September 22, 2025 • 18 mins
If you’re planning to sell your course with a webinar or challenge, you’ll need more than just ads... you’ll need the right setup.
- Cut your lead gen costs in HALF with my $37 mini-course–NOW only $17!
- Visit The Art of Online Business website for Facebook Ads help
I break down exactly when to turn your Facebook and Instagram ads on, how to test ad copy and creative the right way, and the emails you need so people actually show up.
I also walk you through how to structure your funnel, keep costs low, and avoid the biggest mistakes I see course creators make before launch.
Watch this episode on YouTube!
Please click here to give an honest Rating/Review for the show on iTunes! Thanks for your support!
Kwadwo [QUĀY.jo] Sampany-Kessie’s Links:
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 0 (00:00):
Dear course creators.
So you're thinking of settingup a webinar to sell your course
bravo, right on.
But are the Facebook andInstagram ads actually going to
fill your webinar with the rightpeople, or are you going to
waste money testing the wrongway?
Also, do you know all thecomponents that you'll want to
have in place to have the bestchances of having the most
(00:20):
successful webinar as possibleNot just Facebook and Instagram
ads, but the funnel structureand steps that you'll want to
have set up Well, by the end,you will know how to prep your
ads and your emails and yourwebinar funnel, and you'll see
why ad testing is a make orbreak step to keep your
(00:40):
registration costs low.
This is a distillation of theknowledge that I've gotten and
acquired from coachingestablished online course
creators over the years, and I'mtalking folks who have earned,
like you know, six hundredthousand on the low end to like
1.2 million in gross revenue onthe high end, in addition to
being able to peek and peer intothe funnels that make
(01:03):
businesses run as a Facebook andInstagram ad manager.
I'm going to compress that intothis short little episode.
So here we go.
There's five parts part one,part two, all the way to part
five.
Oh, I guess that made sense,right.
And first we're going to lookat the very beginning of the
webinar.
Funnelhoo, how long before yourwebinar should you turn on
(01:27):
Facebook and Instagram ads?
And the answer is two weeksminimum, maybe three weeks.
Okay, now these ads need tobring people into your webinar,
as in get people to register foryour webinar.
So what I've seen is that thealgorithm does pretty well.
If you start 14 days, two weeksbefore your first webinar date.
(01:50):
Now, if you start later thanthat, then people then you might
not get enough people withFacebook and Instagram ads into
your webinar to hit all of yourlaunch revenue goals.
If you start way earlier thanthat, then people would register
with your Facebook andInstagram ads, but they might
(02:10):
forget about your webinar andthus your webinar show up rate
will go down.
So the sweet spot is 14 daysyour ads should turn on Now.
You could turn those on earlier, like at 18 days or 20 days
before the webinar date.
Especially, consider doing soif you have a smaller online
(02:32):
presence and thus your warmaudiences are smaller and thus
the meta algorithm has to domore learning for your business.
And what I mean is, like yourInstagram followers.
Your Facebook followers arefewer, maybe people who visit
your website is lower and youhave a smaller email list.
Then consider turning on ads alittle earlier because, remember
(02:55):
, facebook and Instagram ads islike a two-person dance Like.
I live here in Mexico, so I'mthinking of that Latin dance.
I am taking bachata lessons.
I should be better than I amright now.
Honestly, it's so funny.
I forced my wife to dancebachata with me in the living
room and she's like Cuecho.
You should be better than youare right now.
But you are the lead and thealgorithm is the follow.
(03:20):
And, as you want to be a goodFacebook ad manager for yourself
, so to speak, make sure to givethe algorithm time to learn who
, within your targeting audience, is the best person to reach
with your ads, and thus you needto do that dance with the
algorithm, where you let thealgorithm shine before you start
tweaking and tinkering.
(03:42):
And, by the way, if you don'tknow how to tweak, tinker and
test your ads, then I'm going totalk to you about the ad
testing cheat code, which is theexact way that I test Facebook
and Instagram ads inside ofclient accounts so that I can
get the best results possiblefor them, getting high quality
leads at the lowest costpossible.
(04:03):
That course, which yourbusiness needs for you to have
and follow and use, is in theshow notes below.
