Convert Your Webinar Leads into Sales Pipeline Using the BDA Strategy

1. Convert Your Webinar Leads into Sales Pipeline Using the BDA Strategy Webinar marketing has become an integral marketing tool in the midst of global change due to the pandemic. Among the many ways that B2B marketers have found to stay in touch and stay relevant in these times, webinar marketing is a great way to generate high quality leads from your audience. Webinars have been popular for over a decade, but 2020 has ushered in a massive shift towards digital meetings and conferences. In terms of security and reach, webinars have proven to be an integral and reliable part of B2B marketing plans. What is webinar marketing? Webinar Marketing, quite simply, uses webinars to promote your business. But as the popularity of webinars has grown, the term has become somewhat ambiguous. Webinars feature some of the most promising participation rates with over 44% for marketing webinars. It can go up to 60% if it is a training webinar. Since the average webinar length is around an hour, webinars are one of the longest engaging content formats you can create. It's just a matter of strong promotion to get the ball rolling with attendees, and most marketers agree. So why aren't businesses using this miracle tool to attract a ton of webinar leads for their business? Honestly, they are. But the conversion rates of webinar leads are very low. Most marketers expect a single digit webinar conversion rate, although studies show that well-hosted webinars can have conversion rates of up to 40%. So how do you make sure you are using the best practices for creating a webinar? Before we get to that, let's take a look at the webinar sales funnel and how it works. How does a webinar sales funnel work? A webinar sales funnel is not too different from a regular sales funnel. The only real difference is that the object of the sale is not a product or a service but an event. Webinars should be planned as events and sold as products. Once planning for the event is underway, you will need to attract attendees through the content and marketing of the outreach stage. Once you've got interested attendees, it's up to the sales team to push them further down the sales funnel with offers, expert content, and encouraging advice. If this

2. process is done right, webinar funnels can attract multiple webinar prospects over a period of time. But if you're looking for a webinar strategy to ensure you have a successful webinar, you need to go beyond the basics. The right content, the right topic, and the right time are all essential. But for unprecedented results, unprecedented tools must be used. There are a few lesser- known things that get overlooked when it comes to converting webinar leads into a strong sales pipeline. Deck 7's BDA strategy is a great approach to webinar marketing and helps you prepare well in advance for the webinar. What is the BDA strategy? The BDA strategy is Deck 7's original strategy that breaks down the success of any event or plan into three stages i.e. before, during and after (BDA). This allows us to take a step back and take a look at the event, in this case - a webinar, in terms of actionable time frames. The strategy offers specific instructions for each step and offers a path to successful conversion of webinar leads. How to use BDA for webinar success Before the webinar - Attract prospects Communication Know Your Audience: Understand your buyer and their weak spots to make sure you're attracting the right audience to your webinar. The better your targeting, the more webinar leads you will convert. Send the first email notifying your audience of the webinar one month in advance. Follow up regularly with details and information. Send webinar related content and details to generate and retain interest. One day before the webinar, send a reminder. A final one takes place 10 to 15 minutes before the start of the webinar. Equipment Make sure that you have good quality equipment for audio and video recording of your webinar. The platform should be easy to use and have adequate functionality to help you navigate. Your webcam and computer should also be ready for the webinar!

3. Promotion Invite guests and co-hosts to your webinar. Co-hosting a webinar or bringing in a guest with some expertise will allow you to reach new audiences and target new webinar prospects. Use multiple channels to effectively promote your webinar. LinkedIn can be a reliable platform, but don't limit your efforts to just one channel. For wider reach, use paid ads to promote the webinar. This not only increases the visibility of the webinar, but also builds brand awareness for your business, attracting more webinar leads for conversion. During the webinar - Engage prospects Commitment Address the participants with their first name. Instead of waiting until the end, add intermittent questions for more engagement. Use digital whiteboards to draw your ideas or frames. Give sales reps the opportunity to join the webinar so that they get first-hand know-how of the audience and their critical requirements, which will help to better target webinar prospects in the future. Vote Never forget to survey your audience. This is where you get their clear intention. Be creative when formulating your survey questions. Understanding what you want to know about your audience can be a good first step in creating your questions. Keep the survey choices simple and clear so you can understand their true intent. After the webinar - Feeding prospects Communication Send an email within 24 hours of the webinar thanking participants. Ask for public comment via a survey within 48 hours of the webinar. Interact with webinar leads by sending them follow-up emails with related learning material and a clear call to action. Be responsive in communication and feed your prospects with webinars until they convert. Retargeting

4. Retarget your audience through ads and campaigns. The sales team can target attendees by sending them the webinar recording and slides. The webinar can be turned into a website resource for future visitors and used to generate new webinar leads. The BDA strategy is designed to help you get high quality leads who actively engage with you. These leads can be reinforced by creating a blog post on the webinar. To learn more about the strategy, contact a Deck 7 expert today! Frequently Asked Questions How do webinars generate leads? Leads from the webinar are filtered through a sales funnel. Not all webinar registrations turn into attendees, but those who do are interested in your business. Some of the attendees are just interested in the webinar and some resonate with your ideas. These are new leads ready for conversion. How do I convert leads from webinars? One of the main ways to convert webinar leads is to have a smooth, well-organized seminar. Add information and interactive elements to the webinar. Another way to convert webinar leads is to follow up on your webinar leads after the webinar.