Unlock Virtual Event Success: Michael Tucker’s Expert Strategies

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Michael Tucker Podcast Transcription

[00:00:00] Kris Ward: Hey everyone. Welcome to another episode of Win The Hour Win The Day, and I am your host, Kris Ward.

[00:00:04] And today we have Michael Tucker in the house. He is a virtual event coach. So let’s get to it because boy, oh boy, there’s a lot of perks to doing virtual events. And there’s a few things we’re a little bit hesitant about Michael. So I can’t wait to talk to you about this. All right, let’s start from the beginning.

[00:00:23] Why do we want to do a virtual event?

[00:00:26] Michael Tucker: Yeah, great question. And first off, I just want to start off by saying thank you for having me on the show. I’m so pumped and excited to be on. Kris’s show is amazing. But I would say, a lot of people were asking the question, how can I get sales as fast as possible?

[00:00:39] That’s the main goal in our businesses. We want to figure out how we can cut down the time. We talked to somebody from the time we actually close them into a service or a product. And I love the virtual event model because you can take that process, that, that window from the time you talk to them to the time you close the deal in shrink it, right?

[00:00:58] So that’s why I love virtual events cause you could just get to the sale faster, build credibility, faster, build trust faster. And I’ve done it hundreds of times. And that’s why I think others should do the same.

[00:01:08] Kris Ward: Okay. So let me tell you my first instinct, and I cannot be alone on this. So I get the concept, Hey, so now you’ve been at my virtual event, I’ve prepped you, I’ve given you some information, some free goodies, and you get an idea of what I can offer.

[00:01:21] And it’s a fantastic place for me to be in, in the sales funnel. But back to why I don’t host parties, it’s Oh, you put it out there. You’re telling everybody on all the platforms, you’re doing this virtual event, you make a big to do about it. And then the fear is that it’s you don’t get the audience that you have.

[00:01:42] So it’s just, and I’m not someone that comes from a position of fear base, but it’s the responsibility of hosting an event. And if it flops, you’ve now made that decision. very generously public. So how do we get over that first emotional hurdle?

[00:01:58] Michael Tucker: Wow. I’m glad you asked that because a lot of people listening right now have probably struggled with that.

[00:02:02] And I’m going to be honest, I did at one time as well. But the cool thing is what you’re all about to learn is that you don’t let me say it this way. You need to have a long term vision on what that those events can do for you. Meaning a lot of people just run these events, Kris, and they’re saying, Hey 10 people showed up, It was a failure, but I look at virtual events differently.

[00:02:24] I look at, Hey, that virtual event, I’m going to record it and I’m going to sell it as an upsell in the future. I’m going to sell it as a order bump in the future. It’s going to be a product that makes me even money in years, months to come. And so number one, I’ll say this It’s not so much about the quantity of the people in your virtual event.

[00:02:42] More is like the quality of the people, right? And so many people look at the numbers. Listen, I’ve made 40, 000, 50, 000 in one day, or I should say in two days, with 10 people in the room. So it’s more about the quality, but then remember, have a long term vision. How can I repurpose that event? Even if 10 or 20 people show up, how can I repurpose that?

[00:03:01] So in the future, I maybe maximize my profits. If that, does that make sense? Yeah.

[00:03:06] Kris Ward: It that makes perfect sense. And sometimes what I say is, Oh, I forgot. I knew that what I mean is you need to be reminded. And it’s so easy, I think, to get stuck on that first thing, right? So it’s Oh, I don’t want to have this party.

[00:03:20] I’m responsible for everybody’s entertainment, whatever. And then you get stuck there and you don’t see your right. What do I care? I don’t want a hundred people in there. Or let me rephrase that. I would far more be happy to have 10 invested interest in people that 100 tire kickers, right? Okay. So great hurdle.

[00:03:39] We’re over that. And great reminder. Yes, we can repurpose that. We can do stuff like that. I know that. I forgot that. Okay. All right. We’re off to a great start. So then when we talk about doing a virtual event, what is step one? Where do we start?

[00:03:56] Michael Tucker: Yeah great question. So I think the first step if you’re here and you’re today, you’re saying, I want to start a virtual event.

