How to Continue to Follow up with Webinar Attendees

By Sharat Sharan, John Carucci

When you want to continue the webinar conversation, it’s up to you to follow up with them. By reaching out, you’re going to move them further along the sales pipeline, and that’s the main goal. Keep in mind, however, there’s a fine line between helpful and overly aggressive. So don’t come on strong with the sales-speak.

Sending the thank-you note is the first step after your webinar ends, but it’s not the only follow-up you need to do. After the webinar, you should go over all the data, looking for signs of unanswered questions or potential sales leads and follow-up with those select participants.

Looking at the registration data, poll results, unanswered questions from the Q&A session, and the exit survey provides guidance on how you should reach out to those looking for further assistance.

Most of the time, you need to initiate contact. Yes, sometimes members of the audience take it upon themselves to ask for more information. Some may take to social media such as Twitter or go into a group on LinkedIn to continue the conversation.

But more often than not, after the participant attends the presentation, the conversation stops on their end. That’s why it’s important for you to monitor social media using the pre-determined hashtag you created for Twitter, Facebook, and the user group on LinkedIn, for starters. You should also check e-mail and surveys.

It’s important to follow up with these folks via e-mail and invite them to the next step. If the first step was attending the webinar, the next step may be providing them with additional information, which can include conducting a post-event meeting, or having them attend a product demonstration, if there a product associated with the webinar.

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