Are Systems Integrators Using Webinars to Attract B2B Leads?

Systems integrators know the importance of educating their audience about their products or services. If a distribution center or manufacturing facility, for example, doesn't know how a product or service works, it's unlikely that he or she will buy it. While there are dozens of ways to educate your company's audience, hosting webinars is arguably one of the most effective. Not only does it help plant managers or operations managers understand your product or service; it's also an excellent lead-generation tool. However, you'll need to follow a few steps to effectively generate B2B leads using webinars.

Host Webinars Around Case Studies

According to a study conducted by Marketo, one B2B company attracted 180 additional leads -- which resulted in 30 additional sales -- by hosting webinars around case studies. It's an easy and readily available form of content that plant managers love. Most importantly, it reveals the value of your product or service. Prospects can see exactly how your product or service has helped other companies achieve greater success, so they'll be more likely to make a purchase.

Engage Viewers

A webinar is more than just a video; it's a livestream. You should take advantage of this by engaging viewers. You can ask operation managers questions, for example, or you can even host polls and quizzes. It doesn't matter how you engage viewers. It's just important that you do it. High viewer engagement means that viewers are paying attention to your webinar rather than simply allowing it to run in the background.

Track Viewership

Pay attention to your viewership statistics when hosting webinars. Studies show that only about one in three people who register for a webinar actually attend the webinar. If 1,000 people sign up for your webinar, only 300 or so may actually watch it. To prevent this from hindering your ability to attract manufacturing or warehouse leads, track viewership. If this metric begins to drop off, you may want to consider hosting a different type of webinar, such as product demos.

Simple Lead Submissions

Viewers are more likely to contact you if you offer a simple, straightforward lead submission process. One of the great things about hosting webinars is that you can typically include links to them. Most webinar hosting services support the use of clickable links. Rather than telling viewers a phone number to call, you can simply publish a link to your lead submission form. Here, viewers can inquire about your products or services and provide you with their contact information.

How can you get manufacturing companies, warehouse or distribution centers interested in your webinar? Target your webinar with identified projects from SalesLeads. You know they have an active project and their interest in learning about solutions is high. Identified projects include the contact names, phone numbers and email addresses. Deliver a tailored message to the right person will help you close business faster. Try it now for free!