[00:04:02] You have to figure out what the end goal is, because a lot of people just run an event to run an event, but never think about the actual process the client’s going to go through or the potential customer is going to go through, right? What are you going to sell on the event? What you just have to think about the whole strategy.

[00:04:15] So I tell individuals who are coming to me saying, I want to run a virtual event. I’m like, cool. So for you and your business, I want you to ask what product or service could you provide? And present at the end of a virtual event. That would help, make your business some more money, right?

[00:04:29] Is that a software, right? You may be here and you have a software today. Is it that product? Maybe you’re here and you sell consulting services. Ask yourself, what is that service? I want to find funnel people into, and then from there we reverse engineer and ask, okay, how can we build out a virtual event that’s strong enough to want people or to make people want to buy that product or service?

[00:04:53] So if you don’t have a product figure out, start there because I’ll say this, Kris, the, the product will determine which strategy you go with, because Kris, you know, just as much as I do, there’s tons of virtual events out there. You’ve seen these. Yeah. You’ve seen the webinars. You’ve seen the workshops.

[00:05:10] You’ve seen the five day challenges, but it all boils down to how much time you need to spend with someone in order to build enough trust that they’ll purchase your product. I heard. Okay.

[00:05:21] Kris Ward: Let me jump in for a sec. If I can, when you say product, okay. So we’re, are we interchanging that with product and services, meaning the fact that, so I work with entrepreneurs to help them stop working so hard.

[00:05:34] We work their team, time and toolkits and we help them get 25 hours back a week within the first month of working with us. Now, would we be saying, okay, we’re gonna have a virtual event and we’re looking to convert and get some clients, additional clients. Or do we want to be mindful and have a value ladder and say, all right, maybe we’re going to show them our cash calendar training, how 90 percent of people don’t use their calendar correctly.

[00:06:01] And it’s actually a productivity tool and sell them a low ticket item, like whatever, 50 or a hundred bucks. Would we do that because we’re new at virtual events or what’s the pluses and minuses to that?

[00:06:13] Michael Tucker: Man, that’s the first time somebody’s ever really asked me that in that way. So I’m excited. So I say go for the big money.

[00:06:21] Why are you saying that Michael? Because listen, when somebody comes and spends hours with you, you get to expedite, like I said, the amount of credibility and the trust they have. And then at the end of let’s just imagine you spend three, four or five hours with somebody and you present a 50 product, that’s going to do you a disservice.

[00:06:38] And so I say this, and this is where I was going. One individual I was learning from at one time, I can’t remember who said it, so I’m not going to take credit for this, but they said you need about an hour of time with someone in order for them to spend about 1, 000 with you. Meaning that you need about an hour of just it could be a YouTube video.

[00:06:59] It could be a master class. It could be them consuming an hour’s worth of social media content, whatever that is. About an hour will equate about 1, 000 worth of trust. And so in my head, for example, if you’re gonna, if you want to sell a 10, 000 product, 10, 000 service. You’re going to need to spend more time with them.

[00:07:18] But to answer your question in short, I’ll say, because these virtual events do such a good job with really conditioning them on who you are, your mission, your message, go big. We’ve sold products on virtual events from a thousand all the way up to 75, 000. Okay. For real. Okay. So I say, go big. You could sell the low ticket products as a down sell, right?

[00:07:41] Or maybe even on the front end of the webinar funnel when they’re registering and you could sell those products. But I promise you, you’ll be doing yourself a disservice if you only sell low ticket on these events.

[00:07:51] Kris Ward: Okay. I like it. All right. So then we’re going to, so then we’re going to start to craft the virtual event.

[00:07:56] So what is it we need to know and where do most people go wrong with this? Cause we do know the reason we’re a little hesitant here is because a lot of them flop, and I think it must be how that’s crafted.

[00:08:09] Michael Tucker: Yeah, I think it’s a few things, a few factors here. So I can’t, if you were listening to this podcast or you’re watching this podcast, kudos to you for being here.

[00:08:18] But I’m going to be honest with you, I, every, event every person is gonna be a little bit different, but I’ll say this if you’re just starting out and you’re like Michael I don’t have a big list. I don’t have a big audience on Social media and I don’t even maybe have you know, a bunch of money to spend on ads, you know start out with maybe a free event start out something with that’s you know you can collect leads because the leads are the lifeblood of your business.

[00:08:41] And so we want to figure out a way to get as many contacts as possible. And so you have, you know what you’re going to sell, right? Kris, you know, like kind of the North star of what you want. And so from there, we had to figure out, okay, how to build this. And I say, we figure out. Which model from here, okay, which model from here is best for your business?

[00:09:00] And I think it’s based upon that price point. So this is my personal opinion. If you’re going to be selling a 5, 000, 10, 000, 15, 000 service, you want to probably run something like a three day workshop or maybe those five day challenges, which is what we specialize in, right? Okay. A five day challenge, just so you all know, is just a five day virtual event.

[00:09:19] And it’s super easy. You’re just going to train. You’re going to train them for an hour and a half for five days straight. And at the end, you’re going to present your service. Those do amazing for us. But on the flip side of yourself,

[00:09:31] Kris Ward: let me jump in. Do they like, I’m of course they do. You just said they do.

[00:09:34] But what I’m saying isn’t that harder, like a commitment of five days. And if I did want, trying to get you to a one hour event, isn’t that a much heavier mountain to climb?

[00:09:46] Michael Tucker: Yeah, I think it depends on the audience a little bit, right? If you’re working with CEOs of, Fortune 500 companies, it’s gonna be a little bit different versus if you’re working with moms who are tired of, they’re nine to five, right?

[00:09:56] It’s gonna be completely different. But I’ll say that I’ve said that a lot of people, Kris, come into my world and they say, Michael, you think people are going to sit through five days? Yes. I’ve had literally thousands and thousands. We’ve built and crafted hundreds of events where thousands and thousands of people have sat through these.

[00:10:15] If you have the right solution, if you have the right pill, the people will come. So it’s all about crafting event that tailors to their needs and their ultimate desires and they’ll come. They’ll come.

[00:10:28] Kris Ward: And when we’re promoting this, I know this is a loaded question. It’s like asking how much the groceries cost because I know there’s so many variances right now that we’re talking about is the size of the event and all this and who the event’s for.

[00:10:39] But as a general kind of rule do you have any guidelines of like how long we promote the event or how often? So if it’s a one hour event at the end of the month, are we promoting it every day, all day? Are we promoting it three to five times a week? What are we, what is there in loose formula here?

[00:10:55] Michael Tucker: Awesome. Great question. So for free events, we like to promote seven to 14 days out. The reason being is our attention span is so short. You guys know you’ve signed up for things in the past. And you probably never went back and watched it. So we don’t want it to be too long for free events because then we’ll lose their attention.

[00:11:12] So seven to 14 days for those, if you’re doing paid events. Ultimately, it may take you a little bit more time to fill up those events. You have to go harder in promotion. So we normally do up to 30 days of promotion for a paid event. Okay. So normally if we need to extend that 30 days, we may a little bit, but listen, when people pay, they pay attention.

[00:11:32] So write that down when people pay, they pay attention. So there’s a difference between those free opt ins versus those buyer opt ins. So that’s why we’re okay with extending the timeline a little bit on promotion there.

[00:11:44] Kris Ward: Okay. So do you subscribe to the theory then if you’d rather see somebody pay 9 than free just because they have stepped up and, ponied up and invested a little bit? Do you believe in that philosophy?

[00:12:01] Michael Tucker: Man, that’s a great question. Yes, I do. Only if you’re dialed in and you actually have a good strategy. Meaning that, like the reason why I love those strategies is because once you have their credit card, y’all. You can offer one click upsells. Yeah. You can do so much with that.

[00:12:16] And yes, even people that pay 7, 9 normally are a whole different caliber than the free opt ins. Cause, there’s Myron Golden, if Myron, he says there’s freeple, freeple people that are just there to free. There’s different levels. And yes, I like that. But like I said, if you’re just starting out.

[00:12:34] Get free, get the lead because you can need that. And I’ve done that even myself. I’ve stepped into industries where I didn’t have a soul on my email list. And I learned how to get hundreds of people on my list because I just leveraged free events. But so yes, you ask if I’m good with that, I like that strategy.

