1. Top 10 Questions and Answers About Marketing Webinars and Web Sales Meetings Bob Hanson President, Quantum Leap Marketing Creator, Must-See Webinars™ System www.mustseewebinars.com bhanson@qlmarketing.com 508-625-1712 May 2008

2. © 2006-2008 Quantum Leap Marketing, Inc. Agenda  Top 7 Questions for Bob Hanson  Three Questions for Shawn Cardinal  Top Question and Your Additional Questions

3. © 2006-2008 Quantum Leap Marketing, Inc. What is an example of a successful webinar?

4. © 2006-2008 Quantum Leap Marketing, Inc. One Breakthrough Webinar – 70% Sales Increase Webinar Objectives  Hold Biggest Webinar of Year in the Market  Get New Opt-In Names to Market to The Blockbuster Event  Held ‘Sneak-Peek’ Party for Product in Market  Recruited Sponsors/Partners for Marketing, Cover Costs  Aggressively Promoted the Event Internally/Externally The Results  Company Had 2,245 Registrants, 1,050 Attendees  Sales Up 70% the Next Year  CEO Said Best Marketing Program He Had Ever Seen

5. © 2006-2008 Quantum Leap Marketing, Inc. How Are Organizations Using Web Events? Marketing  Positioning/Education (Generate Names)  Generate Qualified Sales Leads Sales  Sales Opportunity/Selling Event  Sales Meeting with Buying Team Training  Paid/Membership Training  Product Training

6. © 2006-2008 Quantum Leap Marketing, Inc. What are the top webinar mistakes to avoid?

7. © 2006-2008 Quantum Leap Marketing, Inc. Top Webinar Mistakes = Poor Results The Message = Content  Topic Centered Around What You Want to Talk About  Internal Speakers Who Are Not Experts on the Topic The Marketing = Promotions  Weak or No Marketing Plan  Marketing Communications (Emails) Don’t Offer Benefits The Money = Conversion  Little or No…Follow-up  Little or No…Tracking

8. © 2006-2008 Quantum Leap Marketing, Inc. How do we get more people to attend each event?

9. © 2006-2008 Quantum Leap Marketing, Inc. How do increase event attendance? The Formula for Webinar Attendance Attendance = List/Universe You Invite X Number of Contacts X Response Rate X Attendance %

10. © 2006-2008 Quantum Leap Marketing, Inc. What is the best webinar marketing plan?

11. © 2006-2008 Quantum Leap Marketing, Inc. Minor Improvements = 10x Increase in Attendance! Attendance Scenarios… Most Best List/Universe You Invite 5,000 15,000 Number of Contacts 1 2 Total Contacts5,000 30,000 Response Rate1.50% 2.00% Registrants75 600 Attendance %40% 50% Total Attendance30 300

12. © 2006-2008 Quantum Leap Marketing, Inc. How do we get and keep audience attention? Content Mistakes  Topic Centered Around What You Want to Talk About  Internal Speakers Who Are Not Experts on the Topic

13. © 2006-2008 Quantum Leap Marketing, Inc. How do we keep audience attention?  Webinar Content Itself  Newsworthy, Topical Content  Outside and/or Expert Speaker  Focus on Audience Problems/Answer Top Questions  Takeaways/Tips for Benefiting from Information Webinar Content

14. © 2006-2008 Quantum Leap Marketing, Inc. Should we do education or demonstration?  Generally – the more you educate, the less you sell

15. © 2006-2008 Quantum Leap Marketing, Inc. Marketing Webinars in Buying Process Types Of Webinars Education/Early Defining Requirements Compare Solutions Short-List, Decision Topic Education Leads Product Focused Demo Positioning Sales Conversion Paid Training Adoption, Stick, Cross-Sell Sale Upsell Cross-Sell

16. © 2006-2008 Quantum Leap Marketing, Inc. How do we get more sales from each event?

17. © 2006-2008 Quantum Leap Marketing, Inc. How do we get more sales from each registrant? Event-Triggered Sequence (Email, Webinar, Phone ) Prospect Action Triggers Communications Closed Sale TIME Ready to Buy Graphic Courtesy of Mac McIntosh, Inc. Event-Triggered Marketing (Automated Marketing Sequence)

18. © 2006-2008 Quantum Leap Marketing, Inc. What should we look for from the technology?  Ease of web  Audio capabilities  Recording  Training and support

19. © 2006-2008 Quantum Leap Marketing, Inc. What are some best practices for execution? Real Deal  Plug in  Turn off cell  Bring water  Be early  Have fun Dry Run  Within a week  Practice flow  Q&A  Check sound

20. © 2006-2008 Quantum Leap Marketing, Inc. How should I use the webinar content?  Record it  Make it on-demand  Ask for registration  Create whitepapers  Podcast it

21. © 2006-2008 Quantum Leap Marketing, Inc. Your Questions for…  Bob Hanson, QLM  Shawn Cardinal, ReadyTalk

22. © 2006-2008 Quantum Leap Marketing, Inc. What is one action item for leads and sales?

23. © 2006-2008 Quantum Leap Marketing, Inc. Model Winners Not the Majority = Sales The Message = Content The Marketing = Bigger Audience The Money = Conversion

24. Top 10 Questions and Answers About Marketing Webinars and Web Sales Meetings Bob Hanson President, Quantum Leap Marketing Creator, Must-See Webinars™ System www.mustseewebinars.com bhanson@qlmarketing.com 508-625-1712 May 2008