Misfit Entrepreneur August 2024 - 415: From Zero to $40M, How to Boost Your Online Sales with Michael Tucker's Event Secrets

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Dave Lukas Chats with Michael Turner

415: From Zero to $40M, How to Boost Your Online Sales with Michael Tucker's Event Secrets

This week’s Misfit Entrepreneur is Michael Tucker. Michael is the CEO and founder of Funnel Pros, a full-fledged marketing and growth agency specializing in virtual events. They are unique in that they provide all the man-power, strategy, & resources that clients need to maximize the success of a virtual event. Over just the last few years, the company has helped clients generate over $40 million in online sales.

As more and more selling is done online, one of the best ways to grow your business is through online events and I’ve been looking for an expert to come on the show and share the best practices on how to put on a great event.

https://www.thefunnelpros.com/

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Show Notes

Michael’s journey began during his college years when, despite earning a degree, he found himself uncertain about his career path. He experimented with various ventures such as stock trading and e-commerce, eventually finding an opportunity in real estate through a friend. This led to an apprenticeship where he worked for free in exchange for coaching, which proved invaluable as he gained extensive knowledge in business, marketing, and sales. This hands-on experience made him successful with funnels and virtual events, ultimately making way for him to start his own agency, Funnel Pros.

What are the best products to do online events for?

Virtual products and services, especially those that can be sold online without physical presence.
Software (SaaS) products are highly effective for virtual events.
Coaching programs, info products, and online courses perform very well.
Even non-digital products like real estate and life insurance can benefit from virtual events through webinars and online seminars.
The key is to leverage virtual events to expand your brand and reach a broader audience.

What are your top three pieces of advice for putting on a successful online event?

Market Research:
- Understand your audience's desires, struggles, and needs.
- Use surveys, feedback, and direct communication with past customers to gather data.
- Avoid making assumptions about what your audience wants; rely on actual data.
Three E’s:
- Engagement: Ensure participants are actively involved through comments, actions, and interactive elements.
- Energy: Show belief and passion in your presentation. Energy is contagious and helps to attract and retain participants.
- Enthusiasm: Display genuine enthusiasm for your product and industry to build trust and rapport with your audience.
Quality Content:
- Focus on providing valuable and relevant content.
- Avoid overwhelming participants with too much information; prioritize quality over quantity.
- Craft your presentation to include engaging and energetic elements tailored to your audience's needs.

How do you engage people and keep good energy during an event?

Repetitions: The more you do it, the better you get. Each event offers lessons to improve upon.
Crafting Content: Build your presentation with intentional engagement and energy points. Use slides to guide and structure your talk.
Quality Over Quantity: Provide valuable, relevant content that helps attendees achieve their goals.
Use software like Zoom to monitor when participants join or leave, allowing you to adjust your content accordingly.

How do you put on a great event for clients?

Building a Team: Success requires a great team with good processes and systems. Funnel Pros built a strong team to handle all aspects of virtual events.
Setting Dates: Commit to a date to work towards and avoid procrastination. This helps in planning and execution.
Event Strategy: Decide the duration and type of event (e.g., one-hour webinars vs. five-day challenges) based on the product and audience.
Promotion: Plan marketing strategies, build content, and promote the event in advance to ensure a successful turnout.
Client Involvement: Clients need to participate in crafting the presentation and performing during the event, while Funnel Pros handles the rest.

What are some of the best practices for promoting and generating lead flow for events?

Start with What You Have: Utilize existing resources like email lists, social media, and small communities.
Partnerships and Joint Ventures: Collaborate with others who have your target audience. Provide value to their audience and split the sales.
Initial Lead Generation and Engagement: Ensure continuous communication and valuable content leading up to the event to keep registrants engaged.
Quality Over Quantity: Focus on getting the right people in the room rather than a large number of attendees.

What are some essential tools and platforms for hosting online events?

Zoom: Preferred for live events due to its personal connection and interactive features.
Webinar Jam, Webinar Geek, Webinar Fuel: Useful for automating events and webinars.
High Level: An all-in-one solution for emails, texts, funnels, and CRM.
Gleam: For engagement through giveaways and actions, encouraging participants to take specific actions before and during the event.

What are two or three critical elements for success that you found in your entrepreneurial journey?

Know Your Worth: Understand the value of your skills and charge accordingly. Avoid undercharging for your services.
Think Long-Term: Focus on the long-term journey rather than short-term gains. Success builds over time through continuous improvement.
One Skill Mastery: Specialize in one area to make a significant impact. Being great at one thing allows you to serve more people effectively.

Best Quote

Don't undercharge. Know your worth because understanding the value of your skills allows you to confidently charge what you're truly worth.

Give it your all. Leave everything on the playing field. Share your message and make an impact, even if it changes just one person's life.

Don't compare your journey to others. Your path is unique, and your approach to marketing and sales should reflect that.

Master one skill. Specialize in one area to make a greater impact. Focus on becoming exceptional at one thing to leave a lasting imprint on the world.

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