A recent survey revealed that 76% of the respondents (a total of more than 10,000 enterprise execs) preferred online events than physical meetings. More and more businesses are using webinars to generate prospects. Do you want to be left behind?
The use of webinars as a lead generating tool is growing at a rate of 20-30% each year. With more webinars being conducted and attended every month, why exactly are Webinars making such an impact and how can you make the most of this almost free sales channel?
Simply put, a “Webinar” is really just a “web conference”. Webinars are live meetings or presentations conducted via the Internet where each participant sits at their own computer and is connected to the host through the internet.
Webinars are interactive sessions which may include audio, presentation slides, screen sharing, white boards, and a wide range of other types of content. Generally the host has control over the webinar but the participants are not just passive listeners but can interact and contribute in the webinar discussion by posing questions and taking surveys or polls.
Webinars can be used as incredibly informative tools to boost sales and encourage responses from prospects. Used for a variety of purposes like sales conferences, product demonstrations, employee training, investor briefings, etc. webinars add value by:
1. Shortening the sales cycle 2. Providing more effective training 3. Improving the interactivity with prospects 4. Reducing travel expenses 5. Lowers costs (in contrast to participating and attending tradeshows) 6. Increasing overall employee productivity.
Careful planning is essential to host a successful webinar. To make your next webinar a roaring success, here are a few tips and best practices:
1. Choose the Hosting Software Carefully
A simple Google search for ‘webinar software’ will give you a staggering 6 million results. With so many options available, how do you make the right choice? You must do a thorough research to see what each application offers, and which one is best suited to your needs. First make a list of all that you wish to do and want from your webinar. Do you want video recording? Do you want your attendees to answer to polls and take part in surveys? Each webinar software boasts different features. Select the one that matches the most with your list.
2. Plan your Schedule
Consider the audience while arriving on a date and time for the webinar. Take into consideration the different time zones, holidays, heavy vacation weeks, etc. Create a registration page so that people can register and book their place for the webinar. On the day of the webinar, start on time, finish within the stipulated time, leaving time for the Q&A.
3. Shout it Out from the Rooftops!
Now that you are all set for the webinar, it’s time to spread the word! Promote your webinar through email, phone calls, social networks, and your website; utilize every external touch point with your audience. Be creative—get your customers excited about it! In your webinar promotions, announce the number of spots allowed. This will create a sense of urgency that will attract more attendees. If you have a larger response than expected, you can send them the date and time of your next webinar. Spin a story that will entice and intrigue your audience. Get them interested, identify their needs and promise to provide them solutions to their problems.
4. Presentation Preparation is a Must
Start with a detailed outline of what will be covered. With the introduction to the topic, also inform your attendees about the speakers, how can they participate, how can questions be asked and when will they be addresses. Rehearse and practice. Most webinar hosting softwares allow a practice session – it is just practical to be comfortable with all the technicalities involved in conducting the webinar. Prepare the content beforehand, have a presentation slide deck ready, and if needed get professional help with your presentation.
5. Send Reminder Notices
Promoting your webinar to get more registrants is definitely needed but if those registrants do not attend, then what is the use? Constantly remind your registrants of the time and date to assure their presence. We recommend the following schedule:
• 1st reminder – One week prior to your webinar • 2nd reminder – Two days prior to your webinar • 3rd reminder – One day prior to your webinar • 4th reminder – The morning of the webinar6. Ask Your Audience How You Can Improve
After your webinar, don’t forget to get some feedback from your audience. Set up a survey to ask for your attendees’ opinions on content, and suggestions for improvement. You will find these extremely helpful when planning your next webinar and may even give you inspiration for newer topics as well as service offerings!
Article Source: http://www.webfishery.com/blog/webinars-fuel-your-sales-for-the-extra-mileage