Jeffrey: Welcome to the light in your launch podcast today, we're talking about all things webinars. Stay tuned.

Announcer: Hey, we're in the Launch Squad and this is the Light Your Launch podcast. We teach coaches and course creators how to lighten their launches. We're bringing you all of the tips and strategies to take your launch from intimidating to money-making. In this podcast, we talk about everything; the sales, strategy, mindset, technical and spiritual aspects of running your best launch ever. So if you're feeling overwhelmed and unsure of the next right step, we're here to bring clarity, confidence, and excitement into your next launch. This is the Light Your Launch podcast.

Katie: Welcome back to the show. I'm Katie Collins. And I'm back again here with Jeffrey [inaudible]. And today we are talking with my good friend DeKesha Williams, all about launching with webinars. So I wanted to give you a little information on who Takisha is and just how awesome she is. Um, Takisha is running a multi-six figure business as a webinar expert. Um, and she has been able to use webinars to, you know, build her list, expand her reach in a huge way online and really essentially building an audience of buyers. And that is what launching is all about is creating an audience of actual buyers. Um, so Takisha is going to share her own story with you of how she was able to do that. But, um, like for a lot of us in the online world, it really started as a necessity and it was like, let me figure this out for me in my family. So I can't wait for you to hear her story and learn about webinars from our master webinar, a woman Dickie Shu Williams. So welcome to Kesha.

Dekesha: Hi guys. How are you? Thank you for having me.

Katie: Nice. We're so glad to have you with us. Um, so yeah, so like give our listeners a little, um, background of you and your origin story, how this all came to be.

Dekesha: It's funny. Cause I don't know which story to use or to start with. Normally I'll say I'm just the chick that lost the same job twice building a successful business from the comfort of my own home. And usually when I say that the eyes go, what? Yeah, but, um, it's actually actually interesting enough because it was 2010, January the 11th. We actually lost our job via email. So I still have the email. Yes. Yeah.

Katie: It's kind of like getting broke up with by texts.

Dekesha: Listen. Okay. And um, funny thing about it was they called some of back in maybe about four months later, but um, the second time around, um, my daughter, I've got two kids now they're like 15 and uh, soon to be 21. But at the time when I left corporate America, they were five, five and 11 or six and 11, something like that. Um, and my daughter says, well, mommy, you've missed the first week of school two years or three years in a row. I was like, what? She goes, yeah, mommy. I was like, no, not me. I'm like, no, I'm the supermom. Can't you see the S on my chest? She goes, no, mommy, you miss the first week of school. And for those of you that know most kids only like school, like two times out of the year, it's the first week of school and the last week of school. So you mean to tell me that I'm missing one of the two most important times. So at that point in time, I knew something had to give, I just didn't know, um, how it was going to happen, but I went on leave of absence, August 24th, 2011. And I'm still on leave of absence hashtag longest leave ever.

Katie: Awesome. Well, I don't know. Um, you know, I don't know about you, but I look back on having a job versus now. Like I, I, my nephew just got a new job. I mean, he's like 16 and I was, I saw his paycheck stub and I'm like, I literally, haven't seen a paycheck stub since 2013 and I will never look back.

Dekesha: I remember my daughter's first job. She goes, mom, who's FICA. And why did they take money out of my money? Oh boy, they learn. Yes. I do not miss that. I do not miss that.

Katie: Awesome. Um, yeah. And so how, how did webinars come into play for you here? Like where, where were you? Like I'm going to leave, you know, corporate and start teaching online.

Jeffrey: Yeah. And that transition, speak to that transition about that. Like, did you just jump into webinars or did you like warm up to this and like, how do you,

Dekesha: No, I absolutely. I, when I tell you I had absolutely no idea. Like I was on disability, like short-term disability turn long-term disability. I received my last check February, 2014. I remember it like it was yesterday. And that was, you know, how you have one of those moments. You're like, all right. So what happens next? Because there's no money coming in. And when I started on this path of becoming an entrepreneur and really finding my way, I didn't want to be that person traveling to find speaking gigs or traveling to different speaking opportunities, because that was what I did when I was, when I was a district manager. Like I had 13 stores over five States. And I, I mean, I had, you know, I had Delta miles. I had, um, jet blue miles or Scott Tran back. Okay. Dating myself. But, um, but it w it didn't make sense to me to, to, to be traveling, to find speaking gigs and still be away from my kids. So I came across, Oh, wow. This, well, this was back when they started doing teleconferences or conference calls first.

Katie: Um, Oh yeah. I remember those

Dekesha: Listen. Okay. Right. So, and then we moved from the teleconference to more of a video conference, more of webinars, but it was more so because I needed a way that I can make hashtag sideline money. Now I have a daughter who has done competitive gymnastics since the age of six. Um, my son plays football, basketball, and he started doing running track. So I needed, I needed a system in place that would help me make money literally from the sideline, because I am that mom, Katie, you know, I'm that mom, like, I am the one there's pictures of me, Jeffery in the stands at George Washington with both hands up screaming self. I am always on the sideline. I'm always active. So it was a matter of what could be put in place to help me make passive income or recurring revenue while I was present and available for my kids and webinars, webinars became that tool. It became that go-to where you can literally train your audience from anywhere.

Katie: And I can speak to that, um, on behalf of Takisha, because, uh, the first year that you were a guest speaker for my program craft an irresistible offer that sells you, did it from your car.

Dekesha: I did, yeah.

Katie: You were outside Of your son's football game or practice. And you were like, this is a lifestyle I built and here I am doing it from the car. You know,

Dekesha: Listen, I have done several interviews from the football field practice field, um, out front of personal training in my car. And you know, and the thing about it is I don't, I don't feel like if it's, you know, how you first started in business, you want to be perfect and you want to get it right. And it's like, Oh my God, I don't want to do it for my car. I'm like, no, this is the lifestyle that I chose. Like I'm living my best life. And so if I'm in a lawn chair with my feet up and I'm doing a Facebook live with you, then this is the life that I chose. Because at the end of the day, if my son stops and he looks to the right guess who he sees.

Katie: Yeah, yeah. His mom is yeah. Every time. Yeah. Yeah. No, I love that. I mean, and it really, it showed me like, sometimes I'm too like, Oh, I've got to be at my desk and I've got to have my, you know, whatever I believe I need to have, you know? And you're like, Nope, I can do it from right here. I think you're even on your phone, you know,

Dekesha: I was, and I was, Oh, Jeffrey looked at Katie, you remember it? Like, it was like at nighttime, the, the, the light came on in the dark and it was like right over top of my head so everybody can see me. Oh yeah. Gotta love it though. You gotta, you have to love the journey. Yes.

Katie: Oh yeah. Yeah, absolutely. Um, so I know, you know, Takisha and I met in a mastermind group and, um, you know, one of the things that we really connected on was, um, the belief of all these people, you know, when they want to build their online business and they're excited to do webinars and they're like, Oh yeah, I can do my webinar content, no problem. Like I got that. And, um, and, and like, as a sales expert, I'm always like, yeah, but does it sell

Katie: Because everybody make it,

Katie: Our content is for education and, and while that's part of it, it's not all of it. So how do you help your people understand that there's a strategy behind the webinars so that they're actually making money from it because it's heartbreaking to see people put a webinar on evergreen that didn't convert. Right. So wasting. Yeah.

Dekesha: So one of the first things that I do is I have to share statistics. And this is how you can judge whether or not your webinars working or not first and foremost, because any given webinar should be converting between three to 5%. And when you look at, when you look at the, um, there's, um, Oh my goodness, there's a pyramid ladder. Um, I forgot the name of it, but it, it breaks down, um, that three to 5% of any audience is always ready, willing, and able to buy. And then there's 67% of the audience who are either on the fence, not sure of the problem that they have, right? And so the numbers will never lie. And so I tell people that your webinar is to help you stay in the sales conversation with the 67%, because regardless of how many people log on and show up three to 5% should be ready, willing, and able buyers.

Dekesha: But what about the other 67% of the people that show up, this is your opportunity to number one, address any objections early, early on. And this is when I tell them how to outline a profitable webinar. You know, we get so caught up in because we were taught this, right. We get so caught up in, I've got to teach the four strategies. I've got to teach the three strategies, and we spend more time on the actual strategies than actually the process of reshaping, the way that they believe about the vehicle that you're actually selling. And so I have to share with people like you have to deal with the objections about whatever the vehicle is that you're selling, because by the time you get to the end and you offer the opportunity to work with you, you're not really selling now because you actually transition the way that they see the value in what you have.

Dekesha: And then the second thing I share with people, especially, especially once I started teaching about webinars and they're like, yeah, I used to do them. You know, I used to make $10,000 from every time I did it, then why are you not doing it anymore? And I'm like, you know, and then I, you know, for people to tell me, I'm having a hard time getting in front of new people, I'm having a hard time generating leads. I say, well, do you know that every webinar, 30 to 40% of the people that show up will become your potential client? How many of you under the sound of my voice have a list of people, right? Do the math waiting to work with you. They go, Oh, wow, exactly. That's why webinars are important.

Katie: Yep. Love it. Love it. And just, yeah, just to understand, I mean, there's just, there's a strategy, right? It's not like a, webinar's just the vehicle. Right. And, and there are different ways that you can reach people like using the vehicle of webinars called different things delivered in different ways, but it's still content that overcomes objections that makes an offer that turns into a sale. Right. So, you know, like we interchange webinar and masterclass and you know, we've got interview series and summits and what are some of your favorites?

Dekesha: So the whole webinar of what we originally know webinars to be has totally changed since maybe five years ago. And a lot of my students are like, well, well, what's the difference between a masterclass and a webinar, technically speaking, um, it's a marketing tool. Okay. It's a marketing tactic that people use, excuse me, in which they say masterclass, when it's really actually just a webinar. Now we have done a four hour master class or workshop that was paid. So in my opinion, when you doing a masterclass or a workshop, I'm expecting more information, more deep dive than what you would get on a traditional webinar. Like what we were taught with the webinar is now here's what has worked for us. Um, we, we literally, um, you guys familiar with clubhouse has been out, not that long, right. We literally did three clubhouse rooms and had, I don't know, maybe like seven to 10 people register for a, um, throwing up post signs workshop, but honestly, can I, can I give you all the secret?

Dekesha: I could've literally broken that four hour workshop up into four webinars or a four part video series. Right. We ended up closing $20,000 in 14 days from that four hour workshop or four webinars. Right. Right. And I mean, the conversion rate was probably right around 30 something percent, because typically when we do, when do something live, it's usually 40 to 50% close rate. When we do a webinar, we can do, we can do anywhere from 20 to 30% because here's another strategy we follow up on the back backend side of a webinar. A lot of people just drive people to the front of the webinar and they just wait for them to go through the process. No, you have to be engaging. Do you know how much noise is out here right now? You have to, you have to stay in the conversation. So we follow up, we have a strategy or a sequence that we actually follow up with our, uh, prospective clients and people who've registered for our webinar, whether you showed up or not, you're going to hear from Takisha and her team.

Jeffrey: Okay. Can we, can we spend some time right here? Because I know that there's a lot of people out there that just kind of just keep hearing this over and over like, Oh, you got to do webinars. You gotta do webinars. You gotta do webinars. You gotta do webinars. And they're just like, okay, I'm finally going to do a webinar and they do a webinar. And then there's crickets afterwards. Like, could you speak to that? Like if you're telling somebody to do a webinar, you're not just telling them to do a webinar because there's stuff that happens after the webinar and before the webinars that people don't talk about, they just keep saying, do a webinar. And they're like, okay, there's a lot more to it. Could we talk about,

Dekesha: So, so a webinar, okay. So here's the thing. Everything is around the, the end result of why you're doing the webinar nine times out of 10, we're doing a webinar because we want someone to buy our products or our services. We want someone to enroll into our coaching program and rolled into our signature program, our online course, whatever it is that you have to offer our end goal, especially if you were in business to make money, is to get clients to enroll. So with that being said, when you are doing a webinar, a webinar is actually a part of a launch and there's phases that takes place in order for you to successfully have a webinar launch or a launch that incorporates webinars. And so you have to plan out like, and this is why I spend a lot of time talking about the numbers, the 40 to 50% of the people that show up, because you have to start with the end in mind, like, what do you need to generate? How much revenue do you need to generate in order to hit your revenue goal? That's going to tell you how many people need to, to be exposed or eyes need to be on your webinar. And so when you know those numbers, you know how to drive traffic to this webinar. You don't just do the webinar because you've, you've been on Facebook and you scroll through and somebody on your, you know, in your feed has said, Oh, webinars will generate your next six figures. And then you just go and do a webinar.

