When you invite someone to a party, they usually decide to show up for at least one of several reasons:
- they already know you, and know what to expect at a party you host
- they are interested in meeting some of the people who will be at the party
- they are just looking for a good time
When you host a webinar it may not be exactly the same thing as a party (well, why not? People can have a great time on a webinar if you set it up that way!), but if you want people to show up, you need to address these same reasons.
For those looking for a good time, they often love to use the chat feature on a webinar, if it is available, and that can be a great way of connecting with old friends and making new friends. But if they are talking to each other in the chat, they aren’t likely paying very close attention to you, the presenter. We’ve all seen that before, haven’t we?
Know, like and trust
So for someone who has raised their hand and said they are interested in your topic, the best reason for them to show up is because they know, like, and trust you. They feel like they have some sort of relationship with you and know what to expect when they sit there and watch their computer screen for an hour or more..
How do you get your prospects from never having heard of you before, to knowing, liking, and trusting you enough to put aside time in their day to show up?
This is the perennial question, isn’t it? Because usually, if you get 30% of your registrants to show up, you consider yourself lucky!
You should ask yourself, What about all of those other people who were interested? Who said they have a problem that needs to be fixed? Who thought – however briefly – that you might be able to help them solve that problem? Don’t you owe it to them to try to get them to pay attention?
The answer is “Yes”, of course. If you can help them with their problem, they really should be there. And you can get them there by developing and nurturing your relationship with them, not just during the webinar itself, but as soon as they click “send” on the registration page
Send a voice message
The first step in encouraging your registrants to show up during what we call the Webinar Intensification Process, is to send them a voice message. Send it immediately after registering; this is powerful because almost no one does this. It creates a “touch point” for your prospect, a quick way for them to get to know you.
In this one-minute message, you need to touch on 5 key factors:
- commitment and consistency
- exclusivity
- scarcity
- reciprocity
- curiosity
Talk about how you have personally set aside a VIP seat for the prospect to attend the webinar, so that they don’t get locked out. And tell them that they are also getting a special video series in their email, so they should look out for it.
What this does is it reminds prospects that they have taken one step (registering), and then you obligate them for the next step by showing that you have taken action based on their first action. This increases the likelihood of them taking the next step.
The message also invokes both exclusivity and scarcity because you have set aside one of the limited number of VIP spots.
Finally, you are over-delivering by promising something – an unnamed video series (curiosity) – that they were not expecting, but which adds great value.
As you can see, this really helps build a relationship with your prospect, because you are showing them that they can trust you to do what you say you will do, and over the course of the video series, they will hopefully begin to get to know you and like you!
If you would like more information about how to get your prospects to show up on your webinar, be sure to check out this post as well: How to get people to show up on your webinar – Curiosity
It’s your turn! Please share in the comments below the name of your webinar that you would like to offer, or that you are already offering.
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Want to skip to the head of the class? You can get all of this information in detail, plus a lot more, when you try the Webinar Intensification Process for FREE! Just click here to check it out.
