Technology introduces numerous ways to bring humans closer. Meanwhile, it provides opportunities for people to connect in less time and gives a vast grounds for interaction through virtual communication.
Moreover, in the time of Covid-19, when it was hard for people to move from their homes, it was the most challenging time for businesses and those whose businesses were down. In addition, there were no options left for people except for sitting at home and waiting for things to get back on track again.
However, employees started to shift to the ideal scenario of that time – working from home. Indeed, that took a minute. From that time, online webinars began to see significant growth. It becomes an obvious choice for businesses because it gives numerous people access to the same platform and discusses important and timely topics in that industry.
Moreover, it becomes the way forward for those companies whose growth was based on sales. They need to remain in contact with their clients and update them with the changing trends and newest products.
Since COVID-19, there has been a rush in the launching of webinar apps. As a result, app developers are becoming immaculate in assisting the development process of virtual apps.
Let’s go into the depth of the webinar and understand it more.
1. Treat Webinars Like Sales-Driven Online Conferences
Webinars specifically are a great way for business people to always have a grip on their customers. Meanwhile, with the webinar, an individual can arrange a meeting with colleagues as well as with the customer. No worries, if you are looking to set up a meeting with two people or with 50. Webinars allow you to do so.
Think of large-scale webinars as online conferences. Everything from setting up a presentation slideshow to interacting with the webinar attendees should be leading up to a sale, step-by-step.
Webinars are a potent tool in the means to advance and add more customers to your company’s pockets. Moreover, by remaining in touch with customers, it increases the level of trust and authoritativeness in your brand.
2. Target the Right Audience
It is an essential part of increasing sales that the companies target the right audiences.
Moreover, the more people interested in your products or your webinar topic, the more people will sign up to your webinar. Each attendee has to register first. Furthermore, only the ones who are genuinely interested in the problem space or your topic will make the time to attend. So, you won’t have to worry that you are wasting time on the wrong prospects.
3. Gather Customer Insights
A great way to deepen your understanding of your customers is to host a webinar that’s more of a discussion. Ask your attendees about the specific problems they’re facing in their work.
You could create a poll asking specific questions about their daily routines, their troubles and challenges. Ask about what works for them and what doesn’t.
Webinar platforms usually have polling and Q&A features to make all that easier for you. Webinars could be a gold mine for qualitative customer insights.
All in all, gathering feedback from customers and prospects is necessary, because it builds a way to develop a partnership between the salesman and the customer. These first interactions set the tone for the future, which shows that the salesman really cares about their customers’ professional success.
4. Relate to the Problem
It’s a growing trend that industry professionals attend webinars, looking for real-life, tried and tested solutions. Now, it’s up to you how much you understand your prospects and the problems they’re facing.
First, try to relate to your attendees regarding the problem they’re facing. It builds rapport and trust in them. They start seeing you as an authority in the field. From there on, it’s much easier to suggest a solution for a particular industry problem. That solution just happens to be your product or service.
5. Make the First Move by Offering Upfront Value
One of the main aspects of increasing sales is instead of waiting for customers to approach your company, find ways to reach them. Meanwhile, with the help of webinars, you take your company’s expertise and knowledge to the customers, by offering upfront value.
Making the first move and offering valuable industry insights during a free webinar goes a long way in terms of building authenticity and trust.
6. Show, Don’t Just Tell
One of the best aspects of an online webinar is that you can actually showcase your product. You can demonstrate how exactly your product solves a real world problem that your audience is facing.
Webinar hosts should always have a mindset that attendees join the webinar, looking for a solution. They require a solution that can save their time and money, without much hassle. During your webinar your attendees have a chance to view the product in action, in real time. So, a product webinar could be easily transformed into a product demo. A stage which usually happens in a later stage in sales.
7. Follow Up After the Webinar
One often overlooked gem of hosting webinars is the highly targeted email list that you’re getting as people sign up for your webinar.
The fact that a person was willing to give out their company email address for the content you offered, shows that they are really interested in what you have to say. More specifically, how you can help them.
To gather feedback and answer any remaining questions after the coference, you could send out a pulse survey after. This will help you improve future conferences, as well as grow your company’s reputation in an increasingly competitive industry.
The best webinar platforms allow you to segment attendees based on their attendance. Meaning, you can send one type of email sequence to the signups who attended the webinars, and another type of email sequence to the ones who didn’t.
The targeting can be really different in terms of messaging, if you include the webinar recording or presentation materials. Perhaps you’d want to offer a limited-time discount code to only the prospects who attended the webinar or even send them a nice swag bag to show your appreciation.
This is where salesmen and marketers have to come together to create a solid follow-up sequence, nail the messaging just right and hit them up with an attractive offer they just can’t refuse.
Summarizing the Effective Sales Webinars
It’s important to understand that webinars are a powerful sales and marketing tool. Astonishing results can be achieved when sales and marketing put their heads together to create live content for their prospects and customers. Content that’s relatable and truly helpful in overcoming the professional challenges that their prospects and customers are facing.
It’s always important to first understand your target audience before shooting them up with an offer. That being said, let’s not forget that this effort is ultimately to close the deal. It might happen on the spot, right then and there at the end of the webinar. It might happen during the webinar follow-up. That’s why it’s important to set up a solid follow-up email sequence.