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How to Use Webinars to Generate High-Quality Leads

by Maxim Poulsen, updated on Feb 23, 2024


A whopping 73% of marketers and sales leaders declare webinars to be a highly effective tactic for quality lead generation.

Welcome to a new era where hosting a webinar isn't just a mere PowerPoint presentations but immersive experiences that bolster engagement, foster meaningful conversations, and ultimately, fuel lead generation. So, are you ready to take a masterclass on winning webinar strategies for 2024? Let's amplify your lead generation.

Mastering Webinar Marketing Strategies for Lead Generation


  • Identify your target audience.
  • Choose the perfect webinar platform.
  • Schedule effectively to maximize reach.

Understanding Your Target Audience

Understanding your target audience is the bedrock of any successful marketing strategy. When it comes to webinars, it's no different.

Examples of B2B target audience vs B2B target market
Target market vs. Target audience (Source: Cognism)

Identifying Your Ideal Customer Profile

Knowing who your ideal customer is can bring phenomenal results for your lead generation. Take time to nail down your ideal customer profile - the traits, goals, challenges of the people who need your product or service the most. It will allow for precise targeting and effective messaging that resonates with your audience.

Tailoring Your Webinar Content to Their Needs

Once you've identified your ideal customers, it's crucial to tailor your webinar content to meet their needs. Custom-fit your content to address their specific pain points and aspirations. This will ensure their interest in your webinar, capturing their attention, boosting your leads and augmenting your conversion rates.

Choosing the Right Webinar Platform

Choosing your platform maybe as crucial as the content itself. Ensure your choice provides the best experience for your attendees and robust analytics for you.

Factors to Consider When Selecting a Platform

When looking for the best webinar platform, consider factors like ease of use for both presenter and attendees, integration capabilities with your CRM or email software, quality of audio and video, and audience interaction features. A platform that scores high on these factors can elevate the quality of your webinars.

Screenshot of Polls on-stage with Contrast
Add polls to your video with Contrast

Top Platforms for 2024

With a myriad of options available, narrowing down to the top webinar platforms is a daunting task. We compiled a list of the best webinar platforms to run your events in 2024.

The best webinar platform for 2024

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Scheduling Your Webinar

The timing of your webinar can potentially impact your registrations.

Best Times and Days for Webinars

Traditionally, midweek and midday are considered optimal times for webinars. However, the best time and day for your webinar is largely dependent on your specific audience. Research to find when your audience is most likely to attend.

Considerations for Different Time Zones

If your audience is global, managing different time zones becomes paramount. Make sure to account for the majority of your audience's time zones when scheduling your webinar. Take advantage of simulcasting tools to ensure your webinar reaches your audience regardless of their location.

Bear in mind, mastering webinar marketing strategies is akin to sculpting a masterpiece – it takes time, finesse, and a whole lot of patience. As you unravel the intricacies involved, it gets less daunting and more fruitful. The endeavor is worth your time as webinars prove to be one of the most enduring and effective tools for B2B lead generation.

Creating Engaging Webinar Content for More Leads

It isn't enough to just host a webinar. Supremely valuable, irresistibly engaging, and visually powerful content lies at its heart. As you build a relationship with your potential leads, the goldmine of content within your webinar will be the determining factor.

  • Webinars with captivating titles get more registrations
  • Engaging presentations can hold audience attention significantly longer
  • Providing actionable insights can position you as an industry expert

Now, let’s delve deeper.

Crafting a Compelling Webinar Title

A captivating webinar title is a hand reaching out of the digital crowd, soliciting a click from a potential lead. The perfect title strikes a balance between informative, intriguing, and short.

The bait lies in the title. It’s a hook that gives your potential attendees a glimpse of what they can expect.

Importance of a Catchy Title

Think of the title as the opening act of your show. 1 out of 4 webinars are selected based on their title alone. The right bait can reel in more participants and set the tone for the content to follow.

Tips for Creating an Effective Title

Think customer needs, benefits, and immediate value. Throw in a dash of mystery or urgency, and you've got yourself a winning title. As long as it's precise, clear, and relevant. This should be one of the first steps when you set up your webinar.

