This 1 Ingredient Can Help You Boost Your Course Sales

Speaker A: Welcome back to the Fearless Launching Show. My name is Anson Moilove. I'll be your host today. And today, here's what we're going to be talking about. Okay, first, let me just say that if you have ever created a funnel, an automated, you know, Evergreen funnel, if you've done a live launch, you've held a sale, maybe you run ads and you've wondered why you're not, or you didn't make as many sales as you projected, you may have been missing an ingredient in your launch. Now, I'm a huge proponent of looking for what's missing here, what is missing in this whole formula or experiment we're running in this launch. Because launches sometimes are experiments. And that one thing that is often missing is a way for people to truly interact with you. And so that's why we're. Today we're going to be talking about something I'm calling the interactive event. Now, keep listening to find out how you can create this for your sales process, no matter what that is. Because every single launch or promotion or funnel or campaign needs one of these, needs this element, needs this ingredient. So today I'm gonna explain what exactly is an interactive event. We're also gonna talk about why you don't need to schedule anything live in order to add one to however you're selling your courses, your coaching programs. And I'm also going to share some of my favorite ways to use interactive events and where I like to use them myself. And I've had clients do them as well. So some of my favorites are things that I've watched other people do that I work with. So let's dive in and talk about what exactly is an interactive event. It's a way for people to get that feeling or to actually interact with you. So they, they're either getting the feeling that they're interacting with you before they make any sort of purchasing decisions, or they actually are interacting with you. Okay. And specific things obviously have to happen in that as a part of that interaction. But it's also a way for you to interact and get to know and understand your ideal customer and potentially make them an offer and help them understand if whatever you're offering is right for them right now. So an interactive event sounds live, right? Because interactive in, you know, feels like it should be live. But I said before that an interactive event can be included in any type of sales system. So if you're not launching live, if you are, you've got an evergreen or automated funnel. You can still use these. So here's the deal people need to feel like they have had some back and forth with you. Now I'm not going to say that there aren't times when you've purchased because you saw someone's income claim on Instagram or they offered a small course for like super low and you're like, oh, that's only $17. I'm going to just check that out. But it is important to have that back and forth. There's understanding there likely some value that you've shared that they've actually been able to take from the interaction. And I truly believe that this is what can improve most sales systems, whether or not it's working well or not. Because the conversations, the communication, that is what is going to sell. And for conversations and communication to work, those are back and forth things, right? When you communicate with someone, you're not just broadcasting. Now like I said, some people are fine seeing an income claim as their only reason for enrolling in a course or seeing an ad and enrolling right away because of what they see. But generally people at a certain point need a little bit of back and forth, need something more. And luckily this actually can be achieved in many different ways and on so many platforms. Now, in the most simple explanation of what an interactive event is, you might look at a traditional sales webinar. You invite people to a free webinar, you give them some value, you tell them who you are, you tell them why they need what you've got, you lay out your offer, you make the offer, you sell, you open, you allow people to purchase as a result of that webinar. But webinars, um, aren't the only game in town. And there are lots of different ways to actually do these webinars. So let's dive into some of those different ways. So first, an interactive event just needs to be something people are either watching, listening, responding or reacting to. And it also has to encourage them to take some sort of action which might be respond or react to this right now based on whatever's being shared. So it isn't as simple as just to have, yes, it's great to have a YouTube channel and send people there and then tell people to go to the comp, the description, click a link, purchase. There's gotta be another little element where you're having them take some sort of action, right to some common events. Let's dive back into that a little bit. It includes, you know, the sales webinar, which most everyone, if you're listening to this, has likely attended. One I've hosted them for many years. And by the way, webinars, free webinars, paid workshops, free boot camp, free events, paid events, paid short term workshops, maybe email series, maybe a challenge, maybe a video series, maybe a private podcast series, maybe some sort of content series in another format. All of these can be pre created or done live and can also be held on different platforms than just let's say easy webinar or any other webinar platform. Like you can obviously hold them on Instagram or Facebook or YouTube. You can have zoom sessions, like zoom group sessions. Right. There's also another type of event which you might not think of as an event is a quiz. Now taking the assessment route where you give someone that opportunity to get to know themselves a little bit better. It's not as simple as having a quiz and giving them a result. It's adding in additional formats of content to help them understand and then