How to Use a Webinar to Generate Massive Sales and Connect with your Audience

 ·  01 Aug  ·  5 Comments
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At Foundr, we currently run two live, weekly webinars—one on how to gain 500,000 followers on Instagram, and another on how to find a mentor. Between the two, we generate hundreds of thousands in revenue per month, and help thousands of entrepreneurs reach their goals and take their businesses to the next level.

Today, webinar marketing is one of the most powerful tools in any marketer’s arsenal. Webinars are so effective because:

  • They’re the closest thing to being in-person.
  • You can rapidly develop a high degree of trust and rapport.
  • You can cover every single step of the sales process.
  • Audiences get fully involved, unlike reading an article or watching a replay.
  • It’s affordable and very scalable—you can literally present to thousands of potential customers at any time.

The best thing about webinars is that pretty much anyone can do it. Because they’re so personal and engaging, even the worst salesperson on the worst webinar can make a sale just by following a very simple framework.  I am certain of this because the very first webinar I ever did, I didn’t even have a product!  All I had was a PayPal checkout link for $250 and no idea what I was doing. I had 10 people on the call, had spent $0 on marketing and I was panicking and painfully awkward when it came to the actual sell. But I pushed through it, made the offer, and someone gave me $250 on the spot, even without a product.

In that instant I was forever sold on the power of webinars.  Not just for info-products and scammy internet marketers, but I would learn to see it as a powerful way to scale any presentation for consultants, service professionals, SAAS companies and more.  Even dentists, plastic surgeons and real estate agents have been using the technology to connect with their customers at scale.

In this post, I’m going to fully break down a tried-and-true framework that Foundr uses to generate hundreds of thousands of dollars per month using webinars. Here we go!

 

Types of webinars that sell 

Before you go off and start blasting your emailing list and getting people to register for your webinar, let’s first figure out what type of webinar you want to do. There are three major types of webinars: the Masterclass, the Demo, and the Q&A.

Great content marketing relies on giving value, solving problems and helping your audience in a meaningful way.  A webinar is no different, in fact it’s even more powerful than the written word alone.  

While our webinar sales framework is applicable to every one of these webinar types and each webinar is equally powerful, each one has it’s own distinct pros and cons. Your job is to figure out which one works best for your product and your audience.

The best way to figure out what type of webinar sales framework works best for you is to look at what your potential customer’s problems, fears, and concerns are. You need to be acutely aware of their pain points and what’s holding them back. Your webinar should be addressing, at the very least, one of these concerns and in great detail.

Here are some of the main options:

The Masterclass 

how to generate dollars with webinars

Masterclass webinars are probably the type you’re most familiar with. These webinars are the most common among online marketers, because of their straightforward nature and flexibility in terms of what you’re able to teach.

If you could run an in-person workshop, or teach people through some common problems, a masterclass format will work for you.  A masterclass should be broken down into some major lessons (ideally three to five), based on their current pain points and action steps they can take to achieve their desired outcome.  Simply put, it should be able to take them from where they are now (current state) to where they want to be (desired state).

With our Instagram Domination webinar, for example, we know that a major pain point of our audience is that they want to grow their number of followers. That’s why our webinar is centered around five actionable tips that they can immediately apply after the webinar is over.

how to generate dollars with webinars actionable tips

Here’s a screenshot from one of Mention’s masterclass webinars.

Mention often hosts masterclasses with guest speakers. In their masterclass with Neil Patel, they specifically addressed a concern their audience was having with growing a brand online.

The Demo 

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Venngage does excellent tutorials and webinars for potential and new customers.

A demo webinar is essentially a walkthrough or tutorial of your product and its features. The goal of this webinar is to teach your audience how to use your product to its fullest, and showcase how they can use it to achieve their goals.  And yes, you need to be constantly educating them about how your product solves their pain points and takes them from their current state, to their desired state.

