5 taktyk, by webinary stały się maszyną leadów (Full Transcript)

[00:00:08] Speaker 1: The webinar will receive this recording from us in the near future. So, Mrs.

[00:00:51] Speaker 2: Agnieszka from Katowice. I warmly greet everyone from Zabrze. So, we are neighbors with Mrs. Agnieszka. We will move on to the specifics in a moment, because there is quite a lot of it. We will wait a second, so that everyone who is to appear will definitely appear. I have divided this meeting into three main sections. The first one is inspirational, where we will show what we are up to. We will show how many leads leaders get. Maybe those of you who were with me on the webinar about the presentation of the results of our State of Online Events report So, you've already seen those numbers. Does anyone actually watch these recorded webinars? Ms. Karolina, yes. For example, you can go to our YouTube channel, to the YouTube channel ClickMeeting, and a lot of people also watch these webinars there. Well, it seems to me that such a standard practice, and this is also a practice that I often use as a webinar participant, is to sign up for a webinar in order not to participate in it live. This is a huge advantage of webinars compared to other forms of sharing knowledge or generating leads. I will show you what it looks like in ClickMeeting. You can easily share a recording of a webinar within the ClickMeeting system to people who are interested in the topic. and the fact that, for example, the date will not correspond to someone, it does not mean that you have to give up this webinar. It works great both in the case of these Lead Generation webinars and these paid webinars. And I myself have recently used such a paid webinar, by the way, which took place on ClickMeeting, although I knew that due to my parental duties at 7 p.m. I will not be able to take part in it, but unfortunately, there is no such possibility. We will also talk about it today to organize an online event that is supposed to work on a large scale in such a way that it fits everyone, although, for example, in our report State of Online Events, we give some tips on how to set this hour based on thousands of events that took place last year, taking out a certain average, but you know, we have different duties and it's not always possible to find a date that will suit everyone. And then recording a webinar is a great solution. Or automatic webinars or webinars on demand, which we will also talk about in a moment in the context of the Lead Generation webinar. Okay, let's move on to the numbers that will motivate us and that will guide us through today's meeting. because, as you know, today we are focusing on five types of activities that are actually used by the leaders of Lead Generation to turn webinars into effective lead magnets, i.e. these magnets attracting your potential clients or people interested in your business. In one section of our State of Online Events report, I separated the actions related to Lead Generation and we looked at them in two blocks. The first are webinars, which are unique events that attract the most leads. We often ask ourselves how many people will come to my webinar. and here is an important, let's say, meritorious note. For LEAD, in the context of the webinar, we will receive a unique user here, i.e. a unique email address associated with a name, we will go into what other data can be obtained, which has registered for your events. Usually, we are talking about events in which several hundred people take part, but in fact, the biggest organizers, who are the most effective in this, attract a lot of registrations. As you can see on the screen now, the number of these registrations is actually larger than the webinar rooms that are planned. But this is also the rule that I mentioned earlier. The truth is that many people register for events also realizing that he will not take part in it live, but such an argument to register may be just the information that all the people who are registered, all these people will receive a recording. And these are people invited for one date, these are people who registered for a single event, right? In a while, we will also discuss a case study that I will propose to you, a transition to this case study and getting to know it from the Polish market. However, last year, a record event gathered almost 23,000 leads, and in general, that year was a real outpouring of webinars on tax and accounting issues. If you want to learn more about this topic, I encourage you to download our State of Online Events report or to get acquainted with the recording of the webinar that I conducted recently and in which I discussed the results of this report. And often in the comments on the chat, there were statements that it was definitely KSEF. And I answer, yes, it is also a matter of KSEF, or various other novelties that appeared in our legal order. However, what is interesting, it is not only Poland, because in fact, in many European countries, there were very similar topics of webinars, in other words, areas, let's say, some tax issues, news related to accounting. In this, we also have a lot of clients from such countries as, for example, New Zealand, and there, these clients are also, for example, to a tax advisor or a book, who discuss tax changes and attract thousands of participants to their webinars. So, it turns out that taxes are one of the few certain things in this world. We also have an interesting study, it is linked here as part of our presentation, Samir Kayali, a great tax advisor from Poland, who makes money by creating paid webinars for ClickMeeting and shares his knowledge by creating webinars for LeadGen for free. He shared his mechanism of operation with us, and he is very happy to show how to do it effectively. But not only that. The second webinar, as you can see, has over 14,000 registered people. These are also accounting issues. The next one, almost 10,000, was a marketing webinar