By Dave Smith

Hey trainers!

Today I want to share the next step in the process that I use to build up my clientele online. Over the last couple weeks I've been showing you the exact steps I've used to build my business. These are the same steps I'm taking today.

Quick little recap of where we've been...

We've talked about some basics when it comes to SEO, and then I talked to you about building backlinks. We looked at the types of backlinks that you need and how to actually go and get those backlinks. Then, as you build up your backlinks and focus on the right aspects of SEO, you're going to get more traffic coming to your website.

Once you get that traffic, what do you do?

You need to capture that traffic with a lead magnet. I taught you how the vast majority of lead magnets out there absolutely suck, including some of my old lead magnets. I showed you why some don't convert, how to avoid those traps, and what to consider so that you can build an effective lead magnet.

Most recently, we talked about what to do after someone opts in for a lead magnet. There are really two options you can take: Offer them a tripwire product OR present them with a webinar registration offer. Both can work wonders!

Personally, I like sending new prospects to an evergreen webinar. In this blog post, I'll show you how I structure my webinars so that they convert like crazy. This isn't difficult to implement once you know what you're doing. You can follow along with this video or check out the full-text version below:

Usually I'll run a new webinar a number of times as a live event in order to test it out. I want to get people's feedback. Then, once I have a webinar that people enjoy and that generates sales, I automate it. So, the webinar that I'm going to be showing you today is one that has been tested and automated. I don't do anything with it. It just keeps on selling for me every single day. It's a beautiful thing!

This webinar is called, "How To Shed Belly Fat Without Changing What You Eat or Setting Foot Inside A Gym." Yeah, I know it's sexy headline that sounds a little bit impossible, but this is what we're going to talk about in the webinar. I'm not pitching something that I can't deliver on.

When I used to do webinars, I made the mistake that I'd say probably 99% of presenters make.This mistake is true whether you're doing a webinar or a face-to-face presentation. The BIG mistake:

We, as professionals, love to teach. We love to share knowledge that we're so passionate about. But, teaching doesn't sell. I've run dozens of webinars in the past that did not convert because I spent the whole time teaching.

Looking at this webinar title here, "How to Shed Belly Fat Without Changing What You Eat or Setting Foot Inside A Gym," if this was me five years ago, the "old Dave" presenter would've taught about things like hormones. I would've taught about things like circadian rhythms. I would've taught about things like nutrient timing. I would've taught all these principles, thinking that I'm building up credibility, and that when someone sees me as an expert, of course they're going to want to buy from.

You may know Russell Brunson, the owner of ClickFunnels. He's the one who taught me that your webinar or presentation should not be about teaching. Your presentation should be all about inspiring those who attend. All great webinars are inspirational.

Whatever the topic of my webinar is, I want participants to come out of that webinar thinking, "Yes! I can be a success! And Dave's the guy to help me to do that."

Here's the general structure I use...

My first 10 minutes in the webinar are all about getting my audience to know that they're in the right place and to know, like and trust ME. So, slides like the one below (showing me with my book) highlight some of the achievements and why I'm credible.

Next, I dive into three "myths" that will be surprising to my audience AND will leave them feeling motivated to change:

#1. How To STOP fat Storage Without Even 1 Minute Of Exercise. Again, that's a big promise. It's a sexy sell. "Old Dave" I would have taught all the research and shown all these case studies to prove that this is in fact true. And, people would maybe make some notes and come away with some tactics that they can go and try.

Maybe they would try them, but I'd say for the vast majority of people, they came away thinking, "Oh, that was interesting." Or maybe they'd think, "Dave's really smart. He knows his stuff." But, the inspiration wasn't there. They didn't come out motivated to take action.

Don't be interesting or smart. Be inspiring!

To inspire, I tell as many stories as I can. I talk about real women who got real results even though they didn't believe they could. I talk about the problems that these women (i.e. the women I feature in the webinar) are facing, and I explain that these are the same pain points that I know my audience is going through.

• They've tried everything. Nothing works 
• Their body keeps on changing as they age
• Hormones are causing their body to store fat in places that it never used to be stored

I know my viewers are going to be able to relate to these pains, and then I say, "But my client stopped all of these problems. Look at the results she got without any exercise." (and I show a before and after photo).

It's not complicated. Highlight the issues your audience is dealing with. Show them others who have overcome those issues. Make it clear that there is a path to success that anyone can follow.

I go through three "myths" using this same template, and then talk about people who I've worked with, show their successes, and really build up the audience's confidence that they can do that too. This goes on for about the next 20 minutes.

I'm now about 30 minutes into the webinar. Now I ask, "Can I share an offer with you that'll help you implement everything that we've covered today?"

I've shared inspirational message after inspirational message. I've broken down their false beliefs that they are "stuck" being overweight. I've built up their confidence that they CAN do this. They CAN change...

And now I've asked their permission to share a way for us to begin working together to make it all happen. Do you think they'll be interested in hearing what this program is all about? (Answer = YES)

For the next 25 minutes I tell them about the program that I want them to buy.

I know what you're thinking right now. You might be thinking, "Okay, that sounds like a LOT of salesmanship!" Or, "That sounds like it's really going to be a really salesy presentation!"

But, it's not at all because as I unveil each aspect of my program, I frame it in an inspirational way...

This is an example. "Here's what I created for you. I've included in this program so that you will get this result..." The sales pitch is all about THEM. It's not about the product at all. It's all about how my audience are going to change when we start working together.

Piece by piece, I unveil the different RESULTS clients get when they join my No-Brainer Program. Finally, the entire program is summarized on a "stack" slide that looks something like this:

If you've taken my courses, you already know how to create a no-brainer program of your own. It's called a "no-brainer" because, when presented correctly, your target audience will have a VERY hard time rejecting your offer. It solves their problems and all of their objection will have already been squashed so that the only logical response is, "How do we get started?"

First, stop being a teacher. Think about the way that you talk to potential clients. Think about the way you do presentations, and if you're going to go this webinar route, think about the way that you build your webinar. You're no longer a teacher. Your job is to inspire people to take action.

Second, if you don't have a no-brainer program to offer during your webinar, then definitely check out my course. If you don't have a no-brainer program to offer, you could have the best presentation in the world, but you're still not going to make any money. You have to have a program that solves the problems of your audience.

The last thing I'm going to say, and I probably should've said this at the start of the video is, again, this is a more advanced training. I'm taking you through the things that I'm doing right now, after being in the online fitness business for many years...

If you're here and you're just checking things out and maybe you're just sort of just starting your online fitness business, this is probably a little too advanced for you. You need clients right now. You need to prove that you can do this. You need to test it out for yourself to see if you like being an online trainer.

You need to get those first clients through the door, and I highly recommend my 14 Clients in 14 Days program because I know it works. Get your first 14 paying clients. Get some results with them, and then that's where your business begins. Once you make that first sale, then you can start working on some of these more advanced strategies.

If you have question about building a webinar that sells, feel free to drop it in our Facebook group or send me a message, and I'd be happy to help you.