Designing an Engaging Presentation

Next comes the heart and soul of your webinar - the presentation. It's the vehicle carrying your value proposition, and it needs to look good while doing it.

Don't forget to make your webinars fun - this drives more engagement and at the end of the day more leads.

Importance of Visuals in Webinars

Statistics show that presentations with visuals are 43% more persuasive in conveying a message. Visual appeal can be the difference between prospective leads sticking around or dropping off.

For example, Contrast customers use Q&A mode to add chat messages on stage, this creates a branded visual effect that audience members love.

Gif of Q&A mode in Contrast
Q&A mode in Contrast

Tips for Creating a Visually Appealing Presentation

Simplify. Stick with minimal texts and more visual elements. Use brand-aligned colours, readymade templates and incorporate live demos or multimedia clips for an interactive experience. And most importantly - make it easy on the eyes.

Having a high-quality webinar setup will also drastically improve the experience for your viewers.

Increase Engagement by Branding your Webinar

Studies show that creating coherent brand experiences can increase revenue by up to 30%. This means it's important to brand your webinar so the audience feels like they are in your brand's universe. You can brand your webinar through the addition of logos, colors, fonts, and more — directly on top of your video feed. Branding your webinar also makes you look more professional and will increase trust in your company.

Delivering Value Through Your Webinar

To generate leads through your webinar funnel, you have to offer something in return. It's not a transaction, but rather a value exchange. Your webinar content should be packed with value bombs that explode into actionable insights for the attendees.

Importance of Providing Actionable Insights

You're the expert guiding them through a topic. If they leave with genuine insights, it elevates your credibility and assures them that their time was well invested.

Tips for Ensuring Your Webinar Delivers Value

Stay solution-oriented. Talk case studies, real-life implementations and most importantly, address regular pain points. The best webinar ideas resonate with their demands, the higher the chances of converting leads.

By incorporating these strategies into your webinar content, you're on your way to a fountain of high-quality leads. Now just rinse and repeat.

Effective Webinar Promotion Techniques

  • Developing engaging emails for event awareness
  • Maximizing social platforms for your webinar's reach
  • Optimizing visibility via SEO strategies

You have seized the reins on creating engaging webinar content, now let's expand into methods that steer traffic using webinar invitations.

Utilizing Email Marketing for Webinar Promotion

Studies show webinar invitation emails are the best way to get registrations to your webinars. Emails leave an unparalleled impact on connecting with your prospects personally. Incorporate a punchy subject line to grab attention, and a detailed, engaging body to keep them enthralled. Remember to make it easy for your recipients to register for the webinar.

Crafting Effective Promotional Emails

Engaging webinar invite emails are an art. They can make or break your registration numbers. A potent webinar email needs to be concise yet informative, and spark curiosity while still providing essential information. Keep the design fresh and invite-friendly, and always include a clear call-to-action. Prominent placement of the webinar time, date and the registration button is key.

Best Practices for Email Marketing

To ensure your email campaign’s success, segment your email list. Tailored messages directed to different segments drastically increase both open and conversion rates. Regularly monitor your emails' performance to tweak and enhance your strategies on open-rates, click through rates and conversions.

Leveraging Social Media for Webinar Promotion

Professionals are always looking for enrichment opportunities on social platforms. Promoting your webinar on social media can dramatically widen your reach.

Choosing the Right Social Media Platforms

Professionals often scour LinkedIn for industry insights, trends, and webinars. Twitter, with its brief and frequent updates, can keep your webinar fresh in the minds of your audience. Facebook's feature-rich platform allows for a complete event setup, right from sending invites to reminders and sharing preview content.

Best Practices for Social Media Promotion

Keep your social media posts short and engaging. Use attractive graphics or video clips and showcase your speakers or the value-add they will gain. Engage with your followers, encourage them to share event details and always include a clear path to the registration page.

Create a webinar series to generate more hype around your webinars.

Using SEO to Boost Webinar Visibility

SEO is not just for your website. Your webinar can significantly benefit from SEO optimization. You can draw organic traffic towards your registration page and increase your credibility.

Importance of SEO in Webinar Promotion

An SEO-optimized webinar registration page can enhance visibility in search rankings, making it easier for interested professionals looking for webinars to discover yours. Keywords, meta descriptions, backlinks - all of them work together to propel your webinar's online presence.