If your audience’s main pain point is that they’re not sure how to work your product to begin with, you need to host a demo webinar. You’ll find many SaaS companies like Import.io or Venngage will host a demo webinar precisely because their customers usually won’t instinctively understand how to use their services. The best way to host a demo webinar is to address the specific problems and difficulties people are having with your product. This really serves to overcome objections and remove any fear from the customer’s mind, as well as excite them about the potential of the product or how they could best benefit from using it.

It should still take them through a sales process and show them how your product or service can solve their problems, people always need to know “what’s in it for them”, otherwise it’s just another demo.  Get specific, show them the kind of results they will get if they use your product.

The main benefit of a demo webinar is that you can guarantee everyone who attends your webinar is a warm lead, because you know they’re interested in learning more about your product. Your main task as the host is to walk them through your product, and overcome any objections that are stopping them from purchasing.

The downside is that, because of the niche nature of the topic, it’s harder to get people to register or attend in the first place. So the effort of hosting a webinar might not be worth the reward if you can’t drum up sufficient interest in your product. Consider this a great way to knock people off the fence as well as understand buyer concerns and objections.  Consider segmenting your list to people with a high lead score who still haven’t purchased.

The Q&A 

Not sure what kind of webinar to run?  Then start with a live Q&A (question and answer) session.  And yes, it’s as simple as it sounds.  Simply jump online as the expert and be available to answer question about a specific topic.  This is highly valuable to attendees because they get direct, unfiltered access to an expert to have their very specific questions answered.

This will allow you to get up and running immediately, interact with your potential customers and gain immediate insight into their core problems and concerns.

In fact, no matter what style of webinar you decide on I would highly recommend this as a fast, scalable way to speak to your audience, learn their pains, frustrations.  Every marketer should do this at least once.  You will learn more in one hour live with your customers than one month hiding behind your keyboard.  Keep a swipe file in Google doc or text file of every single that is asked.  Later you can reverse engineer that into your presentation to ensure that you are addressing key concerns and questions your customers have.  Pre-empting their objections, queries and concerns will also keep them hooked and ensure they stay on the line.

webinar_sales_Q&A

A Q&A webinar is a fantastic way for you to be more transparent with potential customers and give people a sneak-peek of your product before it’s even launched.

This style of webinar is useful for service professionals. For example, many dentists and plastic surgeons, do well with these kinds of sessions. It allows them to scale and talk to hundreds of potential clients at once, who otherwise may be too embarrassed, shy, or busy to walk into their clinics and ask personal questions about the procedures.  Forget the one-on-one “free” consultation, leverage your time with scale and do one-to-many.

As an added benefit, unlike the other types of webinars, you usually don’t have a set of slides or a set script you can fall back on. But if you decide take questions publicly (via the chat box or unmuting your audience), then hosting a Q&A requires extremely careful moderation and attention.  Yes, trolls exist and they sometimes like to attend webinars!

They can also be very powerful for anyone looking to generate hype for an upcoming product and build a stronger rapport with their audience through being direct, authentic and available.  In the lead up for the launch of his book, The Freedom Journal, John Lee Dumas held a four-hour Q&A session with the public. By doing this he was able to give his viewers insight into what was going on behind-the-scenes.

how to generate dollars with webinars q and a webinar

Here’s John and Kate of Entrepreneur on Fire hosting their live Q&A over blab with Jeff Agostinelli

Breaking Down Webinar Sales

Before we even get into talking about sales and converting your audience into customers, I want to make an extremely important point.  Your webinar must have stand-alone value as a presentation or class, it should be something that you could even potentially charge for.  It can’t be some half-baked hype or incomplete advice that attendees can’t use unless they buy from you.  Your presentation must have stand-alone value, otherwise people will view you as an annoying spammy marketer (which by the way, you will be).

So before you even think about selling, you need to serve first, solve problems, add value as well as demonstrate your expertise and professionalism.  If you couldn’t sell your masterclass as a live event or workshop, it probably shouldn’t be a webinar.  Don’t be afraid to give away some of your best knowledge.

