How To Think With Dan Henry Why My Last Webinar Didn’t Convert Well And What I’m Doing About It
>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<
----
What do you do when your webinar doesn’t convert as well as you would like it to?
If you’ve been following me for a while, you know I don’t do live webinars very often. In fact, it’s been a few years since I’ve done a webinar like this.
The truth is, live webinars are very time-consuming, and if you are busy like I am, you know sometimes it’s hard to find the time to fit in the production of one live webinar.
So how can you refine your webinar without having to do it live multiple times?
Let me share the process I use to gather the information I need to refine my webinars without blocking out huge amounts of time out of my schedule.
In this episode, I am going to cover:
- What my most recent webinar conversion rates were
- How I collect the information I need to improve my webinar
- And, the process I use to make sure my webinar will convert consistently
If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)
— SUBSCRIBE & FOLLOW —
Subscribe to Dan’s YouTube Channel
Want Dan’s Wall Street Journal bestselling book for FREE?
Click here to get Digital Millionaire Secrets, FREE!
Interested in having Dan’s team personally work with you to grow your business?
Book a FREE Strategy Session here!
Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?
Click here to watch the webinar now!
Click here to Visit our Corporate Website: GetClients.com
— TRANSCRIPT —
Why my last webinar didn't convert very well and what I'm going to do about it. That's what I cover in today's episode.
All right. So I have recently kind of on the down-low, done a live webinar. And let me just set the stage for you on this. If you've been following me for any length of time, you know that right now, my business is primarily, you know, higher-end coaching. We don't really sell courses anymore. We sell, you know, an actual high-end coaching experience. But I started a new company recently called Plan Tomorrow, and I'm very excited. We just launched the Plan Tomorrow Daily Planner, which is my productivity planner that I created. And that's been going very, very well. But we give away a free, or the plan is any way to give away a free productivity class with the planner. And, you know, the idea is that it's a really nice class. And at the end, we ask them if they would like to purchase our new, Legendary Productivity program.
And so, you know, we have this planner, and then we have sort of a backend online course to go with it. And this is a lower ticket item. It's not a high-ticket. It doesn't include actual coaching. It's an online course. And so in the past, I've, you know, I've done 8 million with, you know, lower-ticket online courses, but it's been a couple of years since I've actually done a webinar to a low-ticket program. And so, you know, I was thinking, Oh man, you know, it's been a while since I did this, plus it's a personal development course. It's not an exciting topic or a sexy topic. It's productivity. So I'm thinking, you know, all right, well, how well is this going to go? I don't know.
You know, I was a little nervous. But at the end of the day, I decided, you know, look, if it doesn't convert that great if I'm rusty on this stuff, then I'll just make it better. And that was my mindset. I'll just make it better. So, the webinar was on Tuesday, and I didn't really tell anybody about it. We had a very small waiting list for the planner, and we just sent it out to them. And there weren't even that many people on. Normally I have hundreds and hundreds of people on my webinar. I was looking at like 800 people or something. And there was maybe I don't like 50 people on this one, and I wanted it that way 'cause I wanted to test it out. Well, the webinar was Tuesday at 1:00 PM. I still had some slides to finish. The order page wasn't finished.
I thought, okay, I'll get up Tuesday morning, tighten that up. And we'll do the first one. I'll try it out. And so on Monday, we filmed a music video on my yacht. That was very exhausting. I was literally sunburnt. I looked like a lobster. I was sunburned like crazy cause we were on the boat for hours filming. And so I go home, and I'm just exhausted, right? I go to sleep, and I normally get up at 7:00 AM, set my alarm. I wake up, and it's 12:50 PM. The sun had kicked my butt so bad that it made me literally sleep through my alarm all the way up to almost one o'clock. I wake up, it's 12:50 PM, and the webinar's at one. So now I have 10 minutes from the moment I opened my eyes to the moment I go up to do the webinar.