for educators. It is also a very rapidly developing sector. But we also look at it from a broader perspective, because, as you know, and I will show it in a moment, one webinar is really one lead generation campaign. It can be compared to one selected marketing activity that allows you to get leads. No, ale koniec końców, to też jest pewnego rodzaju zadanie ciągłe, bo zależy wam na tym, żeby te lidy ciągle wpadały do lejka, żeby wasz biznes miał coraz więcej klientów, więc na jednym webinarze nie wypada, nie należy się zatrzymywać. Za chwilę pokażę, jak to robią najlepsi właśnie też na przykładzie jednego case study, because you will see that within a year, the leader has already collected over 81,000 leads, that is, over 81,000 unique users have registered for one of the leaders' webinars. This is a very large European online class platform. The second place is the company, basically also from the training sector, a great moment that we have now, i.e. training with AI automation, over 66,000 leads. And I bet that with offers of this type of organization, you must have met somewhere on the Internet, because there is a lot of it. And I see that this mechanism, which we have been talking about for a very, very long time, works great in this industry. I mean, we are creating a webinar or a series of free webinars to invite you at the end of this series to buy our paid training course of the Mastermind group. There are a lot of possibilities here, also on the previous webinars. If you feel like it, take a look at our YouTube channel. I discuss, for example, price strategies and new trends appearing in training, such as, for example, a high-ticket offer where organizers don't necessarily focus on large-scale training for a large number of people for a small amount of money. We are very often dealing with small groups, where there is direct contact with the host, more practical issues, There are masterclasses where you pay more, but it's all more synthesized and sold as a higher quality offer, which also has a price advantage. On the podium, there is also Software House, which, in a similar way, has gained more than 62,000 leads in a year. There are impressive numbers. Based on our other case studies, what we observe, I have prepared for you 5 tactics, 5 specific actions that leaders use, who massively generate leads that support their business and put them on webinars as the core of the whole lead generation system in their companies. Webinars are just lead magnets. The most important conclusion that I would like you to remember is that webinars are the perfect lead magnet in absolutely every industry. In our report, it shows on the chart what is the structure of these webinars in terms of industries. I can tell you that traditionally, in our various types of analysis, it turns out that about one-fifth of the generally created webinars have a marketing nature. These are webinars for lead gen. We can also say that our today's webinar is like that, because I also want you to use ClickMeeting, to try this tool. and probably when you create your LeadGen webinars, you would like to structure them in a similar way. That is, to sell factual knowledge, to sell the meritory. I will also show you, for example, some of Samir Kayal's studies, how he speaks on this topic, but on the other hand, to convince to your offer, because that's what we do. We also openly say that we want as many people as possible to use ClickMeeting. But there are a lot of these industries, medicine, veterinary, training from these areas, even arms companies create their webinars and with their help they propagate their knowledge about their production, they get new clients, they reach new people, finance, consulting, and webinars even create companies that deal with something that would seem so stationary, physical, such as sports training or children's clubs. Anna asks about webinars on Żontanie. We will talk about it in a moment. Mr. Jacek, Will clients get a recording because I can't be there and I was doing a paid webinar? Probably, yes. All people registered for this webinar will receive recordings. In addition, this webinar will also be set up on YouTube, so I highly encourage you to watch our other webinars, if you are interested in LeadGen webinars, paid webinars, other topics. We will also discuss the possibilities offered by automation in the creation of automatic webinars and on demand. First of all, why is it so effective? Why do so many marketers and entrepreneurs choose webinars as their lead magnet? Because a well-configured LeadGen webinar system on the cover of the entire funnel, not only on the acquisition of this lead, but also on its nutrition, it depends on what is called in Polish, heating or nutrition, and in this, it is brought to the sale, which is with the help of the Call to Action button, which is available in ClickMeeting. In addition, as part of our platform, You can also configure your own landing page in the drag-and-drop system in a moment. You can configure mailings that automatically go to the participants. So, in fact, of these four components that are needed for lead generation, for such a very efficient lead generation, you get it all in ClickMeeting. In a moment, we will take a closer look at this on examples. We are already moving on to the first secret of champions, so to speak, i.e. segmentation, which is possible at the very beginning, i.e. at the registration stage for the event. I'm sure you've noticed that when you registered for this webinar, you went through the registration page. This is completely logical. This is where the exchange takes place. The participant gives you their contact information in exchange for access to the content. Of course, a very important note. We also prepared materials on this topic, consulting them with the lawyer. or a lawyer cooperating with ClickMeeting giving some tips. These are personal data that must be obtained, processed and stored in accordance with the regulations, including RODO. I also see this many times in many people who start a business. We often do not realize how many regulations we are obliged to follow and how serious penalties can be for, let's say, certain violations of these regulations. That's why it's very important that when we get these leads, and they drive absolutely every business, to do it in accordance with the regulations. And in ClickMeeting, in a very simple way, you can meet these requirements, just by giving checkboxes. Checkboxes should have the right content, which refers to the regulations and meets certain criteria. If you want, we have a guide on privacy and security of meetings. There are some tips on how to fill out such a checkbox. Let's say it's an absolute standard. In this registration form, we usually give a name, address and email. Yes, because a very important issue there is the issue of minimizing the collected data. So we should not collect excessive data, i.e. those that are not needed to take part in such a webinar, de facto. But on the other hand, it does not mean that we cannot ask for sharing other data, and that we cannot take a step further. Our configurator gives a lot of different fields, basically a developed list of checkboxes, you can mark which of them are mandatory and which are not. You can also insert a segment here, in which a participant can add or enter the answer to a given question. This is also the first segmentation tool for you, which gives you the opportunity to gain very specific knowledge about a specific lead. You can ask what is your industry, how many years of professional experience do you have, what is your position, how many employees does your company have, if you are currently looking for a product like my product, if you are interested in contact with a trader. In fact, your sales procedure, your vision of your marketing only limits you. You can click on it in a very easy way. Remembering that the data must be divided into those that are mandatory and those that are not mandatory. and it's worth thinking about it when you're generating leads to get more data at the initial stage. Another important aspect that not everyone remembers is that you have a huge impact on how this landing will look like and how all the content, including the peace of your event after the waiting room, will look like. By configuring the event in one screen, there are several options that make it possible to change it. This is also what always convinced me to click, when I am sometimes invited to an event taking place on such big tech platforms, it arouses in me a greater trust that once again I get to the stock room of the event, which, in any case, looks the same. The great thing about Qlik is that you can put your logo, color, background, and just somewhere to verify that you are a company that guarantees high standards, also the security of processing these data, and also provides a consistent visual system. However, the fact that at the beginning we get data about customers as well as possible, This is, of course, not the end. We also used the survey option several times during our webinars to better generate leads and get to know as many participants as possible. In our case, for example, it worked very well. I would like to ask you if you want the ClickMeeting expert to contact you and talk about webinars for your company. You can do the same, or if you run an activity that has many sectors, where it has an offer for several different industries, you can ask about this industry. And later, in the statistics of events, in the statistics of relevant participants, you will have a very facilitated work in segregating, for example, participants into different industries, depending on what answers they gave, or due to experience. Also, quite often, if, for example, you offer some Enterprise-ranked services, and, let's say, dedicated to medium-sized businesses, it also allows you to easily divide these leads into those that will generate income for SMB or Enterprise. Here, again, your strategy is the most important and how you will want to segment these leads. But the most important thing is that you get a really simple tool to get not only these basic data, but also more extensive and already adapted to the profile of your activity. Webinar participants are very happy to share such data, because these are people who are already involved. The webinar has the advantage over other forms, such as a recording on YouTube, which is sometimes distributed in such a way that it is a real, physical meeting between people, We are also more inclined to share our data, not only the basic ones, but also more extensive ones. The second tip is what I mentioned at the beginning, i.e. series and or automation are the best. e-Loop is an important word here, because we can actually use automation also within the series. There was also a question in the chat about webinars on demand. In a moment, we will tell you a little more about them, especially since we have two different variants of these automatic webinars. Let's say that on demand is more in the category of an automatic webinar. I would like to remind you that the best effects bring actions that are repeated and based on a certain seriousness. This is the case study that I mentioned to you. It already has some experience and recently we talked with Kasia Bielecka, the founder of the WERTE training center. It is a great company that conducts training on accounting, on such issues, especially in our legal context and the dynamics of changes. It is a very complex subject. They do a great job on the Internet. Kasia said that the numbers that I am showing you here are not true anymore. I mean, it has gone very, very far. We have to finally agree on what to refresh the case study. but these numbers, despite the fact that they have de-updated, because they are now much better, they are still very inspiring. Here you can see the QR code for this case study, you