The 1 Simple Way to Sell via Your Webinar
Want to sell with your webinar? Actually go for the close at the end or generate an appointment for your reps to follow-up immediately? Stop wasting the audience's time with blather about your speaker.
Ok, it will take more I admit. The rest can be done by getting to the point fast and helping your buyer become attracted to the idea of talking more about the itch your speaker just scratched. Here's a three-step process to getting that done.
You Have the Email but not a Lead
The word webinar itself has a negative connotation. At best it is something your prospects attend while they check email and put out any number of fires. You might argue, "Sure, Molander, but I have the prospects' email."
True. But you don't have them on the way to becoming a lead. You blew it. How? By wasting every single moment from "go."
It's time for tough love about your Webinar and the lousy leads it's sending to sales. Of course, I'll also offer three simple steps to help produce Webinars that spark customers' curiosity in what your solution can do for them.
No. 1: Avoid all Introductions Like the Plague
"I find the need to hear the presenters personal story for 10-20 minutes a huge turn off," says sales coach, Iain Swanson of UK-based Kolzers. "In most cases I have literally switched off and missed the content of the call."
Enough said. And let's face it. You've probably done the same. Or perhaps you make it habit to join the webinar late in an effort to avoid the irrelevant blather.
This time-wasting tradition needs to stop. Right now. How? NO introductions.
Your potential buyer isn't attending the webinar to hear about the backgrounds or experiences of the presenter. Nor what the sponsor does, for whom or how well.