How to turn a $3k client into a $30k client (and finally get out of the ‘I Need New Clients Constantly’ rat race)
When I first started my business, most of my time was spent hustling for new clients. I would spend hours on Facebook and on calls, winning clients. They would pay me, I would work with them and then I would look for new clients. Each month, I’d start with a new sheet and needing to repeat the whole process over and over again.
In late 2015, I drastically changed my business model and, as a result, I work less hours, work with who I want to work with and, ultimately, get to make a bigger difference in their life.
In this post, I’m going to walk you through the steps that I took to transition my business model, from working with many and always searching for clients, to working with a few clients at a much higher price and in a much rewarding manner.
Step 1: The First Transaction is Always the Hardest
As you have seen from the title of my post, my first transaction is often $3k. The reason why I have chosen this amount is because I have tested various pricepoints and this is the most effective. It has the least resistance, allows your client to generate an ROI quicker and you can often close this on the first call.
Once I’ve delivered value to the client and they have seen that I can get them results and they enjoy working with me, I then offer them into my $30k program for the year.
There’s a very simple philosophy in sales:
‘The hardest thing is to get your client to open their wallet the first time.’
Therefore, make it as easy as possible for your client to open their wallet the first time, as this will lead to many future transactions.
Step 2: Structure is Everything
The most important part of your program is its structure. The reason for this is simple:
‘Structured Information produces transformation’
If you can take what would be difficult and structure it so that it can easily be understood, it can be easily applied and your clients can immediately get results from it, your clients will get the results they are looking for.
If you are not sure how to structure your program, just let me know and I’ll give you a few tips on how to do this.
Step 3: Quality NOT Quantity
Most group programs have 25+ clients in there, however, I limit my group programs to 10 people. The reason is simple.
Most of the ‘super coaches’ work with 10 clients. This gives them enough time to dedicate to each client.
If you want to upgrade your clients, it’s essential that you get them that first result. If there are too many people in your group program, you may not get them all that result they are looking for.
The mathematics is simple – 1 client at $30k is worth 10 clients at $3k. Therefore, why aim for the short term gain, when the longterm gain is so much more lucrative?
I have a simple spreadsheet I use to manage my group programs. If you would like a copy, just let me know.
Step 4: Only work with People who give you energy
When you work with a client at a deep level, it takes a lot of energy. Therefore, it is crucial that you work with people who give you energy.
Be very strict with who you work with. My rule is simple, if after a 10 minute call I do not feel better than I did when I started, I do not work with them as they have drained my energy. If I feel better and they feel better, there’s a synergy and it’s a win-win situation I’m willing to go into.
There are times when you need clients but I can guarantee you that taking in one wrong client will cost you at least 2 or 3 right clients, so always think of the impact that client will have on your life and your business, not just your bank balance.
Step 5: Remember the Golden Rule
I have a simple rule:
‘Look after my clients and they will look after me.’
Always go the extra mile for your client. In an industry where most don’t, become the exception to the rule. By doing this, your clients will want to work with you for a long time.
It’s very simple, if you can get your clients results and help their business grow and improve the quality of their life, why would they want to stop working with you?
Step 6: You Probably Have a $30k client in your Pipeline
When I started, my goal was to run my first workshop and then sign-up my first Mastermind client from the workshop that I ran.
However, the opposite happened. I actually had a Mastermind client before my first workshop.
It’s very simple, your clients can only buy what you offer them. If the highest product or service you offer is $3k program, that’s the most they can spend with you.
Therefore, it’s crucial that you create and structure your Mastermind today, as there are prospects on your list, who you have worked with who would want to sign up for it.
If you would like me to send you my prospecting spreadsheet so you can model it for your campaign, let me know.
Good luck with applying what I have shared with you. This has taken me months of hard-work and hours and hours of testing and structuring to find out and I hope that this will transform your business in the same way that it has and allow you to create a business that serves you to live the lifestyle you want.
I’m often asked a simple question:
Mo, what part of my webinar is the most important?
Answer: Your personal story
Let’s look at the facts:
– Tony Robbins isn’t the most highly accredited NLP trainers, yet he’s paid the most and fills out events
– Neale Donald Walsch isn’t the most established theologian but he’s sold millions of copies of Conversations with God
– Robert Kiyosaki doesn’t have a Harvard MBA, but his financial planning advice has earned him millions
What do Tony Robbins, Neale Donald Walsch and Robert Kiyosaki have in common? They have all built their careers based on one thing, their personal story.
