In the past two weeks, I hosted my first two solo webinars.
Almost identical content.
Greeeeat feedback from both.
The first brought in $0 while we were live (with 279 people). #ouch
The second brought in over $20k when we were live (with 240 people).
What did I do differently between rounds 1+2?
I made THREE simple changes (+ learned more than one super-valuable lesson in the process).
Let’s talk about ’em.
TIP NO. 1: USE DEADLINES.
As much as we like to pretend we’ll make the right decisions in the right time, it’s human nature to take alllllll the time we’ve got to decide.
We need deadlines.
I totally knew this (I am a world-class procrastinator), yet for round one I didn’t include any extra bonuses because:
1) I’m kind of over the whole “everything’s gotta be urgent” thing + like to pretend we don’t need it anymore.
2) I’ve already included SO many bonuses with A Course About Copy – I just couldn’t think of what *else* would feel GOOD + scalable to throw into the mix without feeling crazy.
Prayed for some divine guidance this week, came up with a bonus package that felt REALLY fun + easy to deliver and adds MEGA value for my dreamies, offered it with a deadline, and BOOM. Decisions made easy.
TAKEAWAY: Procrastination is real. Try adding a time-sensitive bonus that adds great value, feels good and scalable to YOU to help THEM hop off the fence and cross that decision off the list – one way or the other.
TIP NO. 2: INCLUDE TESTIMONIALS.
I’ve collected hundreds of screenshots of wins, shares, and stories from my ACAC students over the past year, which is a) fantastic, and b) totally overwhelming.
I didn’t know how/where to tie them in on my slides, and since I was scrambling to finish them (literally till four minutes before we went live), I just ran out of time.
The main (almost only) difference in the slides for round two was that I sprinkled in REAL results + relatable stories from my actual customers.
Having them “with me” for backup clearly gave me (+ potential new customers!) an extra boost o’ confidence, which made it easier for them to say “YEP. I’m in.”
TAKEAWAY: Include screenshots + friendly faces of folks who have gotten tangible wins from working with you, using your product, etc. The social proof is in the pudding.
TIP NO. 3: PRACTICE.
I am super comfy with live public speaking (taught it at the college level for years + spoke in front of thousands on a daily as a park ranger before starting my biz), so I was *okay* winging it the first time.
That said, it was a WHOLE lot more enjoyable the second time once I’d gone through it once (to see what felt too stiff, too long, out of order, etc.).
Preparation is my #1 prescription for communication anxiety..and that is something I learned from the top scholars in the field in my TCU days.
Having more time to style up the slides + phrase the headers + bullet points in a more conversational way gave me a welcome boost of confidence.
TAKEAWAY: Don’t wait until the last minutes to be ready. Set a fake deadline for yourSELF if you need to, and finish the presentation at least a day or two ahead of time. Sleep on it. Run through it OUT LOUD in full time at least once or twice before game time.
BONUS TIP: TAKE A BREATH + TRY AGAIN.
Not gonna lie.
Finishing that first webi, refreshing my inbox (twice – ha!), and seeing ZERO new sales in my inbox threw my confidence for a LOOP.
(Waaaiiiit…they said they loved the content! Aren’t webinars supposed to convert like magic?!)
In that VERY real cricket phase, the “What did I do wrong?!” feeling was reeeally tough to swallow.
So here’s where I’ve gotta get personal for a minute.
Many of us mamas talk about how much the creative process is like pregnancy, labor, and delivery.
Exhilarating, exhausting, scary, messy, and beautiful all at the same time.
To extend that metaphor – this “webinar that launched a’ ZERO sales” felt like a creative miscarriage.
It was a jarring reminder that just like with healthy pregnancies – even when you’ve had “successful” launches before, nothing is guaranteed.
And it’s okay to be honest about that.
NOTE: I lost two pregnancies last year. Please know I’m not trying to compare the emotional + physical pain of miscarriage with webinars and launching. Not the point, and I’m not trying to get too deep right now. Just go with me on this one!
Sharing the tough stuff before you know the outcome can be scary.
But it can also be a BEAUTIFUL opportunity to build real, meaningful connection and offer hope to those who have been, are in, or will be in the same boat one day.
I feel ESPECIALLY responsible for keeping it real about webi #1 with YOU, because:
a) that’s kind of the whole point of this “smart, authentic communication” thing, and
b) (if you’ve been hanging here with me for a while) you’ve heard about my first big launch(es) – and the crazy six-figure launch of last summer.
Now that you’ve heard the tale of the webi that launched a ZERO sales…you know I’m not joking when I say biz puberty is real.
I’m totally thrilled about all the 50+ (!) new dream students who have joined the ACAC fam this month (+ the many more who will join us in the hours, days, and months to come), but at the end of the day, the biggest win of all was that I didn’t crawl into a hole and give up after round one.
I took a breath, hit the reset button, made these tweaks, and gave it another go.
And THAT, my friend, has made alllll the difference.
So that’s the story.
Simple shifts, BIG lessons, and a very real deadline.
NEXT DAY UPDATE: Within 24 hours of sharing this post (the last day of this particular promo period), we added 25 new dream students to the A Course About Copy fam. This tale o’ two webis got a huge response on FB, because it was refreshingly funny – honest – humbling – embarrassing – inspiring – educational…insert adjective here :) I like to see all of the above as proof that we don’t HAVE to fake it til we make it. Sharing it as we learn it keeps things a whole lot more interesting.
Have you hosted your first webinar (or two)? Got any good tips to share?
Have you ever launched to crickets then made a shift (or three) that made all the difference? Do tell!
Either way, I hope these tips help you keep sharing with confidence.
I think there’s a reason Jiminy was a cricket. Those little fellas sure can teach us a lot ;)
To the wins, the flops, and the lessons from each,
P.S. If you liked this post + want to help me spread the word by using the links below to share it with your buddies, I would greatly appreciate it! The webi link will expire tomorrow, but these lessons learned are most certainly evergreen.