What I am about to impart is only for you if you want to legitimately add value and serve your customers.  Got it? Good!  Now let’s get a little bit sexy and talk about how to make some money.

John Janstch of Duct Tape Marketing outlines the seven touchpoints of the customer experience. These touchpoints are: know, like, trust, try, buy, repeat, and refer.

The great thing about making sales over webinars is that you’re able to hit all seven points if you do it right.

Webinar_sales_process_infographic

The introduction is one of the most crucial parts of a webinar. This is where people are one mouse-click away from Facebook, shutting you down or switching you off.  In your webinar’s intro, you’re able to establish the know and like touchpoints by introducing yourself. If you have a webcam, it might be a good idea to use it and show your audience that they’re talking to a real person.  Set a strong frame, let people know what to expect. Be confident and ready to have fun.  Newsflash: if you’re awkward, it will be awkward. Your audience will respond directly to your energy, attitude, and authority. So be sure to practice a great intro that reels them in.

Next up is the core part of the webinar sales process and where you get your potential customers to trust you. In order to develop trust you must give your customers something valuable. The best way to do this over a webinar is to teach them something. Empower your audience with education, and actually help them solve a specific problem.

The great thing about webinars is the fact that the try touchpoint already comes built in. By attending your webinar, your audience is already getting a free trial and getting a taste of what you’re selling. A webinar should help your potential customer solve a single problem (serving as the trial), while unpacking a larger one (your offer).

When you get to the end of the webinar and make your offer, you’ve hit the buy touchpoint. How many people end up buying depends entirely on how well you’ve managed to build up know, like, and trust with your audience before you make the offer. And if you’ve chosen the right topic, they will be pre-qualified buyers.

Don’t be fooled, though, just because the webinar has ended doesn’t mean your sales process has. According to Kissmetrics, 71% of customers end their relationships with a company due to poor customer service. If you want to hit the repeat touchpoint you have to make sure your onboarding procedure is airtight.

The last touchpoint is refer, and this can happen anywhere within the webinar itself or in your follow-up sequence. In order to hit the refer touchpoint within the webinar, you can insert a call-to-action where you ask your audience to share on social media that they’ve attended your webinar. But in order for that to work, you must always make sure you’re giving away valuable information, first and foremost.

Webinar Toolbox 

One of the best things about making sales over webinars is the fact that it’s so simple to do. That being said, you still need to make sure you have these essential tools.

Hardware-wise, you don’t actually need that much to run a successful webinar. All you need is a microphone, a stable internet connection, a slide deck, and maybe a webcam.

You don’t have to go all out when it comes to these tools. While it might help to have a lapel mic or an HD webcam, for the most part the basics are fine. When I’m doing webinars, it’s rare that I’ll use anything other than the standard Apple earbuds.

If you are going to spend any money on something, though, I’d recommend focusing most of your resources on a great-looking slide deck.

how to generate dollars with webinars foundr live masterclass

While it is entirely possible to do a presentation with something basic you’ve whipped up in Powerpoint or Keynote and get sales, you’ll find that you achieve a much higher conversion rate with a more professional looking slide deck.  You want to look more like TEDx and less like a high school project.

I’d recommend checking out a service like ThemeForest and just grabbing a high-quality template off the shelf for as little as $20.

 

Webinar platforms 

One of the first major stumbling blocks everyone hits once they have decided to run a webinar is choosing which webinar software to use.  This is where things can get tricky, since there is a whole range of services and platforms out there that you can use to host your webinar.  But don’t sweat the technique, we have been road testing the major options for you, here are the tools that we use at Foundr and that I’ve used myself, along with some bonus tools that you might want to consider incorporating into your webinar marketing:

GoToWebinar

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GoToWebinar is the old guard, by Citrix. It’s rock solid, it works, and everyone knows it. For your bootstrapping entrepreneur, however, it can get very pricey, very quickly. You can always sign up for the one-month free trial and if you are profitable, happy days! Sign up and keep moving. While people have mixed feelings about GoToWebinar, it is the leader because it is fairly simple to operate and works well in terms of delivery. As the market leader, it also has been around for a long time and integrates fairly well with most other programs.

