Social Media Lab LIVE!
Social Media Lab LIVE!

Episode · 1 year ago

How to Get More Sales with Webinars: Casey Zeman Interview

ABOUT THIS EPISODE

Need more clients and customers?? Duh!?!?! Who doesn't?

In this episode of the Social Media Lab LIVE we'll pick the brain of someone who's been around social media marketing since MySpace was cool!

Casey Zeman will join Scott Ayres for some old school reminiscing and talk about how to use non-salesy webinars to get more money in your bank account!

Welcome to the social media lab live podcast. It's a Scott Airs, the content scientists here at the social media lab, powered by a GOA pulse. Our goal is to bust the myths, the rumor and the stories of social media marketing with science. You can see all of our past interviews if you go over to social media lab dot live. It'll take you to the category of live on our social media lab website. In today's interview I'm interviewing my dear old friend Casey Zeman, talking about the power and the science of doing no sales pitch webinars. Casey has created a software that let you go live within your webinar software and push it elsewhere and just that concept and mind said, of not being over cellsy on your webinars. We've all been on Webinars were like ten minutes into it we're still wondering why we're there. Casey talks about doing the opposite, but giving value and what the power that is and how you actually get more sales by not being cellsy. So join me and this fun interview with my friend Casey Zeeman, and don't forget, you can go over to social media lab dot live to listen and watch other interviews that I've done on the Social Media Lablab bring on my as Casey Zeman, Wave High, Casey. Casey and I have gosh, I don't even know. I should have liked look back. Case and I've kind of known each other on social for a good ten years, back in the old days when I work for Fan page engine, I think, is when Casey and I probably connected. I don't remember what you were doing back then, ten years ago. Oh, I have my youtube, course, so I was youtube. That's what I was doing. Yeah, so case and I've kind have been been around each other off and on. We've kind of watched each other's journeys over the last ten years or so, both professional and personal. Of course. I will say, Casey, like right out the bat, this is not about Webinars, but watching your journey to adopt your boys was like the most fantastic thing to see happen, and you can maybe talk about that if you want to, but you don't have to. Yeah, but yeah, cool story with Casey, don't you know? Adopting two boys from from Nigeria, is that correct? From Haiti, Act Haiti. I'm sorry, but yeah, the could. The process was great to watch and I love now seeing the pictures and how big they're getting. Yeah, IT'S A it's a three year anniversary from when they touch foot in California. Nice. Yeah, because it took you about it two years to adopt them. I think it took us four years for, Oh, the time that we started adoption to finally getting them home. Yeah, it was a four year journey. Yeah, but yeah, no, they're excited. We're going to have cake today because it's a three year anniversary. Oh, today, today, today, is there three year anniversary of well, home. That's awesome. What are their what are their names? Clarence, he's seven, and then Carl, he's six. Those you have a little girl. Now to write. You have a daughter, Dale, a Dale, and she's for. She just turned for. How funny the middle of that that you had at your own kid. And Yeah, I mean we yeah, I was just taking some I take it so long. So we're like, is this even going to happen? I mean I guess we might as well try to have our own kid, right, you know, biological kid. So we you know, we ended up birth and a kid. That took instant. That was easy and the adoption process was the challenge. You know, that's such, so cool Cuz I know for me personally, I took it. Took my wife and my twelve years to have kids and we almost adopted and then like Oh, here's our own thing, and now we've got three and were like Whoa, slow down. Yeah, I thought you had about this a three kids. Yeah, I have all minor and double digits now and two girls or teenagers. So you know I'm gray underneath here. I was going to say, you know, you look like me when I was, when I was a one and a half. I have big red hair, big at you know you are. You've had a lot of hair. You know your different hair styles throughout your your marketing process. So all that, all that, you know, personal fund stuff to side. If somebody doesn't know who you are, Casey, kind of give us like your you know, your sixty two elevator pitch. Who Are you? What have you been doing? Why should we listen to all this sort of stuff? Yeah, sure. So. I'm the founder of Easy Webinar. It's a web in our platform. I've been doing it for a while. I started as a course creator and I I love video. I started teaching about Youtube a long time ago, but I couldn't sell my courses online. That's right, all these different methods, and then I basically started doing webinars, which at the time there was no such thing as like live video, so webinars was the live video. So I was so I basically fumbled through doing these presentations where I didn't even pitch and and eventually people like hey, is there anything I can buy? And so then that led me to finally making money as a course creator.

