Over the last several posts, we’ve been looking at how to offer a free, one-on-one strategy session to prospects in a webinar to sell your higher-priced coaching program.

The first step, Seed the Need, is all about installing moments of influence in your webinar content that help make your session offer a no-brainer deal for prospects.

Then we draw a model — a visual aid that shows them exactly how our program will bring them value.



The marketing genius, Dan Kennedy, once said there are two rules of marketing.

1. Put ladders in front of people.
2. Don’t climb up other people’s ladders.

Why are we talking about ladders?

Here’s the thing: when you put a ladder in front of someone, they naturally want to climb it.

The moment you place a ladder in front of your prospects, they’ll instantly see where they are right now,

In the last post, we talked about how selling higher-priced coaching programs requires a one-on-one conversation — usually in the form of a free strategy session — between the webinar and the sales appointment.

The problem is, getting people to sign up for the free session at the end of a webinar can be really tricky.

What you do in the close of a webinar is really important for getting prospects to take the next step with you,

Most coaches know that selling an expensive coaching program requires more than the basic sales letter. We’ll either need a live event or some sort of one-on-one conversation in our sales process to get people to say yes to a higher-priced offer.

I’ve found that one of the most scalable ways to get prospects to a sales appointment is through a free, one-on-one strategy session we’ll offer at the end of a webinar.

Most of us are crystal clear about that,