Posts tagged ‘attendees’

Secrets to a great webinar – Part 3

Here’s the third and final segment to running a successful webinar. In the first two parts, we discussed some helpful hints and best practices for preparing and presenting your webinar. Today we’ll discuss what you should do after your webinar to help you achieve your desired goals.

  1. Always have a post-webinar discussion. In Part 2, I discuss the fact that you always want to make your webinars one hour long. However, many times you’ll find several attendees that want to talk beyond the stopping time. No problem. Invite those folks to stay on the line for a post-webinar discussion, which can last as long as they want. You have a motivated, interested, and invested audience just sitting there, waiting for the next step, so take advantage of it.
  2. Have a demo, sample, download, and trial ready to go before the webinar starts. Assume that every attendee will want to take the next step (“Call To Action“) and be prepared to share/send your customary giveaway, whether it’s a demo, product sample, software download, online catalog, etc. Webinars are all about capitalizing on the buzz of the moment, so be sure to accommodate the needs of your attendees without making them work for it or making them wait.
  3. Measure. This goes all the way back to the first point I made in Part 1: Determine your goals. Keep track of attendees in your sales management system, and actively track their activity over time. Depending on your products and sales cycles, the realization of your goals may either be immediately known, or it may take some time to determine. Either way, be diligent and keep accurate records of interactions, activities, and purchases.

I hope you found this series to be helpful, interesting, and entertaining. If done correctly, webinars can be tremendously beneficial for lead & revenue generation, and can set you apart as an industry thought leader. With proper planning, goal-setting, and execution, you may find yourself taking your company to the next level faster than you thought possible. If you’d like more information, or would like to utilize a consulting firm to help you with your webinar needs, please contact me directly or though our web form.

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June 10, 2009 at 12:58 am Leave a comment

Secrets to a great webinar – Part 2

Part 1 gave helpful pointers about what you should do before your upcoming webinar. Part 2 of this three-part series explores some tips and tricks that will help you get the most out of your webinar during the presentation. You’ve done your homework, you’ve worked hard on your delivery, and you have your audience captive. Here’s how to make the most of this opportunity.

  1. Utilize a solid, industry-standard, universally accepted technology. Under no circumstances can you half-ass this. Your image and perception will be defined just as much by the production of your presentation as the presentation itself. No matter how pure your intentions are, it won’t mean Jack Squat if the technology fails. Do yourself a favor and invest a couple bucks in a known, proven commercial product. Here are my recommendations:
    • DimDim. This is a fairly new open source technology that works great and is gaining a large following. Free for up to 20 people, which is perfect for small or one-on-one webinars. If you need something a little larger, you can present to 50 people for just $25 for a month. These are the month-to-month, no commitment prices; the longer-term commitment prices are even lower.
    • WebEx: The whole world knows and uses WebEx, so you can’t go wrong if you choose them. They’re a bit pricier, but still dirt cheap in the grand scheme. They are also your technology of choice if you have a really large webinar. For $69 for a month (again, this is the month-to-month price) you can present to as many as 1,000 people. Frankly, if you’ve managed to assemble 1,000 people to attend your webinar, you can’t afford not to get WebEx.
  2. Always make your webinars exactly one hour long. This is a standard length of time. Any shorter and it may feel rushed. Any longer and it starts to feel like a Fidel Castro speech to your attendees.
  3. Never, ever be late. Be respectful of people’s schedules, so never start late, and never end late. ‘Nuff said.
  4. Make it an open forum, not a closed sales pitch. After all, the purpose of the webinar is to develop leads, build your pipeline, and increase sales opportunities. Give your attendees the chance to ask questions and participate, which will make them more engaged and desirous to learn more. Do what you would naturally do if you were giving an in-person sales presentation.
  5. Survey. This is a step that many webinar hosts forget to do. Before you finish, ask your attendees to complete a short survey regarding what they liked/disliked, whether they found the information to be worthwhile, if they’d recommend this to a friend, and whether they have additional questions. And make sure you capture their contact information. If they’ve stuck with you for the entire hour, chances are very good they’re hot leads, so you’ll get a very high survey completion rate. If they’ve asked to be contacted, follow up with them as soon as possible, preferably within 24 hours.

Tomorrow – Part 3, which will focus on what to do after your webinar has concluded. Stay tuned!

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June 9, 2009 at 12:16 am 1 comment


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