Webinar Marketing: Techniques to Easily Create Webinars that Converts, Drive Leads and Increase Sales
Creating a webinar that converts prospects into paying customers can be challenging. In this article, we will discuss techniques you can use to easily create webinars that drive leads for your business and increase sales.
In today's digital age, webinars have become an increasingly popular marketing tool for businesses of all sizes. Webinars which form part of a sales content system, allow companies to reach a wider audience and generate new leads while showcasing their expertise in their industry. However, creating a webinar that converts prospects into paying customers can be a daunting task.
If you're looking to create webinars that drive leads and increase sales, you're in the right place. In this article, we will discuss techniques you can use to easily create webinars that deliver results for your business.
Why Use Webinars To Convert Leads
Leveraging webinars to close more deals in your consulting or tech company is an excellent way to use a marketing strategy to generate leads, reach new customers, and increase brand awareness. However, not all webinars are created equal, and if you aren't careful, your webinar could flop and do more harm than good.
Webinar marketing has become an essential tool in digital marketing as they offer a great way to deliver valuable content to subscribers and prospects while promoting your business, products, and services at the same time.
Webinars can be argued to be one of the most high-impact online marketing tools as they allow you to reach out to prospects, educate them, and sell your services. They can be used to achieve all three stages of a brand's marketing objectives: Brand awareness, Brand consideration, & Conversions. If your business offers a more complex solution with a longer sales cycle, webinars can shorten the sales cycle by providing prospects with insight into your solution before sales conversations.
One of the biggest benefits of webinars is the ability to reach a large number of people at one time. With a webinar, you can invite multiple prospects to one educational presentation that doubles as a demo, thus shortening the sales cycle at scale. This is particularly useful for businesses that require educating prospects to close deals.
When creating a sales webinar, it's important to keep your audience in mind. You need to understand their pain points, interests, and what they are looking to achieve. This will help you create a webinar that speaks directly to them and addresses their specific needs.
One of the keys to creating a successful sales webinar is to leverage persuasive and empowering copywriting frameworks. These make a huge difference in conversions, and if you study the late Steve Jobs's presentations, you will identify empowering copywriting at play. By incorporating persuasive and empowering language into your webinar, you will be able to capture the attention of your audience and guide them toward taking action.
Here are some guidelines here that will ensure that you can get conversions with a sales webinar in just a minute.
1 The presenter's personality and energy create the expectation of what will happen. Presenters have to show up at full tank with their energy and capture attention in 15 sec. Webinars are a form of edutainment, therefore, as a presenter, there is a need to incite some excitement.
2. Engagement that drives connection. One cannot afford to be boring and non-engaging, talking at people instead of bringing them along in the conversation, people will fall off the presentation. If you notice a high drop-off rate for your webinars, it means that the content isn't engaging.
3. Storytelling. We can all attest to having been on too many webinars that had you rolling your eyes 100x times. It's an undisputed fact that stories sell and establishes credibility, however, a lot of entrepreneurs think that it is their time to tell the audience about them being featured in magazines or their awards. This couldn’t be further from the truth, it is actually the story that should relate to the audience's psychographic traits and mindset that should be shared. The story should be something that feels familiar to them
4. Attention-grabbing. You want to capture and keep the audience's attention and give them "aha" moments and get them to visualize the outcome as a possibility. Predictability is the killer of conversions
5. Social proof. Past people that have bought and their experiences. That helps assuage the fear that they are the first one
6. Segment your attendee's list and put them into the appropriate nurture lists. Someone who couldn't make the presentation will be in a different funnel segment than someone who attended the event
7. Choose a topic that will engage prospects that are at MOFU or BOFU (Middle of the funnel or Bottom of the funnel) : Here is why. These prospects are already aware that they have a problem, want to solve it, and are actively looking for solutions. This means you will be preaching to the choir. For example, you are a LinkedIn Trainer, picking the topic "How to get clients on LinkedIn" is a Top of the funnel (TOFU) subject and will attract a lot of those that are a little bit curious on the matter. However, something like LinkedIn Lead Gen System: Generate qualified B2B leads on LinkedIn will draw people that are already leveraging LinkedIn, aren't getting qualified leads, understand that it is a problem, and want to fix it.
These 7 elements can help you close more deals when leveraging webinars.
Another important aspect to consider when creating a sales webinar is the format. A successful webinar should include a mix of visual aids, such as slides, videos, and images, as well as interactive elements, such as polls, quizzes, and Q&A sessions. This will help to keep your audience engaged and interested throughout the webinar.
In addition to the content and format of your webinar, it's important to consider the technical aspects of hosting a webinar. This includes choosing the right platform, such as Zoom or GoToWebinar, and making sure that you have a good internet connection and audio equipment. It's also important to have a backup plan in case of any technical difficulties.
While webinars can be a powerful tool for driving conversions, they are not without their challenges. One of the biggest challenges is getting people to attend the webinar in the first place. To overcome this, you need to create a compelling title and description that clearly communicates the value that your audience will receive from attending. You should also promote your webinar on your website, social media channels, and through email marketing.
Another common mistake when it comes to webinars is not following up with attendees after the event. This is a missed opportunity to convert prospects into paying customers. It's important to have a follow-up plan that includes sending a recording of the webinar, providing additional resources, and setting up a call to discuss how your business can help them achieve their goals.
In conclusion, webinars are a powerful tool for driving conversions and growing your business. However, creating a successful sales webinar requires a clear understanding of your audience, persuasive and empowering copywriting, an engaging format, and a well-executed follow-up plan. By following the guidelines outlined in this article, you will be well on your way to creating webinars that convert and close deals
Book a consultation here with us to find out how we could support you in creating high-converting sales presentations that convert