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Dustin Mathews is the founder of Speaking Empire, which teaches entrepreneurs how to scale up their business using selling from presentations and stages. He authored a book with Dan Kennedy that teaches how to do it called NO B.S. Guide To Powerful Presentations: How To Sell ANYTHING With Webinars & Online Media, Speeches & Seminars.
Why to run a webinar?
The ultimate reason of running a webinar is to establish a relationship. Think of this: in a webinar you can engage with people an average of 45 to 60 minutes. Where else you get an hour of someone’s attention?
Choreograph your webinars and online presentations
Dustin has discovered that there are a lot of things you can do before your presentation and there are a lot of things you can do after your presentation. This consistent effort is what he calls “choreography.” In an entertainment show (e.g. opera, circus) the performers practice ad practice, and try every single element beforehand. And as some salespeople say: “the fortune is in the follow up.”
Similarly what you can do ahead of time is: engage in social media, ask people’s opinion’s, offer some gift, etc. Before the webinar, release a video so people are excited. And after the event, do the followup.
Best practices for webinars and online presentations
On a webinar, people are busy and you don’t see them. It’s harder to get their attention. Some of the best practices are:
- Sell them why they should join, attend the webinar. If people sign up but don’t attend is because the organizer didn’t sell people on showing up. Do send a video ahead on time, give them a gift, start building a relationship.
- Slideshows are the norm in webinars, but try the following performance trick. At the start of the webinar, pop up briefly at the camera to engage: encourage them to type in the chat box, ask questions, do polls, etc.
- Educate, bring value, give actionable things. Give them tools and resources, not only quotes or inspiration. Ask yourself: “How can I build value in this situation for my audience?”
Related: Speaking Internationally with Success
Favorite quotation
“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” — Maya Angelou
Recommended book
Rich Dad Poor Dad by Robert Kiyosaki
Routine to Shine
The idea of momentum. Pick a goal you want to accomplish. Take one small action a day, something small. Every day do one action towards your goal. At the end of the year, you will have taken 365 steps. And the secret of this is: oftentimes it’s going to take you a lot shorter than a year because you’ve built momentum.
Links
No B.S. Guide to Powerful Presentations (Get the resources!)
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