A pitch webinar is where you not only stream your screen and your voice to a group of people over the Internet, you give them free information and at the end present them with a paid offer. But it's very easy to mess this up and that's why I want to tell you about a failed pitch webinar and what mistakes you should avoid to avoid repeating history. When I gave my least successful pitch webinar, I presented the webinar as a mind map, I was uptight about the higher price and my list was not trained for that high price.
First, what the heck is a mind map? You might have seen PowerPoint presentations in the past where you can flip through slides and show bullet points on a screen. But a mind map is where you have different font bubbles that are connected. In other words, you see a big tree of information shown on the screen at the same time and while this might be useful to teach a certain subject, when you are trying to present an offer in front of someone, the problem with mind maps is that they can read ahead. That means if you're presenting some valuable information then transitioning into a sales pitch, there is no transition because everyone can see the pitch coming a mile away.
Instead of mind maps, use PowerPoint for pitch webinars. I also was not very experienced with offering a high price on a webinar. It's just human nature that if you are not used to asking people for lots of money and you are not used to justifying a very good offer in comparison to a low price point, you're going to be nervous.
In this case, we were giving at least $5,000 worth of information in exchange for a $1,000 payment. But $1,000 is still a lot of money to ask for and until you run a couple of pitch webinars, you're going to be awkward and a little nervous about offering something at a high price.
It's also not just you. It's your audience. If your audience does not have $1,000 to spend then all the selling in the world is not going to convert them. If your subscribers are used to you giving them a lot of free offers or $20 offers, making the jump to $1,000 is going to be difficult without a lot of buildup meaning a lot of email pre-selling before the webinar. If you are pitching something for $1,000 you should have your subscribers expecting you to charge $2,000 or $3,000 and then the $1,000 price point is a welcome surprise. They shouldn't be expecting $50 and getting $1,000.
In your next pitch webinar, learn from my three mistakes. Present with PowerPoint instead of mind mapping software, run through your presentation a few times to get used to asking for a high price and train your list through pre-selling to expect a higher price than the one you're going to give.
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