can easily find it on our blog or by entering, for example, in Google ClickMeeting Vertex case study. To be more specific, we are discussing one of the several Webinar Lead Generation campaigns carried out by the WERTE Training Center, which is called Weekly Wednesdays. As you can easily see, these are weekly meetings that take place every Wednesday, where experts in the field of HR meet with people who want to get new messages. There are a lot of specialists in the field of paid personnel. In this case study, Ms. Kasia shared a fantastic observation that a community has been created, that these people meet with each other every week during such a free meeting and greet each other, get to know each other, share their experiences and knowledge from this field. Of course, they meet every week as part of free training, but in the end, they also take part in paid training carried out by the company. A long time ago, more than 30,000 LEADs were collected in this way. So, imagine that, considering that, let's say, the fee market is not mega-gigantic. 30,000 unique contacts to people interested in this topic, which is really a lot, and now it's even better. And more than 6,000 people register for each webinar from this cycle. So, this shows that these series work phenomenally. And this is just one of several initiatives, more of these ideas on how to generate leads through webinars, how to do it well. Mr. Karol is asking for a case study for software houses. Something like that will also be found. There are a lot of these ideas and it is also very inspiring, especially that the best are willing to share their knowledge, experience and proven models of operation. Samir Kayali, who I mentioned to you, is a tax advisor who very often creates his own training on ClickMeeting. Here you can see his tactic, which I think you know for sure and you have met with this scheme of action. We create a free webinar, we collect leads, then we offer something paid, for example, in this case training. The real art is, in fact, the distribution of this knowledge, let's call it free, and paid, that is, placing this dot somewhere, let's say, and indicating that on paid training this knowledge will be deepened, that is, specific solutions of specific problems will be shown. If you want to know more I also encourage you to read the case study with Samir. Both case studies also have a video version. And here we come to the machine, to the LeadGen webinar. This is a bit of a definition of the machine for the LeadGen webinar. I must admit that I copied a bit of our so-called machine for earning on webinars. And it uses the same theme. and earlier in the chat, Ms. Anna asked about the webinar on demand. And these webinars on demand can be used here or you can use automatic webinars. What is the difference? Webinar on demand, which is, as the name suggests, a webinar VOD, i.e. the user is aware that he is recording a webinar, natomiast na przykład przekazywanie danych wygląda w taki sam sposób. To znaczy nadal dostęp do nagrania może uzyskać po podzieleniu się danymi poprzez taki sam formularz, jaki przed chwilą oglądaliśmy. I to jest duża przewaga takiego formatu nad chociażby osadzeniem filmiku na YouTube czy w innym medium, bo nie musimy się bawić w jakieś proxy serwisy, which will create a kind of a blockade of this content. First, we would have to configure our own registration form. Here, everything is available as part of the system, which works and is fully automated. However, and it seems to me that very often, leadgen webinars are used by entrepreneurs and marketers, and I myself have been a participant in such events several times. Sometimes, automatic webinars are used, sometimes they are called autopilot webinars. The difference is that in this case, the user does not have to realize that the presenter is not physically present with them at the same time. and very often it is done on the basis that, for example, there are a few dates and hours to choose from. Sometimes it is even absurdly much, on the basis of a webinar at 4 p.m., 5 p.m., 6 p.m., 7 p.m., 8 p.m., 9 p.m. It is known that even the most experienced presenter would rather not be able to conduct, let's say, 5-6 webinars without breaks during the day, but many participants do not know about it and it also raises the rank of such an event. It seems to me that we also feel more obliged to appear when we expect another person to greet us. We feel obliged, for example, from the title that we suspect that this person has prepared, is waiting. You know, the frequency on free webinars is completely different than on paid webinars, where we additionally spent money. But the fact that there is an awareness, there is a time, an hour, the presence of another person undoubtedly has a pro-frequency impact. And you, as a person presenting an offer to your company, You can say that this is an automatic webinar, but you don't have to. During an automatic webinar, you can, for example, be present in the chat and answer in the chat, or it can be, I don't know, an employee of your company. In both cases, you can launch a survey or a CTA button during the recording. However, in the case of the machine, you can create images of it, and most people will probably not realize that you are not there with them live. In both cases, the recording is the basis. there are two possibilities. It can be simply an edited recording that you will record, or it can also be a recording of a live webinar that has already taken place. And this is the hybrid method, let's say, that you can combine it. You can, for example, do one webinar live, and then with a few clicks create an automatic webinar on its basis or a webinar on demand and continue to promote this webinar and get more leads. The same goes for paid webinars. Whenever I host a webinar about paid events, I show an example of one of the organizers, I don't remember the exact number, but I think that the main one, this live webinar, earned about PLN 100,000, and then the webinar on demand earned another PLN 30,000. So it's a sin not to take advantage of such an opportunity to continue to earn or continue to generate leads. And this can be done in a really, really simple way on ClickMeeting, because all you have to do is load the recording of the webinar that you already have in the system, enter the basic data, basically the title, data on how to register and you can continue to launch campaigns that will bring you more leads. And we will look at this topic now, i.e. the promotion of the Leadland webinar, because without a doubt, this is what they do best. On the other hand, this is probably the most common question that arises in the context of webinars and also the biggest concern regarding webinars as a lead magnet. But I think that if you work in the world of marketing, then you have to ask yourself this question regarding any format that is supposed to bring you certain profits. Ms. Kaja asks if the recording will be available. Yes, it will be. will be sent to all registered people. So, are the best creators of webinars for leadgen, but also paid webinars and any other webinar promoting their events? Yes, of course. Of course, you have a full range of promotional techniques, channels, communication and tools that will help you get these leads. I'm showing you what we use most often when creating and organizing our own ClickMeeting webinars. So, the basis for a lot of records is PPC ads in Meta, LinkedIn, Google Ads. It all depends on your target group. And here the rule is very simple. You have to be where your clients are, where your prospects are, people who will potentially be interested in your services or products. In a moment, I will show you an example of the cost of obtaining a LEAD from one of our campaigns, because I think it is very inspiring, and a little bit to extract this data, I was tempted by the data disseminated by one, or even more companies, creating platforms for webinars, where some cosmic data is shown. In fact, it is shown that obtaining a lead for a webinar is very cheap, but these are still some cosmic numbers, because they are taken from the American market and there is probably $70 as a record for a webinar. I can say that we have never paid so much for any lead for a webinar in any campaign, A lot of these webinars are worth a few zlotys, so it is very economical. Mr. Patryk says that it is probably for a webinar of a paid 500 dollars. No, it is not. You know how it is in the age of AI. It appears somewhere in an article or in a report of a company and soon it will grow to the rank of some truth revealed about the state of the whole market. So I now commit to creating such content with real numbers and I hope that these numbers will be quoted, which are really the fruit of the work of our marketers. Because let's face it, we are a platform for webinars, but we do these webinars also because it just works and that getting these leads is really very profitable. So, we use PPC advertising, but we also use our own buzzwords, we use different newsletters that we have. For sure, some of you are also ClickMeeting clients, and that's a great thing, because we want to light two fires at the same time, and it always helps us when we create webinars like this one. On the one hand, we want to get new clients, We also show our know-how, but we also want to give this know-how to our clients. This is not the only format. If we have our clients here, they will certainly confirm that this is not the only way we share knowledge. We also care about the success of our clients, because in our interest is the success of our clients, so that they are satisfied with it. So, such a webinar at the same time gains leads and works against Chernobyl, educates clients, leads them to some kind of upselling, because they will have more needs if they are satisfied. So, this is really fantastic. And here, having your own bases is also a huge, huge channel of access. Of course, organic social media. Here, I think the most important thing is LinkedIn, but also Facebook. But that doesn't mean that I also use other media, and there I also often see invitations to webinars on TikTok, on Instagram, for example. Partners and affiliations are a very powerful source of obtaining leads for webinars, for example, the services you cooperate with. but we, for example, in ClickMeeting, we cooperate closely with many NGOs, with foundations, which can also count on special conditions of cooperation with us, so if you are an NGO foundation, let us know, for sure someone from us will present you a special offer, within which we also want to support just valuable initiatives for society and very often we promote them as well, our initiatives. So, on the one hand, we really want to show what is valuable, what is happening on ClickMeeting, and our partners also often promote some webinars that are important, and probably by creating such partnerships, you will also be able to reach such a point. And marketing. I'm glad that I often see that someone recommends ClickMeeting's webinar. I think it was the most intense when we also tried to train our potential clients in the field of AI. A lot of people went there and they were very happy to recommend it to themselves. As for PPC advertising, here you can see the result of one of the campaigns. The average profit in the MEC was PLN 6.90. Of course, these numbers are very different. There was one webinar on the market of one of the countries in Western Europe, where the prices were much higher, but there are really no webinars where the cost of obtaining one Lidl is less than PLN 10. This is a really phenomenal result. First of all, where is 10 PLN, and where is 70 USD? And the fourth point, so we go a little bit beyond getting a lead and we move on to the follow-up sequence, which is supposed to feed these leads, because it is obvious for each of us here for sure that not every person who registers for the webinar is ready to buy at this point, quite the opposite, especially if we work in the B2B industry, where these decision-making processes are very long. Very often it will turn out that we are really at the very top of the funnel with our webinar and we have to move this lead down this funnel to the very point of purchase. As I showed you before, webinars are great because they can really lead, we can create a webinar sequence that will go down and down and show more and more possibilities. Mr. Patryk asks if we are talking about an email sequence. Yes, we are talking about an email sequence, but nothing prevents this email sequence from accompanying the webinar sequence. It doesn't have to be a webinar sequence. It may be that we see each other today, for example, on such a webinar about the general nature, addressed to a large group of people, but I was also doing something like that. Last year, I created the Summer Academy of Paid Webinars, where we shared knowledge about how to make money on paid webinars. And then we came up with the extension of this academy there will be a masterclass, which is what I mentioned, a small training that is more personal, where we meet in a small group, where we look each other in the eye, we solve specific problems, we answer specific questions, which was also free, a free masterclass. There were two separate dates. And let's say that some logic of the follow-up mailing sequence It was also accompanied by a sequence of online events going down the lake. And you can review it. I'll show you in a moment how you can warm up with the webinars themselves, these leads that are already in your lake, not really investing in additional tools. The sequence builds trust, allows us to reach this offer in a natural and non-violent way, which must finally appear if we want to make a conversion, and we want to. I have created a pattern, let's say, a sequence that has three messages. In many cases, it will probably not be enough. In many cases, it may turn out that the client needs a longer and longer relationship with you to finally be convinced of your offer. Very often, we also observe that in markets where there is a lot of seasonality, it looks like people are able to participate in events for a few months, read e-mails, download e-books to buy access to the platform after a few months or a year. Because then, for example, the harvest begins in their industry. But it is important that this relationship is there all the time. Because if there is no relationship, there is a high chance that someone else will simply take your place. But it all depends on the specifics of your industry. And in fact, in order to perform such a very simple email marketing sequence, You don't need any additional tools, because in the framework of automated packets in ClickMeeting, you have not only an automatic webinar to request, but also an automatic message with a thank you or an automatic message follow-up. They differ in that one is addressed to people who took part in the event, and the other to those who registered. As you can see, you can also make your offer and position more attractive by, for example, adding additional materials or certificates of participation for participants, which may also be useful for you in promotional activities. and a very important function, which is also at the bottom of this page, automation, i.e. automatic invitations to upcoming events. You can also do it from the level of such a simple CRM, as I call it, i.e. the address book in ClickMeeting. There you simply mark invitations for a specific group of participants, e.g. for people who took part in a webinar or which you have classified in some group. And they will automatically receive invitations for next events, or, for example, next events from a given series. It also works frequently, but above all, it relieves you. You don't have to remember to send any additional invitations. And when it comes to email marketing, it's a sequence that can look like this. It's a very wide range, because it all depends on your industry and the way you conduct your marketing activities. As you can see, you can do it through ClickMeeting, which is an e-mail with a thank-you note and a recording. It's a great way to remind yourself. It's like after a job interview, you send an e-mail and I read some statistics that it significantly increases the chance of employment, because then the recruiter, despite being free, arouses positive associations about this potential employee. The same is true for a company that offers some services. Moreover, there may be not only a recording, but as you have seen, for example, through ClickMeeting, you can also add a subcontractor, i.e. an e-book, In fact, anything that gives an additional value, it certainly works to the advantage of your offer. 2-3 days later, you can send additional material. It also depends on how long the sales window is and what you sell, because it will look different if, for example, you want to sell an online course that starts in the perspective of a month, then you definitely need to extend this window of sending further messages. At the end, you can send an offer to the CTA, although very often, in fact, the email sequences containing the CTA and the encouragement to buy during the conversion are very extensive. It is of course worth to arm yourself with additional tools. In ClickMeeting, you get a full range of integrations with analytical platforms, marketing platforms for e-mail marketing. Recently, we also implemented the integration with MailerLite, which is available in the automation window during the configuration of the event. Here, there is a full flow of information between MailerLite and ClickMeeting. This allows you to create fast, intelligent email marketing campaigns based on the leads obtained from ClickArt, We also have GedResponse, HubSpot, various CRM platforms. If you want, just take a look at our website, there are all the integrations we have listed there. We also support Zapier and Make, so you can create your own automation on this database. And the last point is to measure the success of the webinar. I would like to say something to my high school teachers. I feel sorry that the frequency is not a goal in itself, it is just a starting point for people who registered for the webinar. In fact, there are other parameters that you will have to measure. For example, the activity of users is important, because it also indicates what the value of this lead is, considering the logic of your Leica, the cost of the LEED, because, as we have already discussed, Mr. Patryk also notices that webinar sequences are more suitable for high-ticket than such products up to PLN 300. I don't really know. Here, the basic criterion is the cost of this LEED, because in my opinion, If we already have this LEED in our CRM or in our CRM, which is an address book in ClickMeeting, I will probably talk about it in more detail in a moment, then the cost of inviting this LEED to the next event is close to zero, apart from some maintenance issues. However, I would always look at how much a given LEED actually costs At this point, he verified it with the cost of the offer, because if it were true, for example, that the LIDA acquisition is $70, Mr. Robert asked the recording, yes, this will be the recording. If it were true that this cost is $70, and we sell the product, offer, training for PLN 300, it would not be extremely profitable. However, as I showed you, if the cost of obtaining a lead on the webinar was PLN 7, let's keep this analogy, and if we were to sell the service for PLN 300, then it is already payable. So it is always worth taking a closer look, especially since all these advertising systems They give very clear indications of the cost of obtaining a lead and the cost of a campaign. It is worth drawing conclusions on this basis. As you can see here in the last point, the data from one webinar should actually be a plan for the next webinar. The frequency itself is definitely something that can lead us to error. If we are happy with the fact that we have generated a lot of notes for a webinar but we do not look at how much it cost us, it may turn out that this activity is not paid. It may turn out that we are using a strategy that is wrong, Maybe we need to change some meritorious issues. Maybe a better-chosen topic of the webinar, even sometimes better copies accompanying some creations, would allow us to get these leads cheaper. Maybe, for example, creating your own mailing base is more effective. It's a good complement of a mix used to get leads. Maybe it's also the case that our webinars, okay, a lot of people sign up, but we don't see the effects, because, for example, we don't build engagement, we don't use these interactive modules that allow us to simply improve the quality of these leads, make this person want more after the webinar, and not that he is convinced that he has wasted his time. Because sometimes it happens that... The biggest trick, in my opinion, is to create a Lead Generation webinar that will bring business benefit, and on the other hand, it will not build a belief in its participants that they took part in some marketing show. Because no one comes to us. Our meeting today has a special character, because we discuss it from the other side. But very often, when you need to create a webinar, but it's the same as a PDF, but a PDF is easier to scroll and delete from the disk, and you have to spend time on the webinar. You have to skillfully put some boundaries between the rhetoric and marketing and skillfully balance it. It's a whole piece of art. If you manage to balance it, the frequency also increases. For example, the HR services, which I like to refer to as an example, they illustrate it perfectly, that when we give a pension, we can also build a community around our activities, webinar activities, but also any other professional activity, it is possible to reconcile the value with the money. However, it is really necessary to get out of the correct data and correct messages. Here is a simple preview of what the simple CRM in ClickMeeting looks like, i.e. an address book, where there is actually this Kowalska-Kinga. Please do not worry, I am not violating the RODO, I invented it for myself. as well as other data. This makes it possible to obtain comprehensive information about the lead, taking into account the fact that when the scale of the operation increases, it is possible to use integration with various types of CRMs and other tools to manage relations with lead clients. On this basis, you can also do lead scoring. I have already shown you how to obtain data at a very early stage that allows for segmenting leads, their assessment and taking automated actions against them, depending on the stage of the layoff. This is an interesting function that we introduced not so long ago, which is also very useful in the context of assessing how your ideas work. I thought that I would show you how the CTA module looks in practice. It's displayed on the chat, because it appears under two characters now, so one can be displayed at the top of the screen, and the other on the chat. Now you can see the one on the chat. I'll turn on the banner CTA at the top of the screen, and I encourage you to click on it, of course. I encourage you to set up a trial account, you have 14 days for free, without obligations, without submitting card data. And now, after creating such a CTA bar, you can see in the account panel, in the panel of your BidMeeting account, information about how such a bar worked and, as you can see, you can simply compare different bars. You can check, for example, how different colors work, how different copies work, and, above all, get information about who exactly clicked on a given button. Thanks to this, you will get additional information about the activity of leads, about what they need, at what stage they are at. In