Speaking of testing ad copy andcreative, please do not just
choose one ad to run and thenpray that it works.
Like listen, I believe inprayer.
Prayer is a great strategy forlife.
(04:24):
You know it's not a goodstrategy for Facebook and
Instagram ads.
You want to get ready with, say, three pieces of ad copy and
like, say, five pieces of adcreative.
That way, you can test all thecombinations of those and come
out with the best performingcombo, if you will, of ad copy
and ad creative.
(04:45):
Now, how do you choose will ofad copy and ad creative?
Now, how do you choose topicsfor your ad copy?
Just think of the frustrationsthat stem from the problem that
your webinar and or course willsolve.
You could speak to each ofthose frustrations in your ad
copy, state the frustration,elaborate on the frustration a
little bit in your ad copy in anon-triggering way, and then
(05:07):
what is the solution, yourwebinar and what is the ideal
outcome of somebody attendingyour webinar.
Put that into an ad in thosesame exact order and you have
yourself a decent ad.
Do that for three differentfrustrations and you got three
different ad copy.
And then, of course, you cancreate some graphics that go
(05:27):
along with your registration ads.
You can even record some videobonus points.
If you already have organicvideo on Instagram that's doing
well and it is about the webinartopic, you might be able to use
that video for yourregistration ads.
But test here.
Test different hooks andmessages in your ads, okay, that
(05:50):
is why I created the ad testingcheat code, because doing this
so that your cost per lead islowered doesn't come naturally
well.
It does for me, because I do itfor all my clients.
So now it can for you again ifyou head to the show notes below
and get the course.
So, but if you're going to spendthe time and money to run
Facebook and Instagram ads,you'll want to make sure that
(06:13):
those new registrants for yourwebinar are Well, that you have
the best chance of possiblegetting them to show up, okay.
So first of all, please always,of course, make make sure that
your MetaPixel is installed onyour website and is installed on
your opt-in page.
That's how Meta learns aboutthe kind of people that could do
(06:33):
business with you.
So if you don't have the pixelset up, even if you're not about
to run ads within the next year, still set up the pixel,
because you have an onlinebusiness and eventually you'll
run ads and your ads will workbetter if meta knows more about
your business.
Okay.
Now, once people register foryour webinar, you want to make
(06:55):
sure that they are receivingregistration emails every two to
three days.
I've seen this mistake so often,where people are like a client
you know, maybe I'm coachingthem one on one, but they're not
getting that 30% or above showup rate to their webinar.
And when I ask them, how manyemails have you sent out before
(07:15):
the webinar?
They're like not enough, andI'm like no, not enough.
And so people are signing up.
If you're running Facebook andInstagram ads, people are,
you're paying for leads and theyforget about you and thus not
enough people show up to yourwebinar and you don't get to
work and help enough people andyour business bank account is
crying.
Well, you don't want that tohappen.
(07:37):
Two to three emails, okay.
Sorry.
An email every two to threedays, all right.
And then what is done in thoseemails?
Well, they focus on pain pointsor frustrations that the
webinar will solve.
You know, reminding people whythey signed up for this webinar
and why it would be importantfor them to attend the webinar
Case studies.
This is where you get to showoff, and we don't do it enough.
(07:58):
But please show off about thepeople.
Show off with the people thatyou have helped successfully.
Right, wet folks' appetites.
Wet the appetites ofregistrants for your webinar.
They can see your expertise,it's showcased and they know
that you are the person to helpthem.
Okay, also, you could link topodcast episodes that deal with
(08:20):
the same problem or frustrationsthat your webinar does deal
with.
Right, and it's not going to bethe same thing, right, but
similar things.
And that builds your authorityand it also increases your know,
like and trust factor with thefolks who have registered for
your webinar.
Now, make sure to have a show upemail sequence that's automated
(08:42):
and this is where, 48 hoursbefore the webinar, you send a
reminder hey, the webinar isgoing to be in two days.
24 hours before the webinar,hey, the webinar is going to be
in one day, the morning of.
Hey, the webinar is going tohappen later today.
And then, 30 minutes before,just thought I would remind you
again that the webinar here'sthe link, by the way is going to
(09:03):
happen in 30 minutes.