[00:12:50] But I think it just depends on where you’re at in your business.

[00:12:53] Kris Ward: Okay, perfect. All right. So then we’re crafting our message. So I know one of your focuses is don’t teach, craft a message. So what do you mean by that?

[00:13:04] Michael Tucker: So many people come in and they try to run virtual events and they think of this word value.

[00:13:09] And Kris, you’ve probably heard on the internet, you have to give out, you have to give value, you have to give value. And what happens is a lot of people step in and run virtual events and give so much, so or they make the mistake of talking about themselves too much, right? And they just never really craft compelling messages or compelling content that actually helps the consumer.

[00:13:31] And so what I’ll say is this, it’s not so much about how much you’re teaching, but again, back to quality of what you’re teaching, right? And so what we do is we sit down and say, Hey, what is our clients? What is our customers dream desires? their dream destination. And then what we do is we work backwards and say, okay what steps do they have to take to get there?

[00:13:55] And then we teach on some of those steps. Now you and I both know, Kris, that in an hour long webinar, hour long masterclass, you’re not able to teach your whole soft, like your whole systems. Like Kris, you could not come in and teach me your whole process of getting back 24, 25 hours of time in one hour.

[00:14:11] That’s not possible. So we give them some of the steps. Yeah. So that they get closer, but it’s closer to that goal. And then, ultimately they’re going to say, I want the rest. I want the rest of the steps, but before we go forward, I’ll say this. You need to remember that these aren’t just virtual events.

[00:14:28] They’re transformational experiences that you have to create. You have to bring people in and change their belief system. You have to have them come in and change the way they think about you, your industry, your cause. And so many people just come in, Hey, and they talk 20, 30 minutes about themselves and then they word vomit and then say, Hey, here, buy my product.

[00:14:48] And it’s wait, we’ll just, What just happened? I just heard about you winning five ClickFunnels awards for 30 minutes and then now you’re, you just word vomit.

[00:14:56] Kris Ward: And you slept on the floor on a dirty mattress and now you’re a millionaire, fantastic, right? I think to your point, something I learned once and I thought it was incredibly powerful was they’re looking for transformation, not information.

[00:15:08] And because you’re right. All of a sudden somebody’s in front of you and you’re so passionate about whatever you’re serving. Especially me, my clients will tell me later Oh my gosh, very dramatically they believe I saved their life or their family or their marriage. Cause they work in all these crazy hours thinking once I get past this next thing, things will be different.

[00:15:27] And that was like 10 years ago. And so I get all that. And then I would want it, when I had somebody want to go look, give them everything I can pass and just like spray of information and it’s overwhelming. And I’ve been on the other end of that. All it teaches you is, Oh, I have no clue. I have to learn all this before I can even sign up for that.

[00:15:49] So you’re looking to redefine the problem, looking for transformation, not information. Okay. So that’s huge. Yeah. And I know this took me a really long time to understand. I, and I want to highlight your point of there is such a thing as too much value.

[00:16:05] Yeah. Okay.

[00:16:06] Michael Tucker: And I’ll say this. When you can step into a virtual event and not only just, we’re talking about this word transformation, but one of the most powerful things that I think a lot of people miss out on Kris is them getting to see your belief in your model, in your system, in your product, right?

[00:16:24] So many people just jump in and teach. Jump in and share their story, but they never take time to actually share why they believe that their way, their model, their message could change their life. Meaning that, listen, sometimes you all, your belief in what you do can inspire others. Their belief in what you do and so don’t forget that show up with energy show up with passion I know this is a little rabbit trail here, but show up with energy passion build engagement in those but ultimately don’t forget to share why you believe in what you do because that will go so so long I’ve worked with a lot of really charismatic leaders that are crushing it make people that have you know, hundreds of thousands of followers, millions of followers.

[00:17:08] And the reason why they’re crushing it, Kris, is because they can share passionately and they lead passionately and people cling on to the vision. They don’t even cling on to the product, right? Last night, I was helping someone run an event. They had, they were selling a community, but they had so many people come in and people didn’t want the community.

