One of the things I am always amazed about is when people are surprised that someone offering a ton of free information on a webinar then makes an offer so that you can learn more.
Here’s the reality: If you are offering free webinars without making an offer, then you’re not making any money.
Contrary to popular myth, you will not get rich by giving away your information. In fact, that will actually work against you because people assume your information is not valuable – or you wouldn’t be giving it away.
Yes, you can share some quality information with your target market. Yes, you can offer valuable free reports. And yes, you can do some teleseminars and webinars just for the sake of building your list.
But understand this: you must be paid for your time, effort and expertise – now or in the future. Otherwise, this is just a hobby, not a money-making venture (aka Business).
You may be paid with names and emails, as in an optin page. The same applies with a complimentary teleseminar or webinar.
But eventually you need to be asking for the sale. That’s why you should ALWAYS assume that a free webinar will make an offer. After all, they can’t teach you everything you need to know about the topic in a single hour. That’s why many people WANT to buy the product.
Now if that product is not for you, no problem. Just end the webinar and be grateful for the information you received. As a presenter, I know that many people will not take advantage of the information – and I wouldn’t want them to if it’s not right for them at this time.
But please don’t criticize someone for giving you an hour of excellent content, sharing their ideas, setting up the logistics for you and creating an offer that is perfect for those wanting more. That’s their BUSINESS and they are doing it well.
I am overjoyed to listen to a free teleseminar or webinar and be able to glean great information that I otherwise would not have access to. I am also appreciative because it helps me to make an educated decision as to whether to purchase the product or not. Generally, if the freebie over delivered the product will be incredible!
Thanks Jeanette for your generosity in that department!
Celene Harrelson
[…] This post was mentioned on Twitter by Jeanette Cates, Celene Harrelson. Celene Harrelson said: RT @JeanetteCates Did they make an offer? http://bit.ly/ibcxhe […]
I appreciate your input on the topic of giving away too much both here and to me directly. It is all about value. Free can devalue what is given. There is also a matter of positioning yourself as a person of value. You have to show enough of yourself that people see the value you have and can offer while not giving away your greatest assets. That can be a fine balance.
And I fully agree that Marketers that are giving away content in a webinar or live speech should have the opportunity to make a pitch in return. However, once again there is a balance. I have been in live events where the various speakers have 90 minutes. Typically the format is 60 minutes of content and 30 minutes of a prolonged pitch. I personally find that unacceptable. I think it is unprofessional and diminishes their value. Others may feel that is fine. Where to draw the line? You can be sure that you won’t please everyone no matter what you do.
I think that one can do a great job if about 10% of the time is an outright pitch. It is more professional and consequently more effective.
I think it would be nice to send them a quick thank you note for the content, let them know you learned at least one new thing and tell them that the promoting product it is not for you at this time. Five minutes of goodwill may come back ten-fold one day.
Awesome information Jeanette! I will keep this in mind for when I start my webinars.
I actually like how Ray Edwards did his webinar recently. He took a small intermission in the middle of his presentation to do his offer and then followed that with more great information. Well done and something I’ll try.