Five Webinar Lead Generation Tactics
- Create a profile of your ideal buyer.
- Work to create webinar content that speaks to potential buyers.
- Promote your webinar.
- Develop a lead scoring process specific to webinar leads.
- Post-webinar lead nurturing and follow-up.
How to create a successful webinar event?
- To maximize the lead generation potential of the webinar, you need to co-market the event to your respective lists. And do some research on potential partners to make sure they offer high-quality content that’s a good fit for your followers. If you build it… they won’t come.
Are Webinars good for lead generation?
Webinars allow you to reach prospects from all over the world so you can expand your customer base and lower the cost per lead. Even if you have a large local clientele, attending a webinar is more convenient for your prospects, so you’re likely to generate more leads.
Can a webinar be a lead magnet?
Webinars Webinars make great lead magnets as it’s a live event many people want to sign up for. According to Adobe Connect, the average conversion rate of their webinar landing page is 51%.
How can I generate leads quickly?
5 Foolproof Ways to Generate Leads for Your Business
- Facebook Ads. Facebook ads are one of the best ways to drive leads.
- Personalized email marketing.
- Discounts and coupons.
- High-value content.
- Referral Partnerships.
How do you generate eLearning leads?
Fortunately, there are proven best practices that help eLearning companies create, deliver, and optimize lead generation strategies that target defined sets of potential customers.
- Mix Up Your Content Delivery.
- Aim For Shareability.
- Invest Strategically In Pay-Per-Click.
- Hit The Inbox.
- Play Host.
- Book It.
How do I increase webinar registrations?
5 simple tips to increase your webinar registrations
- Increase your promotion cycle.
- Send a day-of reminder.
- Use interactive tools to increase engagement.
- Having an on-demand strategy is key.
- Promote your webinar on social media.
Is a webinar attendee a lead?
The attendees that sit through your entire webinar are your hottest leads. If they were less interested, they would have clicked out of the session. It’s a good idea to get to the heart of their individual needs so you can better personalize follow-up communications to target their requirements directly.
How do I create a lead magnet?
How to Create a Lead Magnet in 5 Steps
- Step 1 – Choose Your Buyer Persona.
- Step 2 – Identify Your Value Proposition.
- Step 3 – Give Your Lead Magnet a Name.
- Step 4 – Choose What Type of Lead Magnet You Will Offer.
- Step 5 – Create Your Lead Magnet.
- Cheat Sheet/Handout.
- Toolkit/Resource List.
How much does a lead magnet cost?
But now it’s time for the most important question … how much should you charge to do this work for clients? Basic acquisition funnels that include a lead magnet, a main offer page, an upsell, and a follow-up sequence command fees of $5,000 to $10,000 in today’s market.
What is lead generation experience?
Lead generation is the process of gaining the interest of potential customers in order to increase future sales. It is a crucial part of the sales process of many companies. A lead is anyone who has shown interest in a company’s products or services but may not yet be qualified to buy.
How do you get leads in 2021?
Five Steps to Generating & Converting More Leads in 2021 and
- Start Building Sustainable Customer Relationships.
- Match Your Content to Customers’ Expectations.
- Customize Returning Users’ Experience.
- Create and Market More Videos.
- Create More Engaging Landing Pages.
How can I get leads without paying?
Here are five easy ways that you can generate leads online without spending money.
- Focus on Influencer Outreach.
- Use Smart Guest Blogging.
- Offer Free Products or Trials.
- Offer an Attractive Affiliate Program.
- Use Incentives.
How to generate leads with webinars
How may webinars be used to generate leads? In order to separate your company from its competition, webinars are one of the most effective methods you can utilize in your digital marketing plan. This form of content offers a variety of opportunities to engage your audience and produce new sales leads. As a result, you may establish a relationship with the community based on the expertise and desire to contribute that your organization possesses. While many businesses are attempting to utilize webinars to gain an advantage, a significant number of them make typical blunders and fail to generate leads as a result.
The information provided in this article will assist you in understanding how webinars may assist your company in achieving its objectives and what you should be doing to ensure that they generate leads for your brand.
- What exactly is a webinar? When it comes to your marketing plan, what are the advantages of webinars? How may webinars be used to generate leads? Take a look at these nine steps:
What is a webinar?
Allow us to first define what a webinar is in order to get things started. Webinars are video conferencing tools that companies use to communicate with their consumers about important topics that may have an impact on their overall experience with the brand or store. The chance to share your knowledge, build trust, and form a relationship with your consumers through these sorts of online seminars will be critical in ensuring that your business receives more leads and sales in the future.
What are the benefits of webinars for your marketing strategy?
Companies host webinars because of their ability to create leads as a result of their participation. According to current research on the issue, webinars are an excellent way to gain a better understanding of what motivates your visitors and how you can provide them with better offerings. According to the website BeaconLive:
- Attendees will complete post-event assessment questionnaires in 82 percent of cases
- 55 percent of those who arrive will take part in the live event
- After getting an email from a business they trust, 73 percent of people will sign up for a webinar hosted by that company.
Attendees will complete post-event assessment questionnaires in 82 percent of cases; 55 percent of those who come will take part in the live event; and After getting an email from a business they trust, 73 percent of people will sign up for a webinar.
How to generate leads with webinars? Check out 9 steps!
Are you ready to start creating the best webinars possible? In the next section, you will discover a comprehensive step-by-step approach that will assist you in generating more leads and meeting all of your key performance indicators (KPIs).
1. Identify the audience you want to reach
A strong grasp of the customer persona for whom you are creating content is essential, just as it is for any other sort of content marketing. To learn more about them, you must go through the same procedures that you would do to understand your target audience. Every webinar requires a clearly defined audience, but if you are planning to offer services during your presentation, you will need to pay considerably more attention to this aspect of your job than you would otherwise. Starting with a buyer persona, you may create a persona for your webinar that is based on the information sources you would normally utilize.