Jeffrey: No, a lot of people are doing that. A lot of doing that. I know. So let me, let me

Dekesha: Help you out if you're just doing them, because you were told that it can help you generate your next six fears, which it can. But like I said, there's planning that takes place, right. And that's what, knowing the numbers. So we even, when, when I helped like my team or my clients, even myself, we use, we use this strategy for myself as well. So I know I need 586 leads every month in order to hit my revenue goal. Let me say that again, because some people are like, Oh, Whoa, what? Yeah, yes. I know my numbers. I need 586 leads in order to, to close the amount of people that's going to give me the revenue that I want in my business. Here's what I know. I know that if I get in front of 586, let's just say, I'm driving sales calls will 50% of those sales call are going to stick or, or stick to their appointment and actually show up.

Dekesha: Got it. Um, I know that I'm probably going to convert 30%, 33%. I know that. So that means that my conversion rate is 33%. If I talk to six people, I'm closing two. Yeah. And if you don't know those numbers, you're already, so you already starting off all in the wrong, like you already, you're already in the red because you don't, you really don't know what you're working towards instead of, Oh, I just need 10 people to give me a thousand dollars and I made $10,000 this month. Okay. But how many people do you need to get in front of them to get to the 10? So I know that, you know, I know that, um, I can, I know that I can do a summit, right? A summit is a launch strategy that we use a virtual summit. I do my summit from people on think. I'm crazy. When I say this 10:00 AM to four or 5:00 PM. I have about 15 guests on and we are on there all day long. You're crazy. But do you realize that I was able to grow my list by 3,500 people last year, just by doing a virtual summit?

Jeffrey: Yeah. Now, it doesn't sound so crazy now. It doesn't sound so crazy, right?

Dekesha: Oh, if I do a summit, we did like 700 people from one summit. So, okay. Well at least this month, I know I can do a summit and we've got, we've got 700 leads. And, you know, I tell, I tell people too, it's like, let's, let's think about it. I'm gonna make it really super easy for you. If you do one webinar a week and 30 people registered for the webinar, really baby numbers, I'm giving you baby numbers. That's 120 leads a month, but we don't look at it like that. So we to change the way that we look at things. So the things that we look at changes,

Katie: You know, it's, it just reminds me, um, there are so many people that, that don't want to be in this for the long haul. Like when I describe the process of how we help people, you know, sometimes I'll hear back from people like that just seems so long. So it took a long time. And my answer is always, well, how long do you plan on being in business for, I mean, this is, you know, you just, you keep doing it over and over. It's not a one and done, right. You're not going to do a webinar one time and make six figures and then be done and have that be consistent. Six figures, right? Like you have

Dekesha: Russell Bronson says do the same webinar 52 times. Yeah. I don't even, I don't even tell mommy, we'll go through that. So listen, I'm going easy on you. Yeah.

Katie: But it is it's. And, and I, I really appreciate what you said about the numbers, because I say that all the time with sales, you know, like with people have sales goals or they don't, and I get them to get sales goals, you know, but it's like, how much money do you want to make? How much is your package? How many of those things do you need to sell to get to your sales goal? And then how does that make you feel that number? And that's where we start, right? So if you have to sell 350 of those, and that makes you, you know, then we do the 2% conversion. So that means you have to have how, and I'm not doing the math right now, but you know, thousands in your launch. And how does that feel? Do you think you can get thousands of people registered, you know, for your launch? And if they're like, Oh, no, I don't think so. Okay. Then let's, let's change your offer. Let's change your strategy or let's, you know, I don't want to say change your sales goal, unless it's just like, you have to build up some structure first. So anyway, it's just, I just appreciate this real talk because it's not an overnight success thing, but it's something that you have to keep doing and refining and then rinsing and repeating and yeah.

