We've all attended the typical B2B webinar. They seem to follow a predictable outline:
- A host introduces the expert and his credentials
- The expert flips through a slide presentation about the problem and solution
- Someone performs a stock demo
- The audience asks some questions and gets off-the-cuff answers
Maybe your company has delivered this webinar a few times. Maybe you even have a few of these recorded webinars available on your web site for customers to watch at their leisure. So where are all the sales?
There are a few flaws with most B2B webinars:
- The dialog is all one-way, so you don't know anything about the audience's hot buttons
- The agenda is static-even if you discovered a hot button, you wouldn't be able to do anything about it
- The Q&A session is an afterthought-you do your best to answer questions, and maybe even have some slides ready for common questions, but it's a "poor sister" to the rest of the session
What can you do? Let's apply some Better Demo principles: First, bring Q&A to from the end to the beginning, as agenda item #1. Something like this:
Will this open the door for a wide range of customer requests? Yes. Will this be harder to handle than just delivering the same old demo? Of course. But think of it this way-before you show your first brilliant PowerPoint slide, you already have a list of specific hot buttons from each attendee. If you address these in your presentation, your webinar audience will be a whole lot less likely to start reading email after 5 minutes.
If you want some help creating a webinar presentation and demo that can handle those different requests, give us a call. We can show you how. Click here to to see one good example.
(P.S. Remove the old recorded webinars from your web site-they are not making the phone ring. In fact, they are probably causing otherwise interested sales prospects to not call you. Call and we'll tell you why.)