Creating a thorough registration form for your webinar is a wonderful approach to ensure that you understand the persona of your webinar.
Instead of simply asking for names and email addresses from your prospective customers, consider asking them about their job function, company name, and business kind, among other things, instead. This sort of information will be quite useful in the development of a fantastic webinar.
2. Make sure your landing page stands out
No matter what the topic of your webinar is, it will require an excellent landing page in order to reach its intended audience. While mapping the buyer persona, this tool should be designed with your webinar persona in mind, addressing the ideal issues and pain points you have discovered. However, the landing page should be as straightforward as feasible at the same time. Make sure it loads properly on all sorts of devices, and set up a confirmation email to send to your visitors to assure them that their registration for the webinar was successfully completed.
3. Use your best SEO skills to gain traction
You must put your SEO abilities to work if you want to ensure that your webinar page reaches its intended target audience. Make sure to select the most relevant keywords for your article, develop an engaging title, and include a meta description in your content. All of the material on the webinar page will assist you in improving your ranking on Google and other search engines, which will, in turn, allow your content to be distributed to the appropriate audience members. Create an eye-catching video to accompany your landing page and describe the purpose of your webinar as well as the subjects that will be discussed and how interaction with the audience will take place throughout the event.
4. Present the customer a clear value proposition
Customers have one key consideration when deciding which webinars to attend: the quality of the material they will be consuming. Your greatest interests lie in ensuring that they can validate your competence as quickly as feasible because this is a crucial component of your value offer. There are several techniques that may be utilized to deliver value to customers, and one of the most prominent is social proof. Make use of testimonials and comments to ensure that your webinar’s website is truly sell-worthy, and include a biography of the presenters to help them establish a relationship with the audience.
5. Make sure your webinar is accessible on-demand
A large number of people will be interested in your webinar; but, how many of them will be able to attend it in its entirety? Although interaction is a critical component of a webinar’s success, you should not be required to be there at a specific time in order to get it. Most webinar viewers prefer experiences that can be accessed at their leisure, and you should make that option available to them in order to maximize lead generation. It isn’t difficult to comprehend why. We are accustomed to consuming material when and when we want it, as evidenced by the broad success of streaming services such as Netflix and Spotify.
6. Bring in additional help to your webinar
A large number of people will be interested in your webinar; but, how many of them will be able to attend it in its whole live? Although participation in a webinar is critical to its success, you should not be required to be there at a specific time in order to participate. Most webinar viewers prefer experiences that can be accessed at their leisure, and you should make that option available to them in order to maximize lead generation and conversion rates.
We can all see why this is the case, right? Because of the enormous success of Netflix and Spotify, we have become accustomed to consuming entertainment when and when we want. Therefore, use a webinar platform that allows for replays so that you may reach a larger audience on a consistent basis.
7. Maximize your reach using as many promotional tactics as possible
You want as many people as possible to attend your webinar and get interested in your company’s products or services, don’t you? That means you will need to use both your present clients and prospects who have previously expressed an interest in your business in order to achieve your goals. However, don’t be afraid to employ as many resources as possible in order to ensure that you reach your intended audience. Paid promoting efforts on social media platforms like as Facebook, Twitter, and Google can help your webinar appear on more people’ timelines and searches, which will be beneficial in generating more leads.
8. Build a sales funnel for your webinar
Creating a successful webinar requires the development of a unique sales funnel that is tailored to the type of content you typically deliver to your prospects and customers.To get started, create a thank-you page or an email for customers who have signed up for your webinar.Building a successful webinar requires the development of a unique sales funnel tailored to the type of content you typically deliver to your prospects and customers.
Work with tools like email marketing automation to deliver a series of relevant content pieces to your customers prior to the webinar.That will help them remember the event and get pumped up about it.Event reminders, replays, and follow-ups should all be included in that sales funnel as well.Define a clear call to action for this material, which will help you get to know your audience better, such as a survey or a quiz.
You will be able to stay in touch with your leads and boost your chances of closing more transactions in this manner.
9. Learn from your experience
Finally, you should use your webinar experience to learn from it and enhance your performance in future events. You may want to look at the analytics tool on your webinar platform, as well as consumer comments and any other information you can gather that will be useful in determining the success of your webinar. So that you will be prepared to refine your audience and improve your content for the next time you need to utilize this sort of material to market your company, you should refine your audience first.
Take a look at our webinar check list!
10 Tips to Generate Leads from Webinars
Attending webinars, or at the very least seeing the webinar replay, is beneficial to everyone, right? Especially if the professionals conducting the webinar are addressing a problem that your company is experiencing. According to a study conducted by the American Marketing Association, 60 percent of marketers use webinars as part of their overall marketing plan. A report by Curata also confirms the value of webinars, with 79 percent of buyers willing to offer their contact information in return for webinar access.However, not all sales-ready leads hurry to sign up for your webinar the moment you announce it.
To create leads and sign-ups from webinars, marketers must be proactive in their approach. Here are the 10 top strategies for generating leads from webinars and ensuring that you don’t miss out on the return on your investment in the webinar labor you put in.
1. Choose a Topic that Pulls In the Audience
Marketers and sales leaders frequently host webinars on a variety of topics in order to attract more participants. Many other types of webinars are available, including themes such as cold calling methods, email marketing ideas, business-to-business lead generation, and the list goes on. As a result, holding a webinar on these high-level issues will not attract an audience because the method has been oversaturated in the market. A solution or specialists who can put their difficulties under the microscope are required by prospects who understand their unique requirements.
- Participants should be educated about your area of expertise.
- Discuss how data intelligence may be used to replace a cold attitude with a warm one in business.
