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2. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Handout page 1 Strategy If you know where youre going but youre on the wrong road, ascendantconsulting.com/resources/10Roads.pdf Communication Spectrum Complex problem/solution Simple problem/solution Low information availability Information easily available Customer intimacy Mass message Experiential Selling No amount of talking and explaining takes the place of ascendantconsulting.com/resources/wp-expersell.pdf Notes

3. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Handout page 2 The next Yes Delivery Best Practices 1. 2. 3. 4. 5. 6. 7. ** Focus is on Results 1. Lead with, with passion 2. 3. Building a list Boosting attendance #1 strategy:

4. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Todays goal Support excellent decisions regarding Webinars When to use them How to Create Explosive Growth with them

5. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Agenda Webinars in context –Webinar vis-à-vis strategy –Webinars in the communication spectrum –The power behind Webinars: Experiential selling

6. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Agenda Webinars in context –Webinar vis-à-vis strategy –Webinars in the communication spectrum –The power behind Webinars: Experiential selling Creating Explosive Growth with Webinars –The next Yes –Delivery best practices –Getting results –Getting prospects to attend

7. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Webinars vis-à-vis strategy If you know where youre going but youre on the wrong road…

8. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Webinars vis-à-vis strategy If you know where youre going but youre on the wrong road… The 10 roads to profit growth –www.ascendantconsulting.com/resources/10Roads.pdf –Webinars work directly on 8 of 10 roads

9. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Complex problem/solution Simple problem/solution Webinars in the communication spectrum The level and type of communication needed for effective sales depends on the market and customer situation

10. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Complex problem/solution Simple problem/solution Low information availability Information easily available Webinars in the communication spectrum The level and type of communication needed for effective sales depends on the market and customer situation

11. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Complex problem/solution Simple problem/solution Low information availability Information easily available Customer intimacy Mass message Communication spectrum Webinars in the communication spectrum The level and type of communication needed for effective sales depends on the market and customer situation

12. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Customer intimacy Mass message Webinars in the communication spectrum, continued Complex problem/solution Simple problem/solution Low information availability Information easily available TV ads Radio ads Outdoor ads Print ads DRTV Webinars Teleseminars Direct salesforce Telesalesforce

13. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Customer intimacy Mass message Webinars in the communication spectrum, continued Complex problem/solution Simple problem/solution Low information availability Information easily available TV ads Radio ads Outdoor ads Print ads DRTV Webinars Teleseminars Direct salesforce Telesalesforce Any communication media can downward stretch, however it may not be as efficient as a more mass-oriented technique

14. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC The power behind webinars: Experiential selling No amount of talking and explaining takes the place of letting prospects create realizations themselves

15. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC The power behind webinars: Experiential selling No amount of talking and explaining takes the place of letting prospects create realizations themselves

16. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC The power behind webinars: Experiential selling, continued Webinars efficiently provide many elements of a rich experience which can drive sales. ( www.ascendantconsulting.com/resources/wp-expersell.pdf )

17. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC The power behind webinars: Experiential selling, continued Webinars efficiently provide many elements of a rich experience which can drive sales. ( www.ascendantconsulting.com/resources/wp-expersell.pdf) In-use tests Webinar Customer Visual Auditory Projected experience In-use examples

18. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Creating Explosive Growth with Webinars

19. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC The next Yes Sales is a series of Yeses which usually must be achieved in order. To succeed with a Webinar you must know what your next Yes is.

20. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC The next Yes An order! Sales call Request for follow-up Conceptual agreement Sign up for info Pay for info Go to a website Sales is a series of Yeses which usually must be achieved in order. To succeed with a Webinar you must know what your next Yes is. Attend webinar

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22. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Delivery best practices Speak from a script, or Use notes Give handouts

23. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Delivery best practices Speak from a script, or Use notes Give handouts Offer notes page/study guide

24. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Delivery best practices Speak from a script, or Use notes Give handouts Offer notes page/study guide Have two people on your side –One handles messages, emails, etc.

25. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Delivery best practices Speak from a script, or Use notes Give handouts Offer notes page/study guide Have two people on your side –One handles messages, emails, etc. Stand up

26. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Delivery best practices Speak from a script, or Use notes Give handouts Offer notes page/study guide Have two people on your side –One handles messages, emails, etc. Stand up Smile

27. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Delivery best practices Speak from a script, or Use notes Give handouts Offer notes page/study guide Have two people on your side –One handles messages, emails, etc. Stand up Smile Be benefit focused. Its about them, not you. Put yourself in their shoes.

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29. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Getting results Lead with content, promote with passion Be up front/transparent –Your next yes –What you want them to do

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33. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Offering Free! Getting results, continued Free webinar followed by $1 Webinar –Psychological element of commitment and consistency

34. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Offering Free! Getting results, continued Free webinar followed by $1 Webinar –Psychological element of commitment and consistency Or discounted trial offered in Webinar –Easily delivered trial; high conversion –Annuity

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38. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Getting prospects to attend Building your list Getting people registered: –Solo email –Autoresponder –Webpage –Squeeze page –Opt out page #1 list building strategy: back of business card –Webinar offer –Other offer Get a 75% response rate from your next promotion! FREE Webinar www.vikev.com Get a 75% response rate from your next promotion! FREE Webinar www.vikev.com

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40. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Getting prospects to attend, continued Boosting attendance Email reminders –Print This Page! Phone broadcast Snail mail time.gov

41. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Getting prospects to attend, continued Boosting attendance Email reminders –Print This Page! Phone broadcast Snail mail time.gov Bonus for showing up –Cash –Programs –Pdf –Products –Bonuses and discounts

42. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Todays goal Support excellent decisions regarding Webinars When to use them –On strategy –More complexity in problem/solution –Information less easily accessible –Can create an experience

43. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC Todays goal Support excellent decisions regarding Webinars When to use them –On strategy –More complexity in problem/solution –Information less easily accessible –Can create an experience How to Create Explosive Growth with them –Know the next Yes –Responsive lists –Incentives to attend –Delivery best practices –Strong calls to action

44. www.AscendantConsulting.com 1-(888)-822-7236 ©2006 Ascendant Consulting, LLC How to give Powerful Webinars which Create Explosive Growth Ascendant Consulting, LLC