What should you pitch on a webinar?

A brief guide on how to figure out whether to go DTC, or to a call

One of the asymmetrical, deciding factors that differentiates a good webinar from a great webinar is how you choose to monetise it.

Typically, on a webinar, most people will either:

• Pitch A Call

• Pitch A Direct Offer

There are many different variations of offers you can pitch, and ways you can pitch them, but let's stick with those for now.

If you want context on how big of a change this can bring to your webinars, we had a client pitching a $500 mid-ticket product.

I performed well, but as soon as we decided to switch to call bookings for a $3,000 offer?

We did 5x our previous best CC on the first attempt.

That said, let's discuss deeper.

One of the great things about webinars, as I touched on in yesterday's email, is that you don't have to have a sales team.

(Note: If you don't WANT to have one. Dan Henry type shi)

An appointment setter might be useful.

But when I say a sales team, I'm talking about having to manage:

• 4 closers who all have on and off days.

• 4 setters who are incentivised to book anyone onto the calendar because that's how they get paid.

• Calendars and marketing tech that allocates the best calls to the best closers and overlapping availability.

• Reminder & Pre-Call Flows

• Show Up Rates

• Close rates

• AOV

• Financing plans and options

And everything else that comes with running a call funnel.

Now, to be clear - I love call funnels too.

I just don't think they have as much leverage as webinars.

And to be clear...

Book A Call CTA on a webinar?

CRACKED.

But sticking to the topic of what to pitch on a webinar, you have a few options.

Here are some questions to help you decide:

1. Which offer gets your clients the best results?

2. Which offer has the most reviews?

3. Which offer solves the most amount of problems for your ICP?

4. What is the price point?

5. Do you have financing options?

6. What is your average AOV on call funnels?

7. Is it a challenge or a webinar you want to do?

8. Can you add enough legitimate urgency / scarcity to get people to buy it there and then?

9. Are you able to handle the emotion of pitching on the call?

Take the answers from these questions and you'll get a gut feeling of what you should pitch.

Whether that be a call to pay, or a direct-to-cart.

And if you need help or a consultation on your webinars and want my thoughts on it...

You can speak to me here to see if I can help.

To your success,

Charlie McCormack