One Presentation Away

Index

• Page numbers followed by f refer to figures.

•  
• Acampora, Jon, 115–116
• Accountability, 65, 126
• Aesthetics, 75
• Affiliate alignment formula, 188–189, 189f
• Affiliate traffic, 178, 186, 188–190, 189f, 195. See also Traffic
• Affiliates, 186–190
• Amazon, 74
• Anticipation phase of webinar funnel, 169–170, 174
• Audiences, 77–87
  • attracting, 177–196
  • avatars for, 84–85
  • choosing, 4–8
  • connection to, 85–86
  • demographics of, 78–79
  • identifying, 77–87, 128
  • pain drivers for, 81–82
  • pleasure drivers for, 83–84
  • psychographics of, 79–84
• Audience building, 155–156, 194–196
• Audience fit, 162–163, 188
• Audience interaction, 14, 17, 19, 20, 35, 40–41, 189
• Authority, 13–15, 24, 104. See also Connection; Leverage
• Availability scarcity, 74
• Avatars, see Customer avatars

•  
• Beliefs:
  • core premises as, 43
  • empowering, 34, 41
  • identifying, 31–32
  • from life experience, 30–31
  • and meaning, 28
  • reframing, 32, 122
  • and resistances, 119–120
  • in single sentences, 44
• Bernard, Marco, 135–137
• Body awareness, 40–41, 121
• Body movement, 40–41
• Bonuses, 65–66, 74, 145
• Breakout speakers, 16, 96–97
• Business By Design conference, 100–101

•  
• Celebrity social proof, 70
• Certainty:
  • accessing, 139–143
  • as confidence, 60–62
  • from guarantees, 66
  • in irresistible offers, 60
  • levels of, 60–62
  • personal, 60
  • process of, 61
  • as proof, 61
  • in webinars, 60
• Cialdini, Robert, 68
• Closing (of presentations), 6, 93, 112–115, 148. See also Endings (of presentations)
• Cold calling/messaging, 23–24
• Collaborative closing, 6
• Commissions, 93, ...