7 months ago
February 21, 2017

How Sales Webinars Can Generate Leads

A good sales person is always looking for new ways to generate leads, and sales webinars can be a great strategy in meeting this goal.

Rhys Metler

A good sales person is always looking for new ways to generate leads, and sales webinars can be a great strategy in meeting this goal. People enjoy learning through webinars; they’re flexible, personable, and interactive. Best of all, webinars can generate leads. Here’s how.

Through your webinar, you expose your audience to your expertise, wisdom, and experience. If you do a good job with your webinar, you’ll become a trustworthy expert in the eyes of your audience, and they will refer you to others in your industry. When you conduct your next webinar, your audience will grow, and you will have expanded your reach.

If you’ve never produced a sales webinar before, take your time and be thorough in your preparation. Remember that a good sales webinar can have a very positive impact on your sales, but a poorly produced and executed sales webinar can have the opposite effect. Fortunately, it’s not difficult to produce a stellar sales webinar if you remember the following points.

Choose Your Webinar Tools

There are all kinds of webinar tools available today at different price points. Look for webinar tools that have apps for mobile and tablet devices because this gives your viewers more options. Compare your available options carefully and choose the tools that work best for you and your participants.

Schedule Your Webinar

If you’re trying to generate leads to business professionals, schedule your webinar during working hours. If you expect to gain participants across the nation, schedule a mid-day webinar time so you don’t miss people on the coasts at the beginning or end of the day.

Promote Your Sales Webinar

Once you’ve scheduled your webinar, you need to find people to attend it. Use social media to promote your webinar, and write a blog post explaining the benefits of attending your webinar. If possible, get your contacts to use social media and send links to your blog post. Do this daily to get as many attendees as possible.

Although it’s common sense to think that you’ll get more people if you offer your sales webinar for free, experience has shown that when you charge a nominal fee, such as $5, attendance is better because people have made an investment and therefore feel committed. 

Create Your Content

People don’t want to attend a sales webinar that is strictly a pitch for your products or services. They want to learn something valuable. Therefore, give them what they want by exposing them to your expertise and giving them something great to take away from their time with you. Work your pitch indirectly into the content of your sales webinar. If you have a question/answer session at the end of your webinar, work your pitch into the answers to some of the questions your attendees have, especially if your products and services solve problems they ask about.

Follow Up

After the sales webinar is over, use the registration list to create a new contact list. Be gracious and thank everyone for attending. It’s also nice to give them a link that allows them to review the slides from your webinar. At this point, ask if they would like to receive emails from you in the future. If the first sales webinar was successful, send out a survey to your attendees and ask them what topics they would like to learn about in your next webinar. Use this feedback to create your next sales webinar, which should attract an even larger crowd now that you have a base of attendees to draw from.

You can see how sales webinars can significantly extend your reach, giving you a chance to generate leads and make new contacts. People get to know you better through sales webinars than they do through Facebook or Twitter, and you can because a trustworthy business contact and expert in your industry.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.