Publish Date : August 30, 2016 | Category: ,

Ep. 29 – How To Increase Sales On Your Webinars

Today I’m going to show you how to increase sales on your webinars. A lot of people teach live webinars, but once you get into automation there can be a lot to keep track of. Let me teach you the seven key numbers that you want to track to perfect your webinar.

Time Stamped Show Notes

  • 1:00 – Introduction
  • 1:40 – There are seven key numbers that you want to track to perfect your webinar.
  • 1:50 – 1: Cost per lead. This is how much money it costs for every lead that registers for your webinar. If you are using Facebook Ads, you can calculate this number by dividing the total amount you spend on the ad by the total number of registrants. I aim for $3 / lead, but I am okay with spending up to $5 / lead (or more) if the webinar is making money.
  • 2:20 – 2: Landing page conversion. This is the percentage of people who come to your landing page and actually register for your webinar. I typically get 40-78% of my mailing list opting in for webinars, but you’re looking for %20 minimum. If you’re using a software like Leadpages to create your landing page, that will give you the statistic right in your dashboard.
  • 3:00 – 3: Show up rate. This is the percentage of people who registered for your webinar and actually showed up live. Even if you get people registering, not everyone is going to show up. You’re looking for around 30% of those who register to show up live. If you’re using software like Instant Teleseminar, it should tell you inside of your dashboard how many people showed up.
  • 3:40 – 4: Stick rate. This is the percentage of people who show up live to your webinar and actually stick around until the end to hear your pitch. You’re looking for around 90% of your viewers to stick until the end. If you’re using software like Stealth Seminar, it should actually show you by the time stamp when people are leaving so that you can see when people are losing interest.
  • 4:10 – 5: Live pitch conversion. This is the percentage of people who showed up live to the webinar and actually take you up on your offer. To calculate this number, just divide the number of sales by the number of people who show up. Typically you’re aiming for around 20% if it’s a phone call pitch, but I’ve actually had clients get as high as 60% using my webinar model.
  • 4:35 – 6: Sales page conversion. This is the conversion on your sales page, meaning the percentage of people who visit your sales page and actually end up buying. If I make a profit and the conversion for my pitch is good, I don’t worry about this too much. If I notice that not a lot of sales are happening, I want to know if the sales page is a problem. The average sales page converts 2-10%
  • 5:20 – 7: Follow-up conversion. You want to look at how many people are signing up from your follow-up emails. I don’t have an exact number I look for here, but I want the follow up to double or triple my phone calls or sales. You have to remember, not everyone who opts in will show up, and not everyone who shows up will accept your offer.
  • 6:10 – If you’d like someone who can walk you through the step-by-step to set up your live and automated webinars, so that they really work to generate leads and sales like clock work, then I encourage you to apply for one of the spots in my monthly Webinar Nerds Workshop. In this live, one-day, group-intensive workshop, we not only walk through the strategy of creating a profitable webinar, but we also implement together.

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