Now that could be 15 minutesbefore if you want.
I just recommend at least 30minutes before and when you do
get onto your webinar, rememberthat the webinar is about
empowering watchers to make adecision and take action.
It is not just about teaching.
(09:23):
You're great at teaching, I'mgreat at teaching, but if we
only teach on a webinar,guaranteed we're going to
overwhelm people who arewatching that webinar and they
will not take action, whichmeans no sale, right?
If we empower them to makedecisions to deal with their
problem, then they have clarityon the action they should take
(09:46):
and that equals more sales, allright.
So, yes, you can educate a bit,because we're going to teach
something of value on a webinar,but we're going to envelope and
package that education with alot of empowerment so people
have clarity on the decisionthey need to make.
(10:08):
Now, when you sell inside ofyour webinar, you need to also
sell inside of those emails thatfollow up the webinar.
I had a client and theirconversions were not as good as
they wanted after their webinarfinished and their cart opened
after people were able to buyfrom them.
And I look at their emails andI'm like, oh, wow, these emails
(10:33):
are essentially teaching whatyou taught or what they taught
in the webinar.
But at length I'm like, no, theemails are not supposed to
teach what was taught in awebinar and it doesn't matter.
I know you might be like, butQuajo, what if somebody did not
show up to the webinar?
Well, you can be fancy about itand send them a replay.
Or if they didn't show up,don't worry about teaching them
(10:56):
an email.
The email is to sell yourprogram, your course, the way
you can serve somebody.
Okay, do not recap webinars,just sell in those emails after
the webinar.
And also, you know, open cartperiod how long can somebody buy
?
How long does somebody have tomake a decision to join your
(11:17):
course or program?
Give them like three to fourdays, not like eight days.
The longer your car open periodis, the fewer people will buy,
because they'll push off thatbuying decision until a day in
the future that never, everexists.
And if people aren't buying,then you're not able to help
people, which means less revenuefor your business, right, it's
(11:41):
gonna take you longer to hitthose financial goals and also
the people who've been waitingfor you to show up and help them
through this transformationthat you are an expert at, fewer
of those people will get served, which means more of those
people will continue throughtheir life with the very issue
that you were meant to help themget past get through, get over,
solve.
(12:01):
Okay, cart open period three tofour days.
Now, I am NOT a fan of falsescarcity, meaning that what you
can do is say something like hey, you watch this webinar, here
is the price of the program.
By the way, you can join itanytime you want through the
website, but on the website it's$200 more.
(12:24):
Okay, right here, it's $200less.
You're not necessarily sayingthis is a discount, get it now,
before the price goes up.
You're just matter-of-factlystating that they can come in
anytime they want.
It's just more on the websiteand it's less here right now.
Right, you can have bonusesthat are only available for
somebody who signs up right now.
Again, you can mention in anemail that, hey, you know if
(12:47):
now's not the right time, sure,I understand that those bonuses
aren't going to be available ifyou go and purchase through the
website, but they are absolutelyavailable right here.
And, by the way, what do youpick for a bonus.
Choose bonuses that helpsomeone overcome an objection
that they might have to joiningyour course or program right now
(13:09):
.
Okay, I know you know thereasons that people don't buy.
And, if you don't know, set upa questionnaire so that, after
your cart closes and somebodycan't join the course anymore
for the price that you announcedit as the webinar or with the
bonuses that you announced, thensend out an email which is
basically you know, why didn'tyou choose to buy and have.
(13:30):
You know because they're superbusy is an option have because
they are because of finances,you know.
And then have another questionthat says you know, if it wasn't
those two, then what would itbe?
Because most people going tosay they're too busy or they
don't have the money.
Those are like the defaultknee-jerk reactions that we all
(13:53):
say to buying anything.
Okay, but you really want toknow the true reason.
So send out that email and thenthink of bonuses that overcome
those objections.
Now make sure that on the finalday the cart closed day that
you send out like three emailsto sell your thing and let
people know this is the finalday to get these bonuses or the
(14:14):
final day to get into theprogram or course, at this price
.
And if you're comfortablesending out three emails, send
out another email, even that day, one more than you're
comfortable with.
