Hosting webinars and events is a great way to generate leads for your business. Usually after you have an event, you will have a spreadsheet of registrations or attendees. This is a great list to work but it can often be unclear what best to do to convert the list of attendees into leads. We will answer that question and make it crystal clear what you should do in this blog.
Add Attendee List to an Email Campaign
The first thing that you should do to generate leads is add your event attendee list to an email campaign that you have in your email marketing software application. If you do not have an email marketing software application, that should be the first thing you should put in place if you have a need to generate leads.
Regarding the actual email campaign and email messages that you send to the attendees, your minimum goal is to have some sort of automated email that goes out to the attendees periodically on an ongoing basis. What you say in the email messages is an entire topic in itself, but one main thought on that is that you should send emails that are more providing value in terms of sharing insightful information rather than promoting the products and services that you sell.
Call Event Attendees
You may think briefly about calling people that attended your event but then not pursue that because you don’t know what to say and that you don’t want to seem too pushy by calling. The reality is that if you call with the right approach, not only will you not seem too pushy, you will actually appear to be providing excellent customer service for your organization.
The approach that we recommend is that you build your event follow-up cold call all around checking in with the prospect to ask a few questions about the event. This turns the cold call into a warm call and from there, you may be able to transition the call to more of a prospecting call where you can see if the prospect needs what you sell.
Here is what that might look like to call not sound like you are trying to generate leads: