Posts tagged ‘CRM’

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.

Add to FacebookAdd to DiggAdd to Del.icio.usAdd to StumbleuponAdd to RedditAdd to BlinklistAdd to TwitterAdd to TechnoratiAdd to FurlAdd to Newsvine

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

Leads and prospects and customers, oh my!

(Sung to “If I only had a brain” from the Wizard of Oz)
I’d could use my time much better, create a great newsletter
And plant some prospect seeds,
I could share our comp’ny vision
Help them make a ‘buy’ decision
If I only had some leads.

Yes, it’s another original adaption from yours truly. I’m willing to take full credit because, heck, nobody else wants to claim that crap as their own.

I’ve noticed a lot of people using the terms lead, prospect, and customer interchangeably, so I thought I’d take today to explain the differences between them. Once you speak the language, and understand the differences, it makes a lot more sense. It is also another way for me to build the kumbaya bridge between sales and marketing. Here we go:

  • Suspect – not a generally used term, but a suspect is defined as a person that may be in the market for the types of products and services your company (and your competition) produces. Is is essentially a superset of all your potential customers. You may not know who they are, and they may not know who you are, but they are out there, waiting to be discovered. You need to connect with suspects, or have them connect with you, in order to convert them into leads.
  • Lead – this is someone who is in the market for the types of products and services your company produces. They may specifically know about your company, you may know who they are, or both. They have expressed either a specific or general interest, and have provided contact information about themselves. Depending on their needs, budgets, and timelines, leads are traditionally classified as cold, warm, and hot.
  • Prospect – defined as a lead who has passed the initial qualification (in other words, they are a real person who exists) and is currently being engaged in some way, depending on their needs. In sales/CRM terms, if an ‘estimate’ or ‘opportunity’ is created for a lead, the lead becomes a prospect. The level of contact a prospect receives ranges from an occasional email or phone call to an in-person demo or pilot project.
  • Customer – occurs when a prospect makes a purchase decision. Once a company receives money (or, in sales/CRM terms, a ‘sales transaction’) from prospects for their products and services, those prospects are officially converted into customers. Bring the money, honey.

I’m taking some badly needed vacation time this week, so I won’t be writing any blog entries until next Monday. Until then, have a great week, thank you for your continued support and comments, and we’ll start fresh on Monday. Hasta luego.

Add to FacebookAdd to DiggAdd to Del.icio.usAdd to StumbleuponAdd to RedditAdd to BlinklistAdd to TwitterAdd to TechnoratiAdd to FurlAdd to Newsvine

May 31, 2009 at 11:30 pm Leave a comment


Recent blog posts

Tweets!

Error: Please make sure the Twitter account is public.

RSS Headlines

  • An error has occurred; the feed is probably down. Try again later.

RSS Marketing Metrics

  • An error has occurred; the feed is probably down. Try again later.

Top Clicks

  • None
July 2017
M T W T F S S
« Oct    
 12
3456789
10111213141516
17181920212223
24252627282930
31  

%d bloggers like this: