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How to Use Webinars to Sell Your Products and Services

December 8, 2021
By James Gussie

Webinars are becoming a popular way of getting new customers and reaching out to potential clients. They’re also easy, low-cost ways for you to reach your market with the right message at the right time.

A webinar is a type of online presentation that allows people to watch the presenter speak live and interact with them. Webinars are typically used for marketing purposes or sales presentations. They can also be used as educational sessions. Read more in detail here: how to sell a webinar.

You’re losing out on a great chance to increase income and develop your company if you haven’t started utilizing webinars to generate sales.

Here are some statistics that demonstrate why no company owner can afford to overlook webinars…

ClickFunnels is the source of this image.

So, how can you make the most of webinars to increase sales and revenue?

In this post, I’ll walk you through the four-step method we utilize to produce incredibly productive webinars for our two blogs, Cleverism.com and Founderjar.com, which result in thousands of dollars in sales.

Table of Contents

1. Choose a webinar subject that will help your audience achieve their goals.

If you want your webinar to be successful, it’s critical that you choose the correct subject. The correct subject may result in more webinar registrations, greater attendance rates, and eventually more sales on its own.

So, how can you come up with the perfect webinar topic? The goal is to concentrate on themes that will assist your audience in achieving their objectives. To find such a subject, you must…

Determine who you want to reach.

It’s tough to come up with a compelling webinar subject if you don’t know who you’ll be speaking to.

For example, if your audience is made up of freelance photographers, a subject like “how to make $1000 from freelance photography” would be a great fit. When offered to a business consultant searching for new customers, however, the identical issue would have minimal influence.

As a result, the first thing you need do is figure out who your webinar is intended for. You must create an audience persona that includes all of the following aspects about your target audience:

Age
Gender
degree of education
the level of income
Place of residence
Their shopping patterns

Find out what their major problems are.

After you’ve determined your target audience, you’ll need to figure out what their top difficulties and pain points are. If you concentrate on an issue that your audience is having trouble with, they will be ready to hear your answer.

You may use a variety of strategies to figure out what your audience’s top issues are. Here are a few examples:

Make use of Google: Simply type “greatest difficulties for [your target audience]” into Google. If your target audience is freelance writers, for example, you may look for “greatest problems for freelance writers.”
Inquire of your audience: If you already have an email list, you may ask your readers what their biggest difficulties are in an email.
Use social media: Join groups that bring your target audience together, and read the comments to see what the most common questions are.
Check your blog analytics: If you already have a blog, see which posts get the most traffic. Most of the time, they will be articles on a topic that the majority of your readership is dealing with.

Make your webinar subject attractive with a creative title.

You already have a fantastic subject for your webinar after defining your audience and determining their main pain problem. Finally, come up with an interesting subject that will entice your audience to register for your webinar.

Here are some pointers on how to come up with an excellent webinar title:

Bring the webinar up to date. Top video marketing trends for 2020, for example.
Make the title “how-to.” For instance, here’s how to utilize video marketing to increase your sales by tenfold.
In the title, include the term “new.” For instance, a new video marketing strategy that will increase your revenue by tenfold.
Use a title that is based on a list. For instance, here are five video marketing techniques to help you build your company in 2020.

2. Plan your webinar and host it.

The next stage is to prepare and present your webinar now that you’ve chosen a terrific subject. Here’s what you’ll need to accomplish in this phase.

Select the best webinar software.

The quality of your webinar will be influenced by the platform you choose to hold it.

The features available on the platform and the pricing are the two most important factors to consider when selecting the best webinar platform for you. If you’re having difficulties determining which webinar platform is ideal for you, have a look at our list of the top webinar software platforms for 2020.

Make material for your webinar.

The next stage is to create the material that you’ll offer to your webinar audience. While you may be tempted to wing it since you feel you are an expert on your subject, creating a script to help you throughout the webinar is recommended. This will help you keep the webinar on track and ensure that all of the important themes are addressed.

