Using Webinar Technology to Attract Prospects and Communicate with Clients

1. Using Webinar Technology to Attract Prospects and Communicate with Clients

2. Doug Chasick CallSource Kara Rice Grace Hill

3. Agenda • Defining Objective and Audience • Choosing Your Platform • Talent & Moving Parts • What Could Go Wrong? • Managing Content • Managing Invitations, Promotion, Registrations & Follow-Up • Measuring Results

4. Defining Your Objective and Audience

5. Define Your Objectives & Audience What Are You Trying to Do? • Sales Demonstration • Implementation or Training • Customer Retention • Value-Added Education • Training/Implementation • Marketing Strategy / Lead Generation

6. Define Your Objectives & Audience Why Webinars? • Generate Leads • Increase Brand Awareness • Build Loyalty • Drive Website Visits • Drive Offline Business

7. Define Your Objectives & Audience Five Bread & Butter Tools for Lead Generation Newsletters Press Releases Case Studies White Papers Webinars

8. Define Your Objectives & Audience Lead Generating Webinars You have a unique opportunity to position your company as a trusted advisor, thought-leader, and experienced problem-solver.

9. Define Your Objectives & Audience Lead Generating Webinars You risk angering and losing your audience by being heavy-handed with your sales message. Don’t blow it.

10. Choosing Your Platform

11. Features: annotation, video, recording • Audio: VoIP or POTS • Hardware and software considerations • Costs

12. Screen cap & video: WebEx

13. Screen cap & video: WebEx

14. Screen cap & video: WebEx

17. http://webconferencing.org

18. And it only costs . . .

19. http://web-conferencing-services.toptenreviews.com/

20. Talent & Managing the Moving Parts

21. Power of 2

22. Presenter • Leader • Content • PPT deck • Workbook • Presentation • Interaction

23. Producer • Greeting • Warm up • Polling • Q & A • Chat • Wrap up • Technology • Sheriff

24. Two computers • Two monitors • Two chat channels • Two phone lines • Two PPT decks • Two scripts

25. What Could Go Wrong?

26. What Could Go Wrong? Let Us Count the Ways! • Facilitator Faux Pas • Ineffective Slides • Little or No Interaction • Bungled Technology

27. What Could Go Wrong? Facilitator Faux Pas

28. Monotone delivery Boring, monotone, or condescending style

29. Heavy breather (or worse)

30. The improviser Monotone delivery

31. What Could Go Wrong? Ineffective Slides

32. Death by bullet points

33. Too much time per slide

34. Unreadable Visuals

35. Content overload

36. What Could Go Wrong? Little or no Interaction

37. Schedule interactivity every 5 - 8 minutes

38. What Could Go Wrong? Engage! • Status icons • Polling • Q & A

39. What Could Go Wrong? Engage! • Video clips • Webcam use

40. What Could Go Wrong? Engage! • White-boarding • Idea sharing • Problem solving

41. What Could Go Wrong? Bungled Technology

42. Can you hear me now?

43. What Could Go Wrong? The improviser Control your environment Monotone delivery SHRED-EX

44. Plan for Murphy’s Law

45. KEEP CALM and CARRY ON

46. Managing Communication

47. Managing Communication Identify your target audience

48. Managing Communication Combine event info & registration page • Get Sales input on form • What info is needed to qualify leads? • Don’t be greedy

49. Managing Communication Managing invitations • Direct email works best • Partner to grow your list • Use SM to promote • Web banners • Facilitator’s list • Confirmation • Reminder day of event

50. Managing Communication Follow-Up Contact • Thanks for attending / • Sorry we missed you • Lagniappe - a little something extra • Data into CRM system • Sales follow-up within 72 hours