This is probably the simplest of all webinar presentation tools to start with.  The cons are that they are not designed for the marketer with sales in mind, the basic plan will cap you at one hundred live attendees and at time of writing an entry level plan will set you back around $80USD per month.

Google Hangout/Youtube Streaming/Youtube Live 

hangouts

This is bootstrappers’ paradise!  Welcome to the world of free. If you know how to embed basic code and have a free G+ account, you are up and running. However, it can be less solid, with weird streaming issues, delays, and you’ll need a plugin for the chat such as Chatango.  To improve the experience, Leadpages and Clickfunnels offer pre-built page templates where you can embed your video so that it looks clean and professional.

This option is ideal if you are running lean and know your way around basic code.  I don’t recommend this for your first ever webinar though, trust me, you will have enough things to manage live without trying to navigate the tech at the same time.

Zoom

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Zoom is a beautiful and powerful new piece of video conferencing software that’s shaping up to be a GoToWebinar killer. Simple to use, flexible, and fast. Unfortunately, as a newer kid on the block, currently it doesn’t appear to integrate as readily as GoToWebinar. Still, I would be happy to be proven wrong on this or for updates to remedy that.  Currently they are about 30% cheaper than GoToWebinar and definitely worth considering for something in the mid-tier price range.

Webinar Jam

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Webinar Jam is perfect for online marketers—it’s the middle ground between GoToWebinar and free Hangouts, it actually hijacks Youtube streaming and adds in cool things like email autoresponders so that you can e-mail reminders and links to the webinar.  They have some amazing tech that allows you to provide “buy now” buttons inside the webinar, limit your sales by time or price scarcity and they also offer easy to customise registration pages which means that you don’t have to worry about any additional tech or SAAS products.  You can even integrate with SMS reminder services such as Twilio.  Better still, it provides valuable statistics and insights such as calculating your value per attendee.  This allows you to easily figure out marketing costs and is particularly useful if you are running Facebook ads.

The marketing side of Webinarjam is phenomenal, however, I have struggled with the screen-share functionality and the chat is a bit laggy which has made for some clunky presentations.  For example I will ask a question, think that no one is answering and begin to move on, only to be hit by a flood of responses in the chatbox, throwing off the rhythm and interaction.  All in all though, a great tool.

Bonus: oLark

how to generate dollars with webinars olark

While it is entirely possible to do a webinar by yourself, it does make a world of difference to have someone there to provide support. For the Foundr webinars, we’ll always have someone on the webinar with us helping to answer questions and deal with support issues so the presenter can focus on presenting.

oLark is a very easy-to-use customer support plugin that we have running on our sales pages. As soon as we begin the offer, our support member will be there to help smooth over issues anyone might be having.  This allows you to help and capture customers information who may have trouble with a payment being processed or another last minute issue that could kill the sale.  We are sure to mention that this is done by a team mebber live, otherwise people can think it is an automated pop-up.  A human touch for customer service cannot be underestimated.

Bonus: Clickfunnels

how to generate dollars with webinars lead pages

In order to get more people to register for your webinar, you need to have a professional and great looking registration page. Your landing page has to be clear and be able to effectively explain the who, what, when, where, and why behind your webinar.

We use Clickfunnels to create all our webinar landing pages here at Foundr. Something we like to do with our landing pages is add in a countdown timer. Not only does it give our audience a sense of urgency to register, but it also gives them a better understanding of when the next webinar starts.

Getting people to register 

The first phase of generating webinar sales is to get people to register. After all, you can’t make sales if you have no one to sell to.

The most straightforward way to get someone to register for your webinar is to do an email blast. If you have an email list, you already have a crowd of people who you know are interested in who you are and what you’re doing. Turning those warms leads into sales over a webinar shouldn’t be too difficult.

