Last week I hosted a webinar with a colleague who is an expert at generating leads with LinkedIn. (No, there is not a replay.)

He delivered top-notch content and closed well, but he made two mistakes that cost sales.

First, he kept his eye on the chatbox and answered too many questions during his presentation. Rarely do I recommend you answer any questions until the end of your presentation. Sometimes it can be effective to address one or two questions, but it’s best to wait until the end nine times out of ten.

The second mistake, which is directly related to the first one, is that he hadn’t finished explaining his offer or done a call to action before the one-hour mark. As a result, approximately 15% of the audience dropped off the webinar at the top of the hour and therefore never saw his offer.

In most cases, you want to have your entire offer and at least one call to action done a few minutes before the webinar is scheduled to end. So if you have a sixty-minute webinar, you want to have it closed by the 58-minute mark. A 30-minute webinar? Have your offer and CTA happen by 28 minutes in.

I’m not saying your presentation needs to be done entirely. But, typically, you will have additional calls to action and Q&A that goes beyond the time you told the audience the webinar would end. Heck, I’ve gone 45 minutes over my allotted time because the longer I went, the more sales I made. However, I made my offer and CTA before one hour had passed.

Profit Activator: Look at your presentation and make sure they’re structured, so you close before the webinar is supposed to end.

By the way, if you missed yesterday’s DEEmail, you can read it here. It directly ties into what I wrote about today.

Kick butt, make mucho DEEnero!

Dave “Close Sooner” Dee