How to Generate Business Leads with Online Conference Calls
One innovation that an increasing number of marketers are taking advantage of is the online conference call. The concept is similar to that of the traditional marketing conference call, with business leaders offering information and pitching their products, services or opportunities to prospects who call in. But utilizing the capabilities of the web can add a great deal to the experience.
How Do Online Conference Calls for Lead Generation Work?
In its most basic sense, an online conference call is simply a traditional conference call in which participants can view information online. You could set up a special password protected area on your website that you give callers access to, then have them call in so you can give a verbal presentation. This method is very inexpensive, but it is also quite limited.
Online conferencing software gives you more options. It usually has audio capabilities, so your callers can listen to audio without calling in if they like. Video capability is also included in most programs, so you can give a video presentation. And some offer the option of a messaging system so that prospects can ask questions or communicate back and forth with you or each other.
If you choose to utilize audio or video, you’ll need the proper equipment. A good microphone is necessary if you’re going to transmit the audio online, and you’ll need some type of webcam or video camera for video capture. It’s also important to make sure your conferencing software includes all of the components you’ll need before you even start planning your conference call.
Once everything is in order, you’ll need to plan your presentation. You’ll also need to set up your registration. This can be easily handled by an autoresponder. Requiring an email address from those who register will also give you the means to follow up with them later.
Once you’ve got all of the technical aspects taken care of, all that’s left is to promote your conference call. You can announce it on message boards, send the information to your mailing list, and spread the word to bloggers who write about related topics. Promoting offline can also entice people to come online to learn more and register.
Online conference calls are great lead generation tools. Setting one up doesn’t have to be difficult, and it allows prospects to interact with you in a way that was once only possible with a live event. So if you’re looking for a fresh, new way to get leads, consider online conferencing.
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Generate Business Leads with Online Conference Calls
One innovation that an increasing number of marketers are taking advantage of is the online conference call. The concept is similar to that of the traditional marketing conference call, with business leaders offering information and pitching their products, services or opportunities to prospects who call in. But utilizing the capabilities of the web can add a great deal to the experience.
How Do Online Conference Calls for Lead Generation Work?
In its most basic sense, an online conference call is simply a traditional conference call in which participants can view information online. You could set up a special password protected area on your website that you give callers access to, then have them call in so you can give a verbal presentation. This method is very inexpensive, but it is also quite limited.
Online conferencing software gives you more options. It usually has audio capabilities, so your callers can listen to audio without calling in if they like. Video capability is also included in most programs, so you can give a video presentation. And some offer the option of a messaging system so that prospects can ask questions or communicate back and forth with you or each other.
If you choose to utilize audio or video, you’ll need the proper equipment. A good microphone is necessary if you’re going to transmit the audio online, and you’ll need some type of webcam or video camera for video capture. It’s also important to make sure your conferencing software includes all of the components you’ll need before you even start planning your conference call.
Once everything is in order, you’ll need to plan your presentation. You’ll also need to set up your registration. This can be easily handled by an autoresponder. Requiring an email address from those who register will also give you the means to follow up with them later.
Once you’ve got all of the technical aspects taken care of, all that’s left is to promote your conference call. You can announce it on message boards, send the information to your mailing list, and spread the word to bloggers who write about related topics. Promoting offline can also entice people to come online to learn more and register.
Online conference calls are great lead generation tools. Setting one up doesn’t have to be difficult, and it allows prospects to interact with you in a way that was once only possible with a live event. So if you’re looking for a fresh, new way to get leads, consider online conferencing.
Is Accepting Credit Card Payments Necessary for Online Business Owners
There are two ways that sites can arrange to accept credit card payments. One is by establishing a merchant account through the business owner’s own bank. Another is to use a third-party service to process the payments.
