Today we’re talking about why leads that are generated through a webinar are better than leads generated any other way.
Let’s take a department store as an example. You walk in and somebody tries to spray you with perfume. That might work some of the time but you have to spray a lot of perfume in order to get somebody to buy from you.
Contrast that with going into that same department store, saying “no thanks” to the perfume spray and then heading over to the Washing Machine department and saying, “Hi, I have X amount of dollars and do three loads of laundry a week. Why don’t you tell me what I should buy?”
That is such a huge, monumental difference, right?
Because now the person you’re talking to knows your budget, knows what you want, knows that you’re in their department and has the knowledge to help you figure out the right washer for you.
Those are the kind of customers that you get through a webinar.
Why are webinar leads better?
Honestly, I don’t know. But I think it has to do with you, the speaker, and what you experience by getting comfortable with webinars.
- You get some really great practice sounding like the authority you are and getting comfortable standing in your knowledge.
- You learn how to present when the stakes are low because sitting at your desk isn’t exactly standing on the main stage.
- You gain confidence when you’re delivering a webinar that you wouldn’t gain even after writing a hundred blog posts.
It also has to do with the people who are opting in, those are your people.
They want to know the common mistakes most people make when it comes to the problem that your offer solves. They are interested in the X number of steps to build whatever it is that you’re want to help them build.
Your webinar is so specific, and it has such a valuable promise that it’s going to attract specific people with specific pain points that you are going to solve for them.
People join webinars in a buying mood.
They are going to your department and saying “what do you think I should buy?” Not only are they the people you want to work with, but they’ve also already let the guard of “I can’t be sold” down.
They already have a suspicion that you can help them because otherwise, they wouldn’t sit through your webinar to find out. They join your webinar looking for cues that reaffirm their belief about you. And let’s be honest, they’re into the bonuses and discounts you’re offering for people who join you live.
There is no way you can get that with a PDF checklist or anything else.
Nobody wants to be sold to, but we all love buying.
You’re building your authority. You’re on a kind of stage, but it’s a stage that they’ve opted to watch. They didn’t stumble across you. What they did was find your landing page, maybe through a paid ad for a five-step process to the life that they want, or the problem that they need to be solved, and they opted-in.
If you’re reading this, if you’re in my world, you have a great product. The reason it’s not selling is not a product problem – its a marketing problem.
Going back to the department store analogy: sometimes they will ask you what they should buy with $200 and you say “black pants,” but they say, “Hmm, you know, I already have a pair of black pants. I’m going to hold on to my $200.”
But with webinar customers, that doesn’t mean it won’t appeal to them down the line.
They came to you and said, “How should I spend this money?” You told them something and it didn’t solve the biggest problem that they had at the moment, but they are going to stay on your list. They’re going to figure out how you can help them, and they’re more likely to buy from you down the line.
You’re building trust and your authority, not only the 45 minutes on your webinar, but you’re building trust through e-mail and showing that you’re a regular person who’s not just trying to make a quick buck and leave. That what you have does solve very specific, important problems.
Obviously I really like webinars, and if you are interested in doing a webinar with me I have a few spots available for my program Webinar Impact. If you go to Webinar Impart you can see what the layout of that program is, or you can watch the webinar 5 Mistakes People Make With Their Webinars.