take action on those results. You can layer these together. All of these types of things can be layered together and in different ways depending on what is right for your ideal customer. But none of them have to be live, which is great because I know there is definitely a pull even for myself. For many years I only focused on live launches, but I was doing that and even myself I was like oh my gosh, I need to just be having some products that people can just find and decide if they want. But it's not as simple as just someone finding a sales page. There's a reason why we have that webinars became so popular and all of these that I've mentioned go in and out of popularity and use when people, when they're oversaturated in the market and when I, I haven't even included things like a summit or something like that or an interview series there. There's just so many different ways to do these events. But they're just such a great way for you to really connect with your audience, give them a taste of who you are. Your not just the offer that you're gonna be making, but that product you're gonna, that the brand that you're building, the business, your values. And that helps build confidence in who you are, who your business is, who your brand is. So this is just such a great opportunity. So I say to the person who maybe uh, is having good sales because they're on reels every day and they're talking about uh, they have inspirational, aspirational content they're giving. When I see people saying that they're giving a lot of value on Instagram, there's only so much value you can give in one reel, right? But reels in themselves, a series of reels that are around. Like, if you spend a month doing like reels that are related to what you're offering, then that in itself can become the event that helps people understand what you're offering and make their decision to work with you. But the thing about Instagram for me, and this is just a, uh, kind of a side note before I move on to how to use these events during your launch or during in your sales system. But the thing for Instagram for me is that a, you can't show people what you want at the time you want. So you really just have to be okay with the discovery process of people finding you being what it is. They're gonna find you when they find you, and then the algorithm serves something up. And I do think having more controlled elements in your sales system is important because then you can actually track what's happening. Oh, I sent this email. Comes out the third day. No one opens it. Okay, well, the people open it now. Okay, great. Now they're signing up for it. You're able to look at what's happening. And while you can tell what's happening on social media, I just feel like it's a little bit more difficult to understand, you know, how it's working in terms of are people getting the value or are they just seeing it and knee, uh, jerk reaction purchasing. And for me, like there was, there's someone that I follow on Instagram. I think she's great, I think she's really smart. And I purchased one thing from her and it's interesting because her products are not high priced at all. They're very like. I think the first one I purchased was like in the 2020-30 range. And I was even considering purchasing something that she offered. I think that was like, I want to say 97, maybe 197, but I could not get off the fence with it. And I think it's because I didn't feel like I had enough information. I didn't feel like I was getting enough. For some reason I wanted to know what was in her course and it wasn't clear to me. I wanted to know what specifically was in her course. Now maybe she didn't share the specifics in the way I needed them to because she doesn't want people just knowing what the system is that she uses to do what she has to do. But for me, I kept coming back, trying to figure out like trying to find something that was gonna help me spend, say, yeah, this is worth a hundred bucks. And I know that's like, I'm a bargain hunter. I'm like, I'm not cheap, but like, I'm definitely a bargain hunter when it comes to things. And because I've spent so much money over the years on coaching programs and things like that, it doesn't matter if it's 97 or 97 or $20,000, I'm looking at it the same way. It's the same process for me. And there were, there was a video on the sales page that literally didn't give me any reason. I'm like, just because I'm watching you do it doesn't mean anything because as you know, and maybe you don't know, but like over the years I've talked about this like income claims and my system works. Check out my done for you system doesn't mean jack to me. And I'll tell you why it doesn't mean anything to me because that was designed for their business, not my. Unless I'm willing to go all the way back and do every single thing that she did, I'm not going to get the same results. And um, plus I'm not her. I'm not like a single mom who's like younger and has a young baby, which that's fine. I'm not. There's no judgment there. But like, I'm not in that phase of my life. I'm in a different phase. So there are just. What I'm trying to say is there are so many. When someone does those income claims, look at my system does and then they share all the things. There's so many things that you don't see. Right. So that's why they. People need that interactive event. That's why I don't do income claims ever. I've never done them because I just only think, yes, they give people hope about what is possible, but they don't really give you reality in terms of uh, what you are currently doing, what you need to change, what you need to drop what is worth it doesn't give you enough information that's that you can use in your context. Hopefully that makes sense. But I want to say like she probably could get my sale if she would just do an actual walkthrough of m the system and she could go super high level. I'm okay with that. I'm