And then I got better at doing weekly Webinars, you know, Ourlong Webinars, and, you know, selling my thousand dollar course and posting social on facebook saying hey, come to my Webinar, and then, you know, I would make a few grand a week doing that. Finally selling my online course, so promoting in facebook and then and then basically it that first year I built up an email list all from doing webinars and I was able to actually create, you know, get actually make money from my online course. And then I was able to save my house has because I was going or closure at the time. So I was able to save my house. But but I'm the I'm the founder of Easy Webinar. So because, you know, I knew that that webinars were the things. So Easy Webinar as a platform that basically is there to leverage and help people scale storytelling, whether you're wanting to do a live Webinar, build your email list, get people into your ecosystem, sell your courses, your programs, your coaching. People use webinars to on board their customers. And then we you know, then then we also went from live into evergreen, and Evergreen webinars are basically webinar experiences that are set up, that are prerecorded with the experience of life. That's basically what what they are. And you know, we have a lot of wonderful people that are, course creators using him all the time. Facebook adds to their automated webinars, like Amy Porterfield, Bob Proctor, J Chetty, you know, so so some of those guy. But we have a lot of awesome, you know, just across the board, some amazing people using the the software to just leverage their storytell, let storytelling leverage, you know, building a no I can trust at scale. So that's our big mission and you know, we love it. Yeah, and I remember, I remember when you launched the easy Webin are because he I think you let me tested for a while. We played around with it when I was at Hubsy and even a post planner back in those days. And on this call, yeah, I had I had David on this show, I'm my other show I do last Monday. So it was kind of fund the reminisce with David as well. And you know, we're still, we all still are doing kind of like the live video thing. We only in the interesting this thing. Now we're all doing it in our own right, you know, and our yeah, nor way, I mean Dave is all about live video. Live videos kind of become my main niche just because, I mean, this thing shows up quite well on live video. But yeah, I mean you've really, I like, but you really, I mean if you go back and look at I think you're probably on the first really embrace it, while we were all just trying to do other, you know, smarmy stuff. You were getting in the webinars and you, I remember you like integrating with other live streaming software. Yeah, like Whoa what in the world. But before we get into all this stuff, this is one of the thing about case. You case in the most. People all know you were an actor. Yeah, for a while and what we might have seen you in. You know what, it's been so long. The last thing I did was an episode of the TV the NBC TV Show Life Back in two thousand. Okay, that was really it, but I you know, when I was I just did not like being like a broke actor. So, you know, I I did dip my toes in it and I you know, here's the funny thing. Is, like I'm still interested in doing it. I'm still interested in I have like screen plays and stuff like that. Like I'm still doing writing and have projects as things like that. So I'm I'm dabbling still, because I live in La I mean half, you know, half my people I know here are in the industry. So but it's I always wanted to just kind of venture outside of that and in create sort of an impact in my in my own way, on a some in a different way. So right, so that's that's so that's the direction I went. But that would been the last thing. But I think I remember, I because you and your twin brother were on something together. That would that was that show, like that show? Yeah, I think I remember seeing that and they like we I think I met you online. I right after that like, wait a minute, I remember that episode and it's so wild. Yeah, so that's kind of a kind of a cool deal. But yeah, so webinars, I mean I think they get I think sometimes I get a bad rap. I mean, let's just be honest with you. I mean you see too many people just like sell, so here by this hundred dollar webinars and here's I'm going to sell you a thousand our product the entire time. So we kind of want to talk a little bit different about how did that be so pitchy, you know, and not really just sell, sell, sell all the time, because I think you've discovered that and you've always kind of been a guy who's honest and passive and just being real and everything that you do, and that's why you created, you know, easy Webinar. So let's kind of dive into that. Like why webinars and not just live video like this? Like what is the difference to you between those two things? Well, so, to be honest, there's there's really not a...

...big difference, you know, because I mean I decided that. Why? Why should there be a big difference? In my mind, I wanted to build a platform that incorporated in the engagement factor that you get with live video. The idea of a Webinar is that you build your email list, right. So the whole concept is, if you're just doing it on these platforms like facebook, live, Youtube, live, instagram, live, any, live, any, any platform, the problem is those platforms can go away. Remember, I was doing live video. I was doing periscope like crazy in two thousand and sixteen. I was addicted. We built a software specifically for periscope to be able to to track engagement and track followers and stuff like that. But at the end of the day, periscope is now. It's going to go away, right and at the end of the day, if I lost those accounts, which people lose accounts all the time, all those people are gone. So the whole concept is live video is awesome for connecting an established establishing a new relationship with somebody, but then bring them into your own ecosystem. That's what a Webinar is for. It's a it's a it's the way to continue the conversation of live video, but in your own ecosystem so that people sign up for it. What we do with easy Webinarre, because you know, we can do something similar to like restream. If you start an easy webinar event, you can push that event to facebook live and Youtube live at the same time. And so what I'd all often say to people is, Hey, man, start, start, go, start alive, Start Your Webinar, push it to those live platforms. Talk, you know, do five minutes, ten minutes of up high engage stuff and tell them, Hey, I'm going to stop the broadcast and Facebook, but I'm going to be sharing, you know, my resources and all sorts of cool stuff in the Webinar Room. So come into the link, can join me in the actual workshop where we're going to have you keep the conversation going. So we the whole idea is that you you move them into your ecosystem where you control the narrative, you can keep and you build an email list. And you know, with with a facebook algorithm changing all the time, I mean it's like, I think email and keeping your growing your list is still going to be one of the most vital things, and so webinars are perfect for that. But I wouldn't disagree with you that webinars are dead. I'd say they died. Oh really, I'd say webinars died. I would I would say they they they got stabbed in the heart and they died. But, like any good horror movie, I think they were resurrected as something can entirely new or like the Phoenix rising after after this like cocooning thing happening, right. They they are back in this very interesting way. You know, they're not this four by three powerpoint presentation and this really sales e experience like we just talked about. Right, they are, you sharing all the value that you're doing in live video, but you're doing it in your own ecosystem and and leveraging that, that that ecosystem to basically sell in a much better way that that establishes relationships. And so we that's you know, I care about engagement and and and basically, how can you create this this you know, virtual handshake experience throughout everything you're doing? And I think that webinars are live. You know webinars. They yes, they're still they're called Webinars, but think of them as live video or, you know, alive experience that just is virtual right when you're doing it live. You know, with easy Webinar you can take that same experience and move it into Evergreen. But you know, if you wanted to replicate the live video experience. Webinars are live video. Yeah, so to me I look at it as you know. I know because the like you mentioned the algorithm. FACEBOOK's Algorithm, of course, just changes daily. You know, sometimes live videos really great on their algorithm, sometimes it's not. You just don't know. But taking people to a Webinar platform where we get to sign up with an email, you at least have a point of contact other than hopefully they see the next post that I make and making that, you know, assumption, though, in the hand grenade out there and hoping it hits so you can take it off platform and not really live on the rented land. That would that we're on. You also don't necessarily know the data on the rented land, like when you come into a Webinar are. With our system you can track the data. You know how long people are staying, if they fall off, if they click on, you know, any action button that you push out there. If they can you do Poles, they could do all sorts of things, you know, and it's all measurable, Right, and it helps you. If you know where people are falling off, you know how to make your story better. You know how to make your presentation better. You know how...

