And the best part is, you don’t need to be outgoing or extroverted to benefit from them! Webinars allow you to connect with your audience in the places you both feel the most comfortable: your home, home office or a studio if you’re lucky. Wherever you’re hosting your webinar from, you can win clients with them.

Strategic Benefits of Hosting Webinars to Win Clients

Boost Reach: An Essential Step in How to Win Clients with Webinars

Since online events have no geographical limit, there’s technically no end to the audience you can reach with them. We still suggest keeping to your target audience when sending out invites. But you’ll have access to a global audience in-person events struggle to reach.

Strengthen Personal Brand (A Key to Winning Clients)

Webinars are networking events like any other. They invite people to learn from you but also to learn more about your values and brand without distractions from external influences. Webinars take your personal brand from something on a screen and turn it into something tangible for your prospects.

Generating Quality Leads That Turn Into Clients

Webinars provide lead generating opportunities before, during and after the actual event. Before, you can share posts and free resources to entice people to sign up. During, you should include regular CTAs to keep people engaged. And then after, you have the chance to follow-up with the people that attended and those who didn’t attend but still signed up.

Cost-Effective Strategy for Winning New Clients

Webinars are free for you to host and free for people to attend, removing yet another barrier that usually stops people from attending an event. It also means that if a webinar doesn’t go quite to plan, it will cost next to nothing to try again.

The Lead Generation Magic: How to Win Clients with Webinars

Leads can technically be generated at any point during the webinar process. Promoting your webinar could generate leads and even the webinar itself could create in-bound leads. However, your follow-up process after the webinar has ended is where the lead generating magic really happens.

Post-Webinar Follow-Up: The Action Plan to Close Clients

There’s two groups of people you can target with your webinar follow-up. The people who attend and the people who didn’t attend but still signed up. Attending a webinar demonstrates clear buying intent but just signing up does the same. There are plenty of reasons someone might not have been able to attend on the day. (meetings running over, personal emergencies, ect.) but the fact that they signed up shows they have interest. Your follow-up should appeal to this interest.

We broke down exactly how to win clients with webinars by setting up, running, and (most importantly) following up a webinar in this step-by-step guide. And, if you need a little help behind the scenes, get in touch with the PINAKL team. We’ll handle the promo, prep and prospect follow-up so that you can focus on delivering a stellar webinar and connecting with your leads.

The post How to Win Clients with Webinars: The Complete Strategic Guide appeared first on PINAKL.

However, before you get to that stage, you need to establish a few things so that you’re hosting the kind of webinar people actually want to attend.

What are you selling?

You’re not selling a service. You’re not selling a product. You’re selling a solution. But, you can’t just tell people what that solution is. Instead, your webinar should guide them through it based on the topic you’ve chosen to speak about.

For example, if you sell coaching for business owners, the topic of your webinar could be “3 daily habits to beat burnout.” You know working with you will help people achieve this, but you need to communicate this to your attendees, not just tell them. 

Being clear on the outcome will keep the event clear and conscience. The best way to stay on topic is to communicate with attendees right at the beginning what you’ll be focusing on during your webinar and what they’ll walk away with by the end.

Who do you want to join?

The goal of your webinar isn’t to have a big turn out. The number of people who show up for your webinar is irrelevant in comparison to who turns up. For your webinar to generate leads, the people attending need to have an interest in your service.

Who you’re connecting with on LinkedIn will have a big effect on this considering you can only invite people who are already in your network to attend. You have 1000 event invites to use up each week but don’t waste them on connections you know won’t attend.

Filter your invites by industry and locations you know your service is a fit for. These are the people you want in your virtual audience. Even if they don’t buy, they’ll gain something valuable they might share with someone else who will buy.

What pain points will you cover?

This one is a little bit of a trick question because the most successful webinars don’t focus on pain points, they focus on the wants and desires of their audience. Pain points should be included but they shouldn’t take up the most time in your webinar. Instead, use them as a bridge to get to the main point: the want or desire your webinar will fulfil for attendees.

Also, don’t get caught up on how much value you’re giving away during your webinar. Of course, you don’t want to give the whole game away but you need to be giving people a reason to come back. Instead of focusing on solving a big problem, pick a small part of what you do and narrow the value into that specific area.

The thing to remember is that any information you share can most likely be found somewhere else. However, the transformation you’re promising to your attendees can’t be. People need you – not information – to help them achieve this transformation.

What outcome do you want to achieve?

Throughout this whole article, we keep coming back to the same thing: the outcome of your webinar. The reason for this is because before, during and after your webinar, this is what people are going to care about most. The outcome is what they will sign up for, attend for and want to learn more about once the event is over.

Knowing this outcome before you host your webinar will increase the success of promotion beforehand, the number of people who attend and how receptive they are to your selling efforts afterwards.

If you have a webinar idea you’re not sure how to bring to life, DM the PINAKL team on LinkedIn to find out what you need to do next.

The post What do you need to know before hosting your first webinar? appeared first on PINAKL.

First things first, you don’t need a huge audience to make webinars work. You need a strong reason and strategy that people will show up for. This includes a follow-up plan for afterwards because this is what will turn your webinars from an event to a lead generating machine.

Leading up to the webinar

A strong follow up can’t happen without a strong start. No matter how many connections you have on LinkedIn, you can guarantee barely anyone will show up if you don’t give them enough notice.

In addition to continuously growing your network, you need to be posting about and inviting people to your webinar regularly 4-6 weeks before the event. However, it’s not enough to just share the topic, date and time. Any promo you do for your webinar needs to be outcome focused. What will people gain from it? That will be their motivation for attending. 

Before you can do any of this, however, you need to set up a webinar page on LinkedIn where you will then be able to invite people from.

During the webinar 

The number one mistake people make during webinars is hosting an event instead of talking to their audience. Don’t spend the whole time reading off slides like a university lecture. Make sure you’re engaging your audience with CTAs and leaving time for any questions during or after the event.

Your webinar doesn’t need to be polished and perfect to be successful. It needs to deliver value and demonstrate why you’re an expert worth listening to and coming back for. You won’t achieve this by monologing your audience but by communicating with them.

After the webinar

Once the event is finished…it’s not over. After your webinar is the time to convert your attendees into potential clients. This doesn’t mean harassing them into a sale but continuing to deliver value.

Share snippets from the event, resources, follow up with the most active participants and start conversations based on what they need. People signed up for your webinar because they believed you had the solution to their pains, the follow-up is where you prove it. 

Even if people didn’t turn up, the fact that they signed up still makes them a warm lead worth following up with. There are plenty of reasons someone might not be able to turn up live (last minute meetings, travelling, family emergencies), that doesn’t mean they’re not still interested.

Don’t let your leads go cold! Do these follow ups the day after the event.

Start planning NOW

Don’t wait until the last minute to start planning for your webinar. You need to be clear on the value it’s going to deliver before you start inviting people to attend – it’s that value that is going to motivate them to not only join live but stick around for what you have to offer afterwards.

Webinars generate leads because they demonstrate exactly how you help people using tangible examples and methods. It’s not the information people attend for but the value only you can provide. Webinars give them a taste of this value and make them more receptive to working with you afterwards.

The PINAKL team can help you set up, run and follow-up your webinar. Head to our LinkedIn page and DM us to learn more.

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