okay with her doing that. But I. What happened is I actually started to distrust the system a little bit and wonder if she wasn't Actually selling like one of those master resell rights courses. So that's why I started getting upset in my head about it. I'm like, I'm not going to buy this because I don't know what she's selling. And actually probably the lack of trust I'm going to just. This will be my last thing I say on this is that I was in three different year long coaching programs. And you know what? Now I get annoyed that I even let myself make the decision to join those. They were not an expensive, they were investments for me. They have impacted my family since then, not in great ways. And I learned everything I needed to know about their systems, their amazing systems. When I took Amy Porterfield's webinars that convert. That's all I'm going to say. Like I literally, if I'd known the webinar was part of their systems, I wouldn't have done any of those programs. And it took me, it was really challenging for me to like finally look at myself and say that, wow, I wish I had known that was their system that I was going to learn that it was a webinar based system because I would never have taken that. So anyways, because I'd already had that, I already had that information and it wasn't so insanely different anyways. So that's just uh, like a little peek inside like why you're. Even if you're afraid to give away some of your content, it's important to give people that higher level. Like what are you going to learn? End this. Right. Okay, so how exactly do you use interactive events and that this can go for all of these. Obviously some of them are going to be slightly different, but you can use them leading up to your doors opening in a launch or you can use them even like leading up to opening a funnel and saying okay, the funnel is now open. Because you know, if you have a funnel you might be trying to work up to running ads, let's say. And if you do that, like sometimes it's great to announce that to your list first, get some initial results. Are people even interested? Are they clicking through, are they signing up? Are they at least going through your funnel in the way you want them to? And so using some sort of interactive event is a great way to get people's interest and, and it. You can obviously make them an offer. Right? Uh, two, I like to open the doors with interactive events like workshops and webinars and just one standalone piece of content even it doesn't have to be a workshop or A webinar. You could do a long podcast, let's say, and open the doors with it. The reason why I love this one. And basically in these you're presenting the info and then you're making a special offer. Laura Roeder. Back in the day when I worked with Laura Roeder, who is now the, the, uh, person who owns and runs Paper Bell, created that software for coaches. Basically she would do webinars to open the doors of her programs and creating fame. I remember there were two levels. There was like the All Access and then there was like the core level. And on her opening the doors webinar she would always make the offer that you can get a free upgrade to the All Access one. It was going to be the same price as the core, something like that. I'm pretty sure that was it. And I just thought simple simplicity, open the doors and having that instant bonus, that early kind of incentive to join early really got things off to a good start. And during your launches you can obviously now, I think at that time we weren't doing like Instagram anything like in terms of lives or we weren't going live anywhere. Just off the cuff there. I don't even think we were doing Facebook Live at that point. Um, but I just love the idea of opening the door with an event like here's, here's the deal, here's your, here's probably your situation. Here's what I got for you. You can join. Here's the early offer. Another one that I love, uh, another way you can use these interactive events is actually like what I was just starting to say. And that is you can use them during the time that your either card is open or during the funnel process. It doesn't have to all just be like sales, sales emails or whatever. They maybe, maybe you have a thing where you go live on Instagram once a week and then anybody who is in your funnel might come over to that. So using them during your open cart or the open window, whatever that looks like for you, is a great way to boost sales. Because sometimes those opening and closing sales, there's nothing in the middle. Sometimes I've had those kinds of launches where it's like either everybody bought and the doors open with the early enrollment incentive or right before the doors closed. Because I didn't want to miss out. This really helps with those launch doldrums. Now, like I said, my favorites first, the open the doors. Like I said, the Laura Roeder special. That's one of my favorites. Evergreen. I love those two. They can Be seen and done anytime. And I've done, I've actually participated in things that were challenges or workshops or sometimes they were just additional interesting videos that like a short pitch at the end. They weren't in the normal evergreen the webinar style. I don't have anything uh, against webinars. I actually love them. I've even like bought courses that were inexpensive. And then in the process of watching the workshop that I purchased then there would be the offer for the next thing. I also just love using formats that can be evergreen and do multiple things. Like they help you not just introduce the offer but make the offer and pitch the offer, but ones that also help you solidify your brand, help people get to know you. Like when I was talking about the assessment, one of my very like, long time ago clients, Denise Stuffield Thomas, I loved when I saw her after the fact, I saw her doing an assessment for one of her courses and I loved