...to make whatever you're doing in front of live video better because you have the data to back it up. And that's some of the problems that we that I had with a live video and not not seeing the data. That's why we built full scope dot Tifi for periscope and facebook live at one point, because we wanted to know, I wanted to know who my most engage people were, and so we created this engagement algorithm for live video platforms like that, which we may still actually roll into easy Webinar, because we allow you to take easy Webinar webinars and push them to facebook live and youtube live. So now we're like, well, let's maybe take it that full scope product that we did have an add it to this thing we're doing with easy, with easy Webinar as well. Yeah, so I think the interesting you mentioned there that I picked up on, like in a facebook live, you can do some let's just say facebook for example, because the easiest one. I mean you can do some poles. You can do I mean you really can't. I'm you can put links in the chat round. There are some selling features that are coming around a lot of live stuff but then a Webinar you could do a whole lot more as far as here's. Here's right now, when you're watching this, everybody go here or click on this off for and be kind of subtle about it and track that. where I can't do that on here. Ast I put in the chat and it's hope you see it later on. Maybe. Yeah. Well, Richard is said he takes people into a zoom meeting. You know, the thing is even in zoom, I don't know if they. If you can add a late we have buy now buttons or resource buttons that are trackable. So like when someone clicks it, it'll show up in data saying they click the off that an offer or saw the offer. Like you can have stats that say, Hey, they saw when you get sent this, you know, buy now button, or when you sent this download this resource button, where I don't think zoom has that, has that dadda either. So it my thing is the model we created for full scope, which applies to easy Webin are still, is knowing your people, knowing the people that come in to consume your content, being able to know what they're consuming, how they're consuming and being able to give them the being able to pivot your story around the engagement points that we give to you so that you can now make your story even better. Right, right. That's my biship. I think with if with live video pieces, and I think what you get to with the Webinar platform as opposed to likelive and great, I'm all in on live video. I just I love it. I do four or five love videos shows a week, but you know, you can do different marketing with it before it we're live is a little bit more limited and what I can do, you know, especially like a phase, I can only schedule a week ahead of time, so I don't have a link until a week before, where a Webinar it could be a month out and you start getting registrants and I can't do that on a live video. And you can still use replays for afterwards and things like that to market chords, which is a little bit different when it comes to live on all the different platforms. And you've you talked a little bit about this and I remember in the past, and I'm putting you on the spot here because I didn't I don't know the answer to this one. Like can I can I run a live video through you facebook or Youtube? And stick it into a Webinar platform. Still, so we still have the ability to take a youtube youtube live and put it into our system. And, okay, I remember you used to have that. Yeah, yeah, and that's what we had to do because we didn't have our own live technology. So we have. We've had our own live technology for a couple of years now, okay, but before then we were using Google hangouts and Youtube live, Oh man USA. So they you know you you'd Start Your Youtube live, and you can still do this with our system. You start a youtube live, grab the URL, put it into our system. Yeah, and then you can use our chat. Our offers all the stuff and it tracks it, so you can so and then it will save it and you can use that later for an Evergreen Webinar, basically. So it gives you all the components of life. But but then there's no also, we don't have a an attendee cap on Youtube live when you use youtube live with our system. So we have some people that are like pushing the envelope on that one, but it's okay, we don't mind. We didn't put parameters around it. We May, we may have it parameters around it where it's an up cell. You know, you have to get a better, higher package to be able to get that that piece. Right now it's kind of like everybace for everybody right. So yeah, so there's some ways still to kind of emblema. I do like the end you mentioning that and I've talked with this with other things on even like a multi streaming on live video. Yeah, you rob Ballas savage for to Buddy, and I've talked where. You know he'll go alive and all the platforms in livery Pertrucci from live streaming pros of this too. She'll go alive and then say, all right, facebook, we're ending right now. If you want to get the rest, go over here to Youtube or whatever. So a lot of people, even in the live space are...

