If you have attended many webinars or live web training sessions by many marketers, they tend to give discounts as a way of presenting special offers.  Is it a good idea to offer a discount of your product or membership site on a live webinar in order to get more sales?

You can provide bonus or early-bird specials, but don’t get them used to discounts instead get them used to buying while the price is still low.  Cutting your price is one of the laziest marketing tactics you could ever try, because all it requires is you edit your shopping cart and change a single number.

You can be more creative than that.  I don’t like to cut my prices because usually people are willing to pay the slightly higher price.  I just have to push them a lot more to get it done.  Maybe you just need one extra bonus to push people over the edge, such as an extra webinar or live Q&A call.  Maybe you need to record a bonus video and this could even be a simple 5-minute video tackling a common objection.

The one exception to cutting your price is if your product or service is brand new and you want to offer an early-bird special where the price is temporarily cut.   But in the future forever, once you are established, the price will be increased.
Why don’t you want to discount everything?  If you do your subscribers and your webinar attendees will get used to you offering discounts.  They won’t buy unless you discount.  They won’t buy unless your price is discounted so much it is barely worth your time and effort.

People do get trained to respond to certain prices.  People should be responding to your high prices in buying, not your low prices.  If you discount your prices too much, you will find that your subscribers only buy from you if you are running a sale.  Not on a consistent basis.  You want to get them used to buying while the price is still low.  They should not be waiting for the price to drop, your price should never drop.  Your price should begin low and only increase the longer it is in the market place.

This way when you launch something new, your buyers will jump on it and buy it and not wait around for the discount.
That is why you really shouldn’t offer a discount live on the call.  Instead, give people a bonus or an early-bird special, that’s it.  Don’t get them used to discounts instead get them used to buying while your price is still low.

Go ahead right now and run a pitch webinar to promote any of your new or existing products at: www.webinarcrusher.com

Claim Your Access to Webinar Crusher Now

When you are running your next webinar or live video presentation, you are going to be wondering how much to charge in exchange for the information you provide.  When should you charge nothing?  When should you charge $100 dollars?  When should you charge $200 dollars or even higher? Let’s figure that out right now.

You should charge $197 dollars at minimum for your training if you are providing some kind of training course.  If you are running a 4-week or 8-week class where you deliver a 90 minute webinar every week, and take a small group of around 30 people from start to finish.

For example, I was gave a class about video creation.  At the beginning of the course, the first week I discussed how to easily and quickly create a screen-capture video.  In another week we discussed video sales letters, and the third week video membership sites, and in the final week we masterminded each person’s own video product launch.

It was very easy to charge $200 dollars for this class because by the end of the course, each person who took it had their own video sales letter, video product, they had traffic for their videos and we critiqued their business and told them where to go from this point on.

We were able to easily justify at least $50 dollars worth of value from each of the 4-weeks.  Your own time is valuable.  If you are charging less than $200 dollars for a one or two month course, you are just not getting paid as much as you should be.

Offering a live course to a small group is great, but what do you do with the video recordings you have from those live webinars?  It’s easy, add it to a recurring membership site.  Allow people to join this site, but they only get the replays.  They do not get any kind of live training.

At this point, what do you charge them?  I would charge people $97 dollars per month, and schedule as a recurring income site.  In other words, you set up each lesson one month apart, add in some additional training, and people pay $100 dollars per lesson as the course continues.

By the end of the class, they have paid $400 dollars.  They did not get live trainings, so they miss out on the initial discounts, but the course proceeded at a slower pace where they didn’t have to put in as many hours per week.  It was a less intensive course.

This is good for you because you can open up the membership site to hundreds and hundreds of members and still remain scalable. The videos are sitting there, it doesn’t matter if 5 people watch it or 500 people watch it, it’s the same relevant training.

Those are what you should charge for paid training, but what should you charge for free, and should you ever do it?
There are two instances when you should give your training away for free.

First, if you are presenting to a guest audience, to a new group of people and you are trying to get these people to join your funnel.  This is called a guest webinar.  Very similar to how you might teach something for free for one-hour at an in-person seminar.

The other time that I would train people for free is where you have it as a pitch webinar, where the majority of the webinar is showing proof and teaching a little bit, then transitioning into a sales message for your membership site.
And that is how much you should charge for live training, $200 dollars for a 4-week or longer class, $97 dollars a month for the membership site containing their recordings.  And give your training away for free if you are running a guest webinar or a pitch webinar.