Bank Merchant Accounts – Most banks offer merchant accounts and processing gateways to their account holders. Funds from credit card purchases, less the agreed-upon fees, are deposited into the merchant account, then moved to the owner’s business or personal account on a regular basis (usually within 24 hours). The primary disadvantage is that approval for merchant accounts is more difficult to obtain for internet businesses than for standard retail businesses. Every bank has its own qualification guidelines and fee schedules.
Third-party services such as PayPal eliminate the need for a merchant account. They offer real-time processing of payments and transfer of funds to the business owner’s account for a fee, usually a small flat rate plus a percentage of the sale total per transaction.
Other features available might include a shopping cart that the business owner can install on the website, conversion from U.S. dollars to foreign currency, the ability to accept multiple forms of payment (such as electronic debits or echecks), customer service, and set-up assistance.
PayPal offers three account types, two of which can be used by merchants to accept credit card payments: the Premier Account and the Business Account. An individual can open a Premier Account, but a Business Account can only be opened by a registered business. A 2.9 percent fee is charged for receiving a payment, but as the dollar volume increases, the rate drops. Premier and Merchant Account holders can incorporate special html code into their website to create a “Buy Now” button. With one click, the customer is taken to a payment page to complete the transaction.
PayPal also provides a shopping cart to merchants. This software lets the consumer select multiple items for purchase, then proceed to the payment page to pay for all selections at once.
The cost for setting up a merchant account, processing gateway, and shopping cart can range from $500 to $1,500. For the start-up or small business owner, third-party services such as PayPal may provide a more accessible, affordable alternative to traditional banking options.
Top Reasons Why Customers Leave Without Buying
- Ease of use. Shopper’s don’t spend time trying to navigate a site that is confusing, difficult to use, or requires too many clicks to complete a transaction. Business owners can encourage shoppers to finalize sales by simplifying the process. Buttons, especially “add to cart” and “proceed to checkout”, are best displayed prominently, preferably above the fold. Changing quantities, colors, and adding and removing items or changing shipping method should be easy to accomplish. Check-out instructions should be clear and simple. Customers appreciate the efficiency and respect for their time that a smooth purchase experience provides.
- Functionality. Websites that don’t work the way they should will not only lose sales, but discourage future visits from potential customers. A smooth-running website not only increases sales, but also frees the business owner to focus on other activities that can ultimately lead to more traffic and more conversions.
- Availability of information. Is an item in stock? How soon will it ship? What is the cost? What shipping and payment methods are available? Consumers are more likely to complete a sale when they are provided with sufficient information to answer all their questions about a product or service. Providing an FAQ page is one way to provide answers. A convenient link to detailed information about specific products also helps. Many websites also include a contact form or live-help telephone number for customers with additional questions.
- Credibility and security. The online business owner’s website is her one means of instilling confidence in the buyer. Some ways to do this include:
- providing a physical address, telephone number, and email address
- displaying the VeriSign or other certification authority logo
- clearly communicating the website’s privacy policy
- publishing an “About Us” page that explains the company or business owner’s background, objectives and accomplishments
- Multiple payment methods. Businesses that accept multiple forms of payment show significantly higher sales. Accepting credit cards, whether by setting up a merchant account or by using a third-party service such as PayPal, is crucial. The benefit of using PayPal is that it also allows customers to pay by direct transfer from their checking accounts, providing yet another option.
Business owners who put themselves in their customer’s shoes will develop insight and be positioned to make positive changes that can lead to higher conversions, increased revenues, and greater profits.
Seven Tips to Help Make Your Online Conference a Success
Online conferencing eliminates the need for travel and all that it entails, but careful planning is still required. Here are seven things you can do to ensure that your online conference is all that you want it to be.
1. Make the time and date of your conference as convenient as possible. Try to avoid having a conference when most people will be working, as this will almost certainly adversely affect attendance. Also, try not to have it too early in the morning or too late in the evening. This can be rather difficult if you are expecting participants from many different time zones, but do the best you can.
2. Try out your online conferencing software before the conference. It is important to be familiar with how to operate everything ahead of time. If you haven’t used your software before, try it out a few times with friends or family before you have a big conference.
