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Un-Marketing
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| Jun 29, 2006 5:20 pm |
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re: I Need Tips on Tele-Seminars URGENT! |
| Robert Schultz
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Hi Nancy:
Seems like most folks here have covered free teleseminars pretty well.
I’d like to offer a few tips on making money from them.
Over the last two years I’ve developed two teleseminars – Record Your Own Blockbuster Visualization CDs and 5-Figure Telseminars – into a 5-Figure Revenue Stream.
I’ve given the Visualization Course 5 times and the Teleseminar Course 3 times. And for each of the 8 teleseminars I have grossed 4-Figures.
And for each telseminar my mailing list was less than 1,000 people. (My first 4-figure payday was with a mailing list of 360.)
So I’ve learned a lot about doing well with a small database. Here’s my 2 cents:
1.
Everything leads from your content. The length of your teleseminar, the Q&A, how much you charge. I began charging $29 for a 90 minute call. Now I charge $67 for two 75-minute sessions. And as I’ve raised the prices, I’ve added more and better content, and my grosses have remained steady or gone up.
Alex Mandossian charges $1800 for one of his Mega-Teleseminar Series and sells out. Its really about the content. How valuable is your content to your customers? What are the five unanswered questions they are desperate to know the answers to? Build a comprehensive course around that, provide a step by step system for them to duplicate your results, and you should make a bundle.
2.
Design your content around those nuggets that people absolutely have to know. With 5-Figure Teleseminars, my customers were desperate for:
1. A step by step process for setting one up
2. The most common technical glitches and how to avoid them
3. How to record calls (ALL the options)
4. How to compress recordings to MP3s
5. How to make money from the darn things
6. How to edit recordings to remove barking dogs, etc.
You get the idea.
I then created a separate downloadable PDF covering each of these subjects. So the perceived value was incredible. Make it so anyone reading your web page and who is even half interested in what you’re offering would have to be brain dead not to buy it. That’s an exaggeration, but not by much. Be ruthless in designing your content so they realize its going to cost them more NOT to buy your material than to buy it.
3.
Provide your content in multiple formats. Alex provides CD recordings of all his calls. I don’t do that yet, but I do have an edited downloadable MP3 of the entire class for them to download and play on their computers or iPods. I also supply a fill-in text outline of each live call so they can follow along and take notes right in the outline.
In addition, I set-up a password protected online links section, so that all the resources they need to get started are only a click away. And if products and companies change (as they often do) I can keep them updated so they will never be wanting for places to turn for help.
I provide PDFs as I’ve described above, each directed towards a specific solution rather than packing everything in one anonymous eBook.
In the future, I will also supply screen capture videos of any computer-related skills they need to learn to duplicate my success.
Yep all this is a lot of work. But remember, you can sell the recorded teleseminar as a downloadable product. You can put your teleseminars into rotation – which means you can offer it live every 6-8 months to pick up on the folks who passed last time and also the folks who are added to your mailing list.
A lot of folks who will be on the fence about ordering a recorded product will jump at the chance to buy it if it has a live segment. This is why I put my live classes into rotation, even though I offer recorded versions as a product.
4.
Provide an upsell. I offer a $147 Blockbuster Audio Products SuperCourse for $97 to enrollees of my live teleseminar if they order within a 3-day window. I throw in a 30-minute mentor session as part of the deal. Very, very few people will ever follow up on the mentor session, so its not like you’re over extending yourself. I do limit the mentor window to 6 months after the course.
I don’t want folks showing up at Leisure World 30 years from now demanding their mentor session.
I find that I make $300-$600 additional per teleseminar through my upsells and also what I call Spill Sales. These are the folks who are attracted to your website by your teleseminar promo, who don’t sign up for your teleseminar, but do purchase your other products.
Teleseminars are simply a vehicle for delivering benefits to your audience. When people are paying you, craft your teleseminars around the benefits your customers consider crucial to their success.
The more that success means to them – in personal and monetary terms – the more you can charge.
Hope that’s helpful.
In a nutshell – content, content, content. Create the content so that their eventual success is such a slam dunk the only choice they have is to click your Buy Now button.
To your success,
Rob Schultz
http://www.AudaciousAudio.com
http://www.5FigureTeleseminars.comPrivate Reply to Robert Schultz (new win) |
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