Screenshot of webinar registration page from Numeral on Contrast, a webinar platform
Example of SEO-optimized registration page on Contrast

Tips for Optimizing Your Webinar for Search Engines

Start with keyword research. Understand what professionals in your industry seek when they want to attend a webinar. Embed your keywords strategically in your webinar description, title, and meta tags. Include a transcript of your webinar after it has taken place, enabling search engines to crawl through it for relevant keywords. Make good use of SEO-friendly URLs.

Screenshot of transcript download in Contrast
Download the transcript of your webinar in Contrast

With these promotional tactics in hand, you're now better equipped to draw in those valuable leads for your webinars.

Converting Webinar Leads into Customers


  • Interactions during webinars capture interest and enhance the potential for conversion
  • Offering incentives encourages attendees to transition into customers
  • An effective and carefully timed follow-up helps seal the deal post-webinar

Your webinars attract professionals, eager to glean useful insights. Delivering an engaging and interactive webinar and offering attractive incentives could turn prospects into clients. Follow-up strategies post-webinar are the final push to clinch that conversion.

Engaging with Leads During the Webinar

Maximising interaction is a webinar best practice and gives you an opportunity to build a deeper connection with your potential customers. Engage with the attendees to captivate their interest and increase the chances of turning them into customers.

Importance of Interaction During the Webinar

Interaction is not merely a necessary exercise during a webinar; it holds the key to the conversion of leads. When you interact with attendees, you're essentially building trust, solving doubts, and demonstrating your commitment to providing value, all of which are cornerstones for converting leads into customers. Make sure you are properly moderating the webinar to maximise audience interaction and by consequence the quality of the leads.

Facilitating discussions or polls during the webinar or addressing queries, for instance, can foster a sense of connection with attendees. This can leave them more inclined towards your offerings.

Screenshot of Polls in Contrast
Polls in Contrast

Techniques for Engaging with Attendees

Engagement techniques need to be strategic and interactive - the focus is not just providing useful content but also engaging your audience. Live Q&A sessions, real-time polls, or quizzes can provide immediate feedback about the attendees' interests or understanding. Using these techniques can not only keep the audience engaged but also help in extracting valuable insights for future use.

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Offering Incentives for Conversion

Incentives serve as a powerful catalyst to convert attendees into customers. They often fast-track the decision-making process for those sitting on the fence. Your job, however, involves deciding on the right incentive and effectively offering it. Make sure to think of this when planning your webinar.

Types of Incentives That Can be Offered

You have a myriad of incentive options that can cater to a diverse range of audiences - from discounts and complimentary consultations to exclusive content access and tangible gifts. Choosing an incentive depends on your target audience, what you're offering, and most importantly, what leads perceive as valuable.

Best Practices for Offering Incentives

When offering incentives, make sure they're tailored to your audience and can augment the value of your offerings. Time-bound incentives can create urgency, prompting attendees to take action. Transparency about the terms of incentives are essential to avoid any potential misunderstandings.

Following Up With Leads Post-Webinar

Following up is as essential as the webinar itself. It provides a chance to build upon the connection established during the webinar and paves the path towards conversion.

Importance of Timely Follow-Up

Following up with attendees soon after the webinar harnesses the interest and engagement you've just carefully cultivated. A well-timed follow-up often strikes when the iron is still hot; hence, increasing the conversion chances. Always make sure you record your webinar and send it as a follow-up, both for those who missed it and those who would like to share it.

Tips for Effective Follow-Up

Follow-ups must be personalized and provide value to each recipient. You might offer some additional resources that further elaborate your webinar's content or provide answers to questions posed during the webinar. Email campaigns, calls or having a one-on-one chat can serve as various channels to connect and follow-up.

Make sure you're tracking where registrants come from using UTM parameters. This can help you write better follow ups.

With these strategies in place, your journey from converting webinar leads into customers can be a smooth sailing one.

Perfecting the Webinar Follow-Up Process

  • Tailoring effective follow-up emails
  • Capitalizing on attendee feedback for improvements
  • Nurturing leads to pave the way for future webinars

Crafting Effective Follow-Up Emails

An email sent after a webinar can serve as a critical tool for nurturing leads and driving conversions. Hence, personalizing these follow-up emails can contribute substantially to the success of your webinar lead generation efforts.