- Describe how marketing automation may help to accelerate the sales process.
- The greater the level of participation, the greater the likelihood of producing a lead following the webinar.
2. Make the 60 Minutes Valuable
Every piece of exceptional content has a captivating hook that keeps the prospects reading and interested. With webinars, the situation is no different. Start your webinar using a story-telling style to engage the audience and engage them in the discussion. Create a tale that adds value to the value you are about to provide in the next 60 minutes and then tell it. There is a possibility that you have a lot of information, plenty of enthusiasm, and a voice that should be heard on the radio. Nobody, on the other hand, wants to be subjected to one-way dialogue or outright selling for an hour.
Conduct question and answer sessions with two or three questions after each subtopic you have finished.
3. Co-Host With a Partner
Look for partners who are willing to participate in the webinar as co-hosts. There are two main reasons why you should co-host:
- Look for partners who are willing to participate in the webinar as co-hosts and invite them. There are two reasons why you should co-host:
However, when contacting a webinar partner, make sure that your webinar partner has a relevant audience that is similar to your company’s and that your webinar partner provides complimentary products or services rather than being a direct rival or wholly unconnected to your company. Organizing a webinar and promoting it to your different email lists can help you maximize your lead generation potential and increase your conversion rates.
4. Create An Engaging Landing Page
The landing page is the next step. What are the benefits of concentrating on the landing page? Simple answer: this is what will convert your prospects into attendees, who in turn will convert into purchases after attending your event. The more fluid your landing page is, the more possibilities you’ll have to persuade people to sign up for the webinar you’ll have.
The sole purpose of this registration landing page is to encourage potential attendees to sign up for the event. Reduce the amount of information they have to provide by using a simple form that requires only their name and email address. Keep the following brief pointers in mind:
- The landing page is the next step to complete the conversion. What are the benefits of concentrating on the landing page content? Simple answer: this is what will convert your prospects into attendees, who in turn will convert into purchasers after they have attended. You’ll have more chances to persuade visitors to sign up for the webinar if your landing page is well-designed and easy to go through. There is no other goal for this registration landing page other than to encourage potential participants to register. Simple forms, such as merely their name and email address, might make it simple for them to submit. Maintain your focus by remembering the following brief tips:
5. Include a Success Story
Provide an example of a corporation that overcame a similar challenge and achieved success. Marketing storytelling is a great tool for capturing the attention of your target audience—as long as you can create a compelling narrative to pique their interest. There will be no rambling. Explain anything that happened to you when working for a firm that had to deal with a similar problem. Afterwards, you inform them that the person whose story you just shared with them is one of your clients. It’s important to remember that you shouldn’t reveal them right away without engaging the audience.
- What methods did they employ, and how did they employ them, in order to overcome their obstacle?
- Allow them to reflect.
- Allow time for everything to settle in before pitching the solution.
- This will increase your reputation without making you appear demanding.
6. Promote Your Webinar Using Data-Driven Email Marketing
You must publicize the webinar and spread the word about it before the actual webinar day arrives. In turn, the more you advertise, the greater the number of form submissions, and eventually, the greater the number of possibilities to create leads from webinars Use data-driven email marketing to ensure that your webinar is well-attended. To prepare for the webinar, compile a list of email subscribers that fulfill your ideal customer profile (ICP). Consider the topic matter you’re discussing, as well as the names of companies, industries, and job roles that this theme will touch, before writing your proposal.
When it comes to expanding your reach, if you don’t have a data source, SalesIntel offers millions of B2B contact and business records that you can simply draw from based on technographic and firmographic information.
7. Lead Scoring
The information gathered during the webinar is important in determining the status of the leads. Create a lead scoring model that is centered on webinars in order to lay the framework for lead qualifying before sharing it with the sales team. The following factors should be taken into consideration while establishing parameters for webinar leads:
- The level of participation and interest in the subject is demonstrated through behavioral evidence. The duration, history, Q & A, reviews, content installation, and social media participation are all examples of behavioral information. Data pertaining to registration includes registration information as well as essential information, such as job descriptions and departments, as well as firm scale and industry. Miscellaneous data includes firmographic information, technical information, intent information, and purchase history.
SalesIntel provides you with access to information on your participants’ firmographic, technological, and intent characteristics. This will assist you in identifying the leads that are the best matches for your desired client profile.
Following the webinar, you must check in with the participants to ensure they are satisfied. Provide free content updates, such as free ebook downloads or discounts on your product or service, to encourage people to return. These can only be given to people who have successfully finished the course. Giveaways can also be used to promote the webinar in the weeks leading up to it.
You should include them in your promos in order to acquire more prospects and encourage them to register and become members. Upon completion of registration, send a follow-up message to all participants, including a contact form for the event giveaway and summary.
9. Make Your Webinar Accessible On-Demand
Every piece of content or webinar you create becomes a valuable asset for you. Even if people will be interested in your webinar and will sign up for your webinar, how many of them will be able to attend live remains a mystery. For those who wish to view it again or for others who have skipped it totally, you should share the filmed video with them. After that, you may incorporate it into your content collection. Many webinar audiences are looking for information such as eBooks, webinars, case studies, and other types of content that they can access on their own time.
Leaving a recording of your webinar for others to view ensures that you never miss out on a potential lead generation opportunity.
10. Provide Relevant Content Post-Webinar
Recognize the difficulties that your participants are experiencing based on input from live Q&A sessions, content engagement, and surveys in order to create fresh material that is relevant to prospects’ interests. It’s important to remember that you don’t have to develop new material. Consider reusing the items you already have. For example, based on the webinar Q&A, you may have learned that a certain group of attendees was having difficulties with a specific element of their sales process. You may compile the webinars or content pieces into an eBook that will assist participants in speeding up the sales process and converting more leads.
