Introduction
Prospecting is a crucial step in the sales process. With various automation tools and over-solicitation, your prospects are more and more demanding of your time. So you need to be precise and, above all, have a personalized approach. There’s no secret to personalized approaches: you need information about your targets. Using web scraping tools, you can easily gather this crucial information.
One personalized approach that works very well is to prospect webinar participants. Taking part in a webinar on a specific topic gives you the edge over your prospect’s willingness to learn more about a particular subject. But let’s start by understanding what a LinkedIn webinar is.
Using tools like Captain Data can help you extract precise information about attendees, making your prospecting even more effective.
What is a LinkedIn webinar?
A LinkedIn webinar is an online conference organized on the LinkedIn platform, the social network dedicated to professionals. It’s an interactive virtual event where companies, experts or trainers can share their know-how, experience or products with a targeted, interested audience.
It’s a valuable opportunity to position yourself as an expert in a specific field, expand your brand awareness, develop your professional network and attract potential customers.
How to scrape webinar participants
Step 1: Join a webinar similar to your activity on your MirrorProfiles account
An effective strategy for identifying quality prospects is to participate in webinars related to your field of activity. Why is this method beneficial? The idea behind this is that people who attend specific webinars are already interested in the topic covered, so they’re likely to be interested in an equivalent offer. This approach enables pre-selection of already-qualified prospects, optimizing prospecting efforts and resources. When you take part in a webinar, you’ll have access to all the participants.
Step 2: Use a Captain Data workflow to scrape participants
Once you’ve registered for a relevant webinar, the aim is to extract data from participants.
This is where Captain Data, a web scraping tool, comes in. Web scraping is a technique used to extract information from websites. Find out more in this article. With Captain Data, you can automate this process by creating a workflow that systematically collects data from webinar participants, such as their names, titles, companies, etc.
Once this information has been collected, Captain Data can export the data in CSV format.
This format is particularly suitable for data storage, and is widely used due to its compatibility with a multitude of tools, such as Waalaxy, Lemlist and La Growth Machine.
It’s an ideal format for organizing and analyzing your lead data.
Step 3: Creation of LinkedIn campaigns and copywriting related to the webinar topic
Once participant data has been collected and organized, the next step is to launch a targeted outbound prospecting campaign on LinkedIn. The campaign must be carefully designed to attract and engage your prospects. The copywriting of your campaign must be written strategically, taking into account the interests and needs of your audience. The tone and content of the webinar should be appropriate to the topic, to establish a connection and rapport with your prospects. You know that webinar participants are interested in what you do, so all you have to do is create the right copywriting to contact them!
Present your services intelligently
Webinars are a golden tool for achieving your sales and marketing objectives.
However, this event format must not turn into an advertising obsession.
Even if the underlying aim is to raise awareness of your company, products or services, beware of overly egocentric discourse!
Indeed, participants sign up for your webinar after being seduced by an issue, a promise of content or the expertise of a speaker.
Their main expectation is not to listen to a sales presentation… Otherwise, they would have made an appointment with your sales teams.
Using a well thought-out workflow will enable you to intelligently dose your company’s presentation without going overboard.
This online webinar is a way of getting to know your community present at the event, creating links, interacting and bringing them maximum value.
However, the aim is not to completely disassociate the proposed content from your company.
For example, don’t hesitate to set yourself a short time limit (such as 3 minutes) at the start of the webinar to present your company and its solutions.
At the end of the event, specify where the audience can contact you (e-mail, link to a web page, etc.) to continue the discussion.
Capture qualified information
Webinars also offer a valuable opportunity to collect information about participants.
Before, during and after the webinar, you can collect qualified data such as name, e-mail address, company and specific interests of participants.
This information enables you to personalize your prospecting efforts and nurture your prospects in a targeted way.
This provides you with a qualified database for strategic follow-up actions.
Defining the right topic for your webinar
To organize an effective webinar, the choice of topic is crucial and must be a central consideration.
Determining a topic or theme that your target audience is confronted with as they think about their purchase is essential.
In B2B, prospects ask different questions depending on whether they’re at the beginning, middle or end of their buying journey.
The challenge for you is to identify these questions in order to align your webinar with these specific concerns.
Consider using a web scraping workflow to identify key questions during webinar registration.
Prospecting webinar participants is an innovative and effective way of generating qualified leads. Although this strategy requires a certain amount of technical expertise and the use of specific tools, the benefits it brings in terms of optimizing prospecting efforts are considerable.
By selecting relevant webinars, exploiting attendee data and developing an appropriate marketing campaign, you maximize your chances of achieving your sales targets.
