Abandoning the Hard Sell Through Webinars

As someone who has been in sales for twenty years I have seen a lot of things change - especially with the growth of the Internet. What used to be contact made only through the telephone has, over the years, opened up to different methods of communication. We are just as likely to email new business prospects as we are to make a phone call and this has actually helped us to make our case and to present our products and services in a unique and creative way. What we have also discovered is the fact that many prospective clients respond in a more positive manner to email. They don’t feel as if they are being backed into a corner and email gives them the opportunity to read and consider the information. It also gives us the ability to familiarize them with our company before making our introduction on phone. It warms people up to us which can be much more effective than a cold call.

Further to this point, webinars have become a great way to introduce prospective clients to our products and services without putting undo pressure on them. The way in which we have worked webinars is by:

Scheduling several weekly webinar dates and times. We assign people to each webinar time who have a clear understanding of the topic at hand and an interesting way to deliver the information.

Identifying prospective clients that we have made previous contact with that we would like to invite to the webinars.

Sending invitations to those who we wish to include in our webinars.

Webinars have been enormously effective in getting the attention of prospective clients and giving them insight into what we have to offer them without pressuring them with a hard sale. We have found, as a result, that we get a very high return on our webinar conversions. Those who join us in our webinars often want to find out more and we have found many new clients this way.

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