Unlock the secrets of virtual persuasion with this week’s episode of The Webinar Hacker, your essential guide to commanding the digital stage. Hosted by broadcast journalist and communications strategist Diego Laje. In this episode of The Webinar Hacker with Tim Ito, we reveal step-by-step techniques to captivate your virtual audience, including how to craft compelling narratives, avoid common webinar pitfalls, and use simple tools to instantly upgrade your video presence.

1. Audience-Driven Topic Selection is Critical

Don’t just choose comfortable topics. Go back to your audience’s pain points.

After a webinar, segment attendees:

• Treat these groups differently with targeted emails and messaging.

There’s no cut-off point for engaging with registrants, even those who didn’t attend. Remain present with regular, valuable contact; prospects may convert several months (even a year) later, especially when timing aligns with their needs.

Leverage webinar recordings by sharing them with non-attendees, putting them behind forms, and tracking content consumption in your CRM/marketing automation system.

• Assign lead scores based on engagement (e.g., downloads, repeated attendance) to prioritize sales follow-ups and identify your hottest prospects.

• For robust marketing and sales integration, tools like HubSpot (all-in-one), Salesforce (CRM with add-ons), or Active Campaign (cost-effective alternative) are recommended.
• Consider account-based marketing (ABM): If multiple stakeholders from a target company engage, tailor your outreach per role (CEO, CTO, managers) and even create dedicated webinars for high-value prospects.

And, B2B marketers should consider SMS for follow-up, but ensure compliance with privacy regulations—open rates are very high, making it a promising but underutilized channel.

Hear real-life stories from Ito's vast digital marketing experience and discover actionable tips you can implement in your next webinar, no expensive gear required.

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Our guest in this episode is Tim Ito, he is co-founder and Principal of Marketing Nice Guys, bringing over 25 years of leadership in content, SEO, digital marketing, and product strategy, with past senior roles at organizations like ASCD, ATD, AOL, Netscape, and AltaVista.

A dedicated educator and author, Tim teaches digital marketing at Georgetown University, and has co-written books including The B.S. Dictionary and Small Business Digital Marketing Handbook, helping demystify marketing for businesses and individuals.