...doing what you were mentioning of going hey, I went live here. If you want to get the meat and the rest of the story, Oh, Paul Harvey, thing, you know, you've got to come over this link in the Webinar which sent for you as a marketer. They get they're going to have to register, you have to give up an email address if they're interested, which I assume at that point they're much more targeted. Absolutely customers at that point. That this people who are just watching. Yeah, and I've, you know, my the goal is I've provided, hopefully enough value in this like bite size start part of the first five ten minutes, you know, where I'm maybe getting him excited about what the event's going to be about or, you know, saying giving some some tips or tidbits or anything before before, you know, saying hey, you know, we're going to end this. You know. And but, but if you want to get the good stuff, I have my resource. You know, the the free resource is going to be inside the Webinar Room, because I don't sign up right here. They click the link in the in the description of my facebook live post and boom they're now registered. And then I turn off the facebook live. But then the cool thing is that still lives and I can have that that link as a registration link as a weekly live Webinar. HMM, you know, and I don't have to ever change it. It could be a daily live Webinar, you know, where you push to facebook Alahol. It's interesting idea. Okay, yeah, this so you could just hey, if you want to get the rest of the stuff, the rest of the story, and it's the same link. You're saying it's a replay. If in essence, yeah, if you want to see me naked, I have to turn it off from facebook. So you guys come on in. Yeah, and then, and then, you know, that's where the show starts. The only fans page is over here. We will, will delete those photos in that part of the video later. It's so on a Webinar, like what? What's it we're talking about? Like not being pitchy and not selling sellings like they used I think that's where webinars got the really hard. I won't name names. You know I probably know those people, but a lot of people got really hard, especially ten years ago. There were a webinars were so much sell even conferences were just everything was a cell, cell, cell cell. You're like, Oh, can we just get some value? How do you? How do you gain clients and get leads without being and CELSIE inside a Webinar? What are you talking about? Their yeah, so you know me. I'm a recovering over sharer. You know, just prove that about the the neckdness. Yeah, but TMI, buddy, TMI know. So you know, when I first started doing webinars, I would share so much training. I would teach, teach, teach, all through the roof. I would teach, like I would be like hey, look at this cool way that you can get on the first page of Google with fate, with Youtube, right. So you put the Youtube, you create an adding Google and you just do this and do that. And I would literally show them basically what I was what my course was all about. Like I was literally I was like, you know what, I'm going to share them the best strategies for my course. And so when I because I did not ever want to be that salesye person. And in that methodology, it worked for a while, but let me let me preface that by saying I was also doing a disservice to the people coming to my presentation because by me over sharing, I was confusing them half the time. I gave them so much stuff they're like, oh, this is awesome, but I have to digest this and there's nothing I need. I don't want to buy anything because, like I need to just I literally just need to now go on and do do you know? I have to apply what I what I've learned so so, and that wasn't really serving me as someone who was also trying to, you know, basically, you know, build an income. So and the other the other part of that is is that a confused mind never buys. So if they're confused or it goes over their heads because I'm share, I'm like getting a get bit too Geeky, they're also not going to buy. So and and I was I was kind of shooting myself in the foot. And what I what I realize is there's a way to do a workshop, a presentation where sharing value is is creating Aha moments from your audience, not necessarily training in this is the the interesting thing about it. Training does not equal value, but value does. If by showing value, you you do, it does equal sales. And so that's that's the part that that I had to sort of figure out that, even though I was trying, I was just shoving so much training because I was like they'll eventually buy it it. It wasn't working. And so you have to be strategic about the value you share and how it will create Aha moments in your audience right where they're like that was so valuable that I have to buy because like this is...

