ABOUT BOMBORA

The high quality of the footage we produce for our clients sets us apart from all of the rest. We are passionate about the webinar and webcast production services we offer, and always ensure that the work we provide is something we are proud of. This is what we like to call the Bombora Difference.

For further information on the webinar production services available, please do not hesitate to get in touch. We look forward to hearing from you.

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  • 5 Ways to Capture New Sales Leads with Webinars

    5 Ways to Capture New Sales Leads with Webinars

    5 Ways to Capture New Sales Leads with Webinars

    As a marketing professional, you have undoubtedly attended some engaging, inspiring webinars. Unfortunately, you have probably sat through others which weren’t.

    A webinar provides your business with the opportunity to demonstrate to prospects that you have proven authority and expertise in your sector. It also enables your firm to start a dialogue with someone who might be on the cusp of making a purchase from a competitor.

    If you have been considering hosting webinars for an inbound marketing initiative, here are five ways to capture new sales leads with webinars.

    1.Pre-Event Audience Acquisition

    Gathering a large number of prospects and convincing them to take an hour or so out of their busy day to attend your webinar can be challenging. Leverage as many of your marketing channels to promote your event as possible.

    • e-mail marketing lists (send a simple, focused email about the event, don’t bury it in a monthly newsletter)
    • Social media, with engaging landing pages and simple registration forms. Limit must-answer fields to name, company name (if relevant) and email address, make the phone number field optional
    • Personal the invites from your sales and business development teams
    • Trade show literature – a post-conference targeted webinar can create continuity and be less ‘salesy’ than a follow-up call.

    2. Webinar Attendee Optimisation

    Though it might be tempting to deliver a single webinar to your entire audience of prospects, some businesses should consider having tailored content based on industry and/or geographical customer segments. Imagine, for example, you are a marketer at an accounting and consulting firm in London with customers in local government, pre-healthcare, financial services and manufacturing.

    You may have some inspiring success stories, statistics and services to promote to all of these industries, yet you run the risk of having audience members tune out for long periods of time during your event if you do so. And you may not get them back.

    You will likely increase your webinar attendance and lead generation with targeted events, and increase engagement for those who attend. You can then tailor your event follow-up messaging according to industry drivers and offerings.

    If you have a product or service offering which isn’t specialised, ensure you don’t have any content which will alienate parts of your audience and have them drop out.

    3. Visual/Sound Quality and Tone

    If your webinar interaction with a prospective client is a series of wordy Powerpoint slides, or a person’s indiscernible voice echoing in their kitchen, your lead quality will suffer. A sound regulated, state-of-the-art webinar studio environment improves the engagement between your presenter and your audience.

    It’s widely recognised that customers buy from people they trust and like. A professionally produced webinar can provide compelling visual aesthetics to engage the audience, and presenters can focus on delivering their content. Your company’s messaging and personality will resonate more than with a simple web application.

    4. Interactivity and Engagement

    During your webinar, enable your audience to submit questions during the discussion, so they don’t forget what they wanted to ask at the end. Instead of a continuous visual of a product demo, slide deck or graphics into your presentation.

    Other strategies to increase audience attention and participation include:

    • Polls and surveys – can improve lead quality by pre-qualifying prospects
    • Offer downloads of your presentation deck or any resources for post-event research and sharing
    • Record your webinar for on-demand viewing for a period of time
    • Have a set of action items to consider, or take-aways which relate to your products and/or services

    Post-Event Follow-up and Lead Generation

    Once your webinar is complete, send a follow-up e-mail message to attendees, as well as a tailored e-mail to those who weren’t able to make the live event. If possible, have the e-mail addressed from the sales or customer service person who can help qualify that lead into an opportunity, and ultimately close the business.

    Also send attendees and no-shows a link to the recording which they can share with their colleagues and management. If possible, include a script of the Q&A which occurs, in case those questions might come up again.

    When your sales team follows up on leads, provide them with a set of “ice breaker” questions about the event. Sourcing feedback from your audience will help you tailor future sessions to customer needs.

    Webinars are a great way to reach your target market, with minimal interruption to their business day. Investing in the production values of your event will ensure your message gets across to your client, and mitigates any risks of embarrassment due to technical glitches.

    If you are a London firm looking to capture new sales leads, contact Bombora today to discuss a webinar event to suit your marketing needs.

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    ABOUT BOMBORA

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    SERVICES

    - Webinars

    - Event Filming

    - Event Streaming

    - Training Video Production


    - (See more...)


    CATEGORIES

  • BLOG
  • We’ve been working with…
  • Webinars