For many online coaches and entrepreneurs, webinars have become a handy strategy for catching the attention of and gaining new clients. While it is undoubtedly an effective lead magnet and conversion mechanism when done right, it may sometimes yield little to no result. I found this out the hard way.

As an entrepreneur with high expectations, finding out my webinars weren't converting despite driving engagement was a very frustrating experience. It’s like you’re so close to closing the deal, but the conversions just don’t happen. In fact, I almost lost faith until I remembered something from my college days that changed the game for me and helped me triple my webinar conversion.

Today, I’m sharing how a simple follow-up webinar, inspired by my sorority informational meetings, helped me recover lost sales and build stronger connections with my audience.

The Problem: High Interest, Low Sales

I noticed that I was running webinar funnels that brought in a steady stream of traffic and engagement. People are clicking on my links, watching my live sessions, and even opening my emails. However, when it comes to making purchases, the conversion rate was lower compared to engagement. It felt like I was always standing on the precipice of making a sale without actually making a sale.

I knew something was wrong, but figuring out the problem in itself was more frustrating than I imagined. I knew for sure I was offering value, as shown by the rate of my engagement. So, in time, I figured maybe something was missing in the way I was communicating this value or maybe in how I was nurturing those leads after the webinar.

What made it worse was how many marketers treated this problem. They often write off those “almost” leads, cut their losses, and move on to the next campaign. However, I wasn't going to take the easy way out. Instead, I wanted to find a way to bridge that gap and turn more of those warm leads into paying clients.

The Experiment: Bringing Back the “Informational” Vibe

While trying to figure out this dilemma, inspiration struck from an unlikely place: my sorority days in college. Before you could officially join a sorority, you’d attend an “informational” meeting. This wasn’t a hard sell. It was a chance to learn what the sorority was really about, ask questions, and get a feel for the culture and community.

So, I thought to myself, “What if I brought this same intention into my sales funnel?”

To do this, I created a follow-up webinar I called the “Coach Informational.” This wasn't just a recap of the value I offered in my webinars, nor was it a pushy pitch. Instead, it was an intimate and transparent session with my audience where I shared clarity, created a connection, and offered transparent reasons why they needed the values I offer.

During these sessions, which are like private conversations, I adopt a conversational tone that is more intimate than salesy. I explain:

• Why I created CoachCORRECT and the mission behind it

• Who the program is truly for and who the ideal client is

• How the program helps solve real problems

• What should you expect if someone decides to join?

I set up this follow-up webinar to fit people who have shown interest by clicking links, opening emails, or attending my webinars. This way, I gave my warm leads a second chance to convert instead of leaving the decision to them on the initial engagement.

The Results: Tripling My Webinar Conversion

The impact of my efforts was remarkable. As soon as I began engaging my leads in a follow-up webinar, I saw a threefold increase in conversions. Compared to my original funnel, I began to experience more sales. Not only did more people buy, but the quality of clients gained improved. This isn't only because the follow-up webinar created a form of trust between myself and my clients but also because they understood the program better and were excited to join.

Beyond building connections with my clients and the increased conversion rate, another benefit I enjoyed was feeling less burnt out during my webinars. Due to the fact that I now arrange follow-up sessions after every webinar, I no longer feel pressured to provide endless information packed into one short webinar. Instead, I can focus on delivering the most critical pieces of information and more clarity to my clients during the follow-up webinar.

How You Can Use This Strategy

Creating a Coach Informational, like I was pledging to a sorority, has taught me that selling isn’t just about the pitch but about relationship-building. Don't focus on urgency and the need to close deals instantly. Instead, focus on creating space for genuine connection and transparency, ensuring your audience feels respected and understood.

Some tips to help you increase your conversion rate using this strategy include:

• Identify Warm Leads: Segment your audience to find those who engage but do not proceed to make purchases

• Create a Follow-Up Webinar: Create a casual webinar that focuses on transparency and offering clarity.

• Avoid Sounding Salesy: The goal of the follow-webinar is to create connections and answer questions. Avoid sounding salesy or hard-pitching.

• Measure and Optimize: Track the success of the follow-up webinar. Collect data to determine client quality and refine your approach when necessary.

Using Follow-Up Webinars To Boost Conversion

Sometimes, high engagements don't always equal high conversions. However, with the proper techniques and strategies, marketing doesn't have to feel like a constant battle.

When you build funnels that honor your audience’s journey and invite them in with authenticity, you create space for authentic connection. This ensures you can make the most of every engagement and build a lasting relationship with your audience.