...going to give me so much, this is going to fix my biggest problem and if you don't lead with that, then they don't know, they don't know how you're fixing their biggest problem, right, and I was like, I didn't lead it. I didn't go into that enough. I didn't go into my to the story, as to why, as to how, the the AOLUTION is going to solve your biggest problem, you know, and I didn't talk about that enough. And because I didn't talk about that enough and I went to they weren't. I went straight into here's how you solve the problem. They didn't. They weren't even where that they had a problem in the first place. And so I skipped a step. I skipped a valuable step of creating creating value through awareness for them, and that's what I kind of learned. I'm I also was like, I also learned, like you don't want to, you know, sharing your story on a Webinar. It's not about it's not about you people. Sharing your story should only be as a relates to your audience. Right. Your story should should basically be, you know, hey, here's my story, and maybe this sounds exactly like you. So you can you can help people connect with you on a heart and logic level, by by by telling your story, which connects on a heart level. But you know, but at the same time you can also provide value while you do it, not just say hey, I was featured in social media examiner and, like you get you don't want to just spout that stuff. It's just not valuable for people. Right. It's got to be what? Where have you? Why are you the expert? You know what? What? What? What have you gone through in your own journey that got you to where you are? But it has to be obviously completely, one hundred percent relatable to them. So yeah, and I think that plays into I mean kind of like a couple of things. One like always. That's why I always like that. I don't like the read BIOS, and so it's like just give me your elevent like tell me why I should listen, to get that out of the way first, and then kind of that idea that jobs to be done. I'm always been about the whole jtbd thing. where? Why do I need it? What is this going to solve? What's the problem and how do you relate that back? And I would think too, I mean right now, when it comes to you know, the last year or so everything's been live and on zoom meetings and everything else, and I think, I think people are realizing a webinars kind of got a place now for them because they can't do conferences, they can't do events, so they've got a cell. But also get to give all that value and solve a Prov solve the pain point before you like say all right now, give me your credit card. It good, buy it. Half the time, you know, half the time the people that use our system, they solve the problem, but they, you know, set up strategy calls. That's a big one right now. Is High Ticket. You know where people are getting on with advisors. You know which technically are potentially, you know, most of the time their salespeople, but but they're you know, the whole idea is that you provide value and then you say get on with a coach and then you know, they get on in the assess if you could, you know, if you could use their their program right. So, right, and I think we we do that ourselves. Seemed as it a Gore a pulse quite a bit. Well, they'll do a Webinar. Are just talking about a feature of the product and here's what it does, etcetera. Etc. Etc. Take questions and then, Hey, if you want to talk more, let's go offline, which is really so online people say that, which is kind of funny. Let's take us offline, just take it out of the public is really what you're you're in Texas and I'm in California, which how we going to actually take this offline? Right, right, you hear that all the time. Let's let's take this off now. You're just going private. That's really what they should say to you at my house. Yeah, yeah, catch me in the D slide into my dms. That's what it yeah, but yeah, but I think that's the way you can do that. Is like you can give a lot of value and a lot of features and benefits. Say, if you want to know a little bit more, when I'm diving in this more. Yeah, let's just talk one on one. And that's real. You're going to make yourselves bitch exactly exactly that point you become you because you you diagnose the problem. You know, if you can diagnose the problem, if you can create awareness of the problem on your Webinar and and and the the awareness of the solution and what the solution can do for them, and imagine what you what your life will be either with the solution and the and without the problem that you may incur. Without the solution, you know, get on a call. Then then on the call, you know they're they're basically, you know, when people use a Webinar like are you know, our system, and then move people to a strategy call, oftentimes those strategy calls are just, you know, more of the diagnostic like okay, where are you at? What was what move? What? What resonated with you on the Webin are? And Right, I did this and this and this, you know so and then they normally become order takers because of the fact that a great gain so much value from the Webinarre. And then you would diagnose their problem and...

...you have the solution. So sales is where is high pressure sales? He is, high pressure sales, he is. I mean there's it's like fake scarcity tactics. Oh Man, salesz is. You know? Yeah, I think I think it's like it's that tinge in you where you're like no, like I was about, I talked to somebody because we wanted to hire somebody to do sales for us at one point, and this guy, he was a high pressure sales person. He said, that's what I do. I make I close the deal on the first call and I was like coffees for closers. It's like, I'm not interested and the people we the guys I have now, my main guy, he is he is not a high pressure sales person. He is a he is one of the best high ticket sales people, but he does not do it in a high pressure way. Right. There are ways that you can because you he diagnosis. He's a listener. He's just listening and he's like uncovering. That's what that's what it is. So I mean I I spent most of my life and cells before I got online, and so that's that's what you learn. Like selling cars, like don't talk, let them talk and then figure out how you can solve their problem. Listen more, you know, because really they always say the first person that talks loses and sells. So yeah, if your cells, you got to let them talk and kind of find out what the problem is and how do you solve you know that problem for sure. I think is is a massive part of that. I think you know teams like you're I love what you're saying because I really feel like it resilmes, especially with our selves teaming the R Poles, like are our highest our guy who does some of the most cells. He's not a salesman, he's just a listener and he relates to people and he gets them and he's just helping them and hey, by the way, I'm helping you and you buy this product. Cool, you know. And he's not. He's not like I remember the webinars back in the day. We're like the button would come up to buy. Now we all had the same look to that yellow button and Yellow Lu line. Yeah, that blue by now. Text would come up and then everything pop up saying how many people were buying it right now, and the person doing the webinar would say, Hey, five people just spot you, like nobody bought me, talking about yeah. So I think, and that's where I think it's where webinars got hurt like six, seven years ago. It's like is that slimy Internet marketer you know? Again, I can't name names because we're probably friends with them, but they did a lot of slimy stuff that kind of just gave it a bad rap. But I think now, I think people realizing that you can just give value and then talk, like you said after the fact, that maybe help them out. Here's a product that help this if you want it cool, if not, cool either way. Actually, let's step into a little because you mentioned this earlier, because what's the side label us on? What's to deal with every what's to deal with Evergreen content? Like I'll sign field deal. Let's yeah, I don't have massive Siginfield Fan and I am mastered mound domain. But Evergreen, I remember, and I remember when you launched easy Webinar, like I did tons of evergreen with with your software or another software, where I would just set up an evergreen, I record it and then boom. I just made it feel like it was live all the time, even though it really wasn't and it gathered leads like crazies. That still a thing, like what does that look like in town days? They age. You know the thing about Evergreen Webbiners? When they first started out, it was the big thing about really pushing the concept that they were you know that. You know the hey, this, this, this, everyone's going to think it's live, so act like it's live right right now. Since then, you know, I think it's a lot of platforms have like decided where, where they're impacting people and what their message is. Right with us, we have people that use them as their main selling tool, you know, and and basically they never say it's a live Webinar when it's not right. So there's there's a there's a part of this that requires you to be leading with a level of integrity. We went in into this saying we want to make sure of that. So are webinars that are evergreen? They are prerecorded sessions that can stream in real time with the experience of live, because they are live. If you show up and your five minutes late, your five minutes into the actual presentation. And we did that because we realize that that webinars have, in intrinsically a higher perception of value and they people are committed to them more than just coming to a video alone, like a replay video. So that's why the Evergreen webinars work. But it's the whole concept is you can, you can kind...