We all know Tony Robbins story, it started at Thanksgiving when his family were delivered the turkey, then Tony talks about running on the beach with his heavy headphones and writing his goals, then Tony talks about when his company went public and he made half a billion dollars, but felt empty inside.
We all know Neale Donald Walsch’s story. He had a good career and a decent life, then he was played the triple whammy in 1 week (where he lost his job, his wife and his health in 1 week following an accident), then he started venting on that yellow legal pad and his conversations started happening.
Likewise, Robert Kiyosaki and many other celebrity expert all have stories we are familiar with.
The reason why we are familiar with them is because they are personal. More importantly, they are personable. They all resonate with us, we can be with them as they tell it. Due to these well-crafted stories, Tony, Neale and Robert can quickly build rapport with us and that’s why they have out-sold and out-positioned all of their more better qualified competitors.
Most of the webinars I watch and critique have poor personal stories that go on and on and on. They are not stories, they are resumes. They are designed to impress, not to connect. They are designed to put themselves on a pedestal, not to show that they have been on the same journey as you.
As a result of this, the personal connection is not built. There is no rapport and, seeing that people buy from people, this explains why their webinars lack engagement and do not perform as well as they should do.
If your personal story reads like your resume, consider changing it. After all, Tony, Neale and Robert could easily quote their resume and impress their audiences more than any of us probably can, but they still use the same story now as when they started, because they know how important that story is and, more importantly, how important it is, through repetition that their audience knows it too.
The 2 Sales Conversations that take Place on Every Webinar
As I critique more and more webinars, I’m starting to see a growing problem area that many are struggling with. This is the actual sales pitch, at the end of the webinar.
One of the golden rules when it comes to sales is this:
‘People love buying, but hate being sold to.’
Most of the webinars that I critique break this golden rule. They have a high pressure pitch with scarcity, limited time bonuses and every other sales tactic thrown in.
They then wonder why they are not making enough sales from that!
In order to actually make sales from your webinar, 2 sales conversations need to happen:
Most webinars focus far too strongly on the first conversation and totally neglect the second conversation.
If your webinar is totally focused on the first conversation, you have to use a hard sell to win your audience over. However, with this, you will also win over a lot of skeptical buyers who will eventually request a refund, as the reason they bought your product/ service was because of the hard sell and not their desire to actually work with what you are offering them. This is why so many webinars have 20-50% refund rates, which if you are selling in volume will soon add up to a lot.
However, if your webinar is focused on the second conversation, the hardest sale is done as people instinctively love to buy and you just need to steer that conversation and remove a few objections, as opposed to having to convince them that unless they have your product/ service, their business will fail tomorrow and they’ll never make another penny ever again.
More importantly, when people buy because that internal conversation has guided them to buy, they will be buying because they want the result you can offer them. As a result of this, they will be more motivated, take more action and get the results they want. Consequently, they will not request refunds and will, in fact, be more inclined to ask about the next level of product or service you offer.
In order to have a webinar that sells effectively and ethically, it is crucial that both of these conversations take place. By doing this, you will build a loyal base of raving fans who get the results you promise them and are a pleasure to work with.
Good luck with your webinars!
Why Giving Away my BEST Information is the Reason my Workshops fill up so quickly…
One of the biggest reasons my business has taken off so much is because I give out my BEST information. It would seem logical that if I’m giving out my best information, clients wouldn’t pay me to consult with them – but nothing is further than the truth.
If you look at all of the top marketing consultants and leadership experts, they give out their best information for free:
-Jay Abraham gives out nearly 100% of his information for free
– Stephen Covey gave out most of his information in low-cost books
– Wayne Dyer actually encouraged people to record and share his content
The reason they did this is because they understood a simple formula:
Give your information for FREE but CHARGE for results
At the end of the day, what is it that your client wants? They don’t want information, they want results.
BUT if you can prove to them through the free information you give them that you are the one who will get them the results, who will they hire?
Giving away my best information is the reason my business has exploded. It’s why my webinars are always full and my workshops sell out rapidly. All with zero ad spend!
If you’re looking to get clients, do it by giving your best information out. After all, this will prove to anyone seriously looking to solve their problem that they need your help.
I hope this information transforms your business, like it did mine.
If the information isn’t enough and you actually want RESULTS, let me know as my Clients from Webinars workshop is filling up fast and I’ve only got a few spots left!
2016 is the Year of the Webinar!