You should also create interesting presentations with facts and figures, as well as other interactive material like polls and surveys. This will assist to keep your webinar attendees from becoming bored.

Make a dry run.

A webinar is a complicated event with many moving components, and it’s easy to miss anything during the planning stage. To prevent being taken off guard during the real webinar, you should execute a dry run ahead of time to ensure that everything is operating correctly.

Test your audio and video feeds to ensure they’re operating correctly, and check through your presentation slides to ensure they’re free of problems during the dry run. You might also rehearse giving the presentation to assist you overcome your nerves before the big day.

If everything seems to be in order, you may proceed with the webinar as planned.

It doesn’t matter if you create the finest webinar ever if no one shows up to see it. As a result, when you’ve created your webinar, you’ll need to work out how to inform your target audience about it and how they may register to attend.

However, before you begin advertising your webinar, you must first design a conversion-optimized landing page for it. This is where all of the traffic from various promotional channels will be sent.

The following information should be included on a successful webinar landing page:

Details about the webinar’s content, what guests will learn, and how it will benefit their life.
The webinar’s start and end times, as well as the date and time of the event.
The speakers’ names are listed below.
They’ll be able to register for the webinar if they fill out an opt-in form.

How to get the word out about your webinar

After you’ve finished creating your landing page, you can begin marketing your webinar and directing visitors to it. The following are some of the most efficient ways to market your webinar:

Your internet site is excellent.

Add call-to-action buttons advertising the webinar to key areas of your website, such as the homepage, sidebars, and footer, among other places.

Posts on your blog that are relevant

If you already have blog entries regarding the same subject as your webinar, you may put call-to-action buttons at the top or bottom of these blog posts to promote your webinar. You may make a promotional blog post to spread the news about your next webinar if you don’t have any relevant blog entries.

Email

For advertising webinars, email is one of the most successful marketing mediums. If you already have an email list, send out a series of emails inviting people to sign up for the webinar. A sequence of three emails, based on our experience, has shown to be quite effective. One email should be sent around one week before to the webinar, another two or three days prior to the webinar, and the third one a few hours prior to the webinar.

Use of social media

Another wonderful strategy to persuade people to join your webinar is to use social media networks. When it comes to utilizing social media to advertise your webinar, there are two main techniques. The first is to write brief, interesting messages that encourage your followers to join the webinar and provide a link to the webinar.

Using sponsored social media advertisements is the second alternative. This is a fantastic approach to get the word out about your webinar to those who aren’t already aware of it. However, before using this strategy, you need do some research to determine which social networks are most popular among your target audience; otherwise, you risk squandering money on sites that don’t provide a return on investment.

4. Add value, establish trust, and turn webinar participants into customers.

It’s time to deliver value to these individuals, build their trust, and convert them into paying customers now that you’ve spread the news about your webinar and attracted a large number of people to attend. Here are some pointers on how to go about it.

Instead of making a pitch, concentrate on offering value.

When some marketers learn that webinars may be used to sell, they instinctively believe that the webinar’s main purpose is to promote their goods and services.

But here’s the thing: no one registers up for your webinar because they want to hear a sales pitch. They register for the webinar because they feel you can teach them something helpful, something that will assist them in solving a problem or achieving a goal.

If your webinar listeners discover it’s just a protracted sales pitch, the bulk of them will leave before you even get halfway through. This is not what you want to happen.

To prevent this, your webinar’s primary goal should be to provide value to your audience. Your audience should feel like they’ve learned something useful that will help them better their life at the conclusion of the webinar. Make them feel as though you are really invested in their achievement.

Showcase your knowledge.

You could also take advantage of the webinar to demonstrate your competence in your sector. You must persuade your audience that you have the competence to address their issues if you want them to purchase from you.

Making your webinar very interactive is the best method to do this. Read your audience’s remarks and reply with your expertise, answering their questions, challenging their assumptions, and so on. You want people to believe that you really understand what you’re talking about.

