Annette and Sarah of Thanks for Visiting were able to increase their webinar funnel conversions by 50% with a more urgent marketing strategy. However, they’ve learned a lot more than that along the way…
Grab your pen and get ready for five juicy tips from this dynamic duo on how to convert those pipin’ hot workshop leads into high-ticket course sales!
“We are spilling some tea right now!” Annette laughs.
Some of you may bristle at the thought of an urgent marketing strategy… which is why Ellen asked the spicy question…
“For the naysayers who might feel like urgency isn’t as ethical, what would you say?”
“What we’re doing isn’t slimy or sleazy, because you know what happens all the time?” Annette shares. “People miss our deadline and email us, and I have a link that is that price, and I honor it.”
Annette and Sarah say only a handful of people who shuffle through their webinar funnel have paid their absolute full course price. Instead, people reach out, having barely missed the deadline, and ask when it will be available again.
“I’m like, ‘Here’s a link when you’re ready.’ It’s this last call where we are staying open for you, and we will honor that price,” says Annette. “That’s where I sleep well at night.”
Additionally, Sarah and Annette offer podcast episodes twice a week, completely different content on Youtube, and Airbnb hot tips on Instagram every single day!
“If urgency didn’t get you off the fence because you simply cannot fit this into your lifestyle right now,” says Sarah, “you can meet us literally seven days a week for FREE ninety-nine!”
In our recent word-of-mouth marketing series, we talked with three powerhouse CEOs who shared why testimonials are worth GOLD in the marketing world.
So we weren’t surprised to hear Annette and Sarah share the sentiment.
“We started with just text testimonials with people’s faces and saw an uptick there, so we took it up another notch,” says Annette.
Sarah and Annette began featuring more detailed testimonials with student success stories.
“We went from the cliche quotes to really like the authentic testimonials,” Annette explains. “We wove more of those in, and then the next notch is an actual video testimonial.”
Webinar viewers could listen to past students share their thoughts on the program and how it impacted their own short-term rentals.
“We’ve seen some really positive feedback each time that we’ve done that.”
This next hot tip from the Thanks for Visiting team is a tip Sarah and Annette learned from attending someone else’s workshop…
At one point, Sarah and Annette’s free webinar ended right on time…
“We used to have this timer at the end, again that sense of urgency,” says Sarah. “If it was 15 minutes of Q&A, we would stick to it and end the call.” (Can anyone else hear their high school teacher announcing, “PENCILS DOWN!”?)
Then, they saw another webinar host do things a little differently…
“Annette attended one where she hung on for like 2 hours! There were still hundreds of people in the room!” Sarah explains.
The reality was there were still warm leads—so the host stuck around. Eventually, Sarah and Annette tested the strategy with their own webinar.
“We tried it—and with great success,” says Sarah. “They are asking great questions about the course and are engaged. Why are we going to let them go when we have the opportunity to convert them?”
“I think that’s important to notice who’s watching and reply,” says Annette. “Even if there’s one person in your funnel, you need to pay attention to them.”
Piggybacking off of the previous tip, Sarah and Annette have learned that if a prospect is showing interest in their course, they have to lean in!
In addition to sticking around to answer questions long after their webinar has ended, Sarah and Annette send out a survey once the deadline for their webinar funnel arrives.
“We send out a survey basically saying, ‘What could we have done to make this juicier for you?’” Annette explains. “I actually answer those emails because I convert so many of those survey questions into sales.”
This is also a great opportunity to send the “last-call” link for those who want it! (But really, who WOULDN’T want that kind of bargain??)
“I think we follow up with, ‘How can we serve you better?” Annette adds. “And if it’s pricing, as Sarah said, we show up in all these places for free, and we will support you there.” (Again, here for the bargains!)
Sarah and Annette’s final tip for anyone who wants to improve their webinar funnel is to remember…
You’re going to mess up…
BUT those “mistakes” can be opportunities.
“The last call page… I’m pretty sure we had to create that because WE messed up a deadline funnel, and it ended early,” Annette admits. (Let’s be real… we’ve all been there.)
“It was a band-aid for an error we made—but now it’s part of our process.”
Sarah shares another failure-turned-success that happened when they introduced video testimonials to their live webinar.
“We would play it and no sound would happen,” she shares (All the technologically-challenged people say, “HEEEE-EEEY!”). “The best part is an attendee walked us through it! We converted more people because of that authenticity.”
When Sarah and Annette hit snags in their webinar funnel now, they don’t see them as failures. Instead, they look for the lessons, and they adapt.
“This hasn’t been set it and forget it,” says Sarah. “We have made a lot of tweaks to our funnel and to our offering and our price and so on.”
“We’ve implemented some stuff that was never a part of our plan,” Annette adds. “But we’re willing to do the work. Our mistakes have been some of our biggest revenue-generating lessons.”
What we DIDN’T cover in this blog post includes…
Annette and Sarah offer TONS of advice on a wide range of platforms for as little as $0. If you want more of their authentic, detailed tips, check out the full interview!