Promote this targeted information through emails in order to nurture prospects through the sales education process.
Webinars are a tried-and-true marketing tactic that has been shown to produce fresh sales leads time and again. However, this is only true if they are carried out properly. Additionally, remember to constantly informing your audience about your future webinars in addition to the considerations listed above. Do you have a webinar scheduled in the near future? SalesIntel can help you start gathering and communicating with your ICPs.
How to use a webinar to generate sales leads
If you are a B2B company wanting to create leads, webinars may be a very effective marketing approach. And their popularity continues to rise. A recent study by the Content Marketing Institute found that more than 60 percent of marketers are already including webinars into their content marketing efforts. Successful individuals may do amazing things and frequently utilize them on a regular basis, in some cases even providing many webinars each week to a large number of people. For those who are absolutely unfamiliar with the concept and are unsure where to begin, this tutorial will be of assistance.
Everything you need to know about preparing and hosting your own webinar will be covered in this section – from how to prepare and distribute your material to technical considerations that you should be aware of.
What is a webinar?
The term webinar is derived from a combination of the words WEB and SEMINAR. Simply put, a business-to-business webinar is a presentation that is presented online. It is a method for businesses to educate and engage with a target audience, whether that audience is comprised of existing customers, prospects that require nurturing through the sales funnel, or new leads, among other things. The fact that a webinar is participatory is what gives it its true strength. Participants can participate and comment in real time, as opposed to simply viewing a webcast, video, or SlideShare.
5 reasons why your company should consider using webinars
- Improve your company’s reputation by increasing brand recognition and exposure
- Create leads – and not just any prospects, but targeted and high-quality leads
- And establish yourself as a thought leader in your sector. Relationships must be built and nurtured. In order to stimulate interest
What are the benefits?
Hotter leads — Because it takes far more effort and commitment to engage in a webinar than it does to read a blog, the leads you receive as a consequence should be significantly hotter and more qualified. Interactive – As previously said, one of the primary advantages of a webinar is that it is interactive by nature. When it comes to interacting with an audience, written content just can’t compete with that kind of effectiveness. A global audience may now be reached through the internet, regardless of where they are located in the world.
- Positioning yourself as an expert – Through the use of a webinar, you may exhibit your expertise and establish yourself as an authority.
- What it’s like to collaborate with you – It can provide a sense of what it’s like to collaborate with you in the future.
- If it is written in plain English, presented at the appropriate level, and is not salesy or aggressive, they will be impressed.
- This will assist you in properly qualifying them and identifying those who may be ready to be contacted.
What’s involved / how does it work?
Better-qualified leads — Because it takes far more time and commitment to engage in a webinar than it does to read a blog, the leads that you receive should be much hotter and more qualified as a consequence. A webinar’s primary advantage is that it is interactive by its very nature, as previously stated. When it comes to interacting with an audience, written material just cannot compete. A global audience may now be reached through the internet, regardless of where they are located on the planet.
Positioning yourself as an expert — You may exhibit your expertise and establish yourself as an expert by participating in a webinar.
What it’s like to collaborate with you – It can provide a sense of what it’s like to collaborate with you in general.
Their expectations are that it is free of jargon, pitched at the appropriate level, and is not sales-y or aggressive.
This will assist you in properly qualifying them and identifying those who may be ready to speak with you over the telephone.
- Workshops and masterclasses concentrating on a certain topic that will be of interest to the target audience (such as our own SalesMarketing Masterclass Series)
- Customers that have just been onboarded may benefit from product training and new product launches, which can also educate current customers on new features and advances
- Product training/new product launches
Which platform should you use?
There are a plethora of options for hosting your webinar on various platforms. The one you choose will be determined by a variety of factors, including what you require it to perform and the amount of money you have available. Be aware that certain platforms have a significant price tag attached to them. You should take into account the following points:
- What level of simplicity do you require? – If you’re not very tech-savvy, keeping things simple is best
- What is the maximum number of attendees that it can accommodate? – not all tools are capable of dealing with big groups of participants
- How quickly can it be incorporated into your present CRM system, as well as other tools and software? Is there a chat facility that allows players to communicate with one another? What kind of analytics does the platform provide
- How much of the process can be automated using the platform
- Is it possible to set up a recurring webinar session? – beneficial if you want to host one on a regular basis.
Examples of platforms include:
Planning your webinar
The amount of effort you put into arranging your webinar will ultimately determine its success. A lot to consider, especially for the first one you do and before you’ve decided on the best model to follow. Clearly define your objectives. Make a clear statement of your goals at the outset of the project. Create a webinar solely for the aim of generating leads, and do not include any mention of your product or service in the presentation. Anyone who signs up will not be doing so in the hopes of being subjected to a sales presentation.
- Set specific objectives for each stage of the process.
- Then set a target for the proportion of people who will attend (if you accomplish 30 percent or more, you’re doing really well), as well as a target for the number of leads you hope to generate from the activity as a whole.
- In general, the more work you put into it, and the more you study, evaluate, and tweak your methods, the better your outcomes are likely to be.
- Users of Lead Forensics can benefit from the following bonus tip: You’ll be able to monitor a lead’s journey from the point at which they first encountered you to the point at which they became a paying client thanks to the software you’ve developed.
- Make a timeline of events.
- Beginning with a detailed outline of the entire procedure, from beginning to end.
- Everything from marketing to a “thank you for registering” message, supporting materials and follow-up emails should be included in this package.
Make sure you provide enough time at the beginning of the webinar for a sound check and to repair any faults that may have arisen during the recording.
Everyone is not going to stick around till the conclusion, therefore it’s a good idea to include some type of CTA or sign post near the beginning and at the halfway point as well.
Your webinar will be given from a certain place, and this is something you will need to decide.
Make an informed decision about your presentation.
