Webinars As a Lead Generation Tool
As small business owners, we are always looking for ways to get MORE LEADS and better quality leads. There are so many different strategies for getting leads. And I suggest using several different strategies.
And before you even start your lead generation, you BETTER have a way to follow up to build and NURTURE your list. If you don’t, go HERE first!
Webinars are a great way to generate very qualified, engaged leads. Why? Because people are willing to invest time to learn what you are teaching (and hopefully what you are teaching directly relates to what you do). So people are raising their hands telling you they are interested in what you have to say and what you do.
You can also charge for webinars. What are the pro’s and con’s? If you charge, you will most likely get fewer participants. But you also get money (which is always nice) and you get more qualified candidates (people that are willing to spend time and money).
So when does it make sense for you to use webinars?
- When your product needs an explanation – Some products and services need more explanation. People don’t just automatically understand how your product or service works. Webinars allows you to explain it using pictures and conversation. And webinars can allow for Q&A.
- When your product or service is expensive – People are more likely to buy a more expensive product or service at a webinar or seminar rather than directly from an ad. Using a low cost webinar to give value and lead into the next step is a great way to get buy in. Some of the most successful campaigns that I have seen start with a $7 up front product (ebook) that moved into other ebooks that moved into a webinar that eventually moved into a coaching agreement ($2500).
- As another part of the follow up – webinars are great to use further in the follow up system. What do I mean by this? Let’s say you generate leads by networking, referrals, and ads. Maybe one of the steps you do to help build the relationship is to invite these people to a webinar. While it is not necessarily lead generation, it helps to nurture the lead (see the follow up system by going HERE).
There are so many different programs out there for hosting webinars. Here’s a list of 9 top webinar products (but there are so many, so just make sure it has the functions for you). Top Webinar Products
Not sure where to start to build your webinar? First you have to figure out a common question or problem your ideal client has. And your presentation will be around fixing or solving that problem.
When you have the subject matter, you will need to build out the presentation. Here’s a good example of steps for building out your webinar. Webinar Steps