I was speaking to a client this morning who has just done a very big low-ticket launch and is working with me to create a high-ticket product.
I gave him a simple analogy that he urged me to share with everyone:
Low ticket products are like running on a treadmill – you’re always moving and always moving fast because you are always have to get lots of sales just to make payroll.
However, 3 months or 6 months down the line, you are still pretty much where you are.
High ticket products are like a ladder. Each time you make a sale or win a new client, you are taking a step up and, ultimately, the higher you go, the more you can start charging.
In 3 months or 6 months, you’ll be very far ahead from where you are now.
The choice between low ticket and high ticket is like choosing between a treadmill and a ladder. One will keep you moving but stationary, the other will take you higher than you’ve ever been before.
Whilst talking to a client today, I shared with them the different 2 types of webinar:
1) The Discovery Channel documentary type webinar where you TEACH rather than inspires – and like a Discovery Channel documentary, you get a lot of praise and kudos for sharing such great knowledge, but few people watch it and you get a few sales because you have not inspired.
2) The Game of Thrones type webinar where people are already excited before it starts and you take people on a journey, inspire them and have them thinking and talking about you for days and unable to wait to buy from you to help them take the next journey into the wonderful new way of thinking/ living or doing business they have created.
The KEY to any successful webinar is to create a Westeros for the audience, a place that inspires them and is so far beyond where they currently are (emotionally) that they want to go there again and again and again (through working with you or buying your product or service).
The problem is that most webinars do not do that!
So the key question is how do we do this, how do we turn our Webinar into a Westeros?
1) The Webinar starts before the webinar starts
Although Game of Thrones starts airing in April, there are teasers and adverts about it many months in advance.
In this same way, your webinar shouldn’t be something that just happens, but should have a good, solid build-up to it.
You could do this by having an email sequence teasing your audience, a few videos that touch on a few of the points to be covered or a few posts on social media that are announcing something exciting that is coming.
If you have an automated webinar, use a workbook, a video on the registration page etc – the goal is to have your attendees join the webinar having been looking forward to it for days or hours in advance.
2) A Game of Ice and Fire?
The original books that Game of Thrones is based upon are called A Game of Ice and Fire? Could you imagine inviting a friend over to watch A Game of Ice and Fire with you? Would the show be so successful if it was called that instead of Game of Thrones?
One of the most important factors in a successful webinar is a powerful name – a name that WANTS you to attend as it has a clear benefit as to attend.
A good formula to use is How to Get X in Y without Z – with X being the main benefit, Y being the Timeframe and Z being the biggest pain they want to achieve.
If this becomes very long, have a short catchy title and have this as the subtitle, so that you get the best of both worlds.
3) Start STRONG
Every Game of Thrones episode starts strong with something that entices you in. It’s very difficult to watch the first 10 minutes and then stop watching intently.
In a similar way, the first 10 minutes of the webinar is the most important as that is where the majority of the positioning takes place.
As long as your first 10 minutes is REALLY good, you will have your audience paying full attention, staying engaged and being there until the very end.
4) Relatability more than credibility
Let’s face it, Jodfrey was a right royal pain in the…. (pun intended). He had the authority and the position, but no one liked him.
On a webinar, people by from people, so you want to insure that you do not be a Jodfrey.
How do you do this, by using positioning-depositioning. You want to position yourself as an expert and authority, but not as a king or a demi-god. You want to be seen as ahead of the game, but not too ahead of the game that no one on the audience can achieve what you are showing them to do. You want to be an ally, someone who stands with your potential clients and not someone who stands above them. You want to be the person who is on the journey with them and that relatability will get you sales.
5) Your Bonuses are your Dragons
In the same way that Khalisi has her dragons as her biggest assets, you want to make your bonuses to be your dragons. You want to position them so well that audience members want to buy from you more for that than the actual course.
Bonuses are very powerful as they are often the factor that tips the scale in your favour. Ensure that you think strategically about them and have bonuses that offer great value, as this will increase your overall sales dramatically.
6) Take them to Westeros
The ultimate goal of your Webinar is to take your audience to Westeros – a place that excites them, is full of possibility and potential and, more importantly, a place that they can go when they buy your product or service or enrol with you.
This is key as a webinar is about taking someone on an emotional journey and an effective follow-up sequence reminds them of it (and makes your audience want to go back their again) by becoming a client.
If you don’t take them to Westeros on your webinar, when else will you?
One day, a person asked the Prophet Muhammad (SAW) who he should love the most in the world.
The Prophet (SAW) said ‘your mother’.
The person asked the prophet who you should love second in the world.
The Prophet (SAW) said ‘your mother’.
The person then asked the prophet who you should love third in the world.
The Prophet (SAW) said ‘your mother’.
The person then asked the prophet who you should love fourth in the world.
The Prophet (SAW) said ‘your father’.
If there was any words to show how precious our mothers are, this is it.
Our mothers are angels on earth, they protect us, nurture us, teach us, feel our pain more than we do and enjoy our victories more than anyone else.
A wise man once asked that if Mothers and Fathers are so valuable, why do we just celebrate them on one day? Why is there mothers day and fathers day? Shouldn’t it just be every day?
