You will rarely hear a business complaining about having too many clients. Most of you want more clients, and you want to know how webinars can help you get them.
If webinars aren’t a part of your digital marketing strategy in 2023, then you are almost certainly leaving business on the table and missing out. In 2023, 73% of marketers and sales leaders believe that webinars are the best way to generate high-quality leads.
Table of contents
- Peer-to-Peer Networking
- Provide Valuable Content
- Sales Funnels
- Hold off on the Selling
- Don’t Wing It
- Engage, Engage, Engage
- Optimise Your Landing Page
- Use Offline Webinars
- Send Reminders
- Follow-up
- Final Thought
Webinars are a great way of turning leads into paying clients. They allow you to show potential clients that you are an expert in your field. They let you personally interact with prospective customers in a way that isn’t possible through emails, phone calls and ads.
Some of you might not be familiar with what a “webinar” is, so we will bring you up to speed quickly.
A webinar is an online event hosted by an organisation for a select group of people. They are an incredibly popular medium and are becoming an indispensable aspect of digital marketing. Over 57% of marketers host up to 50 webinars annually.
Webinars have changed a lot. Nowadays, you have access to platforms like Digital Samba that can handle every aspect of hosting, from planning and sending invites to hosting and follow-up. So, we know that webinars are important, but how do we optimise them to get more clients?
Here are 10 ways you can get more clients using webinars:
Peer-to-Peer Networking
Why not give your webinar guests a chance to network? Networking is a huge pull factor for online events. Including a networking session in your webinar will drive registrations and attract high-quality leads.
A webinar that helps solve problems and offers networking opportunities will spike people's interest.
Your audience will be more switched on and engaged if there is an opportunity to meet new contacts.
Provide Valuable Content
You are wasting a valuable opportunity by viewing webinars purely as a sales pitch. Webinars need to provide attendees with real value. It's not enough to force people to sit through a desperate-sounding sales pitch for an hour.
Your webinar must offer unique and valuable content that helps attendees solve real problems in their lives or businesses. Focus your webinar on the problem you want to solve, not your product. Always sell the result, not the product.
Attracting webinar attendees can be difficult. Don't your chance to connect with prospects by holding a hastily put-together pitch that looks and feels cheap.
Sales Funnels
There are the right ways to use webinars in sales funnels and the wrong ways. The wrong way is to use a dull, poorly planned, impersonal webinar to pitch to potential clients.
The right way is to view your webinar as a chance to display your knowledge, connect with your customers and offer them a solution.
This point ties in nicely with providing quality content. If you can offer potential clients a solution to their problems and connect with them via live video, you stand a good chance of gaining a valuable customer.
Delay the Selling
No one wants to join a webinar and be told how great someone's company is and what they do. Attendees value their time and need to see what is in it for them before being sold on something.
Spend a lot of time thinking about a suitable webinar topic. Focus on your expertise and what you can do for the client. We advise that you niche down as much as possible here and keep it specific. You want registrants turning up because they are genuinely interested.
These are the attendees you have the best chance of connecting with and, later on, converting into customers.
Don’t Wing It
Effective webinars that convert a high percentage of leads into paying customers don’t happen by accident. To stand the best chance of converting those leads into clients, we recommend you check out our guide to hosting successful webinars.
Your webinar platform will hugely affect how successful you are at converting leads into new clients. Don’t expect good results using a cheap platform that isn’t packed with features that help you host unique and engaging webinars.
Digital Samba for Webinars is packed with engaging features and is scalable, cloud-based and competitively priced. Features like screen-sharing, cloud storage, file sharing, interactive features, automatic reminders and follow-ups will help you secure more customers.
Engage, Engage, Engage
This is a recurring theme when it comes to webinar advice. There is nothing worse than a boring and stale webinar.
Who wants to do business with someone after sitting through a 1-hour PowerPoint about how great your company is?
To create webinars that stay fresh in participants' minds, you need to keep them involved and engaged. You need them to say, "wow, that was really interesting, I like those guys". Who is more likely to become a client, the first person or the second?
Hosting your event on Digital Samba for Webinars will give you the features you need to keep a webinar engaging and fun. Breakout rooms, file and screen sharing, hand-raising, polling and Q&A are insanely valuable features you can use to keep all eyes on you.
Optimise Your Landing Page
One of the best ways to get more customers from webinars is to get more people to join your webinar in the first place. Optimising your webinar landing page can dramatically increase registrations and potential clients.
Adhere to the latest on-page SEO principles, conduct search optimisation on your registration form, and gather important info like name, contact info, etc.
View your landing page as a way of making people want to sign up. What hooks can you use to get people interested and registered? Optimise your landing page and get people interested.
Getting more clients by getting more people to join your webinar is a simple yet overlooked principle.
Use Offline Webinars
Offline webinars are an underused sales tool for getting new customers. Pre-recording a webinar for offline use has several huge benefits.
Firstly, you get to reuse the same webinar multiple times. This represents less effort on your part. Instead of constantly hosting the same webinar, you can spend lots of time making one amazing webinar that you can reuse for a long time.
An offline webinar can be played on demand anywhere in the world. Potential clients can sign up for your mailing list and receive an invite to an offline event that starts in five minutes.
Offline webinars let you push people further down the sales funnel in a shorter time. They don’t have to wait days or weeks to join a live one after expressing interest in your company.
The big downside is that you won’t get the same level of engagement as a live event. You can’t answer live questions, network, or interact with potential clients in real time.
Send Reminders
This one goes back to what we said earlier - more people at your webinars equals more potential customers. Regularly remind attendees about your event during the run-up.
If you don’t send reminders, expect a huge drop in the number of registrants turning up. We recommend sending reminders 1 week, 1 day and 1-2 hours out.
These reminders are frequent enough to remind people without appearing spammy or annoying.
Follow-up
Follow-up is absolutely key to converting webinar attendees into paying customers. People often leave a webinar 95% sure they want to do business with you. A nicely written follow-up can shift the balance in your favour.
Pay lots of care and attention to your follow-up email. It is a great chance to gain customers that are close to committing.
Another great reason to follow up is to ask for post-webinar feedback. Getting honest feedback is insanely valuable. Genuine feedback will help you improve your webinar and attract more clients next time.
Final Thought
Webinars are an amazing marketing tool that almost any business can use to attract new clients. They function best near the start of the sales funnel. This stage is crucial because you want to turn leads into concrete prospects and eventually, clients.
Hosting optimised webinars that consistently convert leads into new clients can be a tough nut to crack. If you carefully plan your webinars and use our top tips, you will get plenty of new customers.
Good luck getting those clients - we know you won't need it if you apply what you learned today!
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