Importance of Personalized Follow-Up Emails

When it comes to follow-up emails, personalization can make all the difference. Emails that are catered to the recipient's behaviors, preferences, and interests ensure relevancy and increase the chances of engagement. Personalizing emails goes beyond addressing the recipient by name – it can involve tailoring the content based on the actions the recipient took during the webinar. Make sure to send an on-demand link to your webinar.

Screenshot of email settings in Contrast
Create automated personalized follow up emails in Contrast

Tips for Crafting Effective Follow-Up Emails

Effective follow-up emails should provide value to the recipient, address their pain points, and include a clear call to action (CTA). Moreover, the timing of the email can impact its effectiveness. Typically, it's a good idea to send the follow-up email within 24 hours after the webinar when it's still fresh in the attendees' minds.

Utilizing Feedback for Improvement

Feedback obtained from webinar attendees can be a gold mine for improving your subsequent webinars. Leveraging this feedback can lead to an evolved and more effective lead generation strategy.

Importance of Attendee Feedback

Feedback is irreplaceable when it comes to enhancing the quality of your webinars. It potentially uncovers aspects which you might have overlooked, providing cues about areas that need attention be it technical glitches, the quality of content, the effectiveness of the presenter, or the overall webinar experience.

How to Gather and Utilize Feedback

To gather constructive feedback, consider sending out a short post-webinar survey to attendees. Be sure to frame questions that aim towards the user experience and the content value. Once you have the feedback, analyze it and identify patterns and common themes. Use these insights to make the necessary improvements and enhance the attendee experience in your following webinars.

Using Data to Gather Attendee Feedback

It's important to track certain webinar KPIs such as registrations, attendance rate, watch times, chat messages, poll interactions and more. Leverage this data to find out which parts of your webinar your audience members did and didn't like. Finding the most watched part of your replay is a good signal that is was valuable.

Average watch time across all attendees on Contrast

Nurturing Leads for Future Webinars

Nurturing the acquired leads after a webinar can open doors to fruitful long-term business relationships. It is an important part of using webinars for your marketing and must be included in your strategy to generate business from your webinars.

Importance of Lead Nurturing

Following up and nurturing leads post-webinar is a calculated move towards cultivating potential customers. It's about keeping the attendees engaged, reminding them about your brand, and gradually leading them further down the sales funnel.

Strategies for Effective Lead Nurturing

An effective lead nurturing strategy involves providing relevant and valuable content tailored to the recipients' stage in the buyer's journey. Actions may include sharing additional resources related to the webinar topic, segmenting your email list to provide tailored content, or even scheduling a follow-up call or demo for interested attendees. A proactive, yet respectful, approach can maintain interest and potentially convert leads into customers.

Remember, nurturing should be a gradual process, not a one-off interaction. Ensure a steady line of communication, offering value each time, to increase the chance of conversion.

Repurposing webinar content

A great way to get more bang for your buck is to repurpose your webinar content. A 1-hour webinar can be turned into 10+ pieces of content that you can they use for lead nurturing, follow ups, social media content, or more.

Screenshot for a repurpose AI feature
Repurpose webinar content using AI with Contrast

Heading into Action: Sharpening Your Webinar Lead Generation Toolkit for 2024

Don't forget the power of personalized invitations, the unifying potential of compelling themes, cultivating relationships post-webinar, and harnessing analytics. These are just a few of the gears that make up a well-oiled webinar lead generation machine. Given the dynamic digital landscape and its constant evolution, these insights hold the key to staying on top of your game.

Dig deeper into personalizing your communication, refine your themes, and continue to nurture relationships even after the screen goes dark. This ensures your webinars remain an investment for prospective leads and a driver for your business.

We'd recommend checking out Contrast for your lead generation webinars, the easiest to use and most modern webinar platform, with the top rated HubSpot integration.

Ready to move forward and turn this knowledge into practice? How do you plan on implementing these strategies into your upcoming webinars?

Remember, turning leads into conversions is a journey full of discovery and fine-tuning. Here's to making the most of your 2024 webinar lead generation.

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