The future of B2B marketing is relevance: social media-savvy customers are increasingly demanding content instead of advertising. That’s why webinars are booming. They are the hook used by marketing and sales managers to catch leads.
Studies such as those by
Be greeted Relation Browser B2B stockholder database Webinarsshow that marketing professionals see webinars as a successful tool. In particular, to generate leads (75%), increase brand awareness (70%), increase customer loyalty (61%), expand their contact database (44%), increase traffic to their own website (38%) and improve their offline business (27%).
B2B companies that want to successfully conduct webinars and generate leads should know and use the following 10 recipes for success .
#1 – Form an integrated project team: To plan and conduct a webinar, you need support and input from people from different areas of the company
#2 – Involve sales: A webinar is only the payment methods for clicks and impressions first step in opening a sales process.
Sales must therefore be involved in all planning stages of the webinar. Content for potential customers should be coordinated and stages for lead assignment should be defined.
Coordinate the project plan
Overly optimistic time estimates increase the risk of missing targets. The entire project duration should be between 9 and 12 weeks. Marketing measures for this must start 5 to 20 days before the actual event. The shorter the preparation time, the less time there is to reach the desired number of participants.
#4 – Develop the right content strategy: A webinar is not an advertisement. It conveys content that interests listeners. Only with exciting content can you achieve the desired registration numbers. The relevance of the webinar for the target group must be as high as possible.
#5 – Communicate to convert: Webinars are open events. To reach as many participants as possible, you should use all available marketing tools and media to communicate and promote the webinar.
#6 – Find the right audience: Webinars are particularly powerful when it comes to high-tech products and their customers. This is why they are particularly popular in B2B marketing. Every lead gained through a webinar is of great value to the company.
Make the most of every customer contact
All communication around the webinar offers you dozens B2B Webinars of opportunities to specifically address participants. They perceive jiangxi mobile phone number list every confirmation email, every reminder as a service – not as advertising.
#8 – Leverage added value from third-party providers: The webinar market is changing rapidly. There are already many providers offering technologies and services for this new form of lead generation.
#9 – Make-or-buy: Depending on your budget and how often you conduct webinars, you should choose an in-house or outsourcing project or a mix of both.
#10 – Answer the budget question: The best way to make the make-or-buy decision is to define the price you are willing to pay per lead.
Conclusion: Webinars are just one way to generate B2B Webinars leads. Used correctly, they are a very effective tool. However, it is important to make sure that relevant content is provided and that enough time is allowed to publicize the webinar. Communication before, during and after the webinar, as well as the sales process, determines the success of whether the leads become customers.