In our last blog post, you discovered the three keys to simultaneously GIVE VALUE and have your participants set up to say YES to continuing to work with you, if it’s a good match. They are:
- Use the biggest building blocks of your offer as the key points in your teleseminar.
- Provide are actionable tasks.
- Give the right balance of information so your participants don't feel full with information overload, nor do they feel like they wasted their time.
In our final article in this series, you'll discover our formula for crafting teleseminars that keep people engaged and lead them to say YES to your next step.
We have a template for creating teleseminars that will help you accomplish all 3 of these keys. It's helped us make hundreds of thousands of dollars leading teleseminars and millions of dollars leading live workshops. We call this our I-S-O-S template and you can design your teleseminars using this template to bring in tons of new clients.
The I stands for Introduction.
After you welcome them, make sure you include these 3 very important points in your introduction:
1. Tell them what they're going to get during your teleseminar and how their life is going to change when they get it.
2. Share your personal story. When you do this, you let them know how you have personally overcome the challenge that you are going to help them overcome. We call this your hero's journey story.
3. Tell them that in addition to giving some of your best secrets, you'll also let them know how they can continue to work with you. This way they won't be surprised by your offer (and may even look forward to it).
The S stands for Secrets.
In this section, give them just a few pieces of content they can put into action right away.
For each secret you want to share 3 things:
a. What it is
b. Why it's important
c. A simple step on how to implement it
You can use examples from your own life or you can use your clients' successes as an example of each secret.
You want your participants to leave the call with at least 3 things they can implement right away to improve their lives.
The O stands for Offer.
No matter how badly you want to serve, you can't solve all of their money, relationship or health challenges in 1 hour...
Your Offer allows them to take the next step to continue working with you. Your offer should feel outrageously generous.
We've led teleseminars where we've done really well, selling $2,000 programs during the call, but the value of the package was close to $5,000. You want to make sure whatever you're offering on the call has at least twice the value of your price.
And if you're just starting out, it can feel really uncomfortable to sell something on the call. So we recommend you offer a limited number of free (or paid) consultations with you and use your Heartselling skills to sell a package during those consultations.
Your offer becomes meaningful when you take the time to find out what your people are looking for.
In November last year, 530 people responded to a survey on what they want when it comes to teleseminars. Based on their feedback, we designed a program to give them EXACTLY what they asked for. This makes our offer feel so meaningful because we put hours of thought into how to give them the exact training they need to get started leading teleseminars.
So, the key is, find out what your people want, and then design your offer for them.
The second S stands for Secrets.
Most people end their call with the offer, but our recommendation is to leave your 2 best secrets for after your offer. Why?
Because some people will hear you start your Offer, and think, oh, the free part is over, I'm done... and they may miss out on the perfect thing that will help them get the results they want. So, by saving your 2 best secrets for last, you're making it more likely that everyone will stay for the whole call.
When you use this I-S-O-S teleseminar template to design your calls, you'll find you're able to give great value AND get tons of clients from every teleseminar you lead.
Now, you've got the formula for creating teleseminars that get you clients. Tell us how you're going to use this by commenting below.