However, unless you’re consistently coming up with a new product every week or month, you can’t be emailing the same people the same thing over and over again. So you need to develop other ways to get people to register for your webinar.

The next best way to get people to register is to promote it through your social media channels. For example, at Foundr we’ll often do posts for our webinars on Instagram. We’ll even change our bio link for a couple of hours in order to make the signup process easier for people.

It’s critical that you choose a great topic for your webinar.  Something that is a direct and real pain point for your customers.  If it’s not a compelling topic, you can expect low registration.  Look for your top performing blog posts or lead magnets and the most common questions you receive from customers to figure out a red-hot topic for your webinar.

how to generate dollars with webinars foundr bio link

Other ways you can make sure you attract the right audience to your webinar is by making sure you place your registration page or link in related pieces of content. This can be done through simple content upgrades, like when we add in links to our Instagram webinar in our articles about Instagram.

Or when we incorporate the registration page with the thank you pages of our other lead magnets. By doing so, you know that you’re promoting your webinar to people who are definitely interested in the topic.

how to generate dollars with webinars lead magnets

Bonus: Improving attendance 

Getting people to register is great and all, but unfortunately, that doesn’t always mean that people will actually attend your webinar. Here’s a few tactics and tips to make sure your registrants actually show up.

The right time and day

Something you have to be conscious of when picking a time and date of your webinar is where your audience is located. Usually the best times to host a webinar are in the early morning, early afternoon, or in the evening. You want to make your webinar as easily accessible as possible, and chances are most people aren’t willing to give up work to attend your masterclass.

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While Foundr is a global brand we’re actually headquartered in Melbourne, Australia. That means if we want to host a webinar at a time that’s convenient for the majority of our audience, we have to wake up at 5am to make sure the webinar is ready to run by 7am.

Another tip to keep in mind is that you should always avoid holding a webinar on the weekend. Mondays and Fridays aren’t great either because they’re usually the busiest days of someone’s schedule. Remember, you want to make your webinars as easy to attend as possible.

However, like everything in marketing, you should test, measure and respond.  The best time for your webinar and audience may be totally different to ours.  Do what makes sense, test a few different times and then go with what works best for you.

Reminders

As soon as someone signs up to your webinar, you need to be sending them reminders. Most people are inherently quite forgetful and, depending on when they registered for your webinar, might forget completely that it even exists when the time comes.

A very easy way to work around this issue is to make sure that they receive reminders from the moment they register to just before the webinar starts. Sending two last-minute reminder emails, one the day before and another an hour before, does wonders for bumping up your attendance rate.

But make sure you don’t send out too many emails, otherwise you might just end up annoying people.  Even better, use these e-mails to deliver more valuable content and effectively resell them on the reasons they should attend your presentation.

Inputting into calendar

In a world of busyness, inbox overwhelm and distraction, one of the single most important pieces of real estate you can own is a block of time in someone else’s calendar.  A lot of people live and die by their schedule, so if you can lock in an “appointment” with them, they are far more likely to attend than from sending reminders alone.  It even encourages them to plan around it and to treat your webinar like it’s a priority.

A very easy way to make sure people attend your webinar is to send a calendar invite in your confirmation or thank you email.  Here’s an example from GoToWebinar’s automated reminders.

how to generate dollars with webinars webinar calendar

Alternatively, AddEvent is a simple tool that allows you to create an ‘add to calendar’ button that you can place on your confirmation or thank you page.

It’s also extremely important to be clear about the time of your event in different time zones.  People often get extremely confused and this leads to inaction and missed attendance.  Whilst your webinar software should display it in their local time, be sure to list your webinar time in different timezones across the world on your registration page and especially in any of your e-mail reminders.

