Save money using Webinar for lead generation and sales

7 Jan

When I was working for mobile-worx, a mobile advertising company , we had to connect with lots of prospective clients and customers. Our office is based out of Chennai and we had our clients coming in from other cities of India and Abroad. As a start up company we dint have enough resources to travel all the way to these cities to talk to our clients , talk about our product and give a demo.  To cut costs in traveling we instead chose to use online meeting tools .

Here is what we used to do :

First we identified our client – either an advertiser or content developer.

We then made our first cold call , connected with the head of sales or marketing and gave a brief intro about our product.

I then followed it up with a mail , a document ( let me remind you guys that when you send a document about your product to prospective clients always use pdf) about our product and a tentative time to fix the next call meeting.

Once we fixed the call meeting we informed our client that while we wont be able to come to their city personally we can give a demo of our product online itself. It was simple. We log-in to our account, generate a url and pass on the url to our client with his log-in details. Once the client log’s into his account he can easily watch the demo sitting in his office through his computer screen while we used to run through our product online. There was no cost involved for us except for the broadband connection and a monthly/yearly amount we used to pay for the services.

While giving demo , we used Skype to talk to him, simultaneously explaining every step involved in using our product.

It would be like remote accessing the images from my computer screen in yours.

web1

I personally thought it was a fantastic way to communicate with clients. It helped us reducing lots of time and tons of money which would have otherwise been spent on traveling, hotel stay, commuting, food and other miscellaneous expenses which would be obviously paid by the company. It also gave us more time to focus on improving our product and connect with more clients and customers.

This is not to say that one should not to go out to meet clients personally. Meeting clients in their office is still the best way to connect and build relationships in business. Meeting them in person creates personal rapport with them which an online meeting can never compensate. But there are times when one can use Online meetings tools such as these and still make a great impact with clients and customers.

All i am trying to do here is to show you how you can use Web technology to connect with clients and use it for lead generation. A  tool like this is extremely useful for start up companies and SME ‘s . For an SME owner , he may have his client in Netherlands or Alaska . It is not possible for him to go all the way there to meet a “prospective” client and seal a deal. There is  no guarantee that the deal will come through in the first place. For him Web conference technology will come in very handy.

Go To Meeting , product of Nasdaq listed Citrix Systems Inc is a great online Web confercing tool. You can conduct online meetings using  Goto Meeting and Webinars using GoTo Webinar. You must visit their website to know more about their products and what they can do for you and your sales team.

They have now released a White paper on how companies can use Webinars to

  • Generate Leads
  • Increase Awareness
  • Build Loyalty , and more.

You can gain access to their White Paper here : 9 Management Practices for Exceptional Webinars

I think this is a great way to use a social media tool t to promote a brand and service – White papers, podcasts, webinar’s etc ..

Also read about Web Conferencing in Wikipedia to know more.

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