A big part of what we do at Webinar Wizards is making sure that we improve upon each webinar with the feedback we get from the last.

We track every metric from the sign ups, to the show up rate, to the amount of content made, to the email open rate, to the conversion rate.

You name it. We know it.

One of our clients we were working with early on had a great webinar, or at least we thought he had.

Unfortunately, it wasn't quite converting at the scale in which we had hoped.

So, we went back to the drawing board and wrote a new pitch for the webinar. We kept the intro and the training section pretty much the same.

We specifically focused on how we framed and set up the transition into the offer from the training and the way in which we presented the core offer and the bonuses.

Previously, we weren't getting enough 'yes' momentum in the lead-up to actually making the offer.

You want people to be constantly saying 'Yes, Yes, Yes' in the lead up, so when you drop the offer, they are ready to go and take action on whatever it is you are asking them to do.

Whether that is booking a call or paying on the webinar.

We fixed this, and the frame in which we went into the offer became far stronger.

We had that 'Yes' momentum dialled in, and we also toned down the directness of the pitch - and simply presented our offer as the logical next step, as opposed to forcing them into buying.

The second thing we changed was the way we presented the core offer and the bonuses.

Previously, we combined the core offer and the bonuses into one - putting a price on each thing and anchoring the price like any good webinar does.

However, this seemed quite overwhelming when I look back on it. There wasn't any legitimate scarcity attached to it, and not enough detail on what the bonuses were and why they were valuable.

So, we changed the way we presented it.

We introduced the core offer and described what was in it and why it was of benefit to our prospects.

Then, we told them the price of the core offer. This is because as soon as people hear the price of anything, they automatically tense up in their seat and start finding reasons why they should say 'no'.

In order to swing the momentum back and put them in a 'yes' state, we then presented the bonuses and said that the bonuses were free as part of this offer.

Each bonus had legitimate scarcity attached to it and a reason why only a limited amount of people could claim it in the timeframe we gave.

Just by changing these two things in the pitch, we took a £12,000 webinar and turned it into a £42,000 webinar.

This is now a staple in our pitch strategy for any client and is steadily raising our CTA rates for all of our clients.

Do what you want with this information, but you'd be a fool not to implement it for yourself or your clients.

To your success,

Charlie McCormack