Cindy: I'm doing fabulous. Today we're going to talk a lot about webinars and we know that webinars work in internet marketing. We've had a lot of people on the show talking about how to sell software and that kind of thing, but can you tell me how a non-internet marketing business can use webinars? What is different there?

Sean: Well, when you've got any sort of product that you can sell digitally, certainly it works better than physical products, but if you've got anything you want to sell it's a great format for positioning, for gathering an audience around you. The way I equate is kind of like putting people in a town square and standing up there and being able to just broadcast your message to everyone that you've gathered there that is interested in what you have to say.
Unlike a lot of other forms of marketing, which is what I call solo-marketing because someone sees an ad and they go to your sales page, you're not doing it in a group environment and I'm big on crowd dynamics. When people feel that that they are a part of a bigger group or are all there, they're all feeding off each others energy and everything else it's a completely different kettle of fish than just talking to one person who just happens to be on your sales page or reading your brochure offline or what have you because that's just one person with their intent and everything else, but when you're in a group and everyone's feeding off the same energy, they've got all the same questions, the same desires you kind of get that mob mentality, that crowd mentality.
With webinars it's just absolutely fantastic because now you've got this one entity. It's all of these people have come together and they're like one person that you're talking directly to in so many levels. You can control the message. You can read the room, so to speak, and everyone there. You can see where the sentiment of your message is either hitting the mark or missing the mark and you can modify on the floor. You don't get a chance to do that because it's just a sales page because it's not dynamic. I love that dynamic interaction because it really gives you a pulse of what you're saying and what you're trying to communicate to help these people get to where they need to be.

Cindy: That's great. I know that when you're using a webinar software most people can't see how many people are in the room. As the presenter you can see if there's three people in the room or if you've packed it at a thousand. Do you have any tricks on letting people know that there's other people in the room? How do you build up that kind of excitement.

Sean: That's a great thing. What I always do at the beginning is I always do a role call. This lets everyone in the room know there's lots of people in here. What I'll do is I'll say, "Hey, before we get started here we like to make these sessions interactive because you help shape the content." The reason I do that is obviously to get people engaged. I'll say, We'll do a role call. Tell us your name, say "hi", and where you're from." We'll do that right at the beginning before anything else. As I'm reading the scroll I'll call out individual names and places. If a I know a place or I've got some connection, say, "I'm from Texas, I'm just up the road, great.""From Vegas, yep there every month." Something like that.
I'm bringing all these people together. First of all you connect them, the individuals you call out to the session. If you've got 100's or 1000s of people, you're going to say, "All this is going so fast I can only pick out a few because it's going so fast because they're so many people here tonight." You always elude to that and then the coping is as