Companies are always looking for great ideas on how to make more revenue through webinar content. And with good reason.
Most B2B marketers consider webinars an effective way to promote a company. Webinars are also proven to generate sales leads at almost every stage of the buyer’s journey.
In their most recent survey on how business professionals consume work-related content, GoToWebinar finds:
Why do webinars have the potential to turn attendees into high-quality leads – as much as 40%?
Because webinar attendees have such great potential to become great leads, you want a good plan to convert them. One of the ways marketers can expedite a better conversion plan is to get their sales departments involved.
Surveys suggest 73% of B2B sales leaders believe webinars are the best way to generate high-quality leads. These tips will help them get it done.
One of our top tips for attracting attendees to your webinar - and nurturing them as prospects - is to start talking about the webinar on social media, immediately.
Once registration for your webinar is available, make sure every one of your sales reps uses LinkedIn to connect with the contacts in their territory who registered. The most effective message for them to send right now? A personal message thanking them for registering.
While they’re at it, your reps can increase awareness for the webinar by posting on a personal page, company pages, and relevant group pages, whether on LinkedIn or other social media platforms.
Poll attendees during the webinar to find out if they want to learn more about your company or talk to a sales rep. Not only is this an effective tactic for keeping attendees engaged, but it can get you a higher response rate rather than waiting until the after-webinar email.
GoToWebinar found that most people prefer on-demand over live webinars so they can view them on their own time. This suggests that making your webinar available for on-demand viewing is a must-do.
Immediately following your live webinar event, have your sales staff send a link for the recording of the webinar to all attendees, all webinars registrants who didn’t attend, plus other contacts who might be interested in the content. From click data analysis through your marketing tool, you’ll be able to find out how many people clicked to watch the recording.
Within three days of the webinar, have a sales rep follow up with everyone who attended the live event or watched the recording. Add value to the experience and start a relationship with them by making an offer to book a call and help them implement the things they learned during the webinar.
Even if people don’t book a call, that’s okay. Have another webinar event ready and in the wings, one that will explore a new topic. Invite them to that webinar, instead.
When you’re ready to help your sales reps turn webinar attendees into high-quality leads, connect with 11outof11. Request a complimentary call with an 11outof11 expert. Contact us to learn more.