A terrible presentation will leave a negative opinion of you, and you will not be given a second chance to make a good first impression.
Prepare for the worst-case scenario.
Everything that might possibly happen should be considered, as well as how you would cope with it – what is your Plan B?
Technology is wonderful, but it can also be the source of many problems. If you’re arranging your first webinar, make sure you’ve taken into consideration factors such as the amount of bandwidth you’ll require, firewalls, and whether or not multiple browsers will be supported.
Creating the content of your webinar
Following that, you must choose the type of material that you will deliver to your customers or clients. The topic you pick and the manner in which you pitch it will be extremely crucial in attracting your target audience. It must be able to push the proper buttons with the appropriate individuals. Make use of the buyer personas you created. Always keep your target audience in mind when promoting, as you would with any other kind of advertising. Begin with your buyer personas and discuss themes that will be of the most interest and value to them in the future.
- Create an outstanding landing page.
- This is going to be critical to your success and whether or not you are able to persuade people to register for your event.
- Get to the point as swiftly as possible.
- Demonstrate that you understand your target audience.
- Attendees must be engaged in what they are doing and remain interested in what they are doing, especially in this day and age when we are surrounded by so many distractions.
- It is critical to keep your audience’s attention, therefore make your webinar as interactive as possible to achieve this goal.
When and how often should you host a webinar?
Frequency It will rely on your available time and resources, as well as the quality of the information you are able to put together, to determine the answer to this issue. Always remember that quality will always outweigh quantity in any given situation. Only sign up for a webinar that you are confident will make you seem good. Depending on the company, webinars may be a critical component of their marketing plan. In certain cases, they may do many webinars each week, with excellent attendance and lead conversion rates.
When is the best time?
As a rough reference, WebinarNinja has put out a useful summary that you may use.
and 2 p.m., with Tuesday and Wednesday having a small advantage (although some study suggests that Thursday may be a better choice, so don’t count it out completely). Europe and the United Kingdom — For these audiences, the hours of 8am-11am tend to be the most successful.
Have an On Demand option
In addition to allowing individuals to register to participate in the webinar live when it occurs, provide the option for them to view it on demand. According to a study conducted by ON24, customers who have registered for a live event are increasingly opting to watch it on demand instead. According to the researchers, this proportion increased from 21 percent in 2013 to 43 percent in 2014. As a result, create a well-designed catch-up library, where you may save links to previous webinars that you have conducted.
But you should also have material that is free to access, as a method to demonstrate the high quality of what you generate and, in turn, persuade more people to provide their email address in exchange.
How should you promote your webinar?
Consider starting to market your webinar around 2-3 weeks before it is scheduled to take place. This will provide you the best possibility of increasing public awareness and obtaining registrations from potential participants. Send an email to your database. Email marketing continues to be one of the most powerful marketing methods available. Announce the webinar a few weeks in advance, including all of the pertinent information, including the what, when, who, where, and how of the event. Then, as the clock ticks down to zero, send out reminder emails to everyone who has registered at certain intervals.
- Keep in mind to include any social media accounts and hashtags in your email correspondence.
- After that, make another one for those who registered but did not participate.
- Social networking is becoming increasingly popular.
- Create a complete content strategy in advance, and then schedule the posts to appear on your website.
- Make use of any resources available to you that will assist you in making the process quicker, easier, and more streamlined.
- This should be utilized in the lead-up to the webinar, as well as during the webinar itself, as a means to assist organize any discussion that may be taking place about it.
- Promote for a fee As a result of devoting so much time and effort to a webinar, make certain that it gets in front of the appropriate audience.
- Make use of your speakers.
Don’t forget to advertise your event through any guest speakers that will be attending as well. Provide them with everything they need to spread the word about the webinar on their social media channels, including the hashtag and a link to the registration page for the webinar.
How should you follow it up?
Consider what measures would be suitable to do next. You want to utilize your webinar to establish a relationship with your audience, so you must devise a strategy for staying in touch. A webinar may be an excellent source of information. Consider how you might be able to repurpose it and put it to other uses. It might serve as a complement to your content marketing efforts. Perhaps you could prepare a summary SlideShare to be sent after the webinar that highlights the most important recommendations.
Other options to consider
Plan out the following measures that you think are necessary. Your webinar should serve as a platform for building relationships, therefore you should have a strategy for staying in touch after the event. Using a webinar as a content source may be really beneficial. Make a list of possible uses for it and how you may reuse it. In addition to content marketing, it may be used as a complement. Maybe put up a summary SlideShare to distribute after the webinar that has the most important recommendations.
In addition to his great benchmark research by ON24, which examined more than 9,000 webinars during 2014, he offers additional recommendations, tips, and observations. Registering for a few webinars that are presented by others will always be one of the most effective methods to gain an understanding of what constitutes a successful webinar. Here are some suggestions about where to begin:
- Marketing Week has a back repertoire of webinars
- The Content Marketing Institute has forthcoming webinars and a back archive
- And the Content Marketing Institute has a previous catalogue of webinars.
- Unbounce: More than just lead generation: From landing page forms to email follow-ups
- Unbounce: More than just lead generation
Lastly and most importantly, we’d want for you to join us for The Lead Forensics SalesMarketing Masterclass series. We will discuss a critical sales and marketing approach in detail during each 30-minute webinar. You will leave with the information and drive you need to maximize your results. For further information, please see this page.
5 Expert Tips for Creating Webinars that Generate Sales Leads
Anyone who has prepared for a marathon or competed in a triathlon has likely sought out training suggestions and words of wisdom from their peers and coaches. Initial difficulties exist, but when you’ve crossed the finish line, it becomes more simpler each time. You’re well-versed in what works and what doesn’t. However, during those first few training sessions, you were highly reliant on their pointers to get you to the finish line on time and in good shape. It is no different than training for an endurance event in terms of developing and advertising webinars to generate sales leads.
