How to Generate Sales Leads in Your Small Business

Webinars are an incredibly powerful marketing tactic for any B2B company wanting to generate leads. After the pandemic hit, digital platforms have become the hub of marketing. According to reports, 73% of B2B marketers and sales leaders say that ‘A webinar is the best way to generate high-quality leads.’

Well, why choose webinars? First of all, they are a good way to engage the audience. Second, they work throughout the sales process. Basically, webinars are a combination of Web and Seminar. You can educate, inform and interact with your audience in a webinar. Keep reading the article to know the expert tips for creating webinars that generate sales leads.

Pro Tips for creating Webinars that Generate Sales Leads

A webinar is an online session that can last from 45 minutes to an hour or more. You can make use of audio, videos, slideshows, and graphics in between. It is conducted by a host or a presenter that explains the chunks of information and messages to the audience. Some of the best webinar platforms for conducting webinars are Crowdcast, Easywebinar, GoToWebinar, Webex, and ReadyTalk, etc. Below we have given the expert tips to improve your webinar and to generate sales leads.

#1 Choose a Robust Topic

Before setting up the webinar you need to choose the topic that you are going to discuss. Make sure that the topic you are selecting is according to your audience choices. Look for the subject lines that typically answer the questions and information that people often ask about.

Always ensure that your webinars provide value to the people who are attending them. Other things that you must consider while opting for a topic are: Which are the topics that you are an expert in? What topics can provide value and information? What subject of the webinar can attract audiences?

You must also see that the webinar subject line is aligning with the goal of your sales team. Getting the advice of your sales and marketing teams to know what they want the webinar to be focused on is a good plan. You can set up a meeting with the entire team to get more ideas on the focal point of the webinar. This way you can come up with a topic that is beneficial to your entire company.

#2 Know Your Audience And Their Pain Points 

Before conducting a webinar you should know who your audience is and what are their challenges? Just imagine why would you go to a webinar that is irrelevant to you? People often choose or go for things that are of their personal or professional interests. You should know the challenges of your target audience and portray your service as a one-stop solution for them.

The other way to know the pain points and the issues of your audience is through social media polls. You can send survey questions or create a feedback form on your websites. This information and responses will help you to build data and information for your webinar. Prioritizing and centering the needs of your potential customers is really important. It makes them feel valued and puts your company in a positive light.

#3 Use Graphics and Visuals 

When conducting a webinar, you should make sure that it doesn’t seem like a boring school lecture. You should use graphics and images rather than just giving information in a boring style. This will help to keep your audience interested and engaged.

Explaining your content with solid facts and surveys makes people believe you more. You can also tell small informative tales or stories using videos and graphics in between. According to research, the human brain is 60,000 times faster in processing images than just plain text.

#4 Create an attractive landing page

Landing pages are the first thing that can make a strong impression on your audience. If your landing page is appealing and seems promising then, people will think of attending your webinar. Make sure that your registration landing page is convincing and provides enough information. There are some quick tips that you should keep in mind while designing the landing web page such as:

  • Minimum Submission form: You should avoid adding many fields in the form for the webinar. The lengthier the form, the more people will escape it without registering. Try to create smooth and short submission forms.
  • Highlight the value: You should highlight what the attendee might get from attending the webinar. Convincing them that attending your webinar will be worth their time is important. You must give them a flash of what’s there in the webinar for them.
  • Introduce your Speaker: Highlighting the profile of the speaker is a great way to convince the attendees. You must tell the people about the experience and the achievements of the speaker.

#5 Free Giveaways

After the webinar, you should reward the attendees by giving free content such as downloadable E-books or discount offers for your product or service. This will not only make them happy but also increase the reputation of your brand.

Giveaways are also a marketing strategy for asking the attendees to register or join. By giving away free content and info you can get the contact information from your leads. Afterward, you can send them follow-up or informative emails about your product or service.

#6 Promoting your webinar

Supposedly, you have decided to conduct a webinar for your target audience. But if you are not able to reach them then what is the point of conducting it even? Here, we mean to say that promoting your webinar is as important as organizing it.

Make sure that you are promoting your webinar through social media ads or search engines. This way you will be able to grasp the attention of many people and increase the number of registrations. The higher the registrations, the more will be the number of people attending it. The more the attendees, the higher the chances of securing deals.

You can also send emails to the accounts that are subscribed to your website. Before the webinar, you must send reminder emails so that people can schedule their timetables accordingly. The success of the webinar is measured by the number of people attending it. So, make sure that you are promoting your webinar in an effective way.

#7 Make your webinar available afterward

Most of the time what happens is that people do register for the webinar but are not able to join it live. Thus, you should keep an on-demand option available so that people can watch the webinar afterward as well.

Webinars not only provide short-term advantages but can be used in the long run. According to research by ON24, the number of people watching it on-demand rose from 21% in 2013 to 43% in 2014.

Keeping a library of the previous webinars on your website is a good way to capture audience’s attention. People might come up searching for content or information on your website. You can give them access to the webinars by asking them to give their email address in exchange. This way you can generate more leads and potentially turn them into customers.

Winding Up 

Webinars are a smart marketing and B2B lead generation tool. You can attract new prospects and customers by organizing webinars. B2B professionals are constantly looking for gaining knowledge about new industry trends and solutions. By providing valuable and informative content on your website you can attract more leads and audiences. In this digital era and the pandemic times, webinars are a great way to connect with people by sitting in one place. We have given above some tips and tactics using which you can make your webinars more effective and impactful.

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