Dekesha: You know, was the funny thing about it is that was only phase one. That was only the planning piece. Yeah. All right. Haven't even talked. We haven't even talked about the prelaunch piece, which is where, so it's, it's planning, pre-launch launch and then post-launch, and pre-launch is where you start to develop your marketing message. And so now that you have your numbers, you know, how many people you need to be in front of, you need to really get focused in, on your messaging. So this is where all your ad copy your sales, copy your emails. And depending on which launch strategy that you're decided to use, I can tell you the three most popular, the launch strategies that we use last year, where the virtual summits challenges and then workshops, but they all had a webinar on the backside. Like we did a, we did a virtual summit then, and then invited them to a webinar.

Dekesha: We do a challenge. We do a webinar at the end of the challenge. We do the workshop. If you miss it, we do a webinar on the back end. So this is why webinars have to be perfected because they're always a part of the launch equation. So when you're looking at their prelaunch, now you're building out all the assets. And here's, here's the, the message that I will say about the pre-launch because a lot of times we can mess this piece up by just, you know, pushing out the answer result, come to my challenge, come to my summit, um, come to my webinar. This is why a lot of people don't get people to show up to their webinar. Here's what I tell you, promote the problem and service the solution. I'll say it again, promote the problem and service the solution. So if you tell people why they need to show up to your webinar, and then you actually sell the solution to the problem that they have, you'll get more people raising their hand versus saying, come to my webinar. They're like why for awhile?

Katie: Yep. It's the same thing with, um, you know, join my email list, right, right. On websites. Yeah. It's like, why would they want to join your email list? Nobody wants emails. They want answers.

Dekesha: Thank you. Promote the problem. Service the solution. Yep. And then when you, when you look at the launch mode, that's when you're actually, you know, whether it's challenge week, uh, we say it's, you know, launch mode, you're your marketing, your upcoming launch. Um, you, you are you're marketing and all different platforms, regardless of whether you're using paid ads, organic traffic, but you're getting ready to, to host this live virtual summit. And no, I'm not talking about a 21 day summit where you have interviews for 21 days. We do our summits where it is those 15 peoples from, you know, 15 people from and they're live. We, I have yet to do a prerecorded summit. Nothing's wrong with them. But as you like, well, granted as podcast, they can't see my energy, but I'm hoping that they can feel my energy through my voice. Like, no, I'm not prerecording this. I want you to get all of me live. So all we do everything lab, even my webinars, my webinars are live and then converted into a evergreen webinar. I want you to really feel as if you are in the room with Takisha. Yeah.

Katie: Yep. I'm the same way I don't record. I will. I won't send a replay. I just do it again the next day. Right. If they can't come on Friday, offer it again on Saturday. But yeah, it's an Encore. It's not a replay. And I do that also because I just know that then I can pick which one was the best. If I want to send a recording out, my energy might be different Saturday than it was on Friday. Or maybe I forgot to say something, but it just lets me refine the content.

Dekesha: And I'm glad that you said that because this is why I tell, I tell people, you have to do it multiple times before you make it evergreen, because there's always going to be something like I did one last week. And I was like, dang, I don't like the way I see it. It's such and such. Yeah. So I'm not going to, I'm not going to automate that. I'm going to do, like you said, I'm going to read, I'm going to redo it until and tell you when you, when you hit the end button and you know that one's a winner,

Katie: You nailed it. Exactly. Yes. You just know

Dekesha: Nailed it and you feel it. Oh my gosh,

Katie: It's your audience. Right. Like your audience can tell too. Yeah.

Dekesha: And that's the one you automate and you probably have to do 72 webinars before you can get at least 52. Right? Yeah. And then

Katie: It does make, you know, your content too. Yeah. I think a lot of people rely on their slides and then they're not connecting on the video or they don't even turn on their video. And I, I am, I'm guilty of all of these things over the years. Right. But now that I know my content, I just know I can show up so much more powerfully and that wouldn't have been the case if I didn't do them over and over and over,

Dekesha: I've even tested webinars where I didn't have slides. Oh, wow. They're like coach D you didn't have a PowerPoint. I'm like, no. Who says I have one?