Last week I wrote a post highlighting what 2015 taught me about webinars and how I saw them progressing in 2016. The response was amazing. I had countless of people reach out to me to say that they have not yet started out with webinars and that webinars are a big part of their marketing strategy for 2016.
After numerous Skype calls and chats, I thought I would share with you the main advice I shared with them, which is what I like to call ‘the Principle of High-Value Selling’.
There are 3 key areas that all successful businesses need:
Here are the 3 biggest problems that most of my prospects seem to face (and how to solve them):
Most prospects spent most of their time looking for leads. As a result of this, they had little time left to sell and even less time to focus on deliverables. Furthermore, as they did not have a system to generate leads, their leadflow was inconsistent (and so was their business!)
This is a very easy problem to solve. Instead of spending 80% of your time generating leads, have a system that allows you to generate leads for you. This will free up your time so that 5% of your time is now spent generating leads.
The easiest way to do this is to run 1 webinar every 1 or 2 weeks. These 2 hours will give you enough leads to last you for the whole week or fortnight, allowing you to use all that time spent generating leads to selling to or delivering for them.
Some of the prospects was speaking to spend a lot of time on strategy calls, but with very little success. This is partly because they are not yet positioned in their prospects mind as an authority or because they do not have the right, pre-qualified lead source.
This is also very simple to solve. As selling is the part of your business that actually makes you money, most of your time and energy should be spent here, around 75% of your effort, in fact.
What allows you to do this is having enough leads to speak to and, more importantly, a good application process that ensures you only speak to the right people. As I mentioned previously, a good webinar will provide you with at least 1 – 2 weeks of qualified leads.
A lot of my prospects said that 2015 was a year of burnout, where they spent a lot of time delivering their service to their clients on a 1-1 basis.
Unless you can leverage your business from 1-1 to 1-many, your business will always have a cap on just how much it can grow (as you only have a certain amount of time in the day). Ideally, you should be spending 20% of your time on deliverables, which you can only do if you have your deliverables systemized.
Once again, an education webinar is the easiest and most convenient way to do this, to deliver value and deliverability to your clients.
Once you have all 3 of these processes in place, you can apply the 80:20 principle which is very simply 80% sales and marketing, 20% delivery.
Good luck applying the 80/20 principle in your business. If you would like to discuss how to do this, just book a call where I can help you review 2015 and what lessons we need to learn for 2016, start to structure your business according to the 80/20 principle and go over how and where you can use webinars to start filling your business with the clients you deserve to serve!
Good luck with your webinars!
2015 in Webinars – What I learned consulting on and preparing over 120 webinars in 2015
As we come to the end of the year, I wanted to share with you the lessons that I learned through consulting on and preparing over 120 webinars in 2015 and, also, how I see the role of webinars in most businesses in 2016.
These are the 5 most important lessons that I learned:
1. Businesses need new leads constantly and a webinar is the best way to generate leads
Whenever I have done a webinar in 2015, it has bought me at least 50 new leads that were not previously on my database. This comes from people who share my webinar and introduce me to their audience and from people who have been following me but were not yet in my pipeline.
One of the biggest reasons why businesses fail is that they have stagnant leads and are constantly trying to sell to leads who are not appropriate to their offer, so the easiest way to solve this is to run regular webinars that will give you fresh leads, more regularly.
2. A webinar STILL produces the best ROI in terms of time and money than any other marketing strategy
During 2015, I was able to fill up a group coaching program with 1 webinar and zero ad budget that took me 4 hours to promote, 2 hours to prepare and 2 hours to run. That is, effectively, 1 full working day.
My clients have also managed to fill their workshops and group programs in a similar time frame.
In order to have a successful business, you need to focus on 3 areas:
1) Attracting Prospects,
2) Converting Prospects to Clients and 3) Delivering Results. The power of webinars is that is enables the first 2 areas to be done very efficiently, so that you have more time and energy to deliver results.
3. A webinar will lead to premium 1-1 clients
Every time I have run a webinar, I have had prospects message me for premium 1-1 consulting. At the start of the year, this was coincidental. However, as I saw this trend increase, I created the Pitch and Position webinar which is designed to not only get you sales but get you clients from the webinar as well.
As webinars become more and more mainstream, the audience on webinars are changing. You are now getting a variety of people, from those just looking for ideas to those looking for products to those looking for services to those looking for consulting. It is crucial that to maximize your webinar success, you cater for as many of these audience types as possible.
