Webinars are one of the most powerful sales tools we have as online entrepreneurs. But when they don’t convert, it can feel discouraging. One of my clients came to me recently completely frustrated.
She’d been working for months on her webinar. She had poured her heart into her slides, her emails, her delivery… and yet she was only converting at 2-3% of live attendees.
She felt like she was doing everything right and was starting to think webinars just didn’t work anymore.
But when I reviewed her webinar, I quickly saw why it wasn’t converting. These are the five mistakes I identified and fixed, and they’re the same mistakes I see a lot of entrepreneurs making:
1. She was teaching too much of the HOW
This is a common mistake. She was going so deep into every single detail that attendees were either overwhelmed or felt like they already had enough information to go and do it themselves.
Instead, we shifted her content to focus more on the WHAT and the WHY – the big shifts her audience needed to make. We positioned her offer as the place where they could get the HOW in depth.
This immediately reduced the overwhelm and kept her attendees engaged until the end.
2. Weak offer positioning
Her offer was presented as a nice-to-have, not a must-have. There was no urgency or clear reason why her audience needed it right now.
We reframed her offer as essential. She started talking about it with confidence and energy, stacking bonuses and explaining the transformation her clients would experience.
3. Rushing or hiding the pitch
She was pitching after Q&A when most attendees had already left. Her energy was low and the transition was abrupt.
We flipped this around. She started pitching while energy was high, spending 25-30% of the webinar on the pitch without apologizing for selling.
4. Poor attendance rates
Only 30% of registrants were showing up live. That’s a big issue because fewer people in the room means lower conversions and less energy.
We boosted attendance by offering multiple time slots, sending better reminders and adding a show-up bonus. