However, the actual potential and success of the webinar can truly be measured only after the event concludes. Once the live webinar is over, you have the opportunity to look into your post-event analytics and assess how to follow up with the leads, vis a vis their engagement levels and other metrics.
While following up on email is a classic way to stay engaged with your attendees post-webinar, a lesser-explored option is a follow-up call. This gives the brands an opportunity to build a one to one connection with the audience, which can help in creating a lasting impression on them.
In this blog, we discuss all you need to know about webinar follow up call strategies.
Benefits of Webinar Follow-Up Calls
Follow up calls are crucial for your webinar follow up strategies. They provide a variety of benefits like:
- Follow up calls provide a direct line of communication between you and your attendees, who could also be your potential customers.
- Being in direct contact with your target audience via follow-up calls will provide you with better clarity on their pain points, and the chance to solve some of their possible issues and queries.
- This one-to-one contact inspires attendees’ trust and confidence in your brand,
- With the help of webinar follow up calls, you can expedite the conversion process and encourage your warm prospects to make a purchase decision quickly and easily.
- Instead of depending only on follow up emails, leveraging follow up calls provide you with an edge in achieving greater webinar success.
Strategies for Webinar Follow-Up Calls
Just understanding the benefits of the follow up calls won’t do much for your webinar success. Applying this strategy carefully is where the magic lies.
Following are some effective strategies you can count on while leveraging webinar follow up calls. If applied correctly, they can do wonders for your webinar’s overall ROI and success.
1. Set Clear Objectives
Before you get into the follow up call strategies, make sure to define your objectives clearly.
Write down the ideal outcomes you expect, and the key points you want to discuss over the call.
Ensure they are crisp and to-the-point. Having defined objectives will help you accurately design and deliver the content.
If this work is not done beforehand, your attendees might not understand the purpose of the call and may feel burdened instead of relieved and excited. This will do more harm than good.
2. Divide Your Attendee List
Webinar attendees typically have different expectations, needs and pain points, and it is ideal to understand that no two attendees are the same. It is, therefore, important to cater to them individually in your follow up calls, to increase the conversion rate and overall success.
You can achieve this by segmenting your attendees into different categories, by using the parameters that apply to your context – demographics ( age, sex, gender, occupations, location), engagement level during the webinar session, their interaction with your brand in the past, etc.
Modify your approach accordingly, so you can directly tap into each segment’s pain points or concerns on your follow up call.
3. Personalization
Personalization is a key factor that helps in making your webinar stand out from the crowd. Use this effectively in your follow up calls.
Identify beforehand all the questions posed/comments or statements made by each attendee during the webinar.
During the call, make sure to address these issues and show your attendees that you understand these issues and are ready to provide solutions for them.
This encourages them to trust your brand and prompt them to bring their business to you, whenever they are ready to make the decision, rather than choosing your competitor.
4. Timing Matters
When it comes to webinar follow up call strategies, timing plays a crucial role.
Ensure that you make these follow up calls within the first 24 – 48 hours, from when the webinar concludes.
Doing so shows your professionalism and most importantly, the webinar stays fresh in your target audience’s minds.
If done after the initial 1 – 2 days, the chances of your audience losing touch with your webinar’s content is high, which could result in neither of you benefitting from the follow up call.
5. Rapport Building
Build a strong rapport with your audience by engaging with them in a friendly and approachable tone, while making your follow up calls.
This shows that you are genuinely interested in knowing more about their interests and understanding their pain points.
A simple question like, “What did you think of the webinar?” can open up the conversation and make the attendee feel valued.
6. Listen Properly and Ask Engaging Questions
To make your audience feel valued, listen to them properly while on call with them. By actively listening, you facilitate an insightful conversation.
Do not start by asking multiple questions about the webinar and focusing only on that aspect. Ask them about their issues and concerns.
Pay close attention to what they say and respond thoughtfully to build credibility.
For example, use open-ended questions to encourage the conversation, such as “Can you tell me more about your current challenges?” or “How can we help you?”
This will provide you with the opportunity to understand your audience better and get detailed insights that will help you to tailor future webinars accordingly.
7. Understand the Pain Points and Offer Solutions
Now comes the last and most important strategy of follow up calls. By now, you might have understood the pain points and areas concerning your target audience.
With the help of audience segmentation and through follow up calls, you are in a better position to understand what each of them is looking for.
Provide them with the practical and best solutions possible to address their issues. List out the ways in which your solution or service can solve their issues.
Establish your brand authority by offering examples, testimonials from other customers, case studies, and any other information that will help you support your claims.
Measuring Success of Follow-Up Calls
You can measure the success of your webinar follow up calls by leveraging the following:
- Conversion Rate: The percentage of follow-up calls that result in a sale or desired action.
- Engagement Rate: The level of attendee engagement during the call.
- Feedback: Qualitative feedback from attendees on their experience and satisfaction.
Regularly review them to identify areas for improvement and refine your follow-up strategy.
7. Conclusion
Webinar follow-up calls play a vital role in converting leads into customers and maximizing the ROI of your webinars.
By setting clear objectives, segmenting your attendees, personalizing your approach, and efficiently building their trust you can create meaningful connections and drive conversions.
Remember to implement these best practices to enhance your follow-up process and make sure to regularly measure your webinar follow up call strategy’s success to continuously improve.
FAQs
Follow-up calls provide direct communication, build attendee trust, and increase conversion rates as it allows you to directly address their questions and concerns.
Follow-up calls should be made within 1 to 2 days from when the webinar concludes, so that the webinar content is fresh in the attendees’ minds and to ensure that you maintain their interest on call.
Set clear objectives, personalize your approach, segment your attendee list, build rapport with them, listen to them actively, and offer practical solutions to their concerns.
Personalize webinar follow-up calls by using attendee information, addressing specific concerns raised during the webinar, and tailoring your message to their needs and interests.
Measure success by tracking conversion rate, engagement rate, and gathering qualitative feedback from attendees.