...of create your best show right and then duplicate your own efforts over and over again. And you know, what we what why oftentimes tell people is if you're trying to scale up storytelling, scale up your presentations, that's where Evergreen webinars come into play. So, you know, you run live webinars over and over into you have a decent enough conversion, and then you take that and now you put it into an Evergreen Webinar that can be streamed in your attendees local time zone, so so that if you have a worldwide audience, they can come at any moment. Right. But the thing that we really, really am in still in people is an our audience is that you don't ever want to, you know, say it's live when it's not. Call it a streamed workshop, you can call it. You know, oftentimes we have we have people that even say in it. In fact, in my own automated Webinar I say this is this is an automated webinar because, you know, it was convened for convenience, like I wanted to be able to provide this as often as I can to you know, because I can't always because it's to serve everybody. Right. So you can go in and actually set an expectation up about the actual event being evergreen or automated, but still let them know. Hey, I'm but I can see if you're watching, how much you're watching if you click on act, any action, so I know what you're doing inside the automated Webinar and and so everybody understands automated or Evergreen oftentimes are used in the same way. You know, we we kind of call this is how we define it. Evergreen is a Webinar that's prerecorded that you can stream out multiple times during the day and it can be and no matter when someone comes to it or where someone comes, it shows in their own local time zone. And Automated Webinar is is evergreen. But automated webinars you can you can do almost like a like live type of thing where you set up a weekly Webinar and it can be an automated Webinar. Right. So, so that's kind of like the difference, if you will, but both of them are mostly interchangeable to a degree. Right. Yeah, another thing to like, what I'm assuming anyway, like if you're doing like the weekly one, where it's the same recording, the same subject, noverybody just signs up for you're still you can still be alive in the comments with people, right. Yeah, I mean with ours you can actually start do a weekly live workshop and then play a video. So if you wanted to. You can play a presentation, you can then stream that same video to facebook live and Youtube live and then it's doing the work and you're in the comments, you know, right. So managing things. Yeah, the way that's kind of like a hybrid or even a version of a like life presentation as well. Yeah, and I guess the advantage there would be like you don't have to work as much about appearance as much about the technology side of it. You've already got, you know, to say the same thing every week. We can week out over and over, but you can answer the questions that they come up in the comments. Yeah, I mean I think there's still there's so much Valiu that we like, so we do those as well, where we've got some that just you can sign up for and it goes. It's every week day at this time or week and it's it's live for everybody who's watching it. But I think gone of those days where it least something like i'member used to go to that did these where you like you had all these times you would show people to go live and like it would be live as soon as they enter their email address, live and they he would fake it and show there's a hundred people commenting and watching and like this. Yes, so we don't have a simulated chat. Yeah, that's that's been something that we decided not to have. Good. Yeah, and to be honest, it hasn't changed any conversions for our clients, you know, and and are. So the question is our Evergreen Webinars, Dad, and I would say no, because they're one of the most widely used ways to scale your time right. Right, and so you know, we we you know, you look online, you'll see. You know, I'm follow like all the James Wedmore and Rick Mo already and Amy Port of field. They all have easy Webin our webinars going right now actually. And then founder, you know, Nathan Chan, it founder. So you know all the all these people. They've perfected they've used funnels to they've use evergreen webinars to create experience sort of experential, you know, funnels, if you will. Right, a funnel is still a way to bring people through a process, right, and awareness. But what we've found, what I find, is that that it takes so long to create this like this massive funnel that that a Webinar is already like a predone sort of experience and this you bring somebody through...

