Webinars, or web seminars, are live calls where people can see your computer screen and hear your voice as you speak. They can get you a bunch of quick sales by being a real person. You teach something quick on the live call and transitioning into a way they can find out more about you and what you have to offer.

Webinars are also a great list builders. Think about it: your free webinar is never JUST a hard sales pitch. Blend content and the close.

The free webinar itself is a gift. Does that mean you can approach other marketers in the same niche as you, have them ask their list what problem you can solve for them? Yes. Could you make a post on your favorite forum offering free training (your webinar) to the first few people who sign up? Yes. Can you mail your own list and promote a new product or even one that you've had around for a while? Yes.

You're on my list, you've seen me do this all the time. It's great not just to sell stuff, but build a list too.

Here's an important distinction. People can signup for your list, but they can also signup for your webinar... two separate lists. So does that mean it's perfectly okay to take the list of email addresses of people who registered for your webinar and import them all into your list? Nope.

Don't do it. People signed up for your webinar, not your list and your webinar. And the record of that subscriber is going to show the date you imported the lead, not the date of the webinar. Their IP address isn't even going to be recorded. If you're using a webinar to build a list, send them to a forced optin page that redirects to the webinar registration page after signup. They optin to your list, and THEN they register for the webinar.

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Why don't you run more webinars? They are the best way not just to make a product -- that's not bad -- I've made a membership site in a day using a webinar to generate content -- but webinars get you massive TRAFFIC!

You don't have to spend all this time writing a report that won't even go viral... or record a video that you'll end up spending 25 takes to get it right.

On a webinar, people see your screen, LIVE... and they hear your voice... LIVE. If you want to show a PowerPoint, web page, or piece of software, it's all live.

It's just as easy as talking on the phone and most of your competition is too scared to do it... you aren't.

It's like a teleseminar except there's a video component instead of just audio.

So what are people doing wrong with webinars? Lots of things, and you might not even be realizing it.

One thing I see happening on a lot of free webinars is: they give away ALL their information. There's no reason to even join the program they offer at the end.

You wouldn't give away all your secrets on a sales letter, and you would have to cram so much stuff in there, it would be overwhelming.

A free webinar is just a sales letter. That means you can teach some stuff, you can give people the big picture, you can tell people what they're missing out on or doing wrong... but save your BEST stuff, the how-to, for the inside of your product.

But a webinar is even better than a sales letter. I have one sales letter in particular that converts at 4.05% ... it blends content and the pitch. When I presented the same sales letter information as a webinar, it converted at 19.6%! Crazy, right?

With a webinar, there's trust (they hear your voice). There's urgency (they're told to go right now). And there's much better course corrections than a regular sales letter (you can overcome objections within a few seconds).

When you run your very own webinar, don't give away all the information you know. Explain a problem, partially solve the problem, or explain "the hard way" to solve it... and then sell the quick and easy way.

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Have you ever heard of the phrase "mind your P's and Q's?" I don't have any Q's for you today, but I've definitely got some P's. In fact, when marketers have a webinar that's missing these three P's, I don't even think you can really call it a live webinar training session.

The three P's are: proof, participation, and polling. And you're definitely going to want to have all three in your training, whether this is a free pitch webinar or a paid training course.

The first P is proof. I have been shoving this one down your throat the last several days. Most people imagine the wrong thing when I say "proof." For most people, proof means things like PayPal screenshots or bank account screenshots.

But here's what webinar proof means: it means when you're showing people your sales letter, focus on testimonials. If you're teaching real estate, show a picture of a house you sold and how much money you made from it. If you're teaching article marketing, show a published article that's listed 10,000 times over on Google.

On a webinar, your actions can be your proof. Teaching graphics? Design a logo for one lucky person in the audience. Teaching hypnotism and self help? Perform a hypnotic induction on your audience. Demonstrate proof.

The second P: Participation. You're live on the call so you might as well "prove" that as well! I wouldn't recommend going as far as unmuting people on the call, but if someone asks a decent question or says something great about you, read it aloud.

I can't stand being on webinars where the presentation is entirely scripted and rehearsed, and no one even reads my question. You shouldn't let questions run the call or distract you, but definitely respond to them when they come in.

And speaking of audience participation, you should poll your audience. You can have a lot of fun with this. I've asked my audience questions such as: "Have you been on a webinar with me before?" "Do you have a membership site?" Or even "which test won?" I would show my audience a split test I ran, have them guess which version of my sales letter won, then I reveal the answer.

The best use of a poll is the "before and after" which combines all three P's into one. Let's say your webinar showed people how to create a logo in 5 minutes. Before you demonstrate it, poll the audience and ask, "Can you make a logo in 5 minutes?" Show your logo formula, and poll the same question a second time. Usually the percentage will increase.

A buddy of mine, Andy Erickson, ran a graphics webinar and did exactly this. At the beginning of the call, he started a poll asking if they could create a logo. Only 25 percent said yes. But then, after showing people how to create a logo, he polled again and 95 percent of the audience said yes!

If that's not proof, I don't know what is. And those are the three P's for putting together a great webinar: proof, participation, and polling.

Good luck on your next webinar. Signup below to find out how to implement all this on your own webinars...

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