Do Your Research

How to catapult webinar close rates sky high

Good morning and happy Monday my people.

Currently writing to you from a balcony in sunny Mallorca.

Blessed.

Today I want to talk about the most key part of my process when it comes to writing any copy, doing any webinars and making any content.

The research phase.

With the introduction of AI, you can make your life incredibly easy as a marketer simply by spending more time preparing to write copy, than actually writing copy.

Whenever we onboard a client to Webinar Wizards, I spend a disproportional amount of time becoming familiar with everything about our ICP, the clients offer and what messaging they are putting out into the market.

One well-thought-through Google Doc with the client's offer, guarantee, delivery process, pain points and sales arguments can spit out 80% of the copy we need for our campaigns.

If you speak to the closers on the offer, and you interview students inside of their programme, you get 3-5 very clear sales arguments and objections that come up across almost all the calls and all of the clients.

Most are smokescreens around uncertainty for B2C, some are more functionality and deliverables-based for more sophisticated offers.

The power of doing this cannot be understated.

Last week, we ran a webby with a client whom we have done 5 webinars for now.

I revisited our messaging and the presentation after speaking with the closers and 7 members of his programme.

I reconstructed the slides, and one of the closers is actually out here in Mallorca with me.

I asked him how the calls have been this week, and he replied 'Gold'.

His close rate has been 75% this week on webby calls, and the other closers have been around 60%.

All we did was add in some more of the most common objections during the pitch, but this has had a DRAMATIC difference in how warm the leads are once they come on to the call.

Do your research.

Speak to the closers.

Speak to the customers.

Figure out what the common themes are.

Double down on them.

To your success,

Charlie McCormack