Now that you know how much to charge for your webinars, let’s create them in a very easy way at: www.webinarcrusher.com

Claim Your Access to Webinar Crusher Now

When you present any kinds of webinar or live video over the internet, you are going to want to end with what is called a “call to action”.  This is telling people where to go at the end of a video where you can do them a favor by giving them some real actions to take at the end of your webinar.  And only give them one thing to do, not multiple choices.
It really saddens me when I listen to interviews or watch webinars where somebody teaches something really great and at the end, the simply say good-bye.  That’s such a waste.

No matter what kind of training you are offering, you give people something to do at the end.  After all, in school didn’t you have homework?

If someone paid you money to get access to this webinar, you should provide them with some kind of homework or some kind of action to take after that training session is over, after the hour is up.

If you are offering this webinar for free, you should give people a URL where they can join your community and hopefully buy something from you in order to get additional training.

This “call to action” should not be your blog.  It should be a place where people can go to buy.  Preferably is should be a place directly related to what you just taught people.  It should be the next step that they should take after listening to your free information.

This is after all doing people a favor.  I said before, it really sucks when somebody teaches something great, then you have no way of getting in contact with them, or getting more of what you just saw.  You are doing people a favor when you teach them a little bit and then send them with a URL to buy.

At first it might seem awkward, but think about it, you just gave them all kinds of stuff for free, now they feel obligated to return the favor by checking out what you have to offer.  If you did a good enough job demonstrating your proof, and your authority, and your knowledge, then the real enthusiasts in that niche will be tripping over themselves to buy.

Let’s say you showed on a webinar how to easily record a video.  At the end of that webinar, you sold everyone on a class on how to turn that video into a DVD, how to use those videos to make money, how to add green-screen effects to those videos.  People who really got the most excited about your webinar on video will be perfect for joining this membership site.

That is the strong and confident attitude you have to have going into these membership sites.  If you aren’t sure about what your are promoting or if you don’t believe in it, it’s going to show and people aren’t going to buy from you or even look into what you are all about.

Being confident about your pitch also means only give people one place to go.  Don’t send people to your blog, your twitter, or multiple sales letters, give them one exact place they should go right now and why they should go right now.
On your live training always have a “call to action”, tell them where to go at the end because you are doing them a favor, and give them only one place to go to get the next step in your training.

Go here right now and improve or begin your webinar training at: www.webinarcrusher.com

Claim Your Access to Webinar Crusher Now

A live webinar is a great way not to just deliver training to a group of people, but also to promote your own offers.  Even if your presentation is mostly content, you still want to do a decent job of talking yourself up and giving attendees a reason to find out more about you.

How do you do that?  How do you build a good offer?  With content, proof, and demonstrations.

How Do You Provide Webinar Content And What’s The Best Way To Do That?

You are going to find that you can give away a lot of information as long as you just leave out the step by step.  If I am not sure what to present about on a webinar, I might choose a case study.  Explain to people what I did in a certain situation or what one of my customers did in a situation.  I might list a series of mistakes that they can avoid by following my advice.  I might just give them a list of improvements in that niche.  For example, I might list seven ways to build a list faster, or seven ways to avoid the most common computer programming mistakes.

A big part of presenting content, especially on a webinar where it’s live and you show your screen is the proof.  It drives me up the wall when people get too theoretical.  For example, let’s say I was telling you about membership sites on a webinar, I’ve done this.  Instead of detailing in vague terms what a single payment membership site is, or what a recurring payment membership site is.  I will open up my browser and show people what it looks like, show people what the back end looks like and explain that instead of talking in vague terms.  This way I prove that I have set up both types of memberships sites, and this shows what I am talking about which gives me a lot more credibility.

While you are showing your proof, you can also show demonstrations.  My favorite type of demonstration is “the free, hard” demonstration.  What this means is your webinar shows people how to solve a particular problem.  In this case membership sites, I might show the “hard” way to set up a membership site, then transition into an offer showing people the easy way to set up a membership site, which coincidentally is my paid course.

I give away the hard way for free, but then I sell the paid solution.  Those are some easy ways for you to build a good offer on your next webinar, deliver content, show proof while you are delivering content and in that proof, demonstrate the hard way to solve a problem, but then sell the easy way.

Webinars are only tough if you don’t have a guide.  If you have this training, it’s very easy.

That is at: www.webinarcrusher.com

Claim Your Access to Webinar Crusher Now

When you run a pitch webinar or online sales presentation, you are going to want to end with an offer.  If you have that component figured out, I want you to add a “price drop” where you name out a high price and then drop to the actual price of your product or service.