All right, it doesn't reallymatter, and people the right
people aren't going to accuseyou of being a sleazy
salesperson.
Don't be a sleazy salesperson.
(14:36):
But empowering somebody to makea decision to work with you and
you can actually help them isnot being a sleazy salesperson.
This concept that we have of asleazy salesperson is someone
who tries to convince us to getsomething we do not want to get,
but that's not you.
You know that somebody needsyour help because you aligned
(14:59):
the topic of the webinar with atopic that you help people out
with in your program or course.
Therefore, just by them beingat the webinar, they're saying
they have this issue, so sell tothem.
They need to know that you canhelp them.
Don't be weak sauce about it.
Be strong, be firm.
(15:20):
Think of a doctor.
If you went to a doctor with anissue and they diagnosed a
sickness, they would be veryclear with you If you should
solve this now, you should getthis surgery now, you should
take this medication now.
And if you were like you know,I just don't want to, you know,
or I just don't feel like Ishould.
They'd be like look, here's thevery real ramification of not
(15:43):
dealing with this illness.
You know, two months it couldbe like this, it could develop
into something further.
Nip this thing in the bud andtake the antibiotics.
But I don't want to lower myimmune system with antibiotics
because I believe this, this andthis.
And the doctor will be likewell, that's actually true, but
guess what Science?
Take the antibiotics and then,after you finish the seven-day
(16:04):
dose, you can take someprobiotics to build up the good
bacteria in your gut again.
Okay, like, think like a doctor, diagnose, give them the
urgency.
The real urgency is and here'swhy they want to deal with the
problem and then explain to them.
You know, if you deal with itnow, it's actually cheaper than
dealing with it later.
And here's all the benefits, bythe way, that you're going to
(16:26):
experience once this issue issolved.
Make sure that, in addition tothose sales emails, you do have
Facebook and Instagram adsrunning targeting people who
registered for your webinar, butalso targeting your email list
and sending them to the salespage.
Now you might think, quajo, whywould I spend money targeting
(16:46):
my email list?
Well, did you know that, like1% average, give or take a 0.3%
of the folks on your email listwill actually ever register for
a webinar and buy a product fromyou.
So then you need to make surethat, in addition to the organic
reach or registrations thatyou're getting, that you also
(17:07):
target your email list.
Those are some of the warmestpeople in your business
ecosphere.
You need to target them withads, not only to register for
your webinar, but also lettingthem know hey, this thing that
I'm great at, you know that Isell that can really help you.
It's for sale right now.
Do that.
If you want to have a webinarreplay that you market to your
(17:28):
list, go ahead and have that.
Yes, you can run Facebook andInstagram ads on a low budget to
that replay page.
Make sure that you are clear onthe replay page that there is a
time limit to watch this replay.
Ie you need to take down thatreplay when the cart closes and
when people can no longer getthose bonuses, or when the price
(17:51):
goes up, or when the course isactually closed and people can't
join it, or when the programstarts.
Maybe it's like a seven weekcoaching program, group coaching
program.
Take down the replay, do notjust leave the replay up forever
and forever and forever,because people can then can
watch forever, forever, foreverFrom now, and they won't make a
decision.
So put a timer on that page,say the replay page is coming
(18:15):
down, and also put a buy buttonright under that replay video.
And if you liked this Content,will make sure that you listen
to the next episode, which iscoming out next Monday, because
you won't only learn aboutFacebook and Instagram ads from
me, but you'll also learn fromother online course creators who
(18:38):
are running Facebook andInstagram ads for themselves, so
you can learn from theirmistakes and their successes and
you can peer behind the curtainat the funnels that they're
running Facebook and Instagramads to you.
Cheers, be blessed, take careand well, I will see you in the
next one.
Take care, bye.
Dear course creators.
So you're thinking of settingup a webinar to sell your course
bravo, right on.
But are the Facebook andInstagram ads actually going to
fill your webinar with the rightpeople, or are you going to
waste money testing the wrongway?
Also, do you know all thecomponents that you'll want to
have in place to have the bestchances of having the most
(00:20):
successful webinar as possibleNot just Facebook and Instagram
ads, but the funnel structureand steps that you'll want to
have set up Well, by the end,you will know how to prep your
ads and your emails and yourwebinar funnel, and you'll see
why ad testing is a make orbreak step to keep your
(00:40):
registration costs low.
