How to Fix Your Webinar Sales (Without Trashing the Whole Thing)
So, you’ve spent weeks (or months) perfecting your webinar. The slides are polished, the pitch is smooth, and your audience seems engaged. Then—crickets. Barely any sales. Maybe a polite email or two saying, “Loved the session! Not the right time for me.” (Translation: Not convinced enough to buy.)
If that sounds familiar, don’t worry—you’re not alone. And you don’t need to throw the whole webinar in the trash. Instead, let’s tweak a few key elements that can transform your webinar from a money pit into a profit machine.
Here are three proven strategies that can turn things around fast.
#1 Diversify Your Offerings: The Buffet Approach
Right now, your webinar might be like a fancy restaurant with only one dish on the menu: a high-ticket offer. If that’s the case, you’re missing out on a huge chunk of potential buyers who want to work with you but aren’t ready to drop $5K, $10K, or more in one go.
Solution? Offer a lower-priced stepping stone.
Think of it like a theme park. Not everyone jumps straight on the scariest rollercoaster. Some start with the carousel before working their way up. Your offer should work the same way.
A simple way to do this:
✅ Introduce a mid-tier option, like a $997 or $1997 program. This could be a self-paced course, a group coaching package, or an entry-level membership.
✅ Add a “payment plan” to your high-ticket offer. Some people want the full experience but need a way to spread out the cost.
✅ Offer a downsells after the webinar. If someone doesn’t bite on your premium offer, follow up with a lower-tier product.
🚀 Quick win: Even if you keep your main offer, adding a lighter version for people who need more time to build trust can significantly boost conversions.
#2 Play the Long Game (Because Most People Don’t Buy Immediately)
The biggest mistake you can make? Assuming that if people don’t buy on the spot, they never will.
In reality, a big chunk of your audience needs more time. They need follow-ups, reminders, and reasons to say yes later.
You need a follow-up sequence that actually works.
This isn’t just a boring “Hey, did you forget to buy?” email. Instead, use a mix of:
📧 Case study emails – Show real results from past clients (so they see what they’re missing out on).
📧 Objection-killer emails – Tackle their biggest fears head-on (pricing, time, results).
📧 Urgency emails – Offer limited-time bonuses, fast-action pricing, or enrollment deadlines.
📧 “Personal check-in” emails – Sometimes, just asking, “Hey, what’s stopping you from moving forward?” can re-engage someone on the fence.
🚀 Quick win: If your webinar isn’t converting well, don’t change the whole thing yet. Instead, tweak your post-webinar follow-up sequence. Sometimes, the sale happens after the webinar—not during it.
#3 Stay in Their World with a Killer Email Newsletter
Ever wonder why some people crush it with webinars while others struggle?
The best webinar hosts aren’t just pitching during the webinar itself. They’re staying top of mind all year round.
If you’re running ads to cold audiences and only talking to them during your webinar, you’re fighting an uphill battle. But if your email list is packed with warm, engaged leads who already trust you, your conversion rates will skyrocket.
Here’s how to make your email marketing actually work:
✉️ Send emails regularly – Not once a month. At least once a week. If they only hear from you when you’re selling something, they’ll tune out.
✉️ Be entertaining AND valuable – If your emails are just “Hey, here’s another tip,” they’ll get ignored. Add personality. Tell stories. Keep it fun.
✉️ Drop “micro-offers” – You don’t have to wait for the next big launch. Every so often, casually mention a product, service, or call-to-action in your emails. Some people will buy right away.
🚀 Quick win: If your email list is cold, warm them up before your next webinar. Send 2-3 value-packed emails before launching into a pitch. You’ll see way better results.
The Bottom Line: Small Fixes, Big Results
If your webinar isn’t making money, don’t scrap it just yet. Instead, make these three strategic tweaks:
✔️ Offer more ways to buy – Add a mid-tier option or payment plans.
✔️ Follow up properly – Sales don’t always happen on the webinar itself. Stay in touch.
✔️ Use email marketing the right way – Keep your audience engaged all year round.
These small changes can make a massive difference in how many people say “yes” to your offer.
Want proof that these strategies work?
Check out our case studies to see how we’ve helped high-ticket coaches, speakers, and experts scale their businesses with webinars, ads, and sales funnels. 💡