 

 

How to structure your presentation  

So now that you have people registered to your session, you want to use and tried, tested and trusted format to deliver on value as well as on sales.  While there are a variety of formats you can employ in a webinar sales process, the simplest, and by far the most effective framework is this:

Webinar-sales-structure-infographic

Intro and framing 

In the introduction, you need to quickly gain attention and trust. The first thing you have to do is resell the webinar and show people what they’re going to get during the session. Set people’s expectations very clearly and show them the benefits of sticking around.  It’s a classic rule of marketing, but you need to show them “what’s in it for them” otherwise Pokemon, Facebook, E-mail, Slack or a million and one other things are just a click away and you have lost the battle for their attention.

how to generate dollars with webinars infographic

As part of the introduction in Foundr webinars, we give people a promise and run through what they’re going to get and what they can expect in the webinar.

It’s very important that you mention the offer during the introduction and pre-frame it to set that expectation upfront, otherwise people feel scammed later on, or that it was a sneak attack sales pitch.  It’s also important for you as the presenter because rather than getting awkward about selling, you are simply remaining true to your word.  Simply let them know they are going to get a ton of valuable content and that if they want to work more closely with you, you’ll have a great offer for them at the end.  It’s important to eradicate fear, fire up their interest and make sure they want to hang out with you for the next hour!

It’s important to keep your introduction, short, snappy and engaging.  Don’t forget to introduce who you are and very quickly demonstrate your expertise and why people should listen to you.  And like pitching legend Oren Klaff laments in his book ‘Pitch Anything’,  some people “…spend 15 minutes or longer on their background. Absurd. No one is that fantastic.” Agreed!  Three snappy bullet points is more than enough, no one is after your resume, they just want you to get to the point and get started on the presentation.

The Story 

After you’re done with the introduction, telling your personal story is a great way to deepen your credibility and rapport with your audience.  It also allows them to identify more closely with you and that your results are achievable. 

As a bonus, it gives you a chance to be authentic and develop know, like, and trust with your audience, some major buttons you will need to press if you want to make some sales. 

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What you’re doing is essentially using yourself as a case study and showing to the audience that you’ve achieved what they want to, and that you can help them to do the same.  It’s a testimonial, rapport and future pacing rolled into one.

For a classic and simple story structure I’d recommend a variation on the “Hero’s Journey”.  A story that features you as the hero who began in a similar position to your audience before overcoming a variety of struggles and challenges that equipped you with the knowledge to show them the way without having to go through the same struggle.

For example, in our Instagram Master Class, Nathan relates the true story of how he started out struggling for web traffic, discovered Instagram as a source of great leads, faced the same challenges that everybody does when getting started on the platform, before he mastered it, had wild success and now he helps show other people exactly how he did it.

If you are not familiar with the “Hero’s Journey”, here is an excellent brief video by Iskander Krayenbosch.

Valuable information 

This part makes up the bulk of your webinar, this is the meat in the sandwich.  Actionable content and lessons that your attendees can take where you demonstrate your expertise, value and ability to solve their problem.  It’s important to empower your audience by giving them the strategies, tactics, and resources they need to achieve their goal.

how to generate dollars with webinars webinar slide

To create a smooth selling process, each step should be tied back to your main offer.  This is a chance to educate your audience about a pain point that you can solve for them in part on the webinar, but more comprehensively with your product or service when you offer it to them at the end of the session.  

Each step should solve a small problem for them and simultaneously unpack a larger problem for them.   Remember that as many as 90% of attendees (or higher) on your webinar won’t buy from you.  So it’s crucial that you leave them satisfied with your content.  After all, they have given you a precious hour of their time.  I cannot emphasise enough just how important it is that your content is valuable, actionable and stand alone so that your attendees go away raving about you, instead of complaining about you.  It’s great content marketing and will help you build referrals as well as trust for any future webinars you host.  Maybe they didn’t buy from you today, but they know that you always deliver great value and would be happy to reconsider you in the future.

Your audience will quickly realize that no matter how in-depth or valuable the information you give away is, you can’t go through everything you need to regarding this topic in one hour. That’s where your offer comes in.

