just to educate? While it's true that folks expect a sales pitch at the end of a webinar, even something billed as a 'training webinar,' to not make a sales presentation to a captive audience doesn't sound like a prudent use of your time, to me. This should be illegal if you consider yourself a marketer with a viable product to offer.

    If your training is viewed as valuable and further demonstrates the value of your product and then you fail to attempt to sell it . . . . . .

    You have sinned! Your punishment should be to have your PayPal account closed. lol

    This is the classic definition of, "Leaving money on the table."
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  • Profile picture of the author SteveTraffic
    Hi everybody and OP,

    Webinars are becoming a bit saturated.. Because everyone is basically doing that long form sales video...

    They have long winded introductions of the speakers.. and if there is more then one speaker, that in itself can just be the first 20 minutes... Geez... I didn't come to watch that, I just want to dive in to whatever it is the hook was that got me to want to watch the webinar... Usually to learn something That I can apply to my business. 99% of the time... it is extremely vague and they just brush over some great tactic, that hit ya at the end for example... 4997, 2997, 1997, 997. for some coaching and tons of useless bonuses.

    I know a lot of people say... why recreate the wheel... Well, sometimes in life you have to make better wheels and tires.

    My recommendation... If you are really going to be educating your target audience and giving them value...

    One of the greatest techniques to this approach is a 2 part video, 3 part video, or 4 part video.

    Let me tell you why... I mentioned it in the beginning of my post... TIME... I do not want to be watching the webinar and now I am committed into the first 20 - 25 minutes while the presenters are all stoking their egos as to why you need to be listening to them. yada yada yada. its all fluff, just get to the point. I don't have 90 minutes to 2 hours listening to stuff that is not helping me... when all I am seeing is screenshots of the presenters bank accounts at different angels and trips to Tahiti with the family and friends... LoL.. I dont have time for that, I hope I am speaking for many more out there... I can not be the only one that could really do without all of that, just get to the point.

    With a small multi-part video, your target audience will be able to find the time to when they can watch the first video, that they can pause and replay.. ( if they are taking notes etc.. ) <-- this in itself is adding value.

    You can break up your "teaching" into a few videos. and do it all for free. don't pay webinar hosting high prices, LoL. record your videos.. put them on youtube for replays, as an unlisted video... meaning, not just anyone can find it, but those that are opting in to your funnel... you can email them with the link to view at their leisure and tell them tomorrow the next video is coming...

    As you can see from the above... all of it becomes automated... you make the videos one time. and no matter when people are opting into that funnel... they can go see your videos, the first one, then your autoresponder sends them the next followup with the second video... and so on and so forth. That is by far the best method.

    Here is an example, a buddy of mine created a 4 part video. In each video, he taught how to find the best cheap and cost effective advertising places on the internet by the boat loads. each video he walked through his technique and showed different niche examples. In his last video, he told everyone there was an automated way to do it and shared his link to the product with bonuses and so forth.

    He set all of that up into his funnel, and no matter if a person was in that funnel last June or just opted in last month... everyone goes through that part of the funnel eventually, it becomes completely hands off income for him. set it up once and its done.

    Give your target audience bite size pieces to consume at their leisure, they watch a few short videos, that they can pause and replay to take notes and so forth.

    Keep in mind, we all now live in an instant gratification world where we all are consuming things and the speed of light right in the palm of our hands... Literally. No one has time to watch a webinar for 2 hours that they can not even pause.
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    • Profile picture of the author OptedIn
      Originally Posted by SteveTraffic View Post

      Let me tell you why... I mentioned it in the beginning of my post... TIME
      Who watches webinars live? This is why Camtasia and the like were created. I record every webinar I am interested in for the same reason that I no longer watch any TV, live. Everything I watch is DVR'd so I can skip through the commercials, cutting the viewing time by an average of 40%. Skipping through the "fluff" on webinar presentations is no different with the added benefit of stopping and starting, at will. I don't allow anyone to control what little time I've got left. :-)

      Now, as far as that, "Special Offer," for sticking with the live webinar until the end, goes - I'll live without it. It's usually overpriced garbage.

      Additionally, almost every Webinar known to man mails out a replay link within 48 hours.

      Cheers.
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  • Profile picture of the author SteveTraffic
    Hi OptedIn,

    You make great points, " who watches webinars live..?" LoL.