4. The Triple Tier Offer is by far the most effective webinar offer
As I started speaking to more and more webinar attendees, I realized that how varied their needs were. Some wanted a product, some wanted a service, some wanted mentoring and some just wanted a way to speak to me to discuss this.
As a result of this, I created the triple tier offer, where all of these audience types are catered for. As a result of this, I’ve seen webinars that present a $997 offer a $1,997 offer and a $4,997 offer – and sell at each of these price points. Without a triple tier offer, the sales would most definitely have been lower as your audience cannot buy what is not offered.
As webinars become even more mainstream in 2016, the audience will become even more varied and your ability to present an offer that is applicable to your whole audience, and not just a part of your audience, will be even more crucial.
5. Webinar structure is key
The reason why I have been able to work on over 120 webinar in 2015 is because I know how to structure and prepare a webinar in 1 hour.
In 2015, I’ve worked on webinars as diverse as baby coaching to real estate to media buying to gaming development to forex – pretty much everything you can imagine! However, in every webinar, the structure is key.
I always teach my clients the 80/20 rule of webinars. 80% of your audience will decide whether they want to stay or leave (and often if they want to work with you) within the first 20% of your webinar. Therefore, it is crucial to devote 80% of your effort making sure the first 10-15 minutes of your webinar is strong.
The key metric I always measure with a webinar is how many people stay until the pitch. The average of the webinars I have worked on this year is close to 90%, because I focus so much on a strong opening that keeps the audience present to the end.
Furthermore, the reason why structure is so important is that it will ensure the webinar is 60 minutes and not a minute longer. Of all the webinars I have done in 2015, a 60 minute webinar is the most effective. People automatically block out an hour, if you start to go into the next hour, they will often have something else to do, whether you are finished or not.
My prediction for 2016 is that:
1. More and more webinars will use the triple tier offer as the webinar audiences vary more and more
2. It will get harder to get attendees onto a webinar as there will be more webinars competing for your time and more people will just become conditioned to wait for the replay, which means that less replays will become available
3. Webinars will become a bigger part of high-ticket selling as they are the quickest and easiest way to generate leads
4. As automated webinars become more commonplace, live webinars, and those performing live webinars, will be appreciated more by an audience who wants a more direct contact from the authorities they want to learn from
5. Webinars will become a bigger part of business in general and you will see webinars in even more niches
6. Webinars will still provide the best ROI in terms of time and money as they will still remain the easiest way to sell products and services at a mass level
I wish you all a Happy New Year and hope that 2016 is a year of growth and success.
Good luck with your webinars!
Have you ever had one of those Sundays when you’ve looked at your calendar for the week ahead and saw only a few calls booked in? Have you ever stressed and worried about where the next strategy session appointments are going to come from?
This is a problem that a lot of people I speak to say is the one thing stopping them from having a successful business. In order to help them, and you, I decided to run an experiment and in this post, I will show you the exact results I achieved and how I did that.
THE GOAL OF THE EXPERIMENT: Get 10 Strategy Sessions booked on a cold Winter’s Sunday afternoon – which is probably the worst time to ask for a strategy session – with ZERO Ad budget – to prove to people how easy getting Strategy Sessions actually is and how the number 1 problem they are facing in their business can be easily solved.
THE RESULT OF THE EXPERIMENT: I received 8 accepted applications that were from ideal prospects. I also received applications that were not the right fit which I turned down and also a dozen email and FB direct messages that I am following up on regarding strategy calls. I have yet to perform these calls, but I expect to have at least $30k revenue from them.
THE STEPS I TOOK: Here I will outline the exact steps I took, so that you can take them to get booking strategy calls today:
Everyone calls it a Strategy Call or a Clarity Session or a No-Obligation Call. The problem is that by calling this, you are going to face these issues:
Instead, give your strategy call a name that clearly states the benefit they will get from the call. For example, I call my calls a ‘Clients from Webinars in 2016 Coaching Session’. This sounds more exciting than a strategy call – and also ensures that only my targeted audience – prospects who want to get Clients from Webinars in 2016 apply for it.
As Strategy Calls have become known to be hard-sales calls where you are given a bit of information and then a ‘now or never’ offer, it’s important that you differentiate your call from that.
The way that you do this is by letting your prospects know exactly what they will get from the call by being part of it. Here’s the benefits I wrote, so that you can see an example:
=> Drastically cut down the amount of time you spend finding your dream clients, so that you can spend more time doing what you love – delivering amazing results to them. My clients and I can usually get 2-3 months worth of clients from a single webinar!
