How to Keep Your Audience Awake, Engaged & Buying with Johnny Beirne
Oct 06, 2025Online Talks That Sell: How to Keep People Watching—and Buying
Most people who give online talks don't know that their biggest sales problem happens before they even try to sell anything. According to our guest Johnny Beirne Johnny Beirne, also known as The Webinar Wizard, over 60% of people are leaving online talks before the offer is even shown.
That's a big problem. If your audience doesn't stay, they never hear how you can help them. But here's the good news—you can fix that with just a few simple changes.
In this episode of Scaling Therapy Practice, your host James Marlin talks with Johnny Beirne about what it really takes to make online talks that are more than just slides and someone talking. Whether you're a therapist, coach, or online teacher, this episode shows you how to make your presentations better, keep people more interested, and in the end, make more sales.
Show Up Looking Good (Because First Impressions Matter)
Johnny starts with something simple but often forgotten: how you appear matters more than you think.
"Many people still show up in a way that doesn't match how good they actually are," Johnny says. "If it's the first time people see you and you look worse than your audience, something is off."
Think about it. You wouldn't go to an in-person workshop in your pajamas or with food on your face, right? But many professionals still get on Zoom looking dark, sounding unclear, and not ready visually. Even if your message is great, bad visuals can make people doubt you.
The fix? You don't need expensive stuff. Johnny suggests getting a simple webcam, a basic microphone, and making sure your lighting is good. These upgrades can often cost less than $150 and immediately make you look more trustworthy, professional, and interesting.
"You wouldn't go to a TED Talk with your zipper down... so don't show up online like that either," Johnny jokes—but his point is clear.
This is especially important for therapists and coaches whose services are very personal. How you present yourself is part of your brand. If you look and sound sure of yourself and clear, it sends a strong message to people who might become your clients.
Do Something Surprising to Keep People Watching
Let's be honest—online talks are boring if they're just slides and a boring voice. Most people are doing other things, scrolling, or mentally checking out after about 10 minutes. That's why Johnny uses "pattern interrupts" to keep people interested.
"We live in a very fast world... if you stop for 5 seconds to load slides, people think you've disappeared," he explains. "That quiet time is deadly."
A pattern interrupt is something unexpected that breaks the normal flow and brings people's attention back. It could be a slide change, a surprise picture, a live drawing, or even a funny moment.
Johnny uses a free tool called OBS (Open Broadcaster Software) to switch between different camera views, slides, and even things on the screen with just a push of a button. He uses it with a Stream Deck, which is a physical button panel, so he can stay smooth and always look at the camera.
"People think it's magic because I press a button and my slides appear without me looking away," Johnny says. "But it's just software—and it's free."
One great tip he shares is using an overhead camera or iPad to draw live during your presentation. Whether it's a quick drawing or a sketch of your ideas, this simple trick keeps people watching.
"Live drawing is super engaging," Johnny says. "People pay close attention when they see something being made right then and there."
If They Don’t See Your Offer, They Can’t Say Yes
Here's the most important part: even if you have a great product or service, none of it matters if people leave your online talk before you tell them about your offer.
"Over 60% are leaving before the end of an online talk—which is usually when we ask them to work with us," Johnny says. "They don't even see what you're selling."
He breaks it down with numbers. If 100 people sign up for your online talk, about 50 might show up. Then, if over 60% of those leave early, only around 20 people might see your offer. If 10% of those people buy, that's only 2 sales—no matter how good your pitch is.
To fix that, Johnny says it's important to build a valuable, fun, and professional experience from the very first minute. If people enjoy the process, they're more likely to stay. The longer they stay, the more likely they are to trust you—and buy.
"You have a much better chance of more people staying, more people telling others, and more people buying," he explains.
This is also true if your offer is something free, like a free talk or a quiz. If your viewer leaves early, they miss it. That's why Johnny teaches people to give a lot of value early, add in small calls to action, and keep the energy going all the way through.
To Sum Up: Don’t Do Another Online Talk Until You Try This
Johnny's way of doing things isn't just about adding tech. It's about respecting your audience's time and giving them a presentation that feels alive, exciting, and worth watching.
The best part? You don't need to be a tech genius to do this.
"Every one of my clients—always—is happily surprised by how easy it is," Johnny says. "It's much simpler than people think."
So if fewer people are showing up to your online talks, your sales aren't what they should be, or you're tired of people tuning out before the best part... try Johnny's methods. Start with better visuals, add a few surprising moments, and create an experience—not just a slideshow.
Helpful Stuff & Links:
- Johnny Beirne’s Website: https://johnnybeirne.com/
- Free Setup Review with Johnny: https://johnnybeirne.com/
- Free Live Training with Johnny: https://luma.com/webinarwizard?k=c&period=past
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