    I didn't mention that I don't ever watch webinars live because that wasn't the point I was trying to convey.

    I hit the replay links in my email at times that are good for me. Its just all of the fluff, no matter how quickly you can skim through it, it is just a lot of nonsense.

    Educating your target audience and adding value to them... will always make you money, that is the bottom line!
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    • Profile picture of the author OptedIn
      Originally Posted by SteveTraffic View Post

      Educating your target audience and adding value to them... will always make you money, that is the bottom line!
      Without a doubt, there is more than one way to skin a cat. :-)
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  • Profile picture of the author newton
    It really does depend on the niche.


    Whilst many people say they are 'done to death', in niches outside of IM they can be a real goldmine.


    Auto-webinars are great because you just record one once and then people can sign up and watch them whenever they can. Many software solutions provide that feature, such as ClickFunnels.


    For higher ticket sales, webinars are still well worth the effort.
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    • Profile picture of the author TheBigBee
      Originally Posted by newton View Post

      It really does depend on the niche.
      This pretty much answers the question addressed in the thread headline.

      I've been thinking about that a lot today. I have a lot more flexibility than a guy in the MMO or weight loss niche for example.
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  • Profile picture of the author williamstout
    Honestly speaking, I consider webinars very dry and boring. In fact, I stopped doing them a long time back. Participating in forums and groups, interacting with users on a personal basis, establishing your authority and giving them results is the highest converting way that I have come across regarding getting clients for high ticket products or services. But TBH, it differs with different genres.
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  • The worst part about some webinars for me that they are not interfering with you personally. Some do offer tasks, helps you out on the way. I do have an old idea on my mind, but that might be hard to pull off. Actually, a human does remember the information better if they are the ones explaining it to another one. So the principle in my head would work like this: A teacher gives a lesson to a student, then the student gives lecture to another student and teacher only interferes when the information is misleading or is not fully provided. Might be possible to pull off and actually performing well.
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    • Profile picture of the author OptedIn
      Originally Posted by Augustine Aubergine View Post

      Might be possible to pull off and actually performing well.
      That's not the standard intended function of a webinar.

      You're describing course and tutorial presentations.
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      • Sorry, I was aware that webinar is any learning session over the internet.

        Word description: webinar - a seminar conducted over the Internet.

        So if live sessions are ongoing and the conversation is live, the idea can still stand. This is possible. Thank you for the correction.
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        • Profile picture of the author OptedIn
          Originally Posted by Augustine Aubergine View Post

          Sorry, I was aware that webinar is any learning session over the internet.

          Word description: webinar - a seminar conducted over the Internet.

          So if live sessions are ongoing and the conversation is live, the idea can still stand. This is possible. Thank you for the correction.
          We're discussing the 'sales' aspects of webinars. Al least I was. :-) I can see where the OP was referring to educational webinars. Don't think I've ever actually seen one of those. Every webinar I have ever attended had a sales pitch at the end, which is very typical.

          No need to thank me. I live to serve.
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  • Profile picture of the author faisalmaximus
    Before the webinar, I would like to recommend you to rank your lead collection page in Google to get relevant subscribers. Then do the webinar, relevant interested traffic will join to your webinar from relevant subscribers, so your conversion rate will be high.
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  • Profile picture of the author salsym
    Originally Posted by TheBigBee View Post

    Hey all,

    I am considering using a webinar as a means to educate folks before making my offer. The keyword here is "educate." They won't be attending what amounts to a drawn out sales presentation. That said, I am researching the good, the bad, and the ugly about webinars and I was wondering if any of you had any experiences you might be willing to share in hosting webinars?

    Thanks for your help!
    I have personally not conducted any webinar but I am sure of one thing, conducting a webinar is an art and only a very few people who have expertise in doing that. If you have expertise in presenting webinar, yes, it is a great way to convert high ticket products.
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  • Profile picture of the author Sarevok
    There are so many ways to answer this question.

    Think of it this way...

    What's the difference between a Podcast, an (a real) email newsletter, a Webinar Presentation, A Video Sales Letter, A Sales Letter, a Blog Post (that's designed to sell something) or any piece of sales content?

    We can break this down a bunch of different ways. There's one universal truth though, ranging across all sales messages; the idea is to offer something valuable (entertaining, educational, worthy-of-consuming), while promoting something at the same time.

    But there are other variables to consider.