The offer 

The most important parts of any webinar are the introduction and the offer, and if you’re gonna focus on any one thing, you need to focus on having an incredible offer. It has to be a red-hot,-no-brainer. Stack the bonuses and the urgency as much as possible.

Screenshot 2016-07-31 15.26.29

Venngage does a fantastic job with stacking their webinar offer with as much as value as possible to make it a no-brainer

If you are not comfortable selling, if you are shying away from the offer, you will be awkward, this will make your attendees lose trust in your offer and you will kill your sales. For many people it might feel uncomfortable at first, but remember that if people are hanging out with you for that long then they’re clearly interested in your expertise and what you can offer them.

When you do make the offer, make sure to add in elements of scarcity and urgency. You can do this easily by giving your offer a time limit, or by giving yourself a limit to how many products you want to sell. Doing simple things like this will increase your conversion rate.  Be sure to have your checkout cart and pages ready.  Consider using timers and real one-time-only offers to encourage people to take action.  

Here’s a simple way to approach selling.  You should only sell if you have a product you believe in.  And if you believe in your product, then you should sell it.  Don’t overcomplicate it or get awkward.  Put together a great deal and offer it to them.  Don’t forget the classics of any great sales process such as risk-reversal with a guarantee, testimonials, deal stacking, limited time bonuses and the like.  And, as I mentioned earlier, make it a “no-brainer”, this is as a deal where someone who needs what you are selling would be foolish and doing themselves a disservice to not take up your offer.

Q&A

Holding a live Q&A for 10 to 15 minutes at the end of every webinar, regardless of type, is standard practice for most marketers. After all, it gives you an opportunity to engage with your audience more, as well as address any other concerns or questions your viewers may have.

It’s often a key selling point for people attending the webinar, because they get live access to an expert or authority that they would not otherwise have.

There are two main functions of the Q&A section:

One, it’s a major hook for people to sit through your offer.  It’s a reason to stay to the end and ask you their burning questions in person and gain live access to a knowledgeable expert.

Two, it’s a chance for you to overcome any objections and help potential customers buy from you.  You can ramp up the social proof by welcoming new members as they purchase.  This encourages other people who may be on the fence to take action.

It’s also a way to continue to provide value, build trust and deliver on your promise.  Personally I like to hang out for as long as I can and answer every single question that comes in to further serve the audience.  That way they know that if they join me on a webinar I will do absolutely everything I can during that time to share my expertise and help them.

Keeping up engagement 

Webinars typically run for an hour, and in that hour you have try to keep people interested and engaged from the moment your webinar starts to when you make your offer. Considering the fact that the average human attention span is eight seconds, it can be a struggle.

No matter how interesting or valuable the information you’re giving away is, and no matter how magnetic and exciting you are a presenter, if all you’re doing is talking, people will get bored. The last thing you want to happen in your webinar is for people to get bored.  Most webinar software provides you with detailed insights into how engaged people are during your webinar.  Study this closely and watch for any dips where people lose interest or abandon the presentation altogether.

A great way to make sure your audience stays engaged throughout the whole webinar is to offer an attendance gift that keeps them interacting. For our 0-500k Instagram Followers in 2 Months webinar, we give a gift to everyone who takes notes throughout the webinar. In order to claim the gift, they have to post a picture of their notes onto Twitter and tag us in the photo.

how to generate dollars with webinars webinar notes 2

A good rule of thumb to follow is to have an “attention spike” every 10 minutes. This means that every 10 minutes, you’ll do something that actively engages your audience and requires them to interact.

Something I like to do is hold a poll or ask a question directly to my audience and have them answer back, either on public or private chat, depending on what webinar platform you’re using. It can be something as simple as asking them if they’re enjoying the webinar so far, or if they’ve found the previous lesson or tip useful.

By constantly interacting with attendees, I’m encouraging them to stay engaged as much as possible. Sometimes you might get a particularly quiet crowd, but that doesn’t mean you can’t interact with them. In these situations, I tend to interact and ask questions to a specific person instead of the whole crowd.  Talk to your audience by name, calling out specific attendees and their answers.  Do your best to interact as if you were physically with them in person.

