I first heard about webinars a few years ago as a way for marketers and sales teams to convert Web traffic and social media connections into sales leads.

I naively jumped right in to see how webinars can help build my business.

Unfortunately, the first time I hosted a webinar, or attempted to, two people showed up. Needless to say, I was less than excited.

I actually managed to get about 100 people to attend the second webinar I hosted. However, not a single person hired me at the end of the webinar.

We've all been there. At some point, we've all asked "What if I host a webinar and no one shows up?" And we've all hosted webinars that generated an underwhelming number of sales.

In the three years since I hosted my first webinar, I've worked relentlessly to improve my attendance and conversion percentage.

I've boiled the winning formula down to a five-step process:

  1. Be credible.
  2. Create an interesting topic.
  3. Create great content.
  4. Send out an offer page.
  5. Follow up with an email sequence.

Here's the breakdown.

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Greg Digneo is author of the blog SalesLeadsinThirtyDays.com, where he writes about how to use blogs, public relations, and direct marketing to generate sales leads within 30 days. Reach him via GregDigneo@gmail.com.