...that experience. It acts in the same way as a funnel, but it, in my mind, has a higher, higher level of value because it is more engaged, you know. And so I think that's the the benefit of Evergreen webinars. It's still leans in on the the concepts of building a note, you know, focusing on establishing relationships, but using automation to help you in your business grow so you don't always have to be the you know, that's the whole power of live video, right, our video in general. So we just are a hybrid version of like live video and video combined in this evergreen way. Yeah, and so, I mean we got these webinars, we're setting them up, we've got evergreen, we've got maybe a hundred percent live ones. What what do you think is the best way to promote these? Is that as is? It's I mean, what's how do you promote a Webinarre in today's society and get sign ups? That's going to be the key. You know, the easiest thing for us has been facebook ads, like I have a new Webinar that's happening tomorrow, and some you know, I have some guys that are running facebook ads and and they're doing it to like cold traffic, but we're getting sign ups and and and and chances are we're going to be able to skip the whole creating an ad to get awareness that then, you know, retargets the people that see the ad to come to the workshop. We're not having to necessarily do that. We're skipping and just going straight to cold traffic talking about their their need and then them signing up for the workshop up and then being able to get them into my course from the actual workshop. So it's the fastest way to close the deal. But when I wasn't even doing facebook ads, the way I was doing it was I set up a weekly facebook event and and then I invited all of my, you know, followers and and and things like that to the event and I posted the the Webinar link in there and and I also promoted it, you know, in other social platforms to get people into that. And I think because I did a consistent weekly Webinar on like Wednesday's at eleven am pst, I had people that would show up and I consistently had people coming in, even if I know oftentimes it was the same webinar that I was running live and they just liked it and they knew I could do it. Would do a Qa about it right where I could answer some of their questions. And if they didn't buy in that in that first, you know Webinar, they may a bought in the second week or the third week, right, and it was just more of that consistency, that consistency. Consistency led to more people showing up to it. So I needed the thing I was looking at, the metrics is, I just wanted to thirty people coming to my weekly Webinar, thirty people showing up in the room to my weekly Webinar. And if I could get thirty people, I knew I could close three of them into my into my k program as I mentioned before, and that's the metric I needed. I needed to pivot from my consulting career, and so that's that's when I started doing webinars in that way, and then I was able to earn about twelve thousand dollars a month, you know, from these workshops, doing one workshop a week, and that that was the metric I needed to stop doing, you know, oneonone consulting and also get my house out of foreclosure. So that's the that's what I started doing. So you don't have to have these massive numbers. But I think the idea is that promoting it first off through through facebook. It's just such a wonderful way to do it right and, you know, and then and then showing up consistently on that weekly, on a weekly basis to do it. But you know, if you have add add person and you can get to the do the ad to the Webinar, great. If you're not, you know, you can probably get enough people by, you know, positioning it in, you know, with a facebook event, you know, maybe even going into linkedin and, you know, inviting people, you know, having a maybe creating a micro piece of content in there that that talks about maybe one of the problems that you fix or solve that you've solved in the Webinar and and showing that in linkedin saying hey, if you want the rest of the things that I teach, I you come to this workshop on a weekly basis. Right, you know, on that come to my Wednesday workshop or I'm going to solve this. Go into the two other there strategies or secrets that you need to be able to accomplish x, Y and Z. Right, so you can seed your content. You can create like three indoctrination videos that seed each secret and the solution to each of them. Right, use those as micro content to bring people in and say, Oh, I want to come to the full workshop because I'm going to get all three at the...

...same time. I think it's a great idea and that's something we always I think as markers in general, we always do the after repurposing. We don't do the before. And enough of like, Hey, let's talk about this little bit more and tease people a little bit more. And that's a cool time thing. But now I'm curious and in this you know, Covid era that we're in, is there we hear about zoom fatigue. You know, people been on zoom called summits. Are you seeing an uptick or down? To where do you we are people sick of just looking at video all the time? Is that? What have you seen? Maybe, if you do, you having dad on that to maybe you see an up and down. And then we have when covid yeah, when covid hit we saw this this massive spike right just really pop to the top. We had. We had a lot of trials coming into top it and and then it, you know, it died down because zoom became the the standard, I think, you know, for a lot of people. So we came to more of a average. And, you know what, to be honest with you, I have not seen, we have and seen a massive dip. But I do think that, you know, live video is I think there is massive fatigue around it, but there's also a trend around how do you? What do you how? How To? What are you doing in your life to kind of now use this as the new norm, because this is the new norm, right, people, there's you know, my kids are both on Zi. Have Two kids on zoom right now in different rooms, right. And and you know, we we we had to actually we had a move into a new house. Oh Wow, we needed to find enough space to be able to have live video done in multiple areas, right. We had to set up the house to where we had enough internet to be able to do this stuff. And my wife needed also teach and have an area where she could teach online. PILATE's right, thinks like that. So it's like I feel like we are all adapting in different ways to this at home situation. Right. So in at home situation there has to be the norm is communication online, right, so everybody has it, has to you know, it's probably camera sales went up, microphone sales Bo it's like you got really expensive to yeah, yeah, I mean, yeah, so you might get price couched, all right, but we stayed, you know, we stay at the level. We also made it a covid package of will. Oh right, but yeah, I think that that people are fatigued, but that's just be from the fatigue of of living with Covid for the last you know, however many you know, we're hitting. We're hitting a year now. I mean I remember, I remember this time last year. is about to spring break for our kids. My Wife's a kindergarten teacher and we were we had plans to go to mount rushmore. That was our idea. We're going to mount rushmore, go travel up there, and then we're like, okay, they're going to be open or not. So we didn't go on something local and course in the middle of that week everything shut down. So now like spring breaks coming up again next week and I'm like, you know what, we're road trip in the Mount Route Mount Rushmore on Sunday we're gonna we're going to make that eighteen hour drive. We're going to do it anywhere, like we did do it last time. We're doing it. The kids a bug me for a year now. So yeah, so we kind of goes. Yeah, I think that's interesting because I think now to what happens to me. I see this anyway. I think people are getting more comfortable on camera. We're not. Not Everybody's a professional, of course, but even my wife is a teacher. Your wife's doing pilate's. She's probably do stuff on Videy. The one of them did video stuff before that, but now they've gotten used to it. They kind of know what to do on our kids know how to use zoom, absolutely, they know how to get on video, and so now videos become everybody's more compable, and I think Carrebodi's, I think expectation about being real is at a greater level, even unlike I remember like today show, for example, everybody was doing it from home, right there when it started, and you're like watching our and his kitchen, you know, and yeah, Savanna is in her living room or something, and you kind of got used to that and now everybody, like I kind of like this. We're seeing the real people. Is Not just a marketer, and I think as markers we can kind of we should leverage that. Like it's okay that we don't have a script, I don't have a teleprompter in front of me. I can just kind of chat. I can, you know, you and I can take drinks of our beverage of choice. Yeah, you know, and that's the kids may run in. I mean literally right before I was starting, I heard him, yeah, it's came in and he was like a dad, zoom just stopped. So I had, luckily, I have, you know, where we have like a like a parttime nanny to come. So she, yes, let's see, was able to help him. But like, that's that's just life. That is exactly. Mean you hear my kids screaming in the bat in the back yard in the background. That is typical. And that's it and I think it's...

