One of the most common questions we get asked is “Why should we do webinars?” The premise behind the question is that they’re already doing other activities and they do not necessarily have time, or resources, to add more to their sales and marketing mix. It’s a fair question.
If you’ve attended any webinars, you’ll know, and appreciate, that many companies do webinars really, really bad. Let’s be honest – have you ever left a webinar minutes into it because you were falling asleep, or it just wasn’t giving you any value-add? We understand. These types of experiences can leave you not wanting to produce something if you can’t do it well. Doing something well takes time, and that’s often the one thing we’re all in short supply of.
How about we let the facts speak for themselves when it comes to why you should be doing webinars?
In a recent study conducted by MarketingProfs, the following facts were uncovered, based on the 46% of companies that were actively doing webinars:
Why does your company conduct webinars?
69% Generate Leads
69% Increase brand awareness
57% Build loyalty
40% Drive website visits
37% Build in-house database
28% Drive offline business
Do you find webinars effective for:
50% Generating cost effective leads
47% Generating quality leads
38% Producing large volumes of inquiries
So there you have it – point #2 above gives you the answer to the question raised in our headline. If you have time, continue reading this blog because we’re going to take it to the next level.
What’s really interesting about this research is that it doesn’t even address how webinars can be repurposed for numerous additional pieces of content. This is critical! Understand that a webinar is typically a live event. Once its broadcast, everything said on that broadcast is now part of the public domain. That means you can use this content to quickly and easily produce additional content without seeking any additional approvals. Let me repeat this – you can use this content without seeking any additional permissions. Examples of this additional content would include:
What other piece of content can you produce that can be as easily, and affordably, repurposed? The answer is – nothing.
Why do you want to create additional content? Because now you can use this content in your lead nurturing programs, in your social media outreach, in your sales objection handling, and in your website Call To Action banners. All of this content, and utilization, starts with a simple webinar.
Let’s look at it from a different perspective. Let’s be really pragmatic about this. You’re busy. You don’t have time to call all of your target prospects, let alone your existing clients. You’re busy delivering on client commitments. Yet, despite all of this, you understand you need to be regularly communicating with your target audience if you want to keep feeding the sales pipeline. Even more frustrating is the fact that you often spend cycles with email, social media, or on the phone explaining the same concepts over and over again to your clients and prospects. You’re not working efficiently or effectively. When we talk to our clients, they readily admit this truth. They also acknowledge they’re frustrated.
With a webinar, you can reach your entire audience – customers and prospects and partners – for an investment of approximately one hour of your time. Best of all, the content is archived and then becomes available on-demand, suddenly freeing you up from explaining concepts over and over again in the future. Now you simply send them a link to the content and then follow up to see if they have any questions.
Webinars are not a cost. They are an investment that generates substantial ROI. You can measure it in increased sales and marketing productivity, or increased lead flow, or increase sales volume, or increased revenue.
It’s time to letter your on-air personality out. See you on the airwaves.
Telemarketing! Teleprospecting! Telesales! Oi! I've heard every spin possible used to describe it. I know vendors who swear by it, and I know vendors who despise it. It seems to have a dirty connotation. I'm not sure why. I wonder if it's a generational thing. Some of my non-Gen-Y clients (you should read that as "older") always revert to Telemarketing as a first response to dwindling sales pipelines, whereas the Gen-Y clients typically refuse to even consider it.
Take, for example, the recently published 2011 B2B Marketing Benchmark Report from MarketingSherpa. For context, the primary research of this report came from "the collective wisdom of 935 B2B marketers". I think that makes it fairly credible, eh?! In this report, one of the things it addresses is where are the investments being made in inbound tactics. Overall, Telemarketing investments, as a percentage of overall allocated Marketing budgets, are being increased in by 32%, whereas 54% are making no change and 13% are actually reducing investment. The only other tactics with smaller allocations of increased investment, or larger reductions in investment, are Direct Mail, Tradeshows, and Print Advertising; all of which are very much old-school tactics.
That says to me that the Marketing faithful have lost the faith in Telemarketing.
Yet, if I look at it a different way, I could spin the numbers to say that 86% of marketers are either maintaining or growing their Telemarketing investment. That sounds rather impressive, doesn't it?
Now, let's turn the page on the report and look at another chart which reports the "effectiveness of B2B marketing tactics". While the report measures and categorizes the breakdown by Very Effective, Somewhat Effective, or Not Effective, I'm going to keep this simple and look at the Very Effective numbers.
Telemarketing is deemed by 35% of the survey respondents as Very Effective. It's only beaten by, SEO (36%), Email (40%), Webinars (43%) and Website (50%). I wouldn't argue with that ranking.
What's more interesting is what ranks lower on the Very Effective results in the chart: Public Relations (31%), Tradeshows (25%), Paid Search (23%), Direct Mail (22%), Social Media (16%), and Print Advertising (10%).
That's right. Social Media ranks that low.
So what does this tell me? It tells me that Telemarketing still works, and that people still rely on it, and that if you have a bias against using it you should reconsider it.
For those of you who have been burned by Telemarketing, it may have been that you used a bad outsourced provider of these services, or perhaps your in-house team wasn't properly managed, or trained, or equipped, or staffed to be successful. In other words, it may not be the tactic itself that didn't work out for you, but how the tactic was implemented.
In my experience, the number one reason why Telemarketing has a bad reputation is because B2B companies use it without any other tactics. In other words, they do not implement and execute integrated campaigns involving all of the above listed tactics. Can you relate? I know that when a vendor sends me a series of relevant nurturing emails, followed by a webinar invite, or perhaps a compelling blog post reference, and then calls me directly, I am far more receptive to the call because I feel like I have some familiarity with them and I know they could potentially help me. Has that been your experience?
As the new year continues to roll out, let me ask you this about your Marketing plan and budget: will Telemarketing be part of the mix?
Stay tuned! Next week we'll be highlighting the very issue of telesales with a series of blog posts describing how you can make this tactic work for you!