Over the past 7 years, I’ve done hundreds of webinars.
I’ve made plenty of mistakes and in this article I want to share ten of them with you that I hope you’ll avoid.
Although we’ll be talking about only ten mistakes in this article, there are MANY more that I could talk about.
If you’ve ever participated in a webinar, you’ve undoubtedly experienced one of these three mistakes, so take note and avoid making these mistakes yourself.
By the way, these are in no particular order.
Mistake 1. Cramming Your Slides
There are few things worse watching a slide that has a ton of info crammed onto one slide. It not only, turns the viewer off, but it makes you stay on the same slide for too long.
Your slide should have no more than three points or ideas on it – - preferably only one idea.
And you should use photos, graphics, charts or objects to make your point rather than text. Some text is good, but perhaps only one or two lines of it to describe the idea.
Mistake 2. Going Too Slow
One time I did a webinar with Russell Brunson. He talked way fast and I talked a bit slow. After it was all done he bluntly told me, “David, we need to record this again. You were just…well…you were boring. Speed it up!”
He was right. On a webinar you need to speed your voice up and inject some emotion. The speed of your voice will dictate how much energy your viewer feels when watching your webinar.
Mistake 3. All Sales Pitch
When the majority of your webinar is a sales pitch, people will tune out and will probably not participate in any more webinars with you.
You need to do “education-based selling.” By that I mean, you need to…
1. Educate people about the problem.
2. Tell people why the problem is bad.
3. Explain the consequences of the problem.
4. Announce the potential solutions.
5. Discuss the pros and cons of the solutions.
6. THEN introduce YOUR solution and explain it’s merits.
When you follow these steps, you’re educating AND selling at the same time.
Mistake 4. Weak Offer
Perhaps, the single biggest reason why people don’t buy from you is because of your offer.
I’ve seen very strong offers for inferior products close a super high percentage of the attendees and I’ve seen weak offers make a great product fall flat on it’s face.
Here’s some rules of thumb. The closer to “solve it for them” your offer is, the higher your close rate will be.
Also, the more risk reversal (i.e. lower risk) you make your offer, the higher the close rate.
Mistake 5. Lack Of Positioning
How you open your webinar is extremely important. People want to know that you are an expert at what you’re talking about before they’ll take what you say very seriously.
I was just watching a webinar yesterday in which the presenter had someone else intro him and showed all kinds of accolades and achievements this person has accomplished.
By the time the presenter started speaking, in my mind, I thought he was a mega-rockstar in what he was going to talk about (and he was). Because of that, I really wanted to buy what this guy was offering.
But without that introduction, how would I have known all the amazing things this guy had accomplished?
Mistake 6. No Proof
The #1 conversion element in any presentation is proof.
So when you leave proof out of your presentation, you’ve taken out the #1 element that would have made me pull out my wallet and buy.
Proof can come in many forms. Here are just a few…
2. Case Studies
4. Actual documented results
5. Photos or videos
The more proof you include, the higher your conversion rate will be.
Mistake 7. No F.A.Q.
A lot of times people finish their presentation and just quit the webinar. That’s a huge mistake because most people need more logical reasons to buy.
Sometimes, viewers will just have one or two questions they need reassurance on for them to hit the buy button.
I have a friend who stays on for at least an hour after his webinars officially end just answering questions. He tells me the longer he stays on to answer questions, the higher his conversation rate.
Mistake 8. Weak Registration Page
If you can’t get people to register, then they sure as heck will never see your webinar.
You have to have a high converting registration page to get people on your webinar.
And the same goes for the email subject line, the email copy or the advertisement that got them to the registration page. They all have to be high converting to get people onto the webinar.
Hopefully, you’re tracking your email click opens, clickthroughs, and registration pages conversions so that you can make changes and improve them.
Mistake 9. No Microphone
I’ve heard presenters use internal computer microphones or speakerphones and it makes them sound like they’re in a box or far away.
Make sure your audio sounds good by always using a good mic.
You can even use simple gaming headset mics to do your webinar. They usually sound great.
Mistake 10. Intro Too Long
Last week I listened to a webinar replay that didn’t have any video controls.
By that I mean, once you started the replay, you had to listen to every bit of it. You couldn’t skip ahead.
The presenters were going on and on and on about their credentials and stories about how broke they were and how they eventually became rich.
Now, as I mentioned earlier, it’s important to position yourself with proof, but that should only take no more than around five minutes (not 15 minutes!).
Viewers want you to get into the meat quickly. They don’t have a lot of time so engage them rapidly and get them hooked into your content as soon as you’ve positioned yourself adequately.
Like I said earlier, there are many more webinar mistakes I’ve personally committed and seen done by other presenters. But these are some of the biggest mistakes I’ve encountered.
Avoid them and you’ll be in the money!
To your continued success.
P.S. Click here to see all of the interviews we’ve done with some of the best webinar experts on the planet.