February 10

Why You Shouldn’t Use a Webinar to Land New Clients


Let me guess…

Some guru told you that the key to growing a million dollar coaching or consulting business is to use a webinar funnel.

And so you spend weeks planning out that webinar and it’s a total flop.

  • A few calls (if you’re lucky)
  • No new clients
  • Blood sweat and tears at all the time wasted for nothing

Sound familiar?

In this post, I’m going to explain the purpose of webinars, when to use them, why you probably shouldn’t use a webinar funnel and what you should be doing instead to create a client generating faucet.

The Purpose of Webinars

The purpose of a webinar is to educate your prospect and then guide them towards purchasing your product or service.

If you operate in a market flooded by competition, webinars can help a lot to show your prospects why everything else that everyone is saying is wrong, and how your solution is completely different and better than everything else out there.

Sam Ovens grew his program to over $20,000,000 a year using webinars and to this day, webinars are a phenomenally great way to scale a business.

Overall, webinars are thee best tools to sell info products and online courses that are priced over $500.

However, with all the positives…there are many downsides that many people gloss over that cause them to loose thousands building and trying to perfect a juggernaut webinar funnels.

Why You Shouldn’t Use Webinars

The first compliant I have about webinars is that they take a LOT of time. Many people think you can record a webinar, turn it into an automated funnel and the cash will start rollin on in.

But in reality, most people don’t want to watch your shit.

That’s why for the first year, you should be using live webinars to figure out exactly what works and what flops.

So it takes an extremely large amount of time if you are performing a live webinar every two weeks…

The other big issue with webinars is they take an extremely long amount of time to create.

Let me explain….

When you plan and prep to do a webinar launch, you have to build the entire script, build the slides, get a half decent design, start building a list to get people to sign up, build all the emails hoping someone that opts in actually shows up, and then do the whole thing and hope it works!

It’s a lot of work.

And that’s why if you’re a coach or consultant, you should be doing this instead…

The “Short Video”

I LOVE using short 20-30 minute videos rather than trying to bang out a 2 hour webinar.

How this works is that you entice people to opt-in to watch a short 20 minute video showing them how to solve their problem.

After you show them a solution, you tell them to jump on a call with you if they would like to learn more about implementing that thing you showed them in their lives/business.

Why do these work well?

– You can give people enough education on a short video and entice them to book a call with you to learn more

– They are easy to create (I wrote the short video script for a client in less than 2 days)

  • If it doesn’t work, you can try a new approach in just one day
  • The entire funnel takes a very quick time to launch.

The downside to using this method is that you will most likely have a lower close rate because these people are not as qualified, even if you get them to fill out a short application funnel.

When To Use Webinars For High Ticket Offers Coaching Offers

When you get to a point after using the short movie funnel, that it could be benefitial to use longer webinars instead.

Here’s an example:

I was recently watching a webinar by Frank Kern that was close to two hours long (download chrome video controller to speed up any video even if they don’t have the fast forward buttons).

It was well done, got me very excited about his model and it was very enticing the way he was countering most objections on the webinar.

Near the end of the presentation, he gave you the opportunity to jump on the phone with one of his sales people to join his new SANDOR consulting program.

He did a great price anchor but flat out told you that the price of the program was close to $18,000 over the next 12 months.

He then went on to counter the price objection right then and there by showing how much you could charge with this knowledge and by just getting 1 client a month you could justify the cost.

Now, do you think that his sales people are only talking to incredibly qualified people?

Do you also think that a high percentage of people that jump on those calls with his closers will join the program?

This is the only way you should be using a webinar if you work with just a few high ticket coaches or consultants.

Start by taking more calls, record them all to notice the pattern, then switch to a webinar in the future to only talk to the most qualified prospects.


To summarize:

  1. Use a short video funnel before creating a webinar if you are new to scaling your coaching or consulting offer online.
  2. Use a longer webinar once you have a proven offer and you want to speak to only super qualified people on the phone.

Let me know if you have any questions about how you can use this if your business.

By the way, if you want help creating a “short video” funnel, you can book a time in our calendars here. 


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