Webinars are a way of generating high quality cost effective leads that can fill your sales funnel for not only a quarter but an entire year. In this presentation we will provide an overview on how to: Find a compelling topic, presentation tips and tricks and most important coordinating follow up. We will have a webinar coming soon on this topic that you can participate live!

1. Learning Lab Series #2 – Webinar Events: A
Cost Effective Way to Fill Your Sales Funnel
Dennis Schiraldi
@dschiraldi

2. Agenda
• Planning
• Event
• Follow Up

3. PLANNING

6. Align Resources
• Internal & external speakers align with date/times
• No other big events planned on your date, timing prior to a trade
event, etc.
• If physical space is needed be sure to reserve in advance

7. Speakers
• Internal vs. External
• Company Leadership
• Thought Leaders
• Consultants
• Prospects
• Customers

8. Technology Platforms

9. Pre-Registration
• Capture key demographics
• Qualifying lead generation questions
• Registration confirmation

10. Pre-Registration Questions
• Does your organization have a budget to implement the following
solution in the next 12 – 24 months?
• What best describes your role with your organization?
• Have you considered making a purchase of the following in the next
12 – 24 months?
• What best describes your organization?

11. Promotional Strategy

12. Webinar
Email
Social
Media
Blog
Sales
Customer
Service
PPC

13. Editorial Calendar
Medium Date Time Topic/Copy Link
Email Promo
#1 5/8/201410AM-EDT Promo invite
Registration
Link
Twitter 5/8/2014Noon-EDT
Integrated RIS/PACS workflow, learn
how to resolve your bottle necks!
#radiology
http://ow.ly/u
Du6D
Facebook 5/8/20142PM-EDT
We'd like to invite @Imagingbiz to
attend our webinar. Q/ris 3000 - it's a
game changer for #radiology
workflow.
http://ow.ly/u
Du6D
Email Promo
#2
5/1520144PM-EDT Promo invite
http://ow.ly/u
Du6D
Blog 5/16/20146PM-EDT
Want to learn how the Q/ris 3000 can
help to fully integrate your workflow
in #radiology from scheduling to
billing?
http://ow.ly/u
Du6D

14. Promotional Strategy
• Map out your promo strategy
• Cross promote between various channels
• Social community
• Blog strategy can drive registrations
• Email is #1 for generating registrations
• Coordinate your entire organization to promote i.e. sales, customer
service, etc.
• Twitter – send @messages to targeted audience, # for visibility and
questions in general
• Reminder emails – 1 week and 1 day

15. “WE TALKING ABOUT
PRACTICE”
ALLEN IVERSON, FORMER NBA ALL-STAR FOR
THE PHILADELPHIA 76ERS

16. Preparation
• Dry Run – Practice about 1 week prior
• Sync Up – Day before
• Logistics – Land line + sound check
• Comfort level with webinar technology – passing presentation rights
for transitions
• Review deck for perfection and make sure web platform doesn’t re-
adjust
• Back up in case of power outage

17. EVENT

18. You’re big party!

19. TAKE A POST IT NOTE AND WRITE IT BIG BOLD LETTERS WITH A
BLACK SHARPIE & POST WHERE YOU CAN SEE IT!
RECORD

20. Engagement

21. How to get engagement on a webinar
• Web camera
• Raise your hand feature
• Chat box
• Twitter chat
• Polling questions
• Live Q&A

23. Bullet points

24. Presentation - Power Point General
Rules
• 10/20/30
• Consistency with font & font size
• Spell check
• Content check
• Every other slide bullets & pics
• No Automation
• Don’t write everything you intend to say because the word should be
a reference point to your talk not something that we would want to
read on our own!

25. Pace of
Presentation

26. Polling Questions
• Does your organization have a tool? Y/N/Under consideration
• Are you attending the upcoming trade event?
• Have you considered implementing a new system in the next 12 – 24
months?
• Would you be interested in a follow up meeting? Y/N
• Are you still awake? Y/N/Not a chance
• Do you multi-task during webinar presentation? Y/N
• Would you like to schedule a follow up demo? Y/N

27. Live Q&A
@dschiraldi
Attending SIIM 2014?

28. Follow Up

29. Post Webinar Survey
Comments/Rate Us
Did you find this information useful?
• Yes – No – Somewhat
You thought our webinar was…
• Very informative – educational – rocked – needs some improvement – boring
Which best describes follow up?
• Speak with an account executive – Schedule a demo – Keep me informed of
future events – Send me periodic product updates

30. Editorial Calendar
Medium Date Time Topic/Copy Link
Email follow up
#1 5/8/201410AM-EDT Follow up on demand
Registration
Link
Twitter 5/8/2014Noon-EDT
Integrated RIS/PACS workflow, learn
how to resolve your bottle necks!
#radiology
http://ow.ly/u
Du6D
Facebook 5/8/20142PM-EDT
We'd like to invite @Imagingbiz to
attend our webinar. Q/ris 3000 - it's a
game changer for #radiology
workflow.
http://ow.ly/u
Du6D
Email Promo
#2
5/1520144PM-EDT Download our webinar
http://ow.ly/u
Du6D
Blog 5/16/20146PM-EDT
Want to learn how the Q/ris 3000 can
help to fully integrate your workflow
in #radiology from scheduling to
billing?
http://ow.ly/u
Du6D

32. Re-Purpose the Webinar
• Recording – on demand downloadable version
• Break up video into smaller 3 – 5 minute videos post on YouTube
• Transcribe
• SlideShare
• Social media
• Product brochure
• One pager

33. Scrub the Leads

34. Criteria – Lead Scoring
• Product fit
• Budgeted
• Timeframe – 0 – 6, 6-12, Beyond
• Decision maker/influencer
• Follow up with sales

35. Harvard Business Review
Responding to Leads Within an Hour Generates 7x
the Conversations
http://hbr.org/2011/03/the-short-life-of-online-sales-
leads/ar/1

37. Summary
• Planning
• Event
• Follow Up

38. THANK YOU@dschiraldi
Dennis@CYOMarketing.com