Katie: And how did it go? I'm curious, like when you test it, it,

Dekesha: Well, it was actually really good. It came across more like a live workshop than a wet then a prerecorded webinar. Yeah. I actually have that one in a sequence. Hint.

Katie: What's fun about, um, you know, clubhouse. Um, I haven't dove in there too, too much just yet, but just the fact that it is all audio, there are no slides. There are no recordings. It's, it's a real live event, right.

Dekesha: Favor for women because I can literally have my hair done. I don't have to put on makeup. I can not have to worry about what t-shirt or tank top I have on like, Oh my goodness. Yeah. There's been times where I'm just like hanging out in my bedroom on, on the bed. Somebody pings me and I'm like, let's go, we're up till 12 o'clock. So you know, that, that is a benefit of it. Um, and the last thing I want to add to is, is the last piece of the launch process that we also miss is the post-launch is where we go back and evaluate the numbers from the beginning.

Katie: What we're now you're talking Jeffrey's language.

Dekesha: Jeffrey's like, yes, you have to go back and look and see what worked. And I always say, when you launch again, because I believe that you continue to launch the same program because one program will change your life. If you let it, um, one program generated over six figures for us, and that had nothing to do with anything else, any other services that we offered in our business. But when you do launch it again, you change two variables, um, minimum every time that you launch it. So if they're not opening your emails, change the email titles. If they're not converting on your webinar, let's look at your webinar content, but you always want to change to maybe three variables. It all depends. Yeah. So that's my four phases to a profitable online launch. Or actually you can use it for, for workshops and conferences. I mean, you still go through, we use a 12 week process. So we allow three months to launch one thing. And if you've launched it before we can, we can narrow it down to eight weeks, but you have to give yourself at least two months to get things in place. Um, trust me, I've tried to do a launch in like three weeks. Like, trust me, like, you don't want to do that. That's not the way to go, can be done, but it's not the way to go. Right. Not for sustainable business.

Jeffrey: Right. Do you have a team? Do you have a team that helps you out with any of this?

Dekesha: Absolutely. Um, I have two, three VAs, three graphics designers. Um, we have a video editor that comes in when necessary, um, copywriter. And I have someone that helps with Facebook ads as well. Trust me, it did not start out like this. It took me four and a half years to grow my team to this many people.

Jeffrey: Can you touch on how that was sort of at the beginning? Like what, what, what was the difficulties you kind of ran into in the beginning when you were just trying to piece this together by yourself?

Dekesha: It took me four and a half years to build one funnel. I love your honesty. Like, please, like that's what happens when you do it by yourself? Right? Like, yeah. So fi four years ago we did the lead magnet and you know, I was doing webinars, but it wasn't a sequence of activities. Right. So I had webinars and then, you know, maybe the next year we had the sequence of emails that were going out then the following year. Oh, by the way, let's get a new sales page. That is a product that you have. Oh yeah. We need that. Not just a checkout button, not just a PayPal button. Right. Trust me, I, I have sent people to a PayPal button. Um, so yeah, so honestly, and in all honesty, the person that I hired was a graphics designer. Don't ask me why, because I have no clue, but all I know is that I wanted my brand to show up online as if I was already making six figures.

Dekesha: So I hired a graphics designer. Yeah. Then I turned around and hired a social media person. But then I'm like, I like, well, they were with me for a while, but I'm very, I'm very particular on my message because I want my voice to come through and my social media. And so there's a big difference between someone doing your social media and having a social media strategy. Yeah. Then I finally got a VA when I started to realize that I wasn't focusing on revenue generating activities. So I did it all backwards. Don't do it the way that I don't do as I do do, as I say, yeah. As mom says, don't do, as I do do, as I say, you know, because I speak from experience

