Generating new sales leads is a top priority for nearly 80% of businesses, but almost 70% of them say they struggle to do just that. Are you one of them?
Our Take on Generating Sales Leads. Webinars are an excellent way to both attract new visitors and capture contact information that will help you establish and nurture customer relationships.
Other benefits of hosting webinars include:
- Establishing your organization as a thought leader in your industry
- Increasing brand awareness and visibility
- Building relationships with other key industry figures by inviting them to be guests
- Generating engagement among attendees before, during, and after the event
How it Works. When you think about hosting a webinar, these questions might come to mind.
- Why do webinars work?
- How do I pick a webinar topic?
- How long should my webinar be?
Here are some answers.
Your prospects are doing more of their own research than ever before. They are searching for information and answers that address their common challenges and concerns. If your webinar promises that information, potential customers are likely to register and attend. If your webinar delivers what potential customers were looking and hoping for, the door is open for you to stay engaged with them even after the webinar is over.
To choose a topic that will entice potential customers, start by identifying the audience you want to reach and thinking about the questions or concerns they might have. Search engine results can be a big help here. What are people asking about or looking for on the internet that is relevant to the product or service you provide? You can also consider what you would most enjoy teaching about, or what your organization is most knowledgeable in.
For a webinar to be a successful lead generation tool, you need to provide your information in a professional and educational way. Use compelling graphics and visuals, focus on informing rather than selling, and definitely don’t drone on too long. The majority of attendees prefer webinars that last between 30 and 45 minutes.
Seal the Deal. Webinars are a great way to capture elusive contact information for potential new customers, but it only benefits you if you have a strategy to use once the webinar is over. Follow up with a thank you email, a link to the webinar on-demand, and additional resources and educational materials that build on what your webinar addressed. Make sure to include a CTA that will drive contacts to the next step you want them to take.
We’re Here to Help. At Pivot, sales lead generation using the inbound marketing methodology is kind of our thing, and we’d love to help you make it your thing, too. Get in touch today to start building your lead generation strategy.