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Is it easier to sell your product or service when people see inperson how it works? Well, don't pack your bags for anothersales meeting just yet. Have you considered hosting interactiveconferences without even leaving your office?
As many BIZ Experiencess have found, Web seminars--aka"webinars"--can be used to explain your business andclose sales. And according to David Alexander, an industry managerwith San Antonio consulting firm Frost & Sullivan, the trend is taking off:"The world Web conferencing market is expected to growapproximately 33 percent annually through 2009."
Imagine leading a Web-based presentation while talking toprospects on the phone. You could walk them through a softwaredemonstration. Or you might work on an application with peopleanywhere in the world.
As long as basic computer system requirements are met, you andyour audience can download a plug-in that lets attendees viewshared computers. As the host, you can give a presentation or letparticipants interact with the applications on your machine.Attendees can enjoy the show-but they see only theinformation you select.
Lead generation is one application that's fueling webinarusage by businesses both big and small. "Small businesses arefaster in adopting technology," says Jeffrey Koll, salesmanager for San Jose, California-based WebEx CommunicationsInc., which provides real-time communications infrastructurefor business meetings. "Web conferencing makes them appearlarger and allows them to effectively compete with larger companiesand efficiently sell to more people."
Online ad spending is projected to increase 4.8% in 2003. SOURCE:eMarketer |
With more than 64 percent of the Web conferencing market share,according to a 2002 Frost & Sullivan study, WebExCommunications offers three services that help growing companies:Presentation Studio, WebEx Event Center and WebEx Meeting Center.The first lets users create presentations, the second supportsauditorium-style presentations for 25 to 2,500 attendees, and thethird specializes in highly interactive meetings. Subscriptionscost about $100 per month per port. (A port is an open channel ofcommunication. So if you host a session with two people on theirown computers, then three ports are open because you're alsousing a port.)
Genesys, PlaceWare and Raindance also offer Web conferencingservices. So do AT&T and Verizon. Ask about a free trial or apay-per-use option so you can test-drive the technology.
Wondering how to structure your first webinar? According toKoll, the majority of their 7,500 clients deliver 60-minutepresentations, which include a demo and Q-and-A time.
Although most companies use webinars to make salespresentations, you could also market a fee-based webinar. Why notoffer training (for a fee) and then pitch your business? If yourtools improve participants' results, they'll buy from you.And if you're lucky enough to run a homebased business, you candeliver a sales presentation or training in your slippers.
Speaker and freelance writer CatherineSeda owns an Internet marketing agency and is author of SearchEngine Advertising.
