Best Practices for Monetizing Webinars

 

Webinars have gained popularity in the past decade, more often than not, because they are free. They take the same amount of effort to organize as does any corporate event. Like other online content, the question comes to: How do I make money from it? There are multiple ways to monetize online content; not everything will work for your company or your customer. Below suggests ten ways to successfully monetize webinars and highlights the best practices for hosting webinars:

1.  Your content needs to be stellar. It helps to have a well-known speaker or a hot topic.

2.  Schedule the webinar thoughtfully.

  • Do not schedule it when people are having fun (holidays) or on their personal time (evening or weekends). The same goes for Monday or Friday, when they are coming back from or getting ready to leave early for a vacation.
  • Do schedule it during the middle of the week and work day; when in all probability the attendees will have the time.
  • Do not schedule it for more than an hour. People lack attention span and time.

3.  Offer incentives to people buying tickets or spreading the word.

  • 2 for 1, free white paper, or enter them for the raffle.
  • If they refer a friend they can get their webinar discount or make it free if a specific number of their friends register.
  • If you have a webinar series offer attendees the option to buy in a bundle.
  • Allow people to have group discounts or offer time-based ticket discounts.

4.  Allow attendees to promote on social media to their network for you.

  • Hold a contest per reposting or re-tweeting your event.

5.  For paid webinars, make payment a prerequisite for attendees to access to the webinar.

  • Allow attendees to have access to the recorded webinar at their convenience.
  • Give them access to the presentation slides and any white papers or case studies referenced in the webinar. 

6.  Use the webinar’s recording to continue your return on investment by posting it in a pay-per-view mode on your website. If a visitor wants to view the content, they will have to pay to gain access.

  • Just make sure that once they pay to view it, they can view it again.

7.  If your webinar addresses a specific product that you are an affiliate of, allow people to buy it by clicking the URL you provide them!

  • Offer those attending the webinar a discount code, should they decide to purchase.

8.  When giving a webinar, if your product is applicable, ensure that you offer a demo. Let your audience type in “I’d like ONE!” Find out which participants are your hot leads.

  • This can be a great place to use polling, learn about your audience, their needs and increases audience engagement. 

9.  Finish the webinar with a case study verses a pitch; it is a softer and more effective sale.

10.  Follow up immediately (in 90 minutes) with clear “call-to-actions” steering your audience towards a demo or a sales professional.

  • Make sure your sales team is fully aware of the webinar, its intended audience and message. The more knowledgeable they are, smoother the transition.
  • Having your webinar integrated with your CRM platform allows for a quicker follow up call and can potentially make the sale.

Today’s blog post was provided by Natasha Geraghty-Medved, marketing content manager/specialist at Acteva. Acteva is a leading provider of event or training registration, payment and management solution. Check out the Acteva blog for more webinar best practices.

 

 

Sales Enablement Tools: ReadyTalk for Outlook

Allowing your sales reps to work within their tool of choice, not only saves time but also, allows the rep to be comfortable and confident when speaking with prospects. Nothing can blow a sales call quicker than faulty technology regardless of whether it is user error.

ReadyTalk for Outlook allows your sales reps to invite propsects and launch demos directly through their most used and accessbile software – Microsoft Outlook. Our reps love this product as it allows them to:

1. Start a demo instantly right from Outlook so they don't need to log into anything else.

2. Invite the prospect immediately from Outlook without having to type in join information.

At ReadyTalk, our reps love this integration. They receive an unexpected sales call and within seconds they can have a web conference started and an invite sent out with the correct dial in information. There is no delay killing the momentum of the call.

Another great feature they love is the dial-me feature. This allows your participant to have the service call them and log them into the web. No more user error or frustrated prospects trying to dial the phone and log into the web. It is easy, quick and error free.

To download and install the ReadyTalk Scheduler for Outlook 2007 and 2010, visit: http://www.readytalk.com/support-training/downloads.

If you are using  ReadyTalk for Outlook, I would love to hear about it.

Driving Higher Conversion Rates Trumps Dreamforce Rockbands (at least in this case)

Keep Calm and Rock OnThe season is upon us – you can feel it in the air. No, not fall. Dreamforce season! It’s all the buzz. I mean, if you’re a Salesforce user, this is the event. Red Hot Chili Peppers, Sir Richard Branson, reporting, campaigns, contact records – it doesn’t get much better. But does it?