=> Uncover hidden challenges that may be sabotaging the growth of your business and keeping you working too many hours. By having the right structure and systems in place, you can save yourself hours each day whilst increasing the results your clients get.
=> Structure the right type of webinar you will need to attract your dream clients. There are 4 different types of webinar I use and the foundation of attracting clients from webinars is to use the right webinar.
Not only does this guarantee that the prospect is more likely to request a call, as they know they will get value on the call, it also ensures that they will turn up on the call (and as a result reducing the no-shows) and, ultimately, ensures that the prospect speaks to you instead of someone else.
The number 1 lesson I have learned in sales is that not everyone is ready to buy when you are ready to sell. They may have registered for your webinar when they were simply at a research stage. They may have become friends on Facebook when they were just connecting with people for information.
Most people offer a strategy call once and then leave it as it is. The fact is that your contacts might not be ready then to work with you, but are ready now. Therefore, occasionally, remind your audience that you are available for a strategy session.
As I said, I followed these 3 steps to get 8 strategy sessions booked and have a dozen messages and emails I need to reply to that will get me well into the double figures of strategy sessions.
I hope that this process helped and inspired you and if you need any help with applying this, just let me know.
One of my favourite webinar mantras is ‘Emotion Sells and Information Repels!’
You are probably wondering what exactly does this mean? Well, let me explain.
How many times have you been on a webinar and were given gem after gem of valuable information, but did not buy?
Conversely, how many times have you been on a webinar and were given little information, but still took out your credit card and bought?
It seems very strange that the webinar that is designed to give information does not convert and the one that gives less information does.
Here’s the reason why:
PEOPLE BUY FROM EMOTIONS NOT FROM LOGIC
Think about this for a few seconds as this is the KEY to selling on webinars.
We buy with our emotions, not our logic. It is our dreams, our ideals, our visions, our desires that cause us to take action, not our logic and whether it makes sense or not.
Therefore, if you want a webinar that converts, you need to awaken your audience’s dreams, ideals, visions and desires. You need to move them EMOTIONALLY not
Now, of course, there is a caveat in this. Your webinar does need to have excellent information as well, because your audience associates an opportunity cost to their time.
If your audience charges $100 per hour, you need to justify that at the end of the webinar, they got at least $100 worth of information and ideas from your webinar. This is the baseline.
Unless you provide this excellent information, they will not stay until the end to see your pitch anyway!
So that leads us to the key question – how do you influence the emotions your audience is feeling on the webinar?
The answer is simple, you need to be able to manage their state! This is KEY as this is what controls their emotions, their ideals and their dreams.
If you can lift someone’s STATE on the webinar, they will take action!
So, how do you do this exactly? The answer is simple, by structuring your webinar properly.
When your webinar is properly structured, you can then be free to focus on delivering it with as much passion and excitement as you can.
When your webinar is properly structured, you don’t need to worry about what to say – but can focus fully on how you say it.
At the end of the day, this is what sells. Good content will get you fans and admirers, good delivery will get you sales.
If you want a call with me regarding how to structure your webinar so you can focus just on the delivery, just contact me and I can arrange that.
Good luck with your webinars!
The truth is, they are not and their needs are different.
Your audience will fit into these 4 categories:
– Information Seekers: Some audience members are just researching and starting out. They are looking for information and ideas. If they feel the opportunity is right, they may buy a small ticket item of $197-$497 just to help them take the first steps.
– Support Seekers: Some audience members may have taken the first steps but are struggling. They may have tried a few programs on their own without much success. They need support to successfully implement what they know, but don’t yet have the budget to work with on a 1-1 level. They have a budget and a need and are likely to want a group program.
– Counsel Seekers: Some audience members may already be achieving success at what they are doing and, therefore, don’t need the complete package. They may only need a few hours of your time as a consultant to help them look over a couple of areas that they are finding challenging. They want to work on a 1-1 level and can pay you a high hourly rate.
– Service Seekers: Some audience members may want the result you are offering but don’t have the time to implement what you are teaching, but have a large budget to hire you or your team to do so.
The reason why the Triple Tier Offer™ works so well is that it is designed to appeal to all 4 audience types, not just one and, as a result of more of your audience finding your offer relevant and valuable to them, you will have a much higher conversion rate and, possibly, be able to convert more premium high-ticket clients from your webinar.
