In this blog I’ll tell you financial advisors how to rock a webinar and get new clients without boring everybody to death!
Getting the prospect’s attention is the big hurdle – but what happens when you have a meeting or a conversation with a prospect, and the deal falls flat? There are numerous ways to deal with this but in this blog I’m going to provide you with two non-blowoff-able ways for financial advisors to follow up with prospects.
But first…
For those of you who are new to my blog, my name is Sara. I am a CFA® charterholder and financial advisor marketing consultant. I have a newsletter in which I send you one actionable, practical marketing tip a day. Please sign up here!
Financial advisor webinars suck
Financial advisor webinars typically suck. Yes, nobody has the courage to tell you but that is what they are thinking. Dry, boring, and worst of all, sales-focused. Here’s how to rock your webinar and engage your audience.
Put your focus on the first 2-3 minutes of the webinar because it is the most important time in the whole show.
Stun them right away!
Hook them in for the rest of the webinar!
Why?
During this time period, people decide:
- How closely they are going to follow you
- If they are going to multi-task or not while you are talking
- If it’s likely they’ll ever do business with you
You have their full attention in the beginning – so say a brief intro and get on with the show!
- Don’t go on and on about your business
- Don’t pitch the “free consultation”
- Don’t read through lengthy bios or introductions
- Don’t blather on about the agenda for the webinar or how long it will take
- Don’t ramble about ho-hum concepts
The first 2-3 minutes should be your highest value content. The most powerful concepts should be presented with the maximum possible potency.
How to follow up
When somebody registers for a webinar, make sure you get their phone number. See, you can make this a required field in Constant Contact, for example. Set up a landing page, and designate the “phone number” as a required contact field.
Then, after the webinar, have somebody from your organization call each registrant and say these words:
“This is Karla from Beth Grady’s office. Beth asked me to give you a call and ask how the webinar went. Is there any feedback as to how it could have been better?”
(Karla listens to what they say)
They say: “Oh, I wasn’t there.”
Karla: “Great! We’d love to send you the replay. Are there any specific questions you had, so I could direct you to particular parts of the replay?”
or-
They say, “Nothing, it was great!”
Karla: “Super! What was the most valuable part of the webinar for you?”
Now, it’s important that the advisor does not make the phone call. If you don’t have employees, hire a college kid to do it.
My point here is, look at the webinar as a chance to elevate the level of human interaction.
Use this momentum to open a dialogue with prospects as a living, breathing person.
Other financial advisor webinar tips
Here are some other tips for rocking your financial adivsor webinar.
- No more than 7-10 slides including the disclaimer one at the end.
- Make sure the text is big enough and don’t clutter the slide with words.
- Stop every 10 minutes for questions.
If you aren’t doing webinars, try one this month! Just do it! Send me a note with your idea if you want my opinion.
Are you ready to rock like Mick Jagger?
Alright that’s all for now. I hope these financial advisor webinar tips were useful.
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Or if you want more…
Learn what to say to prospects on social media messenger apps without sounding like a washing machine salesperson. This e-book contains 47 financial advisor LinkedIn messages, sequences, and scripts, and they are all two sentences or less.
You could also consider this LinkedIn training program which teaches financial advisors how to get new clients and leads from LinkedIn.
Thanks for reading. See you in the next one!
-Sara G