Katie: Exactly. It's like, I made these mistakes, so listen to me and don't, don't make those same mistakes, but yeah. You know, I, I had a similar, um, you know, yeah, just, I dunno, sales pages that didn't look good, or I didn't even have one right. Or free gifts that, that was trying to be in my funnel, but they weren't related to the thing that I was selling on the other end. So they weren't attracting the right audience. Right. But I think the beauty of it is we learned, you know, we took action and we learned, and we grew from there. Right. So it's never like, um, you know, a bad thing to take action, but I think it's important to listen to these kinds of podcasts and hear people tell their stories so that you can go, I'm going to skip that mistake. I just like permission. We'll give you all listeners permission to skip the mistake of, of, you know, trying to do it all yourself or believing that, you know, your strategy. Yeah. If you don't have your strategy mapped out and I'm talking sales strategy, social media strategy, like Takisha with the numbers,

Dekesha: That was a webinar strategy, there's a launch strategy,

Katie: Right? Like how many people do you need to attract and how do you attract the right people so that you have buyers. Those, you know, you've got your 3% that are like ready and willing. And then you've got your 67% that, you know, cause I do a lot of sales and I represent other companies in live launches. And often, you know, we selling an $11,000 program a few weeks ago. And often what people were saying was, geez, I just signed up for this free masterclass series for five days. I had no idea that I was about to spend $11,000, but, but we addressed what was on the top of their mind. And we showed them that even though last Monday, you didn't know you needed this $11,000 program now, you know, you do. Yeah. You know, and that wasn't on your vision board for 2021 doesn't mean that you can't buy it, you know, because,

Dekesha: And there was value. You guys show the value in what? Yeah, absolutely.

Katie: Oh yeah. Yeah. And, and there's so much to be said for like showing up, you know, when you're doing a challenge or you're doing a live launch, it's not just the showing up and doing it, but it's how you are in your group. And it's giving homework assignments and replying to people's homework. It's sending direct messages. It's building those relationships because even if they don't buy, like I've seen, cause I've worked for this company long enough where I've seen people come back two, three, four times they do the exact same training. And then they'll email me and say, okay, Katie, I'm ready to buy.

Dekesha: And in fact that two, three, four times that goes back to the point that I say, you keep launching the same thing over and over again, because some people will come back and then you get new people in, in your ecosystem. Right. You'd be surprised. Some people will sit on your list for three years before they buy some will. Some will buy immediately. Some will be like, I've been following you for six months. I watched all your videos. I went through your entire YouTube channel, your Facebook channel. I'm like, Oh, okay. Yeah. But so you have to be consistent.

Katie: Do you watch that one from 2017?

Dekesha: Yeah. I'm like you watched all of them.

Katie: Okay. Well then you got to see my growth and development. Right.

Dekesha: So I, um, I saw, I saw one of my first videos that I did. Like it was the first live webinar training I did. Oh my God. So I tell you, I said, listen, start where you are. Like, it does not matter. Trust me. If you go back and look, seven years ago, I seen videos of myself trust and believe just do it. Don't be afraid. Just do it. Just get her done.

Katie: Yeah. You can't be perfect at something until you actually get started.

Dekesha: They always say you ain't got to get it. Right. You just got to get it going. Right. Right.

Jeffrey: Oh, I love that. I love that.

Katie: Oh yeah. Yeah. So, um, so I know that you, you mentioned that you were having, you were doing a summit and I know I'm going to be a part of that. I'm excited about it. It's at the end of the month. So tell our listeners what's coming up. How can they get connected and get into your ecosystem?

Dekesha: Absolutely. Well, I'm, I'm really excited about the sales and marketing summit 2021, because it is all, it's all things, sales generations. So of course we have you coming in and talking about sales, but it's specifically design, you know, to help entrepreneurs create lead generation strategies. Because one of the things that I have realized is that you can't just have one. Ooh, let me say that again. You can't just have one lead generation strategy. So, um, I'm really, really excited about it's a, it's coming up at the end of the month. Um, sales and marketing summit, 21, 2020 one.com sales and marketing summit 2021. Um, we've got, I mean, we have Pinterest experts, sales experts, we've got video experts, all things to generate leads. And like right now I actually, we have six lead strategies. Remember I told you we need 586 leads. You think I'm going to get all of them by one, one strategy. So you need multiple lead gen generation strategies, um, in your business. So super excited about that.