This is a distillation of theknowledge that I've gotten and
acquired from coachingestablished online course
creators over the years, and I'mtalking folks who have earned,
like you know, six hundredthousand on the low end to like
1.2 million in gross revenue onthe high end, in addition to
being able to peek and peer intothe funnels that make
(01:03):
businesses run as a Facebook andInstagram ad manager.
I'm going to compress that intothis short little episode.
So here we go.
There's five parts part one,part two, all the way to part
five.
Oh, I guess that made sense,right.
And first we're going to lookat the very beginning of the
webinar.
Funnelhoo, how long before yourwebinar should you turn on
(01:27):
Facebook and Instagram ads?
And the answer is two weeksminimum, maybe three weeks.
Okay, now these ads need tobring people into your webinar,
as in get people to register foryour webinar.
So what I've seen is that thealgorithm does pretty well.
If you start 14 days, two weeksbefore your first webinar date.
(01:50):
Now, if you start later thanthat, then people then you might
not get enough people withFacebook and Instagram ads into
your webinar to hit all of yourlaunch revenue goals.
If you start way earlier thanthat, then people would register
with your Facebook andInstagram ads, but they might
(02:10):
forget about your webinar andthus your webinar show up rate
will go down.
So the sweet spot is 14 daysyour ads should turn on Now.
You could turn those on earlier, like at 18 days or 20 days
before the webinar date.
Especially, consider doing soif you have a smaller online
(02:32):
presence and thus your warmaudiences are smaller and thus
the meta algorithm has to domore learning for your business.
And what I mean is, like yourInstagram followers.
Your Facebook followers arefewer, maybe people who visit
your website is lower and youhave a smaller email list.
Then consider turning on ads alittle earlier because, remember
(02:55):
, facebook and Instagram ads islike a two-person dance Like.
I live here in Mexico, so I'mthinking of that Latin dance.
I am taking bachata lessons.
I should be better than I amright now.
Honestly, it's so funny.
I forced my wife to dancebachata with me in the living
room and she's like Cuecho.
You should be better than youare right now.
But you are the lead and thealgorithm is the follow.
(03:20):
And, as you want to be a goodFacebook ad manager for yourself
, so to speak, make sure to givethe algorithm time to learn who
, within your targeting audience, is the best person to reach
with your ads, and thus you needto do that dance with the
algorithm, where you let thealgorithm shine before you start
tweaking and tinkering.
(03:42):
And, by the way, if you don'tknow how to tweak, tinker and
test your ads, then I'm going totalk to you about the ad
testing cheat code, which is theexact way that I test Facebook
and Instagram ads inside ofclient accounts so that I can
get the best results possiblefor them, getting high quality
leads at the lowest costpossible.
(04:03):
That course, which yourbusiness needs for you to have
and follow and use, is in theshow notes below.
Speaking of testing ad copy andcreative, please do not just
choose one ad to run and thenpray that it works.
Like listen, I believe inprayer.
Prayer is a great strategy forlife.
(04:24):
You know it's not a goodstrategy for Facebook and
Instagram ads.
You want to get ready with, say, three pieces of ad copy and
like, say, five pieces of adcreative.
That way, you can test all thecombinations of those and come
out with the best performingcombo, if you will, of ad copy
and ad creative.
(04:45):
Now, how do you choose will ofad copy and ad creative?
Now, how do you choose topicsfor your ad copy?
Just think of the frustrationsthat stem from the problem that
your webinar and or course willsolve.
You could speak to each ofthose frustrations in your ad
copy, state the frustration,elaborate on the frustration a
little bit in your ad copy in anon-triggering way, and then
(05:07):
what is the solution, yourwebinar and what is the ideal
outcome of somebody attendingyour webinar.
Put that into an ad in thosesame exact order and you have
yourself a decent ad.
Do that for three differentfrustrations and you got three
different ad copy.
And then, of course, you cancreate some graphics that go
(05:27):
along with your registration ads.
You can even record some videobonus points.