3. Hire a moderator. The moderator’s job is to introduce speakers, assist participants, and deal with some technical issues. He can keep everything behind the scenes going smoothly, taking that burden off of your shoulders so that you can concentrate on getting your message out.
4. Make hard copies of scripts and notes. It may be tempting to keep everything on the computer, but what if you have technical difficulties and are unable to access the documents you need to keep your conference going? Having a hard copy as a backup can keep the conference going if this should happen.
5. Provide opportunities for participants to interact. Have each one introduce himself as he calls or logs in. Hold a question and answer session. Make a chat room available for discussion and questions. The more you allow your participants to interact, the more interested they will be.
6. Give your online conference participants information they can use. This is essential to your conference’s success. If you discuss something that your target market will find useful, you will be more likely to attract the types of participants you’re looking for.
7. Promote your online conference. Announce it on your website and blog, post information about it on message boards, and spread the word to bloggers and webmasters whose audiences could benefit from it. The more people who know about your conference, the better your turnout will be.
What Does Web Conferencing Mean for Your Business?
Web conferencing is a way for people to communicate and collaborate from their computers. There is no travel necessary, and planning is much easier than it would be for a face-to-face meeting. A web conference is convenient for all parties involved, because there is no need to extensively rearrange your schedule to attend.
Web conferences usually include some form of online communication, such as a chat room or instant messaging, utilizing either text or voice. They may also incorporate video, in which case it would be considered a video conference. It’s also possible to coordinate the online meeting with a conference call. This is good for participants who may not have a microphone or a fast, reliable connection to participate in voice chat.
What Purposes Can Web Conferencing Serve?
Web conferences can work well for a variety of meeting types. Some companies hold online expos with multiple presenters that are relevant to their target markets. Others use web conferencing to get service providers together to collaborate on projects. They are also handy for employee or contractor training when the employees or contractors are not in close physical proximity.
Communication with prospective customers or partners is another application that is well suited to web conferencing. Presentations can be held online through chat sessions, and points illustrated through a website or slideshow. You can also use video, either live or recorded, to present products or ideas.
Web Conferencing is Great for Prospecting!
Put the power of web conferencing to use in your prospecting and lead generation efforts. Offering free seminars, training events, how-to courses, case studies and QA sessions attracts prosects and builds customer loyalty. These efforts can even be turned into revenue producing events.
Make sure that you record these events because you can extend their use beyond the event itself. You can put videos on YouTube, put the audio recordings on your website, and my other clever uses. Often these recordings can be turned into products for sale or bonuses that you give prospects.
Having a web conference gives business tremendous reasons for sending out Press Releases and emails. Local bulletin boards and community sites will promote your web conferences on their calendars.
People are very busy and will often lock out a salesperson. However a free web conference or seminar may open the door. Buyers perceive them to be non-threatening and full of value, especially if the content interests them and you’ll market them in a compelling way.
What About Those Who Can’t Attend?
Even though web conferences are less expensive and more convenient to attend than those held at a physical location, there may be some people who can’t attend. But this group doesn’t have to be completely out of the loop. You can offer information from the conference for download.
Audio files from phone calls, video from the conference, and chat or instant message transcripts can be posted to your website for download. Those who weren’t there won’t get the opportunity to ask questions in a group setting, but they can benefit from the information that is there. If you’re charging for admittance to the conference or going for an air of exclusivity, however, it may be best not to post transcripts, audio or video.
Web conferencing has come a long way in a few short years, and it will undergo more changes as time goes on. But it is already becoming quite popular among business owners. Web conferencing can allow you to take your business to a global level without leaving your office.
Should You Offer Chat During Online Conference Calls?
more participants and to make the conference calls more
interesting. The Internet offers the advantage of audio and
video capabilities. Important or difficult subjects can be
illustrated with pages from your own or other websites.