addition, we are working very hard to develop the tools that allow you to get leads thanks to ClickMeeting. And that's basically it. I also have a free e-book for you to recommend, which you can find on the Click website. Here you also have the QR code. I will send it to you, I will keep everything in the e-mail after the event. In this ebook, you will find even more tips that will allow you to get more leads thanks to the webinars. If you have any questions, I encourage you to ask them. I didn't turn on the Q&A mode, but I think it can be fixed. From now on, the Q&A mode is on, so please ask questions if you have any. I will now display the question from Mr. Patryk. Are all these email automatizations in the basic package or in a higher one? It is available in automated packages. If you go to the clipmeeting price list, you will see two types. First of all, there is a division due to the number of participants, these are the numbers 50, 100, and so on, and then there is automated and live. Exactly, and the same, a very similar question to Mrs. Martyn, we will switch it, and what is in the automated packages, there we get access to live webinars, in addition to live webinars, access to automatic webinars as well as for the automation of communication and event organization. We didn't talk about it here, but you can automate many of the activities that are repeatable and you can just skip them if you have to click them manually. If you are also interested in the differences between Live Automated plan, If you're wondering what plan to choose, I encourage you to sign up for a free demo. We have great experts there who will advise you on what solution will be best for you. First of all, I encourage you to try ClickMeeting. For example, I'm going to click on the Call to Action button here, because for these 14 days you have access to basically all the functions, including those that are available in Automated plans, so you can see what it looks like in practice without obligations. At this point, you also gain access to onboarding, which is provided for trial accounts, and you can get to know more nuances, more nooks and crannies of the platform, There is always a demo at your disposal, where during a one-on-one consultation you can solve any doubts, learn how to use the platform and find out which solutions are worth using. Do I have statistics that Webinars work better? There is no such correctness, rather. What does it mean to work better? In fact, you would have to assess the number I mentioned at the very end. How many products were sold thanks to a given Webinar? what was the cost of acquisition versus the cost generated thanks to it, that is, the profit generated thanks to it. Probably the answer is not cool, so it depends, because I see a lot of businesses that rely on very wide automation and get a lot of leads on automatic webinars, for example. but it also depends on the communication strategy, on the marketing strategy. A very big advantage of a live webinar, in my opinion, is the possibility of a direct meeting, so that we stop being anonymous, and this can be achieved to a certain level with automatic webinars, probably to a certain level, but less so with webinars on demand. However, in my opinion, the most effective tactic is a hybrid approach, which also allows you to test both schemes of action. We have a live webinar, so we test it live. For me personally, for example, it is much easier to conduct a webinar than to create a recording. It's easier for me to talk to you, although we communicate via chat, than, for example, to the camera directly. It also requires more discipline and a little bit of other skills. A well-recorded live webinar can later be distributed as a webinar on demand or an automatic webinar. so you can bake two cookies on one fire and just see what brings better results in a particular case. These are approaches that, in many ways, are penetrating somewhere and, in my opinion, it is worth testing, as usual, in marketing. Ania asks, we have a webinar and what to do next, how to promote it, what to do to get leads? As I mentioned in one of the blocks that we discussed today, we have a guide on how to promote webinars. You can go to knowledgebase.clickmeeting, I can also send it to you. It all depends on your brand's promotion strategy, marketing tools that you use. I showed there what we use to promote our webinars, which is basically our own databases, PPC declams, Meta, LinkedIn, Google Ads, but it can be TikTok for example, it depends on where you are. Organic social media plus partnerships, some whispered marketing, and this is a strategy on which most of the organizers of the webinars will rely. And it also depends on, for example, how strong your personal brand is. We live in a time when these personal brands are selling and you can, for example, You can also get a lot from some private accounts, for example, on LinkedIn, if there are a lot of observers, if you are an expert who is recognizable in your industry. Okay. So, last questions, please. If there are any more... And if not, thank you very much. I will make sure that you get, as I announced at the beginning, and as I showed through this entire webinar, an e-mail with a so-called thank you, which is actually an e-mail with recordings and additional materials. I will try to send you the materials that will be most useful from your perspective, i.e. reports, but also about how to promote webinars and how to use webinars in your Lead Generation strategy. Once again, I encourage you to create a ClickMeeting account and see for yourself how it works, test the most important functions, 14 days without any obligations. Of course, I encourage you to take part in the next ClickMeeting webinars, to use our knowledge zone, the blog, all the places where we share the knowledge so that you can create better webinars and generate more leads. Thank you very much for today and see you at the next opportunity. Good luck.