it. I loved the create an assessment and then when people get their results, there's actually a video that tells people what to do next. It's also. And then you can also follow that up with a purchase the program. Enroll in this work with me here. And I love that, I love those because those give people that kind of, that ah, self awareness when they do those, when they do those assessments. So love, love those. But I'm a huge fan of webinars. I'm a huge fan of paid like low price paid workshops. Um, which I'm going to be telling you one that I'm doing pretty soon. But yeah, and using formats and being clear. Can this be used again? Can this recording be used again? Can it do multiple things? Where can I put this in the funnel? Where can I. What should I send people to after the opt in, you know, they opt in for this, you know, evergreen webinar. What should I send them next? And I think that's the thing. Just feel okay about layering things on now. I uh, know it might seem, you know, really as simple as choosing whatever you want to go with to interact with your audience. And you know what? You can, you really can because you know, it's all about experimentation. And also I know that some of you are really excited to start making some sales, right? And if you already have people in the mix and you already have sold some things, then you know enough about your audience to know maybe what they will respond to. So I encourage you to really think about what your audience wants to see from you. Instead of I'm going to do a webinar Maybe you don't have to do a webinar. Maybe just do a video. Maybe you put a video like I have a friend who has, or, uh, had a coaching program for many years and. Or a mastermind, actually that's what she called it. And instead of having a webinar or anything, she recorded like a phone video. She put it on Dropbox and she said, if you want to know more about this, just click here. And it was a simple video that kind of just talked through what the mastermind was, where to apply, how, you know, how long it lasted, what was included in it, all of that kind of stuff. And it was very casual, right? Some people want to sign up for the webinar. They want to be able to show up, take their notes and then know what that is going to look like. But sometimes you might not even need to do that because, you know, creating a webinar, creating the slides, creating the whole thing, practicing it, recording it, putting up, that's all production. It is, and it's great if you can do that, but you don't necessarily have to. But I really, I want to just recommend that you look at your audience and think to yourself, what do they need? Now I, like I said, I know it might seem like you can just simply choose whatever you want and you can, but I'd also love to support you too. As you create. You decide on your interactive event. You decide what it's going to be, you decide where it's going to be in the whole sales process. And you figure out something that you're actually designing for your audience and you're using a format where you're going to show up the best, where they're going to respond the best. So on July 17, I'm going to be showing you, I'm going to be showing first of all, the people who are in my Create launch Grow circle how to do this, but you're invited as well. So I'm going to help you choose and create the best interactive event for your next offer or for your current offers. And the, uh, live. There will be a live workshop with limited spots available and there are, there's already material ready that will come out along with the live workshop as well as, uh, some coaching time so that you get your questions answered. It's not just going to be a simple broadcast situation. Now this workshop, I call it a hybrid workshop because it is gonna be. There is gonna be a live session on July 17, but then after that you're gonna get access to a little portal with some tools and resources and additional training that was actually created, I think. Yeah, it was created for my incubator members. The incubator is no longer available, which is just a year long program just cause I that that structure was not right for me or you by the way. So you're gonna be getting both of those things and a special day that same week for voxer office hours, which is a great way just to connect with me personally and just get your questions answered. Or get your things, get your resources, get your things looked at. Um, pitch me what you're planning to do for your interactive event. Let me help you improve it. So there are two ways to attend. Like I mentioned, if you join the Create Launch Grow group that I have, you will just get it as one of the things that I release during the year. So you can do that or you can grab a standalone seat in the event and find out more about that. I um, put a link in the description here so you can check that out and you can do either. The interactive event workshop is really just gonna walk you through the process of choosing what you're gonna use. Like why to use each thing, how to layer on things. It's really gonna be workshoppy because the content will be already available. And we're gonna just work through each part of that process of choosing, creating, setting it up and then getting it out to your audience, putting it where it needs to be in your sales process. If you're interested in those, definitely check the description out below. Now in just wrapping up an interactive event, it's kind of my sneaky way to say your pre launch event, but sometimes it can happen during your launch. That's why I didn't call it that. It's an interactive piece. It doesn't have to be bite sized, it doesn't have to be long form, uh, it can be live, it can be automated, it can be evergreen, it can be pre created. You get to choose. So I hope you'll let me help you do that. Check the link out in the description and I will see you next week. Take care.