Really, if you live and breathe in Salesforce then there are a few things that could make your life better beyond sitting front row listening to Tony Robbins (no offense, Tony). Seriously, just stick with me. How excited do you get when you’ve hosted a webinar and now you get to download, dedupe, and re-upload registrants from you webinar platform to your CRM and remap all the registration data into lead and contact fields? Stoked, right? Probably not.

Or maybe you’re more a fan of the delayed follow-up approach with a hot lead you’ve recently received (despite the webinar being two weeks ago) Oh, and when you check Salesforce, there's no record of past webinars, trainings or demos they’ve attended. Your sales team is really not sure what their pain point was in the first place (that lends itself to some real relevant talking points, doesn’t it?). Even better, you’re in a lead record and actually have all that information in front of you (phew) and ready to give them a demo, but now you have to switch back to your webinar platform to kick-off the call and then come back to Salesforce and record your activity. All very enticing scenarios, right? No, not so much?

That’s what a few of our users thought, so we took their suggestions and launched the ReadyTalk for Salesforce integration which flips those old processes on their head. These three progressive companies have benefited by using an audio and web conferencing platform that seamlessly integrates with Salesforce. Ask any of these guys at Workplace Answers, TinderBox or PaySimple how they feel about time savings, better visibility of their sales and marketing activities, or faster follow-up – I’d bet they tell you it was a pretty close second to seeing the Red Hot Chili Peppers live in San Francisco. Maybe.

Curious how ReadyTalk for Salesforce could ease those chronically inefficient sales demos or diminish the spreadsheet-induced webinar fatigue? Come check out our webinar on September 12 with use cases from the companies above on how they have streamline webinar processes and increased sales productivity with the integration of CRM and webinar platform.  

Now, I admit that Dreamforce may get you slightly more amped-up than resolving how to drive higher conversion rates and move prospects through the pipeline faster, but I bet the latter keeps you up at night. So, register for the webinar on the 12th then rest easy (or rock out) at Dreamforce the following week, knowing you’ve gained some valuable knowledge to disperse to your team and hopefully apply to your next event. Oh and be sure to stop by our booth (#1429) if you go and ask for an invite to the Cloud Connection Party!

What I Learned as a Dreamforce Newbie

Dreamforce PartiesLast year was my first year attending Salesforce's annual Dreamforce conference. I've been to a lot of BIG conferences and tradeshows – E3 (in it's glory days), ComicCon, CES, and others. Taking over entire city blocks, every hotel in the city and multiple parties every night, nothing is quite like Dreamforce.

There were a few mistakes I made as a Dreamforce newbie that will be sure not to do this year:

  • Lunch. Last year, I left the convention center to track down food. The first day I didn't realize that Salesforce brings in lunch, second day I just didn't time it right, but the third day I figured it out. Lunch is served in Moscone and most of the session hotels. The quality is good and it's convenient. Plus, you don't have to walk any where (see bullet #2). I'll be six and half months pregnant this time around; guarantee, I won't be missing lunch.
  • Walking. The awesome thing about San Francisco is that you can pretty much walk anywhere. There's also BART and buses. I was smart enough to know that getting a cab would be nearly impossible, so I never planned on doing that. What I didn't account for was that walking anywhere near the convention center would take twice as long because of crowds. Plan to walk but plan for it to take longer than normal.
  • Party Hopping. There are a lot of parties happening during Dreamforce. There are big ones and small ones and open bars and cash bars and DJs and live bands. Last year, I tried to attend them. This year, I'll be more selective and attend the parties where ReadyTalk's partners and customers will be hanging out. This will most definitely include the Cloud Connection Party that we are co-hosting with Astadia.
  • Dinner Reservations. San Francisco has one of the best culinary scenes in the country. If you want to try any place trendy or popular within a four mile radius of Moscone, then you better get a reservation or be prepared for a wait. Have a group larger than 6? Plan on getting a couple of cabs and checking out places further out.
  • Pack for Cool Nights. The weather in San Francisco in September is amazing. It's the time of year when the city finally gets it's version of summer. The days can be beautiful but the nights are still cool (remember, it's on the water), so don't forget to pack a sweater or jacket for the evening.

What am I forgetting? 

If you'll be attending Dreamforce, stop by the ReadyTalk booth, #1429, and be sure to join us at the Cloud Connection Party.