Maria asks, “Trying to ramp up a new service offering via webinar — target audience is parents of high schoolers. We are trying to prove the concept out with a small monthly SEM budget (< $5k) and doing regularly scheduled, live webinars. Also will try FB ads. Any tips for B2C webinar marketing?”
Webinar marketing is essentially event marketing, except that the customer doesn’t have to go anywhere. Unsurprisingly, the key to webinar marketing is to have an incredibly clear, valuable proposition for why someone should invest their time. A webinar is still a time commitment and a micro-sale of its own. What’s in it for the customer? From there, you have to build a value chain. That means ever increasing levels of commitment up to the webinar. Social post to a blog post to a video to a webinar, for example.
All that said, I don’t believe a webinar is the best solution here. Determine via surveying if your audience is receptive to it in the first place, and then consider building content that more closely mirrors how B2C audiences consume their content – binge-watching video series.
Can’t see anything? Watch it on YouTube here.
Listen to the audio here:
- Got a question for You Ask, I’ll Answer? Submit it here!
- Subscribe to my weekly newsletter for more useful marketing tips.
- Find older episodes of You Ask, I Answer on my YouTube channel.
- Need help with your company’s data and analytics? Let me know!
- Join my free Slack group for marketers interested in analytics!
What follows is an AI-generated transcript. The transcript may contain errors and is not a substitute for watching the video.
In today’s episode, Maria asks, trying to ramp up a new service offering via webinar, target audiences, parents of high schoolers, we are trying to prove the concept that with a small monthly budget, and doing regularly scheduled live webinars also will try Facebook as any tips for BBC webinar marketing.
If the webinar is not ever changing information, you may actually want to look into what’s called a hybrid webinar, which allows you to do a pre recorded session and then have someone available live for q amp a afterwards that might be something you want to look into webinar marketing in general, is it’s essentially event marketing in a lot of ways, except that the customer doesn’t have to go anywhere without instead of showing up to a hotel or a conference room, whatever they can sit at their desk or their TV or whatever, and enjoy the content there.
Now, with webinars, a webinar is still a time commitment, right? It’s a micro sale of its own what’s in it for the customer.
The key to webinar marketing, unsurprisingly, is to have incredibly clear value proposition Why should somebody spend 15 3045 minutes of their time to enjoy this thing? Assuming it is enjoyable, knowing full well, it’s probably going to be a sales pitch.
Right? So you get all those things like, you know, timeshare emails and stuff on the b2c side.
And you’re like, I know exactly what this is.
And I’m not going to do it, because it’s just going to be a long sales pitch.
And that’s what people are afraid of.
So you have to alleviate that fear.
How do you alleviate that fear, you have to essentially build a value chain or try chain, which means that you have to get people to the webinar through a series of steps.
Typically, it’s going to be you’re going to use things like content marketing, social media posts that lead to blog posts that lead to short videos on YouTube that lead to webinars, because at each step along the way, you have to prove that you’re not going to waste people’s time.
So give that some thought in terms of the value chain, the that chain of trust, how do you get smaller commitments, lateral up to the webinar, to earn that trust, so that people will be willing to spend the time on it.
I don’t know that for a situation like this, that a webinar is the best choice.
Because if we’re talking true b2c, meaning your average person who it is, you know, out after the end, at the end of the day, they’re home.
They’re they’re watching, they’re ready to watch some stuff, depending on what the product is.
And I don’t know what the product is.
That doesn’t necessarily fit with how people consume content.
What does your viewing habits look like at the end of the workday? I give some thought to that.
Depending on what kind of job you have, you might have different things.
But a lot of people a lot of people do Netflix and chill, right? or Hulu or amazon prime video or whatever.
But a lot of people just sit on the couch, veg out and tune out and just there to be entertained and amused.
So asking somebody to sit down for a live webinar, at the end of the day, may not be the best way to reach somebody.
What could you do in a situation like that? Think about what would it look like if this was a season of black mirror? Right? What would this look like if this was a season of House of Cards? Now I’m not saying you need to go and produce a you know, a mega drama.
But I am saying the habits of people in the way that they behave leans more towards that mini series that somebody could been what binge watch? That’s what people do.
And so could your content, which is parents High School is Could it be reformatted to be something they could binge watching? Maybe it’s not an hour each, maybe it’s you know, 10 minute chunks.
Because that also would be compatible with people’s browsing habits during the work day.
If you’re working at a nine to five, you know, and you work at like Target, right? Your break is not an hour long.
No, unless you’re like the manager.
But your break comes split up throughout the day.
If you work at the local grocery store, your break is to 15 minute breaks.
And the 30 minute lunch break.
Is your does your content fit into that? Does your content fit to the way the people commute? a live webinar is a big chunk of commitment compared to a series on YouTube compared to a series on the video platform of your of your choice compared to something that somebody can binge watch.
So give some thought to that.
Because I’m not convinced that this is the right path for b2c for some kind of a service offering where you would otherwise ask people sit through 45 minutes of something, even if it’s 30 minutes.
Still, that’s still a good chunk of time.
Again, give yourself give some thought to this.
And if you were not working at this company, would you spend 30 minutes of your lunch break on this? When was the last time on your lunch break? You watch the webinar? Right? If the answer is never, it’s not a good indicator.
Now, find some people who are parents of high schoolers ask them what was the last time you watched a webinar? And see what the answer is.
If you’re willing to spend some budget, I would actually suggest running a survey first using something like Google consumer surveys or Survey Monkey and serving pants of high school students that be your first question your screening question.
Are you the parent of a high school student? To When was the last time you watched a webinar? And I would have your choices be, you know, in the last week in the last month in the last quarter in the last three months, last six months and last year, and what’s a webinar? I think it’d be pretty surprised how many people will choose what’s a webinar.
So run that survey first before you invest in a whole lot of a whole lot of money into this thing.
And give some thought to formatting your content should be the way that your average b2c person the way they live, especially since for at least within the United States, there is a substantial portion of people who work in non white collar jobs where they don’t have the ability to sit down for that long.
But they do have smartphones, and they do have YouTube.
And they do have Netflix.
So give that some give that some thought.
And if you’d go that route and build that value chain, build that trust chain in and make sure that your value proposition is 100% clear, and it’s something that people desperately want.
So good question is gonna be a tough one.
Me real tough one.
As always, please leave your comments below in the comments box and a subscribe to the YouTube channel and to the newsletter.
I’ll talk to you soon.
What help solving your company’s data analytics and digital marketing problems.
This is trusted insights.ai today and let us know how we can help you
You might also enjoy:
- How to Set Your Public Speaking Fee
- Transforming People, Process, and Technology, Part 1
- Almost Timely: The 2020 Essays
- How To Start Your Public Speaking Career
- Best Practices for Public Speaking Pages
Want to read more like this from Christopher Penn? Get updates here:
Get your copy of AI For Marketers