[00:17:27] They wanted to be around the leader. So remember, work on yourself, work on sharing your beliefs, your passion, and it’ll go up from there.

[00:17:35] Kris Ward: I think that’s a good point. So I’m going to make a note. I’m going to be more energy, bring more energy to the game. Okay. But I think to your point, I know for years, I’ve talked about this many times, especially when you’re online.

[00:17:46] I tend to think, back in the day, I’d be like, Oh, shoulders back, be professional, like stop being such high energy, Kris. At times I thought it came off juvenile. And so I was a veneer version of myself because I thought that was. It’s what us grownups are doing, right? So just be you. I know, again, that sounds ridiculous and redundant, but I think we need to be reminded of that.

[00:18:07] So let me ask you this. If we say, Oh my gosh, all right, we’ve listened to Michael wise Michael, we’re reminded of all the value and why we should be doing this and what opportunity we’re missing. Should we get in the habit of then having routine where we do a virtual event once a month and, just keep that as part of our diet or that becomes too dependable.

[00:18:30] And so people don’t show up and it has to be something that has some scarcity to it that, all right, it’s been three months since our last event. We’re doing another one. Ring, ring the bell. Which way do you tend to subscribe to?

[00:18:41] Michael Tucker: Yeah, great question. I like to make them regular. I can’t tell you what regular is going to be for you because everybody’s schedule is different.

[00:18:47] Everybody marketing plan is different, but I love virtual events to be a major part of our marketing plans. So I will say this fine, go ahead and pre schedule them throughout your year. It doesn’t have to be every week. If you don’t, if you’re here and you’re like, I can’t do a weekly webinar, guess what?

[00:19:03] Record, if you wanted to, you can record one in evergreen and automate it, right? There’s softwares that can do that, but if you But I’ll say at least just pre plan out and say, “Hey, how, at least every month can I do one or maybe every other month, because I promise you in Russell Brunson, if you know anything about the marketing world, he does the same thing.”

[00:19:20] Every quarter he gets a giant calendar on his wall and he says, Hey, where do my virtual events fit into my marketing strategy because I do such a good job. So yes, do them regularly. You get to decide because everybody’s different. But I would say try to shoot for maybe once a month, every other month, if you can’t do one.

[00:19:39] Kris Ward: Okay. Okay. All right. So we talked about, crafting the content. Now the sales experience, what are we missing there?

[00:19:50] Michael Tucker: Yeah. Great question. There’s a lot you can miss. There’s a lot you can miss. So that’s a whole can of worms. We could probably spend an hour or two talking about, but I’ll say this, whenever a lot of people run virtual events, they, I’ve seen multiple people sell products that actually don’t help the people on the other end.

[00:20:10] And you’re like, Michael. That sounds silly but no, I’ve seen it over and over again. People come in and make offers that aren’t irresistible, don’t even have anything to do with solving the pain of their customers. So I’d say in the sales process, the most important thing is having a service or product, aka an overall offering that actually is appealing to their needs, wants, and desires, right?

[00:20:33] So sit down, think about that. And this is boring stuff, y’all. This is the stuff that nobody wants to talk about because it’s not sexy. It’s not something that is going to, give you a bunch of adrenaline when you’re going into it, but you really need to sit down and say, Hey, what is it that’s going to move the needle for them?

[00:20:48] And how can I present that in a way that is irresistible, right? Because they need that. And so many people, Kris, just to be honest, I’ve seen their offers, they suck. Meaning they, they’re not compelling. They don’t move people to want to take action fast. So one of the biggest sales parties, when these virtual events, people are going to go through the process and they’re going to be amped up.

[00:21:08] They’re going to be excited. They’re like, man, Kris just changed my viewpoint on how I should hire. And then at the end, if you present a lousy offer and you present it in a way that’s lousy. It’s just going to make everything more it’s going to make it more hard on you when they were in a buying state because they just spent hours with you.

[00:21:24] So that would be my first point is just, hey, how can we make an offer that they can’t say no to?

