Webinar Wire

Webinars As Nurturing Tools

Posted by Michael McKinnon February 8 2008 1:02 PM EDT

In the B2B sale, the key to winning business is being engaged in the early phases to ensure you are chosen at the end of the process.  As a B2B marketer, I have several tools at my disposal to accomplish this, including white papers, free trials, demos and press releases. In essence, all of these are ways in which I can attract the attention of potential buyers, establish credibility and bring them into the sales cycle allowing them to be nurtured.

The webinar is quickly becoming a tool of choice to move prospects along the buying cycle, build credibility and establish thought leadership. Consider the advantages of a webinar over the formerly mentioned tools:

• A webinar is interactive and can engage your potential prospect
• You can acquire other key information through the use of registration tools
• A webinar is more committing than a white paper download. These prospects are already more qualified than a free download.
• A webinar can be recorded and disemminated for later playback.