Your audience will trust you if you demonstrate your knowledge and concentrate on giving value, which is critical when it comes to turning them into paying customers.

At the conclusion of the webinar, mention your product or service.

Just because I said you should concentrate on delivering value rather than making a sale doesn’t imply you should entirely disregard your product or service.

Remember that the goal of your webinar is to convert participants into customers, thus you must mention your items at some point.

The secret is to leave your sales pitch till the very last minute of your webinar. Your audience will be more open to your sales pitch if your webinar was really beneficial to them.

To make an effective sales presentation during a webinar, you must connect your product or service to the webinar’s core theme. The discussion about your product or service should flow naturally from the rest of the webinar. Make it apparent that your product will assist your audience in achieving whatever you’ve just told them.

An example of a product or service pitch

For example, if your webinar was about “doing keyword research to develop the perfect content for your blog,” and your product is a keyword research tool, your webinar would be a good fit. You should demonstrate in your sales presentation that your product is the ideal instrument for performing what you just told them.

Given that what you just taught them is a game-changer for their companies, you can be certain that a significant amount of participants will purchase your product since it assists them in achieving their goals.

You may give a discount or a bonus to those who buy your product or service before the webinar concludes, or within a particular amount of time (say 5 hours) after the webinar closes, to boost your chances of making a sale.

How to calculate a webinar’s return on investment

Webinars may be incredibly lucrative, but in order to prevent squandering money, you must evaluate and monitor your ROI (return on investment).

The price of a webinar

To run your webinars, you’ll need a webinar platform (most of them start at less than 40 USD per month), time to create super actionable webinar content (many webinar rockstars invest 40-100 hours to prepare and produce a 90-minute webinar), and a marketing budget to attract webinar attendees (can be $0 if you already have a large email list; otherwise, expect 2-20 USD per attendee if you invest in paid ads).

Example:

Assume you wish to host a webinar with the following expenses over the course of a year:

$500 for a webinar platform
$5,000 (100 hours x $50 per hour) for actionable webinar content
$20,000 in marketing expenditures (2,000 attendees over 12 months at $10 per attendee)
The total cost is $25,500.

Revenues from webinars

Let’s imagine you own a software company and want to provide a special deal to your webinar attendees in order to earn cash for your company.

Example:

2,000 people attended the webinar.

Conversion rate of webinar sales: 5% (making it 100 new customers)

$1,000 in customer lifetime value (based on your historical customer churn analysis)

The webinar produced a total of $100,000 in lifetime income.

An example of calculating the return on investment for a webinar

In this case, we produce $100k in new business over the course of 24 months and spend $25.5k on the webinar. This implies that for every dollar spent on webinar marketing, we make a profit of $4.

Bringing everything to a close

Webinars are a great way to boost sales, and if you haven’t used them before, now is the time to start thinking about how you might include them into your marketing plan.

The four-step approach outlined in this article will assist you in creating enticing webinars that will help you produce higher-quality leads, turn them into paying clients, and expand your company.

Watch This Video-

Webinars are a powerful tool that can help you to sell your products and services. They allow you to present information in an interactive way, which is why they have become so popular over the years. The “ultimate webinar checklist” has been created by experts to help you plan and execute your next webinar. Reference: the ultimate webinar checklist.

Frequently Asked Questions

How do you sell on webinars?

A: The best way to sell a webinar is by getting your audience to signup for it and then providing them with the information they need in order for them to take action.

How do webinars increase sales?

A: Webinars are events where companies meet with potential customers and recruit new ones. They can be run by a companys marketing department or on their behalf by an external service provider, like HubSpot. This event is usually distributed online to potential clients via live stream video conference call, email, or calendar invites for those unable to attend in person.

How do Webinars use marketing?

A: Webinars are a type of event that typically uses marketing, but can also be used for advertising purposes. Companies use them to advertise their products, services and events without physically being present in the venue or location where theyre trying to promote themselves.