If you are a business or personal development coach you know that having a steady supply of pre-qualified leads is vitally important to the growth of your business.
If you are like most coaches you spend your time generating leads through referrals, creating online content, events, speaking, etc..
Those methods are proven to work and have helped many coaches build a 6 and 7 figure business, but doing the work takes a lot of time and energy.
Creating content like blog posts, videos, podcasts, is a great way to generate buzz and leads but if you don’t continuously do it and “feed the content machine” your leads will start to dry up.
Attending events and speaking are great ways to become better known in your particular industry but these take a lot of time and not to mention that in order to get speaking appearances booked you need to have somewhat of a following to begin with.
Why does speaking at an event build your authority and make people want to work with you in the first place?
Because there is something about seeing someone on stage that’s endorsed by the event organizer (even if you paid to be on stage) that makes people see you as more of an expert or an authority.
Creating content works in much of the same way as well. Potential prospects read your content or watch your videos and (if your content is good) they slowly start to know, like, and trust you. Which will make them want to hire you.
Wouldn’t it be nice to be able to get potential clients to “know, like, and trust” you faster?
How would you like to be able to put your marketing on auto-pilot so that potential clients came in through a funnel and began the process and discover that you are the expert they’ve been looking for and then decide to hire you?
That would be GREAT! We all want that.
This internet thing keeps on giving
Why Webinars are Perfect for Coaches
If you have done live webinars in the past and had any success, you know how amazing they can work.
I’m sure if you’re like me, you’ve attended quite a lot of webinars online and have even about products or services from those webinars.
Live webinars work because of a few reasons:
- They require a time commitment from your lead. If they are willing to commit to spending 45 minutes to an hour on a webinar with you, they are probably more committed to solving the problem that you are providing a solution for.
- Since webinars are live and your attendees don’t know whether you will offer a replay or not, they are more inclined to want to stay for the entire presentation (if your content is good)
- You can showcase your expertise in a way that’s just not beaten on any other form of marketing. They can see YOU and hear your voice which helps them get a better idea of WHO you are and whether or not they feel a connection with your or your business.
The list can go on and on.
While live webinars are great, creating them and constantly having to do them live can be a ton of work and if you want a business that’s more streamlined and automated, live webinars might not be the best solution.
After all, you would rather spend your time providing amazing results for your clients and enjoying life instead of constantly having to do a live webinar.
Automated Webinars are Better
I love automated. I would automate everything that could be automated in my business if I could.
Automated webinars (sometimes known as evergreen webinars) are basically a webinar that’s available soon to a potential prospect anytime they come to the registration page.
They can be set up so that there are dates and times that are dynamically generated on the page so that if someone visits the page at 2:30pm it can show that the next available webinar is at 3:00pm (top of the hour timing).
They can also be set up for different times of the day that day or a day in the future. The point is that no matter when someone comes to the registration page there will be a time that’s coming up soon for them to attend.
Your automated webinar can be set to start in 1 day or 2 days or however long you want. This is sometimes advantageous when you have pre-webinar content you want to deliver after someone registers so that when they do attend they are more primed to take action.
One thing that I do recommend is to start with live webinars and perfect the presentation so that it performs the way you want it to before automating it.
No sense in starting right out of the gate with an automated webinar on your first try and it not be the best you can do.
The Power is in the Automation
The real power of an automated webinar is what can be automated based on how people engage with your webinar.
Here are just a couple of ways you can use automation to get better results:
- Track who attends and who doesn’t attend. If they registered but didn’t attend, send them to the replay.
- Track those that attended and stayed until your offer was made. You can then tag them in your email service software to follow up with them and get them to take your desired action (buy or book an appointment)
Starting to see the power here?
I recommend 2 automated webinar software platforms, Stealth Seminar or EverWebinar.
Both are excellent and are widely used. I do like the reporting in EverWebinar better.
Okay, Automated Webinars Look Awesome…but How Do I Use Them for My Coaching Business?
Glad you asked 🙂
I have a client who has a coaching business that’s kind of a hybrid of a group coaching and a course with video modules.
The price of the course is $3000 and teaches business owners in her niche how to grow their business to $10K a month and beyond.
She uses an automated webinar to provide some great content that highlights her expertise and also brings out the pain points that she knows her prospects are facing.
She then offers to help them get clarity on what they should do by booking a phone call with her at the end of the webinar.
She doesn’t try and sell them her course on the webinar, she focuses on selling the phone call.
You see, she has a proven sales method dialed in and she knows that if she can get enough of the right people to book a call she can close a certain number of them on buying her coaching program.
All of this is made possible with a killer Facebook ad campaign that we built for her and her automated webinar that keeps her calendar booked week after week.
Fill Your Automated Webinar With Paid Traffic
Of course, having the best automated webinar funnel won’t do you any good if nobody registers.
Our favorite way to drive traffic to our client’s webinars (especially for coaches) is Facebook ads. Facebook has so many ways to laser target your ideal clients that it’s a must if you want to be able to reach a sizeable audience.
Facebook isn’t the only way to drive traffic to your webinar though. There are other traffic platforms out there like:
- YouTube
- Google Adwords
The most important thing is that you develop a paid traffic system that delivers registrants at your target cost per lead and lets you fill your pipeline with pre-qualified prospects in a predictable and consistent way.
Paid traffic provides this ability.
The Perfect Automated Webinar Funnel for Coaches
If you are trying to sell a high-ticket coaching program (by high-ticket I mean a sale is worth $2500 or more) then an automated webinar designed to get a phone call booked is the way to go.
Instead of asking for the sale at the end of the webinar you provide a link to your booking calendar so that anyone who wants to can book a call with you (or a member of your sales team) and you can then determine if they are a good fit or not.
The way we set up the funnel for our cients looks something like this:
We call this our “High-Ticket Client Attraction Funnel”.
You can download the PDF version that shows it in more detail and I’ve even made a video that walks you through the entire process.
I even go over how much one client is spending on Facebook ads and how much they are making from the campaign.
A Consistent, Reliable, and SCALABLE Marketing Strategy
Do you have a way to generate leads on a consistent basis?
Are you spending too much time every month wondering how many clients you can bring on board rather than KNOWING how many leads are going to come in and how much revenue you will make?
If you don’t have a system in place that’s mostly automated and built to do all of the heavy lifting (getting the leads and convincing them they should talk to you), then you should explore the idea of getting an automated webinar funnel built.