You can also offer participants the opportunity to communicate
through online chat.
Many teleconference organizers, however, choose not to offer
chat capabilities during their calls. This is because it
presents some potential problems. Here we will examine
the pros and cons of facilitating chat during an online
conference call.
Arguments for Offering Chat
Conference calls are designed to bring people together to
discuss things. However too many people talking at the
same time prevents anyone from being heard. To prevent this
most call services allow the call’s originator to mute the
audience during presentations so that presenters can be heard
clearly. Chat offers a way that people can still
communicate without disrupting the presentation.
Offering chat will allow listeners to ask questions as they
come to mind without interrupting the speaker. Chat can also
allow the audience to communicate with one another.
Listeners may have experiences or thoughts they can share that
add to what is being discussed, and chat provides a way for
them to share them without being disruptive.
Another good thing about chat is that users can give
feedback to the speaker. If she isn’t speaking loudly
enough, for example, a listener can let her know that it is
hard for him to hear what she is saying. Listeners can
also advise about any technical problems that occur.
Arguments Against Offering Chat
Critics of using chat during online conference
calls say that it’s distracting. Listeners may get
so caught up in chatting that they miss what is going on during
the call. And that can be detrimental to your call’s
success.
Chat needs to be moderated. Someone needs to
monitor the chat to watch for users who are being rude
or inappropriate language. There is also the
possibility of someone and promoting their own
agenda. These types will need to be warned or removed,
but by the time that happens they could have already derailed
the discussion and lowered other participants’ morale.
The argument that offering chat during a conference call is
too expensive is no longer true. Online conferencing
software often includes a chat program. Those who do not
have full-featured conferencing software can purchase chat
software on its own for a reasonable price. Most services that
offer online conferencing include chat at no additional charge,
no software is needed by you or your callers.
Whether or not to offer chat capabilities during your
conference is a matter of preference. It has advantages
and disadvantages, but if properly moderated the opportunity
for users to chat is usually an asset. It makes your
conference more interactive while minimizing audible
distractions.
Tips for Getting Your Callers to Interact
- It can be somewhat difficult to get your callers to participate in discussions.
- A couple of people dominate the conversation
Getting the most callers to participate as possible takes care of the second problem - as well as your skill as a moderator. However, it will take some effort on your part to get the conversation ball rolling. Here are some tips to help you break the ice and get your callers in on the discussion.
- Ask callers to introduce themselves as they call in. Don’t just ask them for their names, though. Ask them open-ended questions about things such as their professions or what brought them to the call. This will help break the ice and let them know that their input is valued.
- If your audience consists of business owners, allow them to include a quick plug for their businesses in their introductions. Most will jump at the chance to promote their products or services, and this will set the stage for more interaction throughout the call.
- Interact with the other speakers. Doing so will make your callers feel more comfortable expressing themselves when the time comes.
- Consider offering online chat during the call. Some prefer not to offer chat because they feel that it is distracting, but if properly moderated it can be an asset to your conference call. It allows users to ask questions as they come to mind without interrupting the speaker, and it promotes discussion among callers.
- Hold an oral question and answer session. This is a good thing to do even if you are taking questions via chat or instant message. Some people prefer to ask questions out loud instead of typing them. Hearing other callers asking questions will also encourage those who may otherwise be too shy to ask their own questions.
- Ask questions of the audience. Encourage them to share experiences that are relevant to the discussion, or ask their opinion of something. Chat comes in handy if you want to ask your callers questions, because it eliminates worries about interrupting others.
- Have a poll. Online conferencing software may allow this, or you can find inexpensive programs online that will allow you to create polls. Results will update in real time, allowing you to analyze and discuss them during the call.
Audience interaction is an important component of a conference call. It keeps your audience interested in the subject at hand, and it helps ensure that the call will be a success. Getting callers to interact may seem difficult, but it’s really not. A little bit of gentle encouragement and ample opportunity to speak will usually do the trick.
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