Thank-you to all the mothers in this world. Where will we be without them!
Today, I’d like to share a very timely Goal-Setting tip that I learned from Robin Sharma.
Whenever someone goes to Africa on Safari, they are always on the lookout for the Big 5 – African lion, African elephant, Cape buffalo, African leopard, and White/Black rhinoceros.
Needless to say, they will see countless other animals on Safari, but the Big 5 is top of everyone’s list as the must see.
Likewise, when setting goals, it’s also very important to have your Big 5 – the 5 goals that you will hit.
Needless to say, you will hit many other goals too, as a result of this, but the Big 5 need to be your Big Focus.
I, personally, love setting my Big 5 at the start of the week and spending Monday on the first, Tuesday on the second etc – this helps to keep everything focussed and ensure I have a clear outcome and result for each day.
I also like to ensure that each of my Big 5 reflect all aspects of my life, so that I stay in balance and don’t put too much focus just on one area.
If you’re not clear on your outcome for the day/ week/ month/ year/ decade or even life, why not spend a few minutes choosing your Big 5 that will really help you to stay focused and take away the pressure of juggling 100 things at a time.
Today’s a big milestone for me as it marks my 12,500th day alive! Most people count the years, but I love counting the days, as my belief is each day is precious and any day that we are living, loving and giving is something to be grateful for.
I’d like to share with you some of the most important lessons I’ve learned, as I believe that sharing knowledge with others is the greatest gift of all.
1) Life’s short enough and long – Some people say that life’s too short and others who suffer say it’s too long. It’s neither, it’s just perfect as it is and we have plenty of time to make a difference and leave our mark on this earth.
2) Everyone can teach us something – Life’s about learning and people are our greatest teachers. Everyone has a wealth of experience (their true wealth) and has something to teach us.
3) We reap what we sow – When we don’t have enough, we often look at our situations and feel its unfair. The truth is that if we have a lack, we have not given enough to begin with – as giving and service always comes before receiving and reward.
4) Good attracts good, bad attracts bad – Always focus on doing good and you will always get good back. Only focus on what you are putting out as you always get that returned many folds.
5) It’s not about the money – Money is good, it’s a tool to do good with and what we need to provide for ourselves. We often worry about money, but there’s always enough to pay the next bill, find the right food etc. We need a lot less to live on than we think we do.
6) Helping people is the greatest reward – It doesn’t matter how much you help someone, just helping them is enough. Sometimes a smile or a supportive word is all they need.
7) There’s no need to worry about what other people think – The opinions of people change like the weather, if you worry about what someone thinks, it’s like thinking a rainstorm will never pass. If the person’s opinion won’t change, there are billions of others in this world.
8) The world is big and small – It’s small enough to see and experience in a lifetime but big enough to have a little corner we can call home.
9) Family matters – They are the glue that hold life together and when one leaves you, it’s as if the whole world falls, until you realise that those who are left are the ones holding it up.
10) Time is just an illusion – If we give something the deadline of a day, we will find a way to get it done in a day. If we give ourselves a week, it will take a week. Therefore, don’t waste time, as to waste time is to waste life unnecessarily.
11) You don’t have to be perfect – Just be you. The world is better off with an imperfect you than an imperfect someone else.
12) It’s a circle game full of beginnings and endings, hellos and goodbyes, happiness and sadness, trials and triumphs, service and reward. You may be winning one day and the next you may lose. Always keep focussed on the end, our final destination that we’re returning to that is our eternal home and realise that this world is just the womb to the next. We learn what we need here so that we’re ready for there.
13) Always look on the bright side of life – I know it’s what Monty Python say, but it’s so true I had to end it with this. Everything has a good and a bad, you’re worst situation could be someone’s dream and problems and troubles are always temporary.
Life’s such a great teacher and I have been blessed with so many great teachers. Thank-you all for being part of the first 12,500 days of my life.
The answer is what they focus on:
Poor people think in terms of time
Rich people think in terms of money
Wealthy people think in terms of energy
Let me explain each in detail:
Poor people think in terms of time. Their main currency is time.
They ask questions like ‘How much time will this take?’, ‘How much can I earn each hour?’ ‘How else could I be spending my time?’
As time is the most limited resource we have, to think in terms of time is the most limited way to think.
Rich people think in terms of money. This is one step up from poor people as whilst our time is fixed, money can grow.
Rich people ask questions like ‘How much will this cost?’ ‘How much will it earn me?’ ‘How can I turn this into a long-term return?’ ‘What is the ROI on this?’
Wealthy people think in terms of energy. This is one step up from poor people and rich people, as whilst our time is fixed and money is available (although often not immediately), everyone has a great amount of potential energy instantly available to them.
Wealthy people ask questions like ‘Is this something I can get excited about?’ ‘Is this where my passion lies?’ ‘Does this feel right?’ ‘Is this really in line with my overall vision?’
The first step to get from poor to rich is to start thinking in terms of money instead of time. However, being rich doesn’t necessarily mean being fulfilled and happy and it is essential then to start thinking in terms of energy, as opposed to money.
The minute you start thinking in terms of energy and truly devoting your full attention and focus to any goal, you will realise how quickly time flies and how easily money comes.