The only problem with the “price drop” is if you start at some ridiculously high number, you are going to seem silly and seem like a liar.  However, if you “stack” the offer first and build everything you have to offer up to a grand total of a very high dollar amount and then drop, you have a lot more credibility than if you simply price dropped.

Having the “offer stack” is a much better way of simply slashing the price, because that way you are not discounting your stuff.  Instead you are giving a lot in exchange for a lot of money.  You are not being Wal-Mart, you are being Tiffany’s.
Within reason, when I increase the price of my products, the conversion rate increases as well.  It is also easier to make one or two sales at $100 dollars than to make ten sales at $10 dollars.  You also can’t just throw out a number like $3 million dollars and drop it and drop it down until you get to $100 dollars, that’s just silly.  You need to build up your offer, cut up different parts of your offer and value each component and then total it up.

For example, let’s say you were running a 4-week webinar class.  Each week you would teach people something new about video creation.  In the first week we could teach how to make a video sales letter, the second week how to make a video product, the third week how to market your video product, and in the fourth week how to launch their next offer.
What do you price that at?  If you value each week at $200 dollars, you now have a total of $800 dollars and anything you drop from that seems like a huge discount.  If you could justify $100 dollars for each lesson, for example if making a video sales letter gets someone an extra $100 dollars, that week is over $100 dollars.  If making a video product gets people at least $100 dollars more of money, even across the next year.  That week is worth $100 dollars.

Now you have an $800 dollar value, which you can drop down to 600, 500, 400, 300, and finally 200 seems like a bargain basement price.  And that is the real secret of the “offer stack”.  It makes prices that used to seem high like $100 dollars or $200 dollars, seems like a very low number in comparison to a high build of of $800 dollars.

Do you see what I am getting at?  I hope so.  Learn how to perfect your pitch webinars at: www.webinarcrusher.com

Claim Your Access to Webinar Crusher Now

When you present a webinar, which is a web seminar or a live online training session, one of the great things about your video being live is that people can ask questions and you can directly respond to them.  That is great if your webinar is 100% training, but what if you have an offer or a pitch at then end of your webinar?  Should you take questions at the end of your pitch webinar?

The answer is both yes and no.  What do I mean by that?  I mean that you should be taking questions before your close and after your close.

When you are presenting your offer, when you are showing all the bullet points and presenting everything that is inside you really should look away from the question box for a while.  That way you can be uninterrupted by what you audience has to say.  If they have something that is a very important question such as an objection, which prevents them from buying, it can a few minutes until you are finished with your close.

Take questions during the webinar but at the end when you present the offer, stop looking at questions.  Then after you are completely closed out then look at the questions.  If some of the questions really do need answering, for example people tell you that they can’t afford it because the price is too high.  You need to justify the price better.  If they are not sure on how soon they will get the content, or they aren’t sure about one particular component, you definitely should think about answering this.

The key to answering multiple questions after a webinar close is that after each question or objection is handled, you need to tell people what URL to go to once again.

For example, let’s say as you close five questions come in from people that want to buy as long as this question is answered.  The first question is about the cost.  You spend about a minute or so explaining why your product is priced the way it is and why that’s a good thing, and different ways they can justify that cost.  Then tell people once again what website to go to.

Then look at the second question, answer that, give them the URL and so on.  This way every time you tackle an objection, people who might have the same objection get to think “great, objection handled, now I should go right now to this website”.

You would not believe how important it is to tell people where to go.  So close after every question.  The key to answering these questions is to turn bad things into good things.  Like I said, if people complain about the price, tell people how they can better afford it, but ignore discount requests.

A very common question I get, especially when promoting membership sites is why can’t I get all the content at once, why is it dripped out?  My response is, people would be overwhelmed if they got all the content at once so, they get the pieces as they need them.  That way they are not overwhelmed and they only have to focus on what is right in front of them.

That is why you should take questions before and after your pitch.  As long as you close after every question, ignore the questions while you are closing, and turn bad disadvantages into good advantages.

Are you ready to use webinars to make more sales yet?  Go to: www.webinarcrusher.com right now.

Claim Your Access to Webinar Crusher Now

When you are running your live, online webinar presentation and you end with a promotion to whatever product or service you are offering at the end of your training, one simple and easy tactic you should apply is the

Claim Your Access to Webinar Crusher Now

When you give your live webinar training, you should always end with a pitch. It

Claim Your Access to Webinar Crusher Now

If you have ever run a live webinar, attended someone else’s webinar, or thought about presenting a webinar of your own, you might be wondering how much of that webinar should you teach and how much should you sell whatever it is you have to offer.