Another great rule of thumb to have is to never be reading off the slides. What makes a TED talk so interesting is the fact that you have to pay attention to the speaker in order to absorb all the information they’re giving. You should treat your webinar the same—don’t give away all your information in the text.

If you wanted to do that, you could have just written an article or an email that your audience could have easily skimmed over. Take advantage of a webinar’s potential to engage all five senses at once and get people to listen and take actions throughout the webinar.  

Most people are allergic to boring.  Whatever your style, make sure that it is engaging and fun.  If you wouldn’t sit through one hour of your presentation… why should anyone else?

Onboarding and Following up 

After your webinar is finished, it’s time to follow up and start onboarding.

Just because the webinar has ended and you’ve made some sales doesn’t mean that your webinar marketing process is over. What happens after the webinar is equally as important as the webinar itself.

One of the most undervalued steps is onboarding people who just purchased. If you don’t close that gap and deliver on all your promises, they’re going to be unhappy. A one-way ticket to customer dissatisfaction and a bad reputation is being unable to deliver on the promises you’ve made during your pitch.

Ideally, you’ll have an automated onboarding sequence to save you both time and effort. But how intensive your onboarding sequence is ultimately depends on you. It can be something as easy as sending out a few emails welcoming someone to the group, to offering to arrange a personal one-on-one call and going into further detail with them.

However, that doesn’t mean that you should neglect the other attendees of your webinar. Following up with these attendees is a great way for you to further increase your sales.

If someone has spent an hour listening and developing a rapport with you, they’re interested in what you have to offer. Just because they didn’t buy in that instant doesn’t mean that they aren’t interested in purchasing.

There’s a variety of reasons as to why someone might not be able to pay at that moment. By following up with them, you’re able to pinpoint what the reason is and how you can help. It can be something as simple as needing time to consult with another decision-maker, or just needing a little bit of extra reassurance.

Because everyone that attended your webinar is now a warm lead, all you need to do in your follow-up sequence is to turn up the heat. Send out a replay of the webinar so they can watch it again, or even send out a specific guide or ebook showcasing the benefits. Whatever it is you do, it’s vital that you don’t neglect the final phase.

 

Conclusion

We’ve had great success with webinars here at Foundr, both in terms of sales, but really with making connections among our audience and helping them get to the next level with their businesses.

Even though we primarily offer resources through our magazine, podcast, and blog, we’ve found webinars to be outstanding tools for taking things one step further, and we’re strong believers that anyone with important knowledge to share can have similar success by following these steps.

Do you have any questions on hosting a great webinar that we didn’t cover here? Let us know in the comments and we’re happy to help!  

David Hobson
david@foundrmag.com
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  • David

    Hey Guys,
    no comments yet! Was just checking in. Well, I’ll be here if you want to AMA on the above! 🙂

  • Bin Teo

    Great resource Dave! What are your thoughts of playing a recording for the first part, then transitioning to a live Q&A? Any chance you heard of any software that does this well?

    • David

      Hey Bin,
      awesome question.

      That’s one way to go and can ensure it’s your best possible presentation. I think the main thing would be to ensure that people know what is happening and don’t feel duped.

      WebinarJam offers “video injections” which allows you to switch to a pre-recorded session, whilst you remain live on the call and can jump on afterwards for a live Q&A. Webinar Ninja, might, but I haven’t used it as much.

      If you have any other questions, please jlmk! 🙂

      • Bin Teo

        Thanks Dave!

  • Simon Zaku

    Great information Dave! Ive always wanted to do webinars but one thing always pull me back.

    Nervousness

    I always feel scared and get the feeling that I would fumble and annoy my audience. Its really a stumbling block to me hosting a webinar.

    I would be glad if I could get a piece of advise, Dave.

    Feel free to get me on twitter @sirzaku.

    Thanks!