If you already have organicvideo on Instagram that's doing
well and it is about the webinartopic, you might be able to use
that video for yourregistration ads.
But test here.
Test different hooks andmessages in your ads, okay, that
(05:50):
is why I created the ad testingcheat code, because doing this
so that your cost per lead islowered doesn't come naturally
well.
It does for me, because I do itfor all my clients.
So now it can for you again ifyou head to the show notes below
and get the course.
So, but if you're going to spendthe time and money to run
Facebook and Instagram ads,you'll want to make sure that
(06:13):
those new registrants for yourwebinar are Well, that you have
the best chance of possiblegetting them to show up, okay.
So first of all, please always,of course, make make sure that
your MetaPixel is installed onyour website and is installed on
your opt-in page.
That's how Meta learns aboutthe kind of people that could do
(06:33):
business with you.
So if you don't have the pixelset up, even if you're not about
to run ads within the next year, still set up the pixel,
because you have an onlinebusiness and eventually you'll
run ads and your ads will workbetter if meta knows more about
your business.
Okay.
Now, once people register foryour webinar, you want to make
(06:55):
sure that they are receivingregistration emails every two to
three days.
I've seen this mistake so often,where people are like a client
you know, maybe I'm coachingthem one on one, but they're not
getting that 30% or above showup rate to their webinar.
And when I ask them, how manyemails have you sent out before
(07:15):
the webinar?
They're like not enough, andI'm like no, not enough.
And so people are signing up.
If you're running Facebook andInstagram ads, people are,
you're paying for leads and theyforget about you and thus not
enough people show up to yourwebinar and you don't get to
work and help enough people andyour business bank account is
crying.
Well, you don't want that tohappen.
(07:37):
Two to three emails, okay.
Sorry.
An email every two to threedays, all right.
And then what is done in thoseemails?
Well, they focus on pain pointsor frustrations that the
webinar will solve.
You know, reminding people whythey signed up for this webinar
and why it would be importantfor them to attend the webinar
Case studies.
This is where you get to showoff, and we don't do it enough.
(07:58):
But please show off about thepeople.
Show off with the people thatyou have helped successfully.
Right, wet folks' appetites.
Wet the appetites ofregistrants for your webinar.
They can see your expertise,it's showcased and they know
that you are the person to helpthem.
Okay, also, you could link topodcast episodes that deal with
(08:20):
the same problem or frustrationsthat your webinar does deal
with.
Right, and it's not going to bethe same thing, right, but
similar things.
And that builds your authorityand it also increases your know,
like and trust factor with thefolks who have registered for
your webinar.
Now, make sure to have a show upemail sequence that's automated
(08:42):
and this is where, 48 hoursbefore the webinar, you send a
reminder hey, the webinar isgoing to be in two days.
24 hours before the webinar,hey, the webinar is going to be
in one day, the morning of.
Hey, the webinar is going tohappen later today.
And then, 30 minutes before,just thought I would remind you
again that the webinar here'sthe link, by the way is going to
(09:03):
happen in 30 minutes.
Now that could be 15 minutesbefore if you want.
I just recommend at least 30minutes before and when you do
get onto your webinar, rememberthat the webinar is about
empowering watchers to make adecision and take action.
It is not just about teaching.
(09:23):
You're great at teaching, I'mgreat at teaching, but if we
only teach on a webinar,guaranteed we're going to
overwhelm people who arewatching that webinar and they
will not take action, whichmeans no sale, right?
If we empower them to makedecisions to deal with their
problem, then they have clarityon the action they should take
(09:46):
and that equals more sales, allright.
So, yes, you can educate a bit,because we're going to teach
something of value on a webinar,but we're going to envelope and
package that education with alot of empowerment so people
have clarity on the decisionthey need to make.
(10:08):
Now, when you sell inside ofyour webinar, you need to also
sell inside of those emails thatfollow up the webinar.
I had a client and theirconversions were not as good as
they wanted after their webinarfinished and their cart opened
after people were able to buyfrom them.
And I look at their emails andI'm like, oh, wow, these emails
(10:33):
are essentially teaching whatyou taught or what they taught
in the webinar.
But at length I'm like, no, theemails are not supposed to
teach what was taught in awebinar and it doesn't matter.
I know you might be like, butQuajo, what if somebody did not
show up to the webinar?
Well, you can be fancy about itand send them a replay.
Or if they didn't show up,don't worry about teaching them
(10:56):
an email.
The email is to sell yourprogram, your course, the way
you can serve somebody.
Okay, do not recap webinars,just sell in those emails after
the webinar.
And also, you know, open cartperiod how long can somebody buy
?
How long does somebody have tomake a decision to join your
(11:17):
course or program?
Give them like three to fourdays, not like eight days.
The longer your car open periodis, the fewer people will buy,
because they'll push off thatbuying decision until a day in
the future that never, everexists.
And if people aren't buying,then you're not able to help
people, which means less revenuefor your business, right, it's
(11:41):
gonna take you longer to hitthose financial goals and also
the people who've been waitingfor you to show up and help them
through this transformationthat you are an expert at, fewer
of those people will get served, which means more of those
people will continue throughtheir life with the very issue
that you were meant to help themget past get through, get over,
solve.
(12:01):
Okay, cart open period three tofour days.
Now, I am NOT a fan of falsescarcity, meaning that what you
can do is say something like hey, you watch this webinar, here
is the price of the program.
By the way, you can join itanytime you want through the
website, but on the website it's$200 more.
(12:24):
Okay, right here, it's $200less.
You're not necessarily sayingthis is a discount, get it now,
before the price goes up.
You're just matter-of-factlystating that they can come in
anytime they want.
It's just more on the websiteand it's less here right now.
Right, you can have bonusesthat are only available for
somebody who signs up right now.
Again, you can mention in anemail that, hey, you know if
(12:47):
now's not the right time, sure,I understand that those bonuses
aren't going to be available ifyou go and purchase through the
website, but they are absolutelyavailable right here.
And, by the way, what do youpick for a bonus.
Choose bonuses that helpsomeone overcome an objection
that they might have to joiningyour course or program right now
(13:09):
.
Okay, I know you know thereasons that people don't buy.
And, if you don't know, set upa questionnaire so that, after
your cart closes and somebodycan't join the course anymore
for the price that you announcedit as the webinar or with the
bonuses that you announced, thensend out an email which is
basically you know, why didn'tyou choose to buy and have.
(13:30):
You know because they're superbusy is an option have because
they are because of finances,you know.
And then have another questionthat says you know, if it wasn't
those two, then what would itbe?
Because most people going tosay they're too busy or they
don't have the money.
Those are like the defaultknee-jerk reactions that we all
(13:53):
say to buying anything.
Okay, but you really want toknow the true reason.
So send out that email and thenthink of bonuses that overcome
those objections.
Now make sure that on the finalday the cart closed day that
you send out like three emailsto sell your thing and let
people know this is the finalday to get these bonuses or the
(14:14):
final day to get into theprogram or course, at this price
.
And if you're comfortablesending out three emails, send
out another email, even that day, one more than you're
comfortable with.
All right, it doesn't reallymatter, and people the right
people aren't going to accuseyou of being a sleazy
salesperson.
Don't be a sleazy salesperson.
(14:36):
But empowering somebody to makea decision to work with you and
you can actually help them isnot being a sleazy salesperson.
This concept that we have of asleazy salesperson is someone
who tries to convince us to getsomething we do not want to get,
but that's not you.
You know that somebody needsyour help because you aligned
(14:59):
the topic of the webinar with atopic that you help people out
with in your program or course.
Therefore, just by them beingat the webinar, they're saying
they have this issue, so sell tothem.
They need to know that you canhelp them.
Don't be weak sauce about it.
Be strong, be firm.
(15:20):
Think of a doctor.
If you went to a doctor with anissue and they diagnosed a
sickness, they would be veryclear with you If you should
solve this now, you should getthis surgery now, you should
take this medication now.
And if you were like you know,I just don't want to, you know,
or I just don't feel like Ishould.
They'd be like look, here's thevery real ramification of not
(15:43):
dealing with this illness.
You know, two months it couldbe like this, it could develop
into something further.
Nip this thing in the bud andtake the antibiotics.