Katie: And so how do people get connected to that?

Dekesha: Absolutely. Yeah. Do you have, well, one of the first thing I would say is connect with me on Facebook. Cause you'll see, we'll start launching, um, very soon. Um, but you can find me DekeshaCWilliams or facebook.com/DekeshaCWilliams. I think we are starting our promo two weeks in advance. Oh yeah. Following our own 12 week blueprint. Okay. So yeah. So great. When coaches walk their talk. Yes. I love it. I will pull out my 12 week blueprint in front of my students and you know, and that's just the thing I love. We'll, we'll have a, um, implementation session and they'll watch me set up, you know, and help my team set up some things so that they can see what they have to do when they get to that point too. Yeah. So I don't just talk it, we, we, we walk it.

Jeffrey: I always think it's so funny. And it's so meta, when people's products are about launching or about the sales process or lead generation. And it's like that person who reached that point to say, yeah, I'm ready to buy from you. They just went through all of this process. So it's like, once they're in the program and you're like, well, if you remember you received this first, right. And then you received this and then I heard from, you know, like it's it's so you're there going through it and then learning about how to replicate it. And then we hear that.

Dekesha: Yeah. I was like, so when I went out here that was a lead generation strategy. Yeah. Yeah.

Katie: Every time I teach people how to have the sales conversation and you know, I have six steps to yes. As my sales training and then how to overcome objections and just different phrases that I'll say that get to a deeper issue than actually acknowledging the objection. They said, questions that dig deeper. And anyway, and then it's just funny. So I'll teach that. And then they're in a sales call with me later and they're like, I see what you're doing. And I'm like, Oh, I know I shouldn't that underbelly.

Katie: You can see it, but I mean, great. Right. Because it works. Yeah. I love it.

Dekesha: I love it. Yes.

Katie: Awesome. So I know you had a free gift that you're going to share with our listeners as well. Um, Jeffrey, tell us what was our, I think we,

Jeffrey: Well, I'll share the link Dekesha. Could you share what it is? It's a, so you said it was a checklist, a webinar checklist. Could you tell us about what they can expect with that?

Dekesha: Absolutely. It is a webinar checklist and again, I approach webinars a little bit differently. So it's an outline that will help you put together a webinar that actually converts because it's not just all around the actual content, but it's around, you know, reshaping the, the mindset on how they see the vehicle as well. So I put together a recreated, a checklist to help you create or put together a webinar that actually converts, remember the three to 5% and the 67% bingo. There you go.

Jeffrey: Awesome. And you can go and get that HTTPS, thelaunchsquadlab.com/webinarchecklist. Uh, Takisha, tell us where everyone can get a hold of you. Where can they connect with you?

Dekesha: Absolutely. Um, so I am at D E underscore Kesha on Instagram. Um, uh, what is it? Facebook I'm always, always on Facebook, facebook.com forward slash Takisha C Williams. Um, you can follow my business page. You can find some content. If you are on clubhouse, it's at D underscore Kesha. We are always talking about product launches, generating your five figure launches, and then just the journey of entrepreneurship to be quite honest with you, but you'll always find me with a camera on somewhere. Um, cause I'm not writing. I do videos. So if you follow me online, you'll, you'll, you'll find plenty of content. And uh, I love to be connected with you. Like always, I love to be connected with your listeners as well.

Jeffrey: Takisha, thank you so much for joining us and giving us your time. You've been so generous with your time. Um, and I'd also like to thank all the listeners out there. You can find all of those links in our show notes at the launch squad, lab.com forward slash episode eight. Uh, if you enjoy this episode, please leave us a five star review, hit that subscribe button and we'll see you next time.

Announcer: Hey, thanks for listening. If you'd like to have clarity, confidence and excitement around your next launch, join us in the Lighten Your Launch Facebook group today at thelaunchsquadlab.com/facebook. We also invite you to download our free gift, the Lighten Your Launch starter kit, the free guide to creating an irresistible offer, pricing it right, overcoming tech barriers, and tapping into the energy you need for success. Get it now at thelaunchsquadlab.com/freegift.