[00:21:30] Kris Ward: okay so I guess I’m leaning more towards make an offer that they can’t say no to so let’s lean that way because I just can’t relate to the whole idea of you brought them there and now you’re giving them something that doesn’t help them like nobody would intentionally do that so I think what we’re saying more than anything is just make sure like It’s a great offer, whether it’s the price point or the access to you or whatever, just really sweet in the pot and make sure it’s that, you have, they’ve been there all this time, even though this time is one hour, you don’t like in a restaurant, give them a great meal and then no dessert or.

[00:22:04] Yeah, when they’re looking for real dessert, right?

[00:22:07] Michael Tucker: I’m going to be honest, Kris. I mean, I’ve even seen a lot of people run events with no offer on the end and you’re doing yourself a disservice there as well. Some people, they’ll just sell a ticket for 9, 30 is virtual event. And literally we just had a client that did this.

[00:22:19] She was selling like 40, 50. And that was it. They were running the event. It was a multiple day event. Okay, we’re done. But you all listen, there’s so much opportunity there to add on something at the back end that you can ascend them up into, right? That’s why it’s called a value ladder. Kris probably talked about that.

[00:22:35] Other people have talked about that. You can ascend people up the more they, they spend time with you. But, um, Kris, no, yeah, you’re right. One of the examples, like you mentioned price, I’ve seen a lot of people. Try to sell 10, 20, 30, 000 programs to people that only were making 20, 000 a year, 10, 000 a year.

[00:22:54] You know what I’m saying? So you have to take poll on your audience. You have to take note on, Hey, what are the, what are they making? Income wise, rough, roughly, or do they, are they working?

[00:23:02] Kris Ward: But are those not just rookie mistakes? Isn’t that just and I’m forgive me for saying this, isn’t it’s a silly conversation.

[00:23:07] I would think, okay, maybe I’m just being negative. I would, think our audience is above that. Cause it’s yeah, if you’re going to sell somebody a 10, 000, although to be fair, I will say, I remember when my business was brand new, I end up in some little funnel and I watched some webinar and my business was like six months old and I ended up on a sales call with somebody like an hour and a half and they didn’t give me a lot of content and information.

[00:23:30] And then they tried to sell me some sort of ability to craft my brand story. And it was like for 15, 000. And I wouldn’t have had 15, 000 at that time to buy a house. I’m like you, I don’t even understand how you wouldn’t know that if you’ve been in business all this time. And I’ve only been in business six months.

[00:23:46] Like, where do you think the money came from? So I guess to me, I think it’s like a foolish conversation, but I guess these were established people. So I guess it happens. All right. Okay. Now, I guess one of the things too is really about after, after we’ve done the virtual event, the follow up, are we inviting those people who didn’t buy back to another virtual event?

[00:24:11] Do we do just, of course, I’m going to assume we just keep perfecting the same event like we do, or we want to have some variety. What, which way do you lean there?

[00:24:21] Michael Tucker: Yeah, that’s a loaded question. It sounds like you were asking two or three things at once.

[00:24:24] Kris Ward: It was, but that’s okay. Sometimes I tell four stories at the same time. So go ahead.

[00:24:28] Michael Tucker: No, it’s okay. Listen that’s the better, the more questions, the better. So I’ll say this number one, I did the follow up. Yes. You need to have a strong follow up sequence. So a lot of people, when they run virtual events, they don’t have follow up emails, follow up texts. You need to be sending them.

[00:24:42] If you have a sales team, Oh man you’re in to feed them well, right? So what we do is on our virtual events, we normally have a multiple day follow up sequence, meaning that, the night of, after the event, we have them getting them to replay, like every event is different, but we’re giving them the replay, reminding them about the offer.

[00:24:58] So you want to figure out when that cart close is, and you want to make sure you have a series of followups until then, but listen, get your sales team hitting the attendees as soon as possible. There’s softwares out there, depending on what kind of virtual events you’re running. So for example, a webinar there’s webinar softwares out there, like a Webinar Jam, Webinar Geek.

[00:25:19] They’ll tell you how long people are staying in the room. And so what you can do is you can go into a software like Webinar Jam, Webinar Geek, and pull out all the attendees who attended 75 percent 80 percent of your webinar. Listen, if they attended 80 percent of your class, 90 percent of your class, and they didn’t purchase, those are your hottest leads, right?