But I don't want to lower myimmune system with antibiotics
because I believe this, this andthis.
And the doctor will be likewell, that's actually true, but
guess what Science?
Take the antibiotics and then,after you finish the seven-day
(16:04):
dose, you can take someprobiotics to build up the good
bacteria in your gut again.
Okay, like, think like a doctor, diagnose, give them the
urgency.
The real urgency is and here'swhy they want to deal with the
problem and then explain to them.
You know, if you deal with itnow, it's actually cheaper than
dealing with it later.
And here's all the benefits, bythe way, that you're going to
(16:26):
experience once this issue issolved.
Make sure that, in addition tothose sales emails, you do have
Facebook and Instagram adsrunning targeting people who
registered for your webinar, butalso targeting your email list
and sending them to the salespage.
Now you might think, quajo, whywould I spend money targeting
(16:46):
my email list?
Well, did you know that, like1% average, give or take a 0.3%
of the folks on your email listwill actually ever register for
a webinar and buy a product fromyou.
So then you need to make surethat, in addition to the organic
reach or registrations thatyou're getting, that you also
(17:07):
target your email list.
Those are some of the warmestpeople in your business
ecosphere.
You need to target them withads, not only to register for
your webinar, but also lettingthem know hey, this thing that
I'm great at, you know that Isell that can really help you.
It's for sale right now.
Do that.
If you want to have a webinarreplay that you market to your
(17:28):
list, go ahead and have that.
Yes, you can run Facebook andInstagram ads on a low budget to
that replay page.
Make sure that you are clear onthe replay page that there is a
time limit to watch this replay.
Ie you need to take down thatreplay when the cart closes and
when people can no longer getthose bonuses, or when the price
(17:51):
goes up, or when the course isactually closed and people can't
join it, or when the programstarts.
Maybe it's like a seven weekcoaching program, group coaching
program.
Take down the replay, do notjust leave the replay up forever
and forever and forever,because people can then can
watch forever, forever, foreverFrom now, and they won't make a
decision.
So put a timer on that page,say the replay page is coming
(18:15):
down, and also put a buy buttonright under that replay video.
And if you liked this Content,will make sure that you listen
to the next episode, which iscoming out next Monday, because
you won't only learn aboutFacebook and Instagram ads from
me, but you'll also learn fromother online course creators who
(18:38):
are running Facebook andInstagram ads for themselves, so
you can learn from theirmistakes and their successes and
you can peer behind the curtainat the funnels that they're
running Facebook and Instagramads to you.
Cheers, be blessed, take careand well, I will see you in the
next one.
Take care, bye.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Ruthie's Table 4
For more than 30 years The River Cafe in London, has been the home-from-home of artists, architects, designers, actors, collectors, writers, activists, and politicians. Michael Caine, Glenn Close, JJ Abrams, Steve McQueen, Victoria and David Beckham, and Lily Allen, are just some of the people who love to call The River Cafe home. On River Cafe Table 4, Rogers sits down with her customers—who have become friends—to talk about food memories. Table 4 explores how food impacts every aspect of our lives. “Foods is politics, food is cultural, food is how you express love, food is about your heritage, it defines who you and who you want to be,” says Rogers. Each week, Rogers invites her guest to reminisce about family suppers and first dates, what they cook, how they eat when performing, the restaurants they choose, and what food they seek when they need comfort. And to punctuate each episode of Table 4, guests such as Ralph Fiennes, Emily Blunt, and Alfonso Cuarón, read their favourite recipe from one of the best-selling River Cafe cookbooks. Table 4 itself, is situated near The River Cafe’s open kitchen, close to the bright pink wood-fired oven and next to the glossy yellow pass, where Ruthie oversees the restaurant. You are invited to take a seat at this intimate table and join the conversation. For more information, recipes, and ingredients, go to https://shoptherivercafe.co.uk/ Web: https://rivercafe.co.uk/ Instagram: www.instagram.com/therivercafelondon/ Facebook: https://en-gb.facebook.com/therivercafelondon/ For more podcasts from iHeartRadio, visit the iheartradio app, apple podcasts, or wherever you listen to your favorite shows. Learn more about your ad-choices at https://www.iheartpodcastnetwork.com
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com