In this blog article, you’ll find simple guidelines to keep in mind when you’re preparing for your upcoming webinar presentation.
These suggestions will also assist you in developing a compelling presentation that will generate additional interest in your products or services while also nurturing your leads towards becoming loyal customers.
Webinars for Lead Generation
Webinars are a tried and tested marketing approach that, when well handled, has been shown to generate sales leads. Hosting a webinar helps to develop brand trust and authority, as well as to augment your content marketing efforts and attract more quality prospects.
In fact, 73 percent of B2B marketing and sales leaders believe that hosting a webinar is the most effective approach to create high-quality leads for their company. Why?:
- They’re interesting to talk to. They are involved in every step of the sales process. Each webinar registrant is more willing to provide their information than the previous one
They have a good sense of humor. All during the sales process, they are on the job. Registrants for webinars are more likely to share their personal information with each other.
5 Tips for Generating Leads with Webinars
Matching the requirements and goals of your target audience with your objective to create leads for a certain product line or service allows you to narrow your attention on the most successful themes. Your target persona and lead generation activities will both benefit from discussing these issues. In order to get qualified leads for your company, the following is the most significant tip: If you can weave a narrative that connects your prospects’ problems with how your product or service can address those problems, it’s a win-win situation for everyone.
2. Focus on Education, Value, and Persuasion
Despite the fact that this is a sales presentation and you are attempting to sell something, DO NOT SELL ANYTHING. Instead than trying to sell, concentrate on being educated and persuasive. Selling takes place in the form of follow-up emails, phone calls, and your offer. If you have been active in content or inbound marketing for some time, this may sound like a straightforward recommendation, but it is a novel notion for individuals who are unfamiliar with this “inbound technique,” which emphasizes giving instructional material rather than “always be closing” or pitching anything.
Use the webinar to tell a tale and make it a captivating one; don’t use it to sell anything; that’s what follow-up emails and your special offer are for!
3.Relate Your Special Offer to the Webinar
You should make a connection between the special offer and your major argument or the case that you are presenting throughout your presentation. It is more likely that your webinar listeners will respond positively to a special offer if it is related to the topic you have been discussing. In order for you to be able to offer anything extra to webinar participants, such as an eBook, you must ensure that it is linked to the topic you addressed during the webinar itself. This can assist you in providing more value to your webinar attendees while also improving the overall user experience.
4. Use Visuals
You should make a connection between the special offer and your major argument or the case that you are expressing during your presentation. If your special offer is relevant to the topic of your webinar, your webinar participants will be more receptive to it. In order for you to be able to provide anything extra to webinar participants, such as an eBook, you must ensure that it is linked to the subject matter of the webinar itself. This can assist you in providing more value to your webinar guests while also improving the overall user experience for your webinar participants.
5. Continue Providing Value
Continue to deliver value to your webinar attendees as well as those who registered but were unable to attend after the webinar has concluded. When you send your follow-up email, add a link to a landing page that has both the recorded version of the webinar and the whole presentation in case anyone has missed it. Those who were unable to attend will be able to observe the webinar and hear your message as a result of this. Using a landing page to house the webinar recording (and maybe a SlideShare) has the additional benefit of redirecting visitors back to your company’s website (rather than to YouTube or Vimeo) and providing a contact form that can be filled out after a viewer hears the presentation.
One additional advantage of delivering a full summary is that it offers an additional touch-point, which may reinforce your message and serve as a second call-to-action for the offer that was highlighted during the webinar, among other things.
Sell more quickly. Sell More Effectively. Inbound marketing and sales enablement are effective ways to grow your company.
How To Generate Sales Leads From Webinars – Digital Branding Institute
The art and science of doing a webinar are two very different things. Increased sales and increased brand recognition will be generated by those that understand the art of selling as well as the science of getting their voice in front of potential clients Webinars are an excellent technique to successfully mix both areas of marketing in order to capture and convert your target audience’s attention and interest. A webinar is the ultimate in interactive marketing and is the most cost-effective option.
By giving you with the resources necessary to make your webinar a success, I will demonstrate how to create sales leads from webinars in this post.
The Art of Successful Webinars
It takes both art and science to successfully run a webinar. Those that understand the art of selling as well as the science of getting their message in front of potential clients will produce more sales and raise brand recognition. In order to successfully integrate both areas of marketing in order to capture and convert your target audience, webinars are an excellent choice. With a webinar, you have the ultimate in interactive marketing. Webinars, as opposed to on-demand information (such as whitepapers or ebooks), allow for real-time person-to-person connection and combine the benefits of live event engagement with the convenience of a computer screen.
First and foremost, let us consider the art.
The Science of Successful Webinars
When it comes to the science of marketing, there are no mysteries, and the same is true for this specific marketing approach. To nurture and convert your consumers, you need create a webinar lifecycle. You must maximize each phase of the webinar’s lifetime in the same way that you would a typical sales funnel. You should keep in mind that the more information you have about webinar attendees, the better equipped you will be to suit their demands. An rise in the number of conversions occurs as a result of better serving the demands of your attendees.
Throughout your webinar, you must include a variety of methods in order to acquire additional information into each participant.
It is important to keep the following aspects in mind while building your landing page:
- Fill up the blanks with your headline. Your title should be clear and captivating in order to capture the attention of your audience right away
- Fill in the blanks with your title. If you want to capture your audience’s attention quickly, your headline should be clear and intriguing.
- Make a headline for yourself. Your title should be clear and captivating in order to capture the attention of your readers right away
- Keep the number of fields on your form to a minimum. Keep the number of needed form fields to a bare minimum in order to increase conversions (and leads). Inquire about an email address and a first name. Depending on how well your relationship is going, you might gradually increase your demands
Always do A/B tests on your landing pages and advertisements to ensure the greatest possible outcomes.