    Much of the success of your webinar, or any marketing mechanism, depends on your ability to get the right people to actually consume your content.

    In other words; can you realistically get eyeballs on your content? And is your message, content, and offer in-demand by an audience that you can capture?

    You can have the best webinar in the world, but if an audience doesn't exist that resonates with your (sales) message, or if you don't have an economical (or otherwise) means to reach that audience, then all is for naught.

    The same is true if you have a lousy webinar, with a poor message and low quality content. If that's the case, then even an awesome audience won't do much good, right? (Though, rapport and relationships go a far way; a really far way, right?).

    Just my two cents, wishing you the best.
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  • Profile picture of the author rudi
    A webinar will only convert at a good rate for a medium to high ticket item if the viewers are already a warm to hot lead.
    In addition to this the webinar will need to provide real value to the viewer. A big mistake made by many is to make the majority of the webinar one giant sales pitch.
    The audience will need to know that you provide serious value before spending big money.
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  • Profile picture of the author Valerie DuVall
    Originally Posted by TheBigBee View Post

    Hey all,

    I am considering using a webinar as a means to educate folks before making my offer. The keyword here is "educate." They won't be attending what amounts to a drawn out sales presentation. That said, I am researching the good, the bad, and the ugly about webinars and I was wondering if any of you had any experiences you might be willing to share in hosting webinars?

    Thanks for your help!
    To your subject line. They are very effective, if done right.

    Educational webinars are not necessarily the best way to sell anything. Entertainment - or should I say - engagement - is how things are sold.

    It's no different than a sales page. Outline a problem (or desire) and make them feel the pain. Then give them the solution. In between, build authority and engagement, and boom - sales. At any ticket price.
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    • Profile picture of the author TheBigBee
      Engagement + Education + Irresistible Offer = Sales.

      Thanks for the reminder! lol.

      That was my entire approach to selling in my prior niche. Why I would do anything different is beyond me.

      The only difference this time will be that I'll not limit my income by actually buying traffic vs. relying on the . youtube algo for traffic.




      Originally Posted by Valerie DuVall View Post

      To your subject line. They are very effective, if done right.

      Educational webinars are not necessarily the best way to sell anything. Entertainment - or should I say - engagement - is how things are sold.
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  • Profile picture of the author Ashraf Mohamed
    I don't think you can label webinars with a broad brush. They are all unique and some convert well - others don't. IMO, the reputation and name recognition of the presenter has a lot to do with how well the webinar is attended and how well it converts.



    The webinar "sales pitch at the end" model is so common these days, most people recognize what they are in for and many shy away because of the time commitment involved in participating.


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  • Profile picture of the author amuro
    It all depends on 3 main factors.

    1. What your product is,

    2. How much do you really know what you teach and

    3. Who are you targetting?


    But the bottomline still boils down to how you handle your attendees' questions in Q and A towards the end, whether your product actually delivers as you said it will and how fast can you and your helpdesk get to any of your customers' enquiries.
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  • Profile picture of the author Rohit N
    Idea is good but also common and most common part is to pitch your service or product. I suggest you to make first 2 webinar for teaching purpose only, dont sell them anything. After then you should try to convert your audience into lead.

    First 2 webinars should move around your purpose but dont come immediately on it. Hope this could help you. [link removed by moderator]
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  • Profile picture of the author xredburn
    I like wathing webbinars and if I can't attend I watch the replay. Some of them are great but others just have the same info you can find on youtube.
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  • Profile picture of the author JohnVianny
    Webinar is the only way to sell HIGH TICKET products.

    In fact facebook videos are definately webinars. Most of webinars are pre-made and fake it as they're live.

    BUT your focus has to be on monetization.

    In fact, webinar and funnels serve to filter the bad ones with the good ones who will buy
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    • Profile picture of the author OptedIn
      Originally Posted by JohnVianny View Post

      Webinar is the only way to sell HIGH TICKET products.
      There is no only way to do anything.

      I's amazing the way that people state things in these post - as if everything they espouse is irrefutable fact. The only irrefutable fact is that what you state as irrefutable fact - isn't.
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  • Profile picture of the author itstrisha
    Using any of the tools totally depends upon what kind of business you have. If your business is information based then you must definitely do webinars for better growth.
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  • Profile picture of the author Ian5
    I think that today webinars are more useful than just text with images. Because you receive information from 2 sources: ears and eyes!
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