How to not speak to broke people
our webinar filtering system that just works
Gooooooooooooood morning!
Last night, we ran another successful webinar with a client of ours and it was potentially the smoothest one we've ever done.
I'll share the results with you because I like to be transparent about the results we are getting for clients.
We had 369 attendees at the time of pitching, 400 at the peak of the webinar but quite a few people have been to previous webinars so probably dropped off throughout the presentation.
We had 80 applications (almost half of the attendees).
38 qualified (know the price and have the money) calls booked for a $3,000 programme.
Assuming a conservative 80% show rate and a 45% close rate (both quite low for webinar calls)...
We should do $42,000 in new added revenue just from the existing calls booked alone.
Not to mention all of the people who applied who didn't IMMEDIATELY QUALIFY.
One thing I see people do that makes my heart sink every time is when people do webinars where the CTA is to book a call, and they send people STRAIGHT to their Calendly or GHL calendar.
You might book a fuck ton more calls and they will be very willing to get inside of your programme...
But it's a vanity metric.
How many of those people will actually be QUALIFIED calls?
Every single one of those calls booked is old enough to be in the programme, has the financial capability to invest and knows the price of the programme.
The only metric that matters at the end of the day is money made, so that is what we optimise for.
Other reason that this is a bad idea is that you don't want unqualified calls taking up space on the calendar.
You want to make sure only the most qualified people can book first, so they can choose the time slots they want and that suit them best.
They are a priority, so they get priority spots.
The rest can be followed up with later.
The result? Higher quality calls, better show-up rates, and dramatically improved conversion rates.
Think about it from your sales team's perspective too:
Instead of a day filled with tire-kickers and no-shows, they get to speak with people who:
Already understand the offer
Can afford the investment
Are genuinely interested in the solution
Have shown commitment by completing the application process
We want to respect everyone's time and focus your energy where it matters most.
If you're running webinars and skipping the qualification step, you're leaving money on the table and fucking your sales team in the process.
Your webinar conversion rate isn't about how many calls you book - it's about how much revenue you generate.
Start qualifying your leads, and watch what happens to your close rates.
To your success,
Charlie McCormack