The 80/20 Principle states that you get 80% of your results from 20% of your effort.
However, which of these are you?
Your answer will have a profound impact on where your business is and how many people you are serving, which has a direct influence on how much you are earning.
In this post, I’m going to share with you the 5 steps you need to take to go from the left box (where you are spending 20% Marketing and 80% Delivery) to the right box (where you are spending 20% of your time delivering and 80% of your time marketing).
However, before we begin, let me tell you about my client, Judy, who did just this. Judy is a world-famous educator who travels 180 days a year delivering her content and wanted to transition to an online training basis so she could cut her travel down.
In order to do this, Judy worked with me to create an online program that she needs to spend only a few hours a month delivering. This has freed up her time to spend more time promoting the program and, as a result, Judy made 9 sales in the first month of her program, at $5,000 each.
If you would like to have a similar result to Judy and earn $45,000 in your first month like Judy did, then you need these 5 components:
What does Dr. Stephen Covey, Oprah and Tony Robbins all have in common?
Apart from the fact that they each built a billion dollar business, they all picked the right audience.
Let me explain.
Dr. Stephen Covey ONLY targeted Executives
Oprah ONLY targeted stay at home women
Tony Robbins ONLY targeted entrepreneurs
It is because they had a specific targeted audience that their message got heard by the right people.
If you are trying to attract everyone, you will attract no-one. If you are trying to attract many, you will only help a few.
The first step is finding the right specific audience as this is the foundation of your business.
For example, my client Rasmus targets only Danish entrepreneurs. He serves a very specific niche and, because of this, he has quickly dominated it.
What specific niche can you serve and, if you are already in business, how can you narrow your market so that you can have more of an impact in it?
What is the one problem that keeps your dream clients up at night and is the first thing that they think about when they wake up?
What do they worry about and what concerns them? If they were given a genie and that genie gave them one wish for their business, what would it be?
If you want to win high-ticket clients, you need to be that genie. You need to know what problem needs solving most urgently, as that’s the problem they will hire you to solve with them or, even, for them.
All of their other problems are maybe problems, that might be solved one day, when the time is right.
To win your dream clients, simply solve the one problem that they need solving, as that is the ONLY problem they will pay to solve.
By solving just one problem, your clients get quicker results and are happier because of this, meaning you spend less time delivering results for them. A true win-win.
For example, my client Carol is the largest NLP trainer in the Middle East and wanted a webinar template she could fill in and have a well-structured webinar in just 30 minutes. She then sends me that template and my design team brand her presentation and make it look effective. That is the problem I solve specifically for Carol and she has referred many other speakers for the same service.
What specific offer can you create that solves the exact problem your dream client has?
Once you have the right offer, you need to be known as the authority that people will come to when they need their most important problems solved.
Many people confuse marketing and positioning. Marketing is about informing people about who you are, positioning is about showing people the value you can provide.
The easiest way to position yourself is through posting good content. This will lead to podcast interviews, webinar requests, TV and magazine interviews and the opportunity to be featured in books.
By providing value to the marketplace, I have had each of these opportunities presented to me, which in turn, introduces me to a new audience.
A good example of how to position yourself properly is to connect with Mastermind Groups that your dream clients are in. Once you are connected to one member, you will soon be connected to the other members, who will then introduce you to other members.
Most people do not realise that there are different types of webinar that you should be using:
By understanding these 3 different webinars and using them appropriately for the right situation, you will experience a dramatic increase in conversions, as opposed to using a normal webinar for everything.
A prime example of this is my client Tracey. She recently held a webinar with 20 people on the call and sold a product for $5,000. This means that for each person on the webinar, she earned $250. If she sold a product for $500 and 2 people bought (at a standard 10% conversion rate) she would have earned only $50 per attendee.
This is the difference of using the RIGHT webinar versus ANY webinar, 5x the earning per attendee.
When you have a high lifetime value per client, you can afford more premium advertising channels that put you closer to where your ideal client is.
As a result of this, you also remove much of your competition who simple cannot afford those marketing channels.
This has many benefits:
This means that you will win more dream clients, easier.
A prime example of this is a client who now advertises in a premium dentist magazine. He is the only person providing his service in there and this provides his with high-quality leads on a weekly basis.
By SYSTEMISING every aspect of your business – from the delivery to the positioning, you will allow yourself to be able to focus more time and money on the marketing, which will lead you to more premium clients, delivering them quicker results and having a larger impact in the world.