[00:25:40] Maybe they didn’t purchase because they were scared. Maybe they just didn’t have the money on one card and they need to split the investment. So have your sales team or you. Maybe get in the weeds there and call those people and reach out to them.

[00:25:52] Kris Ward: Cause most of our listeners do not have a sales team.

[00:25:54] We are talking about coaches, consultants, founders, entrepreneurs. So then what I would say is that is interesting. We’re not just going to fall default to zoom. We may want to look at other options and see as much stats as we can. And then we do all, most of us at this point now know how to automate a follow up.

[00:26:13] And so just making sure of that. So then if we do whatever ABC webinar one month just to improve that, are we going to keep doing that for the next six months? Just because we want to build and improve, correct? Or does that get boring?

[00:26:26] Michael Tucker: I would say, yeah, exactly. You want to look at the results from your first, what your first class, your first event and see what worked and what didn’t.

[00:26:34] You don’t take notes of that. Ask your audience. Ask the people who attended, Hey, what did you like about it? What did you not like about it? They’ll be transparent with you. What was your biggest takeaways? You all the biggest mistake I see a lot of these entrepreneurs make, and maybe you all are out here and you’re in the same boat is you’re not collecting enough customer data.

[00:26:50] Send a survey out after the event. Google forms is free. You all, there’s no excuses to why we’re not collecting customer data, but that same data could be used to figure out why people aren’t purchasing what they found out what was valuable from your event because sometimes we say, Hey, man, this event is going to do so much for them in this way.

[00:27:09] And then they come back and say, “No, I perceived it as something totally different. And so I would say yes. Look at the results, get the results from your attendees, and then go back and refine it.” You all the first virtual event, the second virtual event is always going to be the roughest, but over time, as you get better at your public speaking, as you get better at your selling, it’s only up from there.

[00:27:28] So don’t quit. Keep going. Doing them and keep refining them.

[00:27:32] Kris Ward: Okay, final question. Do you have a recommended idea? I know it depends on the audience and what you’re teaching, but is there a sweet spot? Podcasts tend to do well between 20 and 30 minutes because that’s the average length of a car drive.

[00:27:44] Webinars, especially your first one out, we’re looking at 45 minutes an hour. Is that the sweet spot there?

[00:27:50] Michael Tucker: Yeah, for free webinars specifically, yes, we like to go no longer than 90 minutes depending on the price point you’re selling, right? If you’re selling something low ticket on a webinar, like I said, try not to sell something too low ticket, but if you’re selling a hundred dollars to a thousand dollars, listen, y’all, it could be 60 minutes or less.

[00:28:06] If you’re doing, something a little bit high ticket, maybe spend 90 minutes with them, but I would say for a free webinar, you don’t have to go over two hours, y’all. Okay, gotcha. Now you’ll have some of these big, you know, Kris, there’s these big entrepreneurs that have thousands of people in the room.

[00:28:19] Listen, when you have 2000, 3000 people in the room, that’s a little bit different. You’re gonna stay on and try to close as many deals as possible. But most of us aren’t there. Most of us are gonna have a hundred people in the room, 200 people. So yes, I would say 90 minutes. But then, they can get to the re catch the replay.

[00:28:34] So yeah, if people can’t stay that long, you can always send that to ’em.

[00:28:37] Kris Ward: Fabulous. Okay, Michael, where can people find more of your brilliance?

[00:28:40] Michael Tucker: Yeah, I would love to, give you as much as possible on YouTube or Instagram. You can go to official Michael Tucker. I’m there. I post occasional content that you all find valuable, but shoot me a message. I would love to see that you came from Kris’s audience and let her know.

[00:28:54] Kris Ward: Okay. Awesome. All right. Share this with a business buddy. We all need to be reminded of the value of this and just get these little silly fears out of our way. So I think this is something you definitely want to share with a business friend.

[00:29:05] And again, remember we read each and every one of your reviews. And I thank you very much. It helps us keep bringing the content that we do here with all the tangible takeaways. So to that, thank you again, Michael, and we will see everyone else in the next episode.

[00:29:19] Michael Tucker: Thank you. I’ll see you.