Finding new clients can be difficult, especially if you aren’t any different than your competition. We can already hear your feathers getting ruffled up, but hear us out. In the starting out phase, everyone is the same. You offer “ABC” service and your competition offers “ABC” service, too. Both of you charge $xx.xx per month for the same service. What makes you different to new clients? Beyond the name of your business and your logo, nothing really.
What if you could do something different, that provides value to your prospective new clients. Something that wouldn’t cost them anything, but would show them that you are different? Do you think that you would have a competitive advantage? You absolutely would!
So, what can you do to gain that competitive edge? Start hosting webinars (free webinars work the best). For many, the idea of hosting a webinar is daunting. For those who are concerned about the complexities of a webinar, we are going to quickly show you why you shouldn’t let your unmerited fears keep you from hosting one (or many).
What Is A Webinar?
A webinar is an online version of a local seminar. Instead of renting out a local building in a random city, you are hosting your seminar online, in one location, where many visitors from many different cities can log in and watch in real-time.
With seminars, you are limited to the size of the room you have rented out and the local population. With a webinar, there is no limit to the size of the audience you can have, and you aren’t limited to a small population. Instead, your audience becomes limitless.
For many, the process of hosting a webinar is daunting. But, is it really that difficult? Here are the steps to hosting a webinar (in condensed form).
Steps To Host A Webinar
- Determine The Webinar Date And Time
- Determine The Webinar Topics
- Promote Your Webinar Event
- Build Up Your Webinar Materials
- Practice Your Webinar
- The Webinar Itself
- Lead Follow-up
As you can see, there’s not a lot too hosting a webinar. In fact, it’s the same process as a seminar, with a few tweaks. The primary tweaks being marketing. Local seminars generally use radio ads and paper marketing as their primary method of contact. Whereas webinars use social media and online advertisements to draw in new clients.
The Importance Of The Follow-Up
So, a webinar is not meant to sell prospective clients as much as they are meant to give the clients confidence in your ability to meet their needs. Too many webinars are focused on selling the prospective clients. But, you aren’t like the competition. You lead the pack so you don’t focus on selling, but rather you show value through your knowledge and expertise in what the prospective clients are looking for.
The reason you aren’t selling the clients during the webinar is because you will follow up with them after the webinar. After they’ve had time to digest everything, and they see you are a pioneer, as a trend setter. It is easier to close a client that has seen value in your (your company).
The Value Of A Webinar
A webinar may cost you money upfront (they always do), but they are worth it. You are able to find out who is interested in what you are talking about (warm leads) without pushing a product on them (delayed marketing). Because they don’t feel they are being sold something, they listen to you intently. After you’ve proven your ability and knowledge, you’ll be able to sell what you want because there were never any objections (why you aren’t getting conversions).
At the end of the day, a webinar is a gold mine that is being overlooked for the pennies and dollars that are just laying on the ground. Why waste time picking up loose change when you could be mining for a lifetime of profits?
Read More: 7 Tips to Delivering Killer Webinars