I always get people asking me what percentage should I pitch, and what percentage should I offer content?  This is really a silly question.  The answer to both questions is however you long you need to present.

I find that when I look at my webinars, especially the 1-hour webinars, I offer 45-minutes of content and 15-minutes of pitch.  I am worried about offering this kind of advice and these kinds of numbers because I don’t want you to time yourself in this way.  I don’t want you to talk for 45-minutes and then have a timer go off and then you suddenly transition into a 15-minute pitch.

You need enough time to explain your offer and get people enough time to buy from you, or at least ask you questions.  For that reason, I think 15-minutes is a good amount of time during a live webinar but half an hour is too long.  If someone is late, they will join when you are already in pitch mode.

Don’t worry about the exact percentages.  Teach the lesson you have to teach.  Teach about four or five important things, and then explain everything that is within your offer.  Explain the pieces, show the testimonials, show the sales letter, show the order process, go into detail about what people get immediately when they join.  Don’t worry about the exact percentages.

You will probably know if you are going too far in one way or the other.  If you have so much content and so little pitch that all you do is simply mention a URL, you are obviously not going to get much traffic or many sales.

If you find that most of your speaking is a simple pitch fest, you are also going to turn people off and you are not going to build up enough trust.  The real way to tell if your presentation has too much content or too much selling is if you don’t make money from that presentation.  It is that simple.  That should answer your question of how much pitch and how much content should you present.

As a general guide, I would tell you to have 15-minutes of pitch for every hour you present.  You will know if you are speaking a pitch fest, or if you are chickening out on the close with practice.

Get that practice in right now at: www.membershipcube.com

Claim Your Access to Webinar Crusher Now

The best hidden benefit of running webinars or live video broadcasts is that you can charge more for your training.  You used to might spend weeks or months knocking out a report that you can only charge $10 or $20 dollars for, or even recording a video series that you could only really charge $50 dollars for.  Because you are running this live training, because you answer real questions, demonstrate real things, overcome real obstacles you can charge more because the training is live and it’s personalized.

I recommend you start charging $200 dollars for your webinar courses.  You can even increase your prices higher than that.  How do you do that?  With bonus videos, live webinar bonuses, and good old fashioned price training.
Just because you are running a 4-week webinar course does not mean your course has to contain four live webinars and that’s it.  Sometimes on webinars, we run out of time, we think of new things.  For example, you might have planned out a 4-week course, but by week 2 or 3, there is just something you forgot about.

In a webinar course I once taught about video, we taught marketing one week.  I forgot to show how to take a video and add it to you-tube and in fact, to do this on a live webinar would be pretty boring and tedious.  It takes several minutes for a video to upload, and many more minutes for a video to become live on you-tube.

What did I do then?  In between webinars, in the middle of the week, I recorded a video, a non-live video of me uploading a video to you-tube and let it process.  In between the few minutes it took to upload and get scheduled in you-tube I paused the video, so when someone was watching it, they didn’t have to wait around 10 minutes for the upload and 20 minutes for the processing.

This way the unexpected video bonuses give people more reason to stay as part of the class.  The next kind of bonus you can provide is a live webinar bonus.  No one said just because you offer a 4-week class, you only have to offer four live webinars.

For example, if one person or a group of people in your membership site are doing exceptionally well, and implementing everything you are teaching in the class.  Why not hold a special 1-hour bonus call for them where you answer their additional questions.  It doesn’t take a lot of extra work for you and it is a real easy bonus.

The final type of live webinar bonus I prefer is the reunion call.  Imagine this, someone has finished your one month course and now they are off to building their business.  What if you scheduled a webinar for one month in the future to bring all the old classmates back together, catch up on what they’re doing, give them more advice and possibly sell them into your next live class?

Having multiple, high priced classes like this is very important to overcoming price resistance.  If you have a list of subscribers, and they are used to you giving things for free or only charging $10 dollars for everything, they are going to come across some sticker-shock when they see that your live course is priced at $300 dollars.

On the other hand, if they see that all your training costs $300 dollars over and over again, they are used to seeing this high price, and they will instead look at the fantastic offer you have lined up for them.

That is how you are going to move towards higher prices, add bonus videos, add one or two live webinar bonuses, and train your list so they get used to your prices.

Come with me and find out exactly how you too can move your following to higher prices using webinars, just enter your name and email address below.

Claim Your Access to Webinar Crusher Now