5 Keys To Attracting More Clients With Webinars

Posted by: Krishna De | Posted on: March 12th, 2007 | 1 Comments | Posted in: Events, Free resources, Information products, Marketing online, Recommended resources, Technology

When growing your professional services practice, it is critical to not only attract more of your ideal clients, but also to provide services and solutions at different price points.

This enables clients who are not yet ready or able to invest in your higher priced services to experience your expertise and at the same time you can access new streams of income.

Increasingly, solutions that allow you to develop your lead generation pipeline and increase your streams of revenue into your practice using technology are becoming easier to implement and more cost effective.

One such solution is the use of webinars – seminars delivered over the Internet allowing the participant to not only see but hear your presentation.

Webinars are a terrific tool to use if well executed for many reasons including the fact that you can:

• Reach a global audience – using a webinar you can reach many delegates and participants at the same time no matter where they are located across the globe.
• Reduce the cost of entry for the programme – delivering a programme by webinar enables you to reduce the cost of the event therefore enabling your expertise to be accessed by many more participants as there are reduced overheads to run the programme.
• Create new and passive streams of revenue – by recording and repurposing your webinar, you can deliver it only once then have an information product or resource available to use in lead generation, as a bonus for using your services or attending other programmes or to generate new streams of revenue for your professional services practice time and again – yet only having delivered the content once.
• Enable your clients to experience your expertise first hand - using a webinar to deliver your programme content means that your clients and potential clients will be able to experience you and your solutions both visually and verbally – probably the next best thing to meeting you in person. If well executed, you can use a webinar to bring your corporate brand and personal brand to life for your attendees. And remember many adults enjoy learning not just with the written word.
• Position you as an expert – webinars are still considered to be leading edge and using webinars in your practice can position you at the cutting edge in your field.

But if not well executed, inviting clients to your webinar can leave your potential clients frustrated if they can not access your webinar or if it is not delivered professionally.

There are five keys to selecting the right webinar platform to produce and record your webinar:

1. Will you be inviting people to watch the webinar live?
2. What kind of platform will your clients be able to access through their company firewalls?
3. Will you be repurposing the webinar and recording it for future clients to view?
4. What technology support do you need and want to implement the webinar?
5. What is the investment you are prepared to make in your webinar solution?

Within my business I use four different webinar technology platforms to create, share and distribute webinars. I use webinars for:

• Generating more leads into my practice with free on-demand webinars
• Delivering live content for my business development programmes
• Producing on-demand tutorials to share information with clients and attendees to explain difficult concepts so they can watch the tutorial time and again without my having to deliver it
• Accessing new streams of revenue through creating stand alone webinars and recording live webinars to be delivered as an information product.

If you are considering implementing webinars to grow your professional services practice, take some time to consider what areas of expertise would transition effectively to a webinar platform either to generate new leads or to add new streams of revenue to your practice.

Then review the needs of your practice against the 5 keys to selecting your webinar platform before deciding on a specific technology platform.

To support you in the use of webinars in attracting more clients to your practice and accessing new streams of revenue with your webinar programmes, here are two no cost resources that you may find helpful if considering implementing webinars in your practice:

1. One of the webinar platforms I use in my business is Camtasia Studio – my good friend and colleague Chris Austin has just created some terrific free training videos where you can experience Camtasia Studio. Whether you are considering purchasing Camtasia Studio or want to learn more about how to get the most out of Camtasia Studio, I highly recommedn you check out Chris’s excellent video’s – of course created with Camtasia Studio.
2. If you would like to discover how you can deliver your expert content through webinars faster, easier, with less cost and in less time than you might have thought possible – and without the need to be an expert in technology – then you might want to join me  for the last in the “Lead Generation Masterclass” series on 22 March 2007 at 2pm ET (6pm Dulbin and London).In this workshop, I will be sharing information about webinar strategies and will be using a webinar to deliver the programme – so it will be a webinar on webinars so to speak!

   You can attend this seminar as my guest and AT NO COST. All you need do is send an email to leadgeneration(at)oneoceangroup.com. Make sure it is a valid email address as we will be sending the information about how to join me for these three special seminars to the email address you provide. Full details of the three part programme can be found here.

And if you have had success in usung webinars to generate more leads for your business and access new revenue streams, perhaps you would share with us here at ‘Biz Growth News’ your key learnings in adopting this new technology.

If you haven’t started to use webinars, then do share with me what is holding you back and I will be delighted to address your questions in our webinar on the 22 March 2007.

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©Krishna De, Oneocean Ltd 2007. All rights reserved. Reprinted from ‘Biz Growth News’ (http://www.bizgrowthnews.com), a Oneocean Ltd publication for leaders in professional services practices, featuring inspiration, strategies and tips to build your brand, attract your ideal clients and enjoy greater success with less stress.  Subscribe today at http://www.bizgrowthlive.com .