So I grab a cup of coffee, go up there, I'm messaging our operations manager, like get this order page together. Holy crap. You know, so I get on there. Literally, I had a slide that said insert personal story here. And I was like, Oh boy, I was like, this is going to be fun. So I do the webinar, and traditionally to a warm list, my conversion rate on a webinar is anywhere from 30% to 40%, my best-converting webinar ever was 50%. Granted, there was a long lead-up to that webinar launch. So people knew the product was coming so that, you know, that's why it was so high. But on this particular webinar, I did it, I ended the webinar, and it converted at 20%. Now a lot of people in this industry would love to convert webinars to 20%. That's pretty good.
But for me, just because I've been doing it so long and all that, I wasn't happy with that. And yeah, I could chalk it off to the fact that I got up 10 minutes before the webinar that some of the slides weren't done, that I was groggy that, you know it's a personal development offer and those are harder, blah, blah, blah, blah, blah. But at the end of the day, I don't use any of those as excuses.
So here's what I did at the end of the webinar. I asked multiple questions, like, I went hard, right? Like, you know, what concerns do you have, what questions do you have? And I started getting all the objections that people were giving me, and I wrote them down, and I went back, and I had some of my team on, I talked to them about it.
I thought about it. I thought about it. And I ended up reworking a lot of the webinar. We're doing it again on Friday. And I'm gonna email it to a little bit bigger portion of my list. And then try it one more time. And if I can get the conversion rate up to at least 30%, then I'll do it again. I'll blast the whole list, make sure it maintains, then I'll put it on autopilot. That's my plan anyway. So, you know, traditionally, what have I done to make a webinar that doesn't convert as good as I'd like it to convert? What have I done to make it better?
Well, I generally will do. If it's a high-ticket webinar, I'll do what I call a no-call survey. If it's a low-ticket webinar, I'll do a didn't buy survey. And, you know, I'll send out emails to the people that attended and didn't buy, and I'll get them to fill out a form. And when they fill out that form, it asks very specific questions. This is something we teach our clients, but it's a very specific set of questions, and it's designed to understand why they didn't buy. And to go deeper than well, I didn't have the money and all that universal objections, but that's what it's designed to do. And so ultimately, what I've done in the past is, 'cause I'm not a live webinar guy. I don't like doing that, right? Some people will do live webinar, after live webinar, after live webinar, after live webinar. And they'll ask, you know, they'll look at the objections at the end, or they'll send out, you know, questions at the end, and then they'll just keep making it better and better.
And that's cool, you know? But I've got a lot going on in my life right now. I mean, I've got a kid, I've got, you know, investments, I've got new businesses I'm starting. So I've always been more of an automated type of person. So what I like to do is I like to put it on automated, or I might do it live a few times just to get the major things hashed out from didn't buy surveys. But then I put it on autopilot. I let it run for, you know, a couple of months, and I automate that didn't buy survey, and I let those questions collect. And then I order them in the frequency in which they appear. I look at the objections in a spreadsheet because it's all automated as a Google form, goes to a spreadsheet. And then I go back, and I make another version of the webinar based on, you know, those objections.
And then I let it run for a little bit. I just do the process again. That way, I don't have to kill myself doing live webinars. And it all automats. Now the question here, you know, if you did it live every single week and you did a didn't buy survey every single week, yadda yadda, would you maybe attain that information a bit faster? Well, yeah, but I just don't want to live that type of lifestyle. Like I don't want to constantly do live webinars. It's just not me, man. You know, maybe it's just because I'm from Florida, and we just kinda like to not, we don't live by a schedule, you know?
But so that's what I intend to do to make it better. Granted, it's from a base, but it's still pretty good, 20%. I'm going to do it again on Friday, see how it comes out. And hopefully get that up to at least 30%, which would be awesome. Cause if you're converting at, you know, 30% on a warm audience, you should be able to convert at 10% on a dead cold audience, which means on something like an auto webinar, you could convert at anywhere from two to four, maybe 5% if it's like really great. And so I would rather convert it like 3% than 10% all day long and never ever have to show up anywhere.
I built my whole wealth on that because I have other stuff to do, you know? So that's what I intend to do to fix it. I hope I hope this gives you a little behind the scenes of the business and what I intend to do. I hope it's helpful. And if you need help growing your offer, whether that's an online course, a service, a done for you, a mastermind, et cetera you know, let us know. You can always book a call at getclients.com, and we'll see if we can help you. All right. See you guys in the next episode.