A well executed webinar series generate leads and position your company as an industry leader
To those who know how to tease and operate them, webinars (online seminars) are one of the most powerful way to generate leads in B2B businesses.
Here are some key benefits of webinars for B2B businesses globally and in Southeast Asia in particular.
Video discussions make complex ideas easier to follow. Webinars make it possible to convey complex messaging. Online events with several speakers especially (whether they are in a single place or several locations), help in delivering complex messaging as you can assign different roles to participants. For example, a moderator can help rephrase or reframe complex technical ideas by acting like a novice, asking the expert to clarify its thoughts.
Educational Value: Webinars are great at offering market insights, industry knowledge, and training to both current and potential clients. This positions your company as a thought leader and expert in your field. At Reachlane, we can’t emphasize enough how content that is advertised as educational outperforms any other type of content in Southeast Asia. Promote your webinar as an accessible learning opportunity and see instant results!
International Reach: Webinars break down geographical barriers, allowing you to connect with prospects and clients from around the world. This expanded reach can be particularly beneficial for international B2B businesses which need to promote in countries where they don’t have physical operations.
Cost-Effective: Compared to in-person events, webinars are relatively low-cost to produce and scale. They eliminate travel and venue expenses, making them a budget-friendly option for reaching a large audience. If your company doesn’t already use one, we do recommend a paid webinar platform to start with. Such platforms make lead collection easier and will allow to continue generating leads by showcasing your past videos: money well spent.
Everyone loves live events! As a Lead Generation tool, webinars are great because they convey by nature the idea of a time-limited event, triggering some FOMO (Fear of Missing Out) for your landing page visitors. People will register to stay informed about the event (whether they attend it live or as a replay).
Data and analytics. Webinars provide valuable data on attendee behavior, engagement levels, and feedback. This information can help refine marketing strategies and improve future presentations. They are also perfe
Take your webinars
to the next level
Planning webinars as content series with scheduled dates,
rather than preparing a single stand alone presentation,
will help you be more systematic, reuse assets and accelerate execution.
Step 1.
Promoting and teasing at the #1 key to webinar
success
We support our customers to brainstorm their webinar series: from overall topics, to speakers and each segment of the presentation.
We do recommend starting communicating at least 3-4 weeks before the event, even if some details are not yet finalized.
When it comes to webinar invitations, use all the power of your CRM to segment by industry and type of customers.
Marketing agencies like Reachlane will help you tap into other prospect pools: new accounts invitations, social media promotions, collaboration with press outlets. There are many ways to make the world know and register to your webinar!
In the weeks prior to the event, Reachlane design team will also help your prepare your presentation decks, make sure the slides look great and harmonized.
Step 2.
Rehearse and create audience
engagement
opportunities
When it comes to webinar, we do recommend Live events. They are just more authentic and lively to follow for the audience. This will help with keeping viewers engaged until the end and make them more likely to follow future events as well.
To offset issues that may arise during a live event, we recommend 2 rehearsals in live conditions (using the same live broadcast platform). This will speakers to time their presentation (a frequent problem!), familiarize with each other and try platform engagement features.
Most platforms feature tools to interact with the audience such as live Q&A and polls. We recommend using them at various point of the event.
Creating a reward system for attendees (like a lucky draw) for your audience is a good way to keep them engaged until the end.
Steps 3.
Coordinate
a follow up
strategy
and measure ROI
Reachlane teams love to organize webinars because they are a great way to generate leads!
Once your webinar is passed, a good way to go is to analyze engagement and assess priority hot leads to engage. This can be measured by time spent watching, resources downloaded and various interactions with live features.
A good way to follow up a B2B webinar is to organize a marketing automation campaign, like a drip campaign, to keep customers engaged in the following days after the event by distributing additional resources.
In some industries, webinars can also be followed with telemarketing qualification campaign, before forwarding the best leads to the sales team.