1. Using Educational
Webinars to Sell
The Art of Being a Salesman Disguised as an Educator

2. Getting Them to Listen
• You Have to Give Them
What They Want Before
They Will Listen toWhat
You Have to Say

3. Who’s Buying Now...

4. How DoYou Get The
Remaining 70% to
Listen to YOU?

5. Most Do It Backwards
• Here’s Who I Am...
• Here’s What I Have...
• Here’s What It Can Do forYou...

6. They Don’t Care...
• About You.
• AboutYour Product.
• About Anything Other Than Themselves

7. What Gets Their
Attention?
• You Need MUST Know
What MakesYour
Customer/Client Tick

8. What’sYour Market’s
Hot Buttons?
• Are They Motivated By
Pleasure or Pain?
• The Carrot or the Stick?

9. DoYou Have a
Customer Avatar?
• DoYou Know Who They
Are?
• What They Like/Dislike?
• Where They Hang Out?
• What They Enjoy Doing?
• Etc

10. How to DevelopYour
Client Avatar

11. Empathy Map

12. Measure Twice
Cut Once
Cut Once
• Almost Every Business Does
a LOWSY Job Identifying
Their Ideal Customer
• They Want Everyone and
Therefore Get No One

13. Facebook 5th Largest
Country in the World

14. Ideal Client vs
Client Avatar
Client Avatar

15. My Ideal Client
• Business with at Least 30K Emails
or 500 New Leads a Month
• Product or Service in a
Competitive Space
• Owner Netting at Least $250K
Annually

16. Client Avatar: Charley
• Charley’s Married with 3 Kids
and Lives in a 4 Bedroom/2 Bath
Home on the Good Side of Town
• He Drives a Newer BMW and
Has All the Latest Gadgets
• His Wife Likes to Spend So He’s
Been Working Longer Hours to
Make More

17. Client Avatar: Charley
• Marketing Isn’t New for Him, But
He’s Been So Overwhelmed with
Running His Business that He’s Not
Up to Date on What’s Out There
• He’s Afraid that He’s Not Making
the Most of the Clients He Already
Has and Is Wasting Money Going
After New Ones.

18. Your Secret Weapon
• Market Data Does More to Convince,
Convert and Capture Market Share Than
Product Data Ever Will

19. Everyone Gets This
Wrong!
• They FindWhat Their
Market Needs
• Then Tell Them What and
WhyThey Need It
• You Have to Use Psychology
to Persuade Them BEFORE
You Offer WhatYou Have

20. 5 Step
Proven Formula
Proven Formula
1.Intro
2.Market Data
3.Your Story
4.Teachings
5.Close

21. How To Use
Market Data
Market Data
• AfterYou’ve Identified WHATYour Market
Wants/Needs
• Determine What and HowYou Want to
PositionYourself andYour Product/Service
• Find Market DataThat SupportsYour
Position and Claim

22. Let the Market Data
TellYour Story forYou

23. Examples...

24. Save Time

25. Create Doubt...

26. Remind Them of the Pain

27. Handle Objections

28. Close Doors as Options

29. Market Data Sets
Buying Criteria

30. Why Does This Work
So Well?
• People Are Used to
WatchingTV and Believing
What They See and Hear
• They’re Conditioned for It

31. Your Story
• This is WhereYouTell Them
AboutYourself andWhat
QualifiesYou to Teach Them
• UseYour Story to BuildTrust
and Rapport
• Empathize with Them

32. Archetypes Sell

33. Which AreYou?
• Hero’s Journey
• Underdog Story
• Reluctant Hero
• Etc

34. Teachings...
• TeachThem What
NOT How

35. 3 Phase Close
1.Here’s What I Have...
2.Here’s What It’ll Do forYou...
3.Here’s What I WantYou to
Do Next...

36. What I Have...
• I Have the Flexibility in My Schedule and
Desire to Bring on 2 More Clients

37. Here’s WhatYou’ll Get...
• Done forYou and Done withYou Market
Research
• Done forYou and Done withYou Email
Marketing
• Done forYou and Done withYou Sales and
Marketing Funnel Build Out

38. Here’s What I WantYou
to Do Next...
• Talk with Me After IfYou’re Interested in
Using My Services or Know Someone Else
Who Can Profit from Them