Last week I was in LA to do a five-hour training on email marketing for my client Michael & Roslyn Rozbruch’s coaching group. In addition to teaching, I was helping him with his pitch to renew members.
After arriving at the studio, I was told that the Internet in the building was down, and we were supposed to go live in less than 30 minutes.
Fortunately, The Roz-Man had a Wi-FI connection, but that could have been better. We weren’t doing a simple Zoom meeting. We needed a strong wired connection for seamless streaming and viewer interaction. I designed my presentation to be highly interactive and allotted considerable time. I did not plan on doing five hours of straight teaching.
The connection was choppy when we went live, and while the viewers could see and hear me, their screens were frozen, and chat was painfully slow.
Doing that long of a presentation via Zoom is difficult in and of itself, but not being able to interact with the audience is even more challenging.
Several times during the day, we lost the connection completely but fortunately, only for short periods.
So how did we handle it?
With humor, lots of energy, and improvisation.
I knew my stuff even though I didn’t have five hours of planned content. But I knew the audience’s desired outcome, so I added content on the fly.
I’m not telling you these things to make you think, “Geez, that Dave Dee is wonderful!”
The point is that things will go wrong whether you’re speaking on stage or in a webinar; how YOU handle them affects how your AUDIENCE feels about the presentation and whether or not they’ll buy what you’re selling.
If you are visibly upset, that’s how you’re audience will respond. If you freak out, so will your audience. Remember, selling is a transference of emotion.
When the dust settled, 67.8% of the members renewed at a 15K price point. Of course, that high conversion rate had more to do with The Rozbruch’s excellent coaching program than I did. But what could have been a disaster was a six-figure day?
Kick butt, make mucho DEEnero!
Dave “Adapt” Dee
P.S. I’ve started a new mastermind group. Reply to this email if you’d like to join us, and I’ll send you details.