...you know, it's it's okay, it's accepted and it you should accept it. I mean, it is life, you know, we're all living on the same roof. It is interesting, though, that that you know the kids now, they would have never have gotten to this point, I know, like with like understanding technology without this. Like my kids can navigate school ology. You know, that APP going into seesaw and being able to go and, Oh, I can start my zoom and, Oh, here's my homework, so I have to read. So they've had to self motivate to and if and and and, because, you know, and it's like and it's challenging, because you either get kids that that don't do that, yeah, and they're suffering more, or you get kids that kind of figure out of a way of doing it right. And and we as parents have had to figure out a way of being teachers, you know, that aren't teachers right. So even those that are teachers sometimes can't teach, you know, Ninth Grade Algebra. Know, you have it much, much harder, because our kids, you know, it's the we have all like, you know, first grade, kindergarten. You know, that's what we have. That's what we're dealing with. That's even more to like my wife's you know, such as a kindergard teacher and trying to do kindergarten online. Like how do you teach a kid out of all the Pencil Online? Yeah, how do you teach them how to do the strokes and, you know, and read it's so much harder, even if with that younger because I am we kind of courses off topic, but you kind of wonder what's going to look like in a few years from now. These age group since coming in, but I think it's markers, though. The point I was trying to make their too, is you know, you don't have to be a hundred percent polished on your webinars. You can be real, you can just have a conversation. I think people, I learned that in Suce. I've sold everything literally from vacuum cleaners to vcrs, to big screen TV's to cars. I was a telemarketer for a while too, and people want real. They want that, just real. You're a real person, just doing your thing, helping people out, and I think, I think, I hope anyway, through all this, you know zoomness that we've been in the last year that people go. I appreciate the real Guyn that Webinar are more than I do the guy who is, you know, so slimy and so slick and constantly just so you know. So you know, what I like about you is that is that you lean in on the you lean into the fun. You know, that's obviously yeah, there's a perception that you can't be fun eat. You know, you can't be, you know, the normal you right, you have to be sort of buttoned up and you have to, you know, have this this error about you to be able to to, you know, close a deal. You know, it's just not true. I mean it's just I think, I think those are things that we've we've sort of been able to those are the myths that we've been able to bust. I think some of the best webinars. To be honest with you, I just have this and inspired feeling like if you, let's say you play music at the beginning of your you know, Webinars, right are you just get people energized and excited or anything. You know, those those things land, I mean and you and you really carve out your audience, you know, by doing things like that, you they you figure out who resonates with you and who doesn't. You know who's on your who is who is you know, if you get someone who's like I'm not, I'm not watching that person, dance, your audience, okay, right right, you'll you will, you will know your audience. They will be the ones that stick around versus the ones that you know make have some reason as to why they're not resonating with you, and that's absolutely one hundred percent okay. You're not going to please every no, you can't be all things solid people, and you just kind of carve out your niche, figure out what it is like. You've carved out this even why, like you, you we mentioned we start, start. We've known you for at least ten years. It maybe like eleven or twelve in reality. You carve out your niche and just run with it and you people will see you stay in that lane for a long time and they get the trust you where. You and I both know guys who in Gals who have bounced around every every niche and every lane out there, like what do they sell and now and so you got. I think that's part of that no lie can trust sort of sort of deal for sure. So I've made sure to post a link a few times to easy Webinar and if you're listening to podcast later, it's easy webinarcom is where you can go to kind of try it out. Played around with it. I love the website, by the way. Looks Pretty Slick when you hop onto it and know, yeah, I like the feels that you know, it's a really cool feel to it. A lot of it, a lot of questions answered on there, so make sure you go over to that.

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