Using Webinars to Generate Sales Leads for Your Radio Station

Seth Resler
Seth Resler

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.

By: Seth Resler
Jacobs Media Strategies

I often listen to radio stations talk about pulling all of their digital tools together into a single coherent plan using a Content Marketing strategy. But Content Marketing can be effective on the sales side of the building, too, and can be a catalyst for generating new business.

For example, Content Marketing can be a powerful tool for generating sales leads and building your station’s marketing credibility. By publishing content that interests potential advertisers, radio stations can attract more business. This short video explains how the concept works:


Content Marketing with Webinars

One of the best ways to employ Content Marketing for lead generation is through the use of webinars. The concept is simple: When advertisers, marketers and clients register for a webinar, you capture their email address. You can then engage them in a lead nurturing email campaign, periodically sending them other useful and relevant content. This keeps your radio station top of mind, so when they are ready to advertise, they are more likely to seek you out.

We use this technique at Jacobs Media all the time. In fact, webinars have become our top method of capturing email addresses. Just last week, I hosted a webinar on How to Use Webinars to Generate Sales leads (“How meta!”). You can watch the recording here.

For more assistance on digital or social media, contact MAB Member Services at mab@michmab.com or 1-800-968-7622.

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