Joel Erway is a real deal webinar coach and expert. He helps craft webinars, sales pitches, and designs programs that get conversions. It's no wonder why he's the go-to consultant for many of the top performing webinars. 

Whether you're a webinar skeptic or believer, or just need your curiosity satisfied, this episode gives an in-depth look at how and why this genius marketing tool delivers tremendous value to any business.

Episode Discussions:

• Why simplicity is best 
• How too many details can actually hurt your conversions
• Why webinars are one of the best ways to rapid test your offers
• The "trifecta" of a webinar 
• How to avoid triggering objections in your audience
• The non-sexiest acronym for a sales method (but very effective!) 
• Examples of "how to hook" in webinars 
• Joel's #1 rule in sales
• Why you should only talk about results 
• Thumbs up or down: How to test your webinar offers

2:34 

What got you to this point and what do you do?

The rundown on Joel's background.

-Why he decided to specialize in webinars 

-2008 graduated college as mechanical engineer

-Got into sales engineering 

-Went from zero to 2 million dollars in sales per year in 4 years

-Majority of growth happened within last 1.5 years-2 years 

4:50 

How it all began.

-Company gave canned sales presentations to engineers aka "Boring technical presentations"

-Studied and implemented own sales style into presentations

-Saw immediate impact on sales

-Sales and commission began "exploding"

-Quit and ventured into online business.

Joined masterminds and created engineering career development course

6:48 

-Taught people how to do interviews – naturally attracted unemployed audience, making it difficult to profit.

-Spent 5 figures on venture and ran out of money

Marketing Takeaway

 "Pick the segment of your audience that is willing and that is able.

You've gotta find the people with the money". -Adam

-Joel's revised sales presentation increased sales by 1400%

9:50  

Capping limitations on a webinar

"You could sell anything at any price on a webinar within reason. I believe you can sell $25,000 offers from a webinar."-Joel

-A webinar is just a conversion mechanism

-Give a good warm-up sequence

-Your limitation on price point has to be associated with how warm they are before they get on the webinar 

10:52 

The phases and outline of a webinar: Tips to implement into your business

-Strictly cold traffic: simplicity works 

-Surveys 

-Send "about me" video (no more than 2-3 min long)

-Send follow-up emails

-After the webinar: "litter" with testimonials. They are the most impactful at getting sales after the webinar. 

13:37 

How do you convert audiences on the webinar? The Webinar process and the almighty conversion.

3 sections to a webinar: introduction, content, and sales pitch

ARE Webinar Sales Method:  establish authority, attraction, and awareness of a common problem that you're there to solve.

"You have to tell them that life is awesome here because ultimately what we're trying to get them is some sort of transformation"-Joel

-Acknowledge the gap and make it as big a possible: where they're at is the beginning and where you are is at the top.

A: authority, awareness, attraction

R: relationship and rapport building

content - an existing belief they have about the topic and how you crush the belief 

E: exchange - pre-frame hook at the beginning of the webinar.

-Go through top level overview of the result they're going to get when they go through with the offer

-Address the biggest objections and why the reasoning won't work for them

-Tell stories: use testimonials or stories that resonate with their position 

20:23 

Joel's #1 rule in sales and the launch of Convert Pro.

- Only talk about the results.

-Launching a membership program called "Convert Pro" that helps people craft presentations in 45 minutes or less. 

Joel's key takeaway point:

"If people don't believe you and your offer isn't compelling, you'll never monetize your list."-Joel

How to contact Joel

• com
• Facebook
• LinkedIn 

Mentioned in this episode:

• Ted Talk: "The Secret Structure of Great Talks" -Nancy Duarte

Contact Adam: [email protected]

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