Secrets to a Great Sales Webinar With Isaac Martinez

May 01, 2023

The Wonders of Webinars In Marketing

Professional Sales Tips you’ll learn today on The Sales Podcast…

  • The pandemic super-charged webinars.

  • Webinars are science, not art.

  • There are great webinars and terrible webinars.

  • About 15 years ago, he went from selling in person to selling remotely.

  • It was “atrocious” for the first few years.

  • He has been building technology to remove friction in the webinar space.

Related episodes and posts

  • Four phases

    • Marketing: remove friction points

    • Presenting: right timing

    • Selling

    • Closing

    • Data around the webinar

  • How do you connect with the user or prospect?

  • There wasn’t the trust online 15 years ago.

  • What day of the week and time of day is best?

  • It’s hard to get people to show up.

  • People don’t care about me when they first show up.

  • What’s the value I offer them?

  • The presenter can make or break the webinar.

  • The SME may not be engaging enough.

  • The average person will only give you 45 minutes of their time.

  • You have to segment your audience and know your subject.

  • It’s less about the company size and more about the offer.

  • Lead with value.

  • Get to the breakouts to then have the one-to-one.

  • One-to-one calls are more tailored.

  • Cold ads to registration might get 30%.

  • Your list is a great source for converting.

  • Use a one-click feature to streamline the registration.

  • Now prime them on the confirmation page.

  • Touchpoints are key.

  • Self-identified buyers and the behavior buyers.

  • 80% are getting it wrong and struggling.

Lead with value.”

  • Low price points can be sold in a short webinar.

  • 60-90 minutes is the ideal length of time.

  • Most customers will attend more than once, and they need to.

  • They need to do their own research.

  • Have a consistent theme to your webinars.

  • Change your offer with each webinar, at least your compelling reason why they should start.

  • Leave questions for the end.

  • Answering questions during the webinar can be disruptive.

  • Consistency is key.

  • Have energy, no cheese, build in objections, and appropriate CTAs.

  • “10 Secrets to a Great Webinar”

  • Should you offer replays?

  • Not a fan of using recorded webinars and pawning them off as live.

  • Use professional webinar presenters over the owner/founder/executive to close more sales.

  • He maximizes your list.

  • Remove friction to extract more value.

  • Keep emails simple.

  • Pique their curiosity.

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