Turn Cold Leads into Warm Ones with Webinars – In Just 7 Minutes with Nicole Baldinu

Check out episode
  • Find out why building your audience first is ideal than building content first
  • Learn what should you be doing as a solopreneur that can make your webinars sell fast and your clients hooked
  • Understand how webinars can turn students into potential, and possibly loyal, clients

Resources/Links:

  • Wanting to Find Out How to Turn Your Online Course Into Something Your Clients and Pockets Will Be Thankful For? Learn how to properly sell the course that can guarantee you a bigger audience, better clients, and greater profit: webinarninja.com/sellyourcourse

Summary

Have you been finding it difficult to share and sell your expertise to the world?

Do you wonder what should come first– building your audience or producing content?

Are you ready to find out how to gain more clients, share your expertise, and increase your profit with the power of webinars?

Nicole Baldinu is the Co-Founder and COO of WebinarNinja and The $100 MBA. She is also the producer of iTunes Best of 2014 Podcast, The $100 MBA Show. She co-hosts a new conversation podcast, Nicole & Kate Can Relate.

In this episode, Nicole shares how webinars are the best way to share your expertise with the world at a low cost as a solopreneur. She also talks about what are the mistakes you should be avoiding when it comes to trying to get into the webinar world.

Check out these episode highlights:

  • 01:21 – Nicole’s ideal client: “We serve as an independent business owner. So they could be a solopreneur. They run their business on their own, or maybe they have a small team.”
  • 01:48 – Problem Nicole helps solve: “These independent creators, these, you know, companies of one, they have an expertise to share. They’ve got something they can share with the world, and they want to share it at scale, and so they’re trying to build their audience.”
  • 02:44 – Typical symptoms that clients do before reaching out to Nicole: “I would say that they feel like- all that, in fact, they don’t have enough leads. They need to, you know, grow their email list. They might be small. They might be starting out, or they might be early days in their business.”
  • 03:43 – Common mistakes that people make before they find Nicole’s solution: “ Immediately, I thought of the clubhouse. So I think what happens is that they try to do everything! You know, they spread really thin. They try to be everywhere.”
  • 05:00 – Nicole’s Valuable Free Action (VFA): “Well, if we’re going to talk about webinars and signing up for free, and you know, we’re talking to the entrepreneur or the business owner that has a lot of tools, and adding another tool to their toolkit can sometimes be overwhelming. But we’re offering WebinarNinja.”
  • 05:58 – Nicole’s Valuable Free Resource (VFR): Check out Nicole’s Online Course: webinarninja.com/sellyourcourse
  • 06:54 – Q: So do I build my audience first before I start to produce content, whether it’s a webinar or podcast, or whatever it is? Or do I start running those webinars rather than generating that content so that I can grow my audience? A: We recommend that it doesn’t matter how many people you have at those first webinars, because going back to what I said before, it’s putting in those reps.

Tweetable Takeaways from this Episode:

“It doesn't matter how many people you have at those first webinars, it's putting in those reps. The more you do it, the better it'll be, and the more audience members you will attract.” -Nicole Baldinu Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I’m Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Nicole Baldinu. Nicole, good day! Where are you hanging out?

Nicole Baldinu 00:23
Well, I’m not too far but I’m in Sydney. Sydney, New South Wales.

Tom Poland 00:27
A stone’s throw away! Only, let’s see, folks, probably, 90-minute flight?

Nicole Baldinu 00:33
But I say not too far because we’re still in the same country.

Tom Poland 00:35
Relatively speaking, that’s quite right. And normally the people you and I are talking to are across that big ditch, that pond, we call the Pacific. For those of you who don’t know Nicole, she’s the Co-Founder and Chief Operating Officer of, the world-famous, WebinarNinja platform, as well as, the $100 MBA. She’s also a producer of iTunes Best of 2014 Podcast, The $100 MBA Show. And she co-hosts a new conversation podcast, Nicole and Kate Can Relate. Sounds very interesting! So the title today, Nicole, that you’ve volunteered yourself to be put under the spotlight on, is, “How to Turn Cold Leads Into Warm Ones”, a very good idea, “With Webinars”. So our seven minutes start now. Question number one, Nicole, who’s your ideal client?

Nicole Baldinu 01:21
Okay, the ideal client, Tom, that we serve is an independent business owner. So they could be a solopreneur. They run their business on their own, or maybe they have a small team. They can be a course creator, a coach, a trainer, a consultant. And usually, yeah, they’re a company of one.

Tom Poland 01:38
Perfect! The solopreneur who’s giving advice services. Question number two then, six and a half minutes left still. What’s the problem you solve for them?

Nicole Baldinu 01:48
So these independent creators, these, you know, companies of one, they have the expertise to share. They’ve got something they can share with the world, and they want to share it at scale, and so they’re trying to build their audience. You know, they’re trying to grow that email list. They’re trying to get in front of more people. And so we help them do that with WebinarNinja. With a webinar, they can capture a lead, and they can, then, continue to build that relationship, that trust, with that audience member and who can turn into a potential customer.

Tom Poland 02:17
What I love about this idea is you’re actually- your clients have gotten group audiences. And they’re educating the group, and they’re motivating the group, and they’re qualifying the group before they get to the one-on-one consult. That’s scalability! So tell us, question number three, five and a half minutes left, what would you say are some of the typical symptoms of your ideal client before they find your solution? What’s going on in their business that they think, “Yeah, I need to take action on this.”?

Nicole Baldinu 02:44
Yeah, I would say that they feel like- all that, in fact, they don’t have enough leads. They need to, you know, grow their email list. They might be small. They might be starting out, or they might be early days in their business. So they feel like they need a bigger audience in order to convert those leads and those potential customers into customers. You know, they’re also, you know- when I talk to customers, I love doing customer interviews. They’re stressed out. They’re overwhelmed. I mean, you know, when you’re starting a business, you’re wearing many hats. They’re often doing all the aspects of their business. And so, you know, trying to grow that audience at the same time, as well as, handling every other aspect of the business is overwhelming.

Tom Poland 03:25
Thank you for that. Question four, and five minutes left. We’re talking about solopreneurs who are generally growth-orientated so they’re going to be trying stuff to solve the problem of not having leads coming in. What would you say are some of the common mistakes that folks make when they’re trying to get into the webinar world?

Nicole Baldinu 03:43
Yeah, you said it. Immediately, I thought of the clubhouse. So I think what happens is that they try to do everything! You know, they spread really thin. They try to be everywhere. And I, you know, giggled about luck clubhouse, because- oh, that’s the next- that’s the newest thing, right? So all of a sudden, I’ve got a ditch what I was doing before. Jump onto this new platform. Create my profile. Do all the things I’m supposed to be doing there. Start running clubhouse events, sessions, I don’t even know what they’re called. I’m not dissing clubhouse, but the mistake that I think, especially new or, you know, early-stage founders do is that they try and be everywhere. They don’t put enough reps and consistency into, you know, something that is proven to work. We know that webinars work. We know that. We know that podcasting works. You know, it’s just really giving up too soon and too early and not putting in those reps. So that’s what I think-

Tom Poland 04:41
The other mistake that I see folks make is just signing up for a free webinar platform that’s probably rubbish. Or a super cheap lifetime deal thing were- and it’s not well supported and so on. Anyway, that’s probably my little hobbyhorse. Three minutes left, one valuable free action. What could people do that would- kind of like a step in the right direction?

Nicole Baldinu 05:00
Well, if we’re going to talk about webinars and signing up for free, and you know, we’re talking to the entrepreneur or the business owner that has a lot of tools, and adding another tool to their toolkit can sometimes be overwhelming. But we’re offering WebinarNinja. We do have a free plan. So there’s no credit card required. So they’re able to get started for free. They’re able to run as many live webinars as they can, and they’re able to demonstrate their expertise, their value to their audience. So we see a lot of our customers running “Ask Me Anything” sessions, live coaching sessions. You know, just getting that interaction, building that rapport and trust with that audience, so that they can then, you know, continue to nurture that relationship and potentially one day that those customers will buy from them.

Tom Poland 05:46
So we might be answering two questions at once here, which is great because the next question was the valuable free resource. Where can people go to find out more? And the answer is?

Nicole Baldinu 05:58
So they can go to webinarninja.com/sellyourcourse. Omar recently- Omar, who’s my co-founder and the CEO of WebinarNinja, he’s put together this brilliant 15-minute course. So anyone who wants to start an online course or has an online course already, and through this 15-minute course, and it’s completely free. They can learn how to attract their ideal clients, convert them into customers, and turn them into raving fans. And he also, what’s cool about this course as well, is that he’ll also show you how to generate testimonials from these raving fan customers that will, in turn, allow you to attract more customers into your cohort, into your course, using live webinars.

Tom Poland 06:37
Very clever. Very valuable and very clever! So webinarninja.com/sellyourcourse.

Nicole Baldinu 06:44
Online Course Sales Machine. Yeah!

Tom Poland 06:47
And so question number seven, last question, and we’ve got 70 seconds left so plenty of time. What’s the one question I should have asked you but didn’t?

Nicole Baldinu 06:54
Well, when it comes to customers, and I think- the thing that I always find when I talk to our users and our members is they’re concerned that they don’t have a large enough audience. And so they’re hesitant to start their webinars. So do I build my audience first before I start to produce content, whether it’s a webinar or podcast, or whatever it is? Or do I start running those webinars than generating that content so that I can grow my audience? So it’s kind of that chicken in the egg? What do I do first? Which one goes first? And we recommend that it doesn’t matter how many people you have at those first webinars, because going back to what I said before, it’s putting in those reps. It’s refining the content. It’s getting better and better. And the more you do it, the better it’ll be and the more, you know, audience members you will attract. So of course, we recommend, get started.

Tom Poland 07:44
Perfect. Nicole, thank you so much for your time, your wisdom, and your insights!

Nicole Baldinu 07:48
You’re welcome, Tom. Thank you.

Tom Poland 07:50
Cheers.

Tom Poland 07:52
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

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