2. Advertising Your Webinar
It’s time to get the word out about your webinar. If you already have an email list, you’re almost half way there; if not, you may start with your social media following to get things started right away. You may promote your webinar using your email list, and then ask those who have signed up to attend to spread the word about the event. You might ask them to share it with their social media followers and urge them to mark it in their calendars as a reminder to come back to you (some webinar tools provide this function).
- When doing so, keep in mind to emphasize the social media platforms that are most appealing to your target audience.
- Facebook Ads and Google AdWords are excellent strategies for increasing the number of participants.
- Google AdWords will display your ad in front of anyone who has expressed an interest in finding information about your webinar.
- This might be in the form of a white paper, a cheat sheet, or a template that will help them get the most out of their webinar.
- ClicktoTweet may also be used to build pre-populated Tweet buttons, which can be found here.
3. Pre-Webinar Communication
When someone registers for your webinar, your email automation campaign should begin as soon as the registration is complete. This is crucial for free webinars since the number of people who register may decline once they have done so. Set up an email campaign to communicate with registrants as soon as they submit their registration forms in order to keep them enthusiastic about the event. The following is an example of an email marketing campaign:
- Send a thank-you email to the person who helped you. Remind them of all of the advantages that your webinar will provide them. Including supplementary information, such as a blog post or white paper, that demonstrates your expertise and confirms your trustworthiness is also recommended. Send a follow-up email to remind them. Inquire with the registrants a few days before the event to ensure that the webinar gets added to their schedule. As soon as you know you have a waitlist, make sure to mention it and ask the registrant to confirm attendance so that you can make room if necessary
- Send one final email to serve as a reminder. One hour or so before your webinar begins, send out a second reminder email to notify participants of the event. You want to provide all of the information that people will need in order to access and participate in the webinar correctly.
The media should be informed of the event, which should be done alongside scheduling pre-webinar emails to better prepare attendees and remind them of the event’s date, time, and location. Most webinar producers don’t go this far, but I feel it may have a significant impact on the success of your webinar and the image of your company. Distribute a news release one month before to the webinar on sites such as PR Newswire, PR.com, BusinessWire, or Pitch Engine, depending on your financial resources and goals.
4. Webinar Execution
Additionally, notifying the media about the event is a smart idea in addition to sending out pre-webinar emails to better prepare attendees and remind them of it. I feel that going this far may be really beneficial to your webinar as well as your business, however most webinar producers do not go this far.
If possible, issue a news release one month before to the webinar using websites such as PR Newswire, PR.com, BusinessWire, or Pitch Engine, depending on your financial constraints.
4. Post-Webinar Communication
Following the completion of your webinar, you may do the following:
- Send out another Thank You email to those who have helped you. As soon as you have your prospect’s undivided attention, offer information or material that will inspire them to take the next step
- Send a link to the recording of your webinar. Several days after the webinar, provide the attendees another opportunity to see the webinar and urge them to share it with their network of contacts
Make sure to add items on the webinar recording page that will encourage attendees to connect with you in the future and help you create relationships with them. The inclusion of links to blog posts, eBooks, and other webinars is a fantastic place to start.
Online sales funnels, such as the one described in this article, may aid in the generation of leads and the expansion of your company’s revenue. With appropriate planning, a webinar can be an excellent tool for getting your company in front of potential clients and for developing long-term connections with existing customers. Customer demographics differ from one another, and your internet marketing funnel must take into consideration how your target customers consume and engage with information.
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Is there anything more you’d want to say?
12 Traits of Webinars That Convert (& Turn Leads into Sales)
In spite of the fact that webinars may seem dated, most B2B marketers still believe that they are the most successful type of content marketing for their organizations. While a webinar that is jam-packed with attendees is a great thing, do you know what is even better than filling your funnel with attendees? Increasing the number of leads that become customers. Delivering a clear way forward to your webinar prospects is critical to turning webinar leads into sales. We spend much too much time concentrating on developing excellent webinar content and conducting an entertaining webinar, both of which are critical, and far too little time focusing on the following step.
With this in mind, you don’t want to waste time letting these important leads sit in post-webinar limbo after the event has concluded.
How to Host Webinars That Convert
What is it about a particular problem, trend, or other topic that people in your field are really excited about, and on which they are coming out to you for advice? If this is the case, this might be an excellent topic for attracting webinar signups, participants, and, potentially, conversions. Having your company provide solutions or services that are linked to the topic or pain issue mentioned in the webinar would be an added benefit. This will provide you with a platform from which you can educate the audience on the subject, demonstrate your knowledge in it, and then advertise the product or service that relates to the issue.
If people have the impression that your brand is informed about a particular issue point, they may believe that you’ve developed a fantastic remedy that can assist them.
2. Consider letting a thought leader or credible customer host.
People in your field seem to be very excited about a certain problem, trend, or other topic, and they may be coming out to you for advice on it. It is possible that this will be a terrific topic for attracting webinar signups, participants, and perhaps conversions. If this is the case, Even better, if your company provides solutions or services that are linked to the topic or pain point covered during the webinar. This will provide you with a platform from which you can educate the audience on the issue, demonstrate your knowledge in it, and then advertise the product or service that matches to the topic.
3. Make the webinar interactive.
While you and your webinar host are planning the webinar, brainstorm ideas on how to make it more engaging for the customers. Interactivity enhances the whole experience and might be beneficial to the listener as well. When using a webinar system that allows participants to contribute comments, consider having places in your webinar where you invite participants to respond with their suggestions for success. Then go over the finest ones with your group and discuss them. You may also set aside some time at the conclusion of the webinar for participants to ask questions, with the presenter responding to two or three of the best questions.
For example, if you publish a link to the webinar signup page on your social media channels, you may invite individuals who are interested to leave a comment on the post with a question for the webinar presenter.
Using polls to engage your audience, if that function is available on your webinar system, is another approach to make your webinar session more interactive.
However, they will also be able to examine and benefit from the findings of other peers who are participating in the webinar.
9 Easy Ways to Convert Webinar Leads into Sales
During our webinars, we at GoToWebinar constantly employ several polls to gauge audience participation. They attract the attention of guests and encourage them to participate in the event. Poll results give useful information that you can use to categorize your audience based on their needs, interests, industries, and other factors. Polling your guests throughout the webinar will also allow you to determine if they are interested in learning more about your organization or speaking with a sales person after the webinar is complete.
You don’t want to bombard guests with a “purchase now” message while they are still in the discovery phase of their journey.
If participants reply affirmatively, they should be forwarded to your sales team for further consideration.
After receiving a large number of favorable poll replies, schedule time at the conclusion of your webinar to demonstrate your product or show your guests how to purchase it. Whoever doesn’t care about the information can get off, and those who are interested will appreciate the added information.
2. Send a post-webinar survey.
It is beneficial to send guests a brief survey immediately following the webinar to see if your material was of interest to them, gather further attendee insights, and evaluate interest in your product. When conducting a post-webinar survey, ask them if they were asked these questions during the webinar and who is ready to take the next step as a result of their answers. You may also utilize the results of your survey to segment your webinar attendees and target your follow-up marketing messaging to their specific needs.
3. Involve your sales team in the webinar.
The importance of collaboration between marketing and sales may seem obvious, yet it is all too easy to miss. Make sure your sales staff is aware of the webinars that are scheduled and the topics that will be covered in order to get them to participate in them. This will assist the sales team in preparing more extensive follow-up correspondence with webinar prospects and will help to ensure that your marketing efforts are aligned with your company’s sales objectives. We at GoToWebinar propose taking it a step further and inviting sales representatives to participate in the webinar.
Sales representatives will have a better understanding of the issue by participating in the webinar.
This lays the framework for a smooth transition of the most qualified webinar leads from marketing to sales.
4. Follow up within 24 hours.
Send out your first email follow-up to webinar participants and no-shows within 24 hours following the webinar to ensure that the information is still fresh in their minds. Your audience expects to receive the webinar tape and presentation slides, regardless of whether they attended the webinar in person or through webinar recording. A link to a follow-up blog post that recaps the webinar material and answers some of the most frequently asked questions by attendees is also a popular choice among prospects and customers.
5. Identify hot, warm, and cold leads.
You are not need to employ all three lead types, but at the absolute least, you should categorize your leads into two groups: hot leads who are ready to buy and cold leads who need to be nurtured. We’ve previously explored two methods for identifying hot leads – polling and surveying – but you have access to a wealth of additional data that may assist you in determining where leads are in the buyer’s journey. Take a look at the following information:
- Responses to registration forms should go beyond simply asking for a name and an email address on your webinar registration form. Ask more probing inquiries that can assist you in segmenting and personalizing your marketing efforts. Attendee interest rating: If you’re utilizing a system like GoToWebinar or Zoom Video Webinar, you’ll be able to generate webinar reports that show your participants’ degree of participation during the webinar. Previous marketing engagement: This includes online behavior, content downloads, and earlier webinar participation. Prior marketing engagement:
6. Send personalized follow-ups to hot leads.
Giving your sales-ready webinar leads to your sales team, along with precise instructions on how to follow up, can boost the likelihood that your sales team will close these prospects. You could even go a step further and equip your sales representatives with an email template that they may customize. The more straightforward you make their work, the more probable it is that they will succeed.
This follow-up communications should be relevant to the webinar material, add value, and give assistance. As much as feasible, it’s also beneficial to tailor these communications depending on the information you already have about each prospect.
7. Nurture warm and cold leads.
While some of your webinar leads may not be ready to purchase right away, you don’t want to miss out on the potential to close them when they are ready to purchase in the future. Adding warm and cold webinar leads to your current nurturing tracks based on your standard segmentation will increase the likelihood that they will contact your firm when they are considering acquiring your product. Alternatively, if you have the resources, you may design a nurturing track just for these leads that is focused on webinars.
According to your sales cycle, the length of the nurturing stream will vary, but four to six weeks is a decent place to start.
8. Retarget your webinar leads.
Creating retargeting campaigns for your webinar leads will help to keep your brand at the forefront of your prospects’ minds. The idea is to keep your leads warm and guide them through each stage of the customer journey. You may segment these audiences depending on their replies, interest level, and past marketing activity. Keep in mind that retargeting advertisements should be used in conjunction with other marketing strategies. At the same time, you do not want to send out an email with a discount offer to webinar leads while also targeting them with an awareness ad.
9. Always empower leads to take action.
It’s always preferable to make it simple for your prospects to go forward in their buyer’s journey by providing them with helpful resources. Even if your leads aren’t quite ready to become clients, provide them with the opportunity to continue their education by providing them with extra materials and opportunities to communicate with you. When you include a clear call to action and emphasize the advantage of doing so, whether during the webinar or in your follow-up emails, you will encourage your audience to take the next step in their relationship with you.
Webinar leads are some of your best leads.
According to a recentGoToWebinar study on content engagement, individuals are more likely to spend longer time with a webinar than they are with any other sort of material, including text. Make sure you have a strategy in place to convert these leads, since they are some of your most engaged leads. If you aren’t ready to use all of these strategies at once, start with a couple and you may notice a steady increase in your webinar conversions. The following blog article was first published in November 2017 but was modified in November 2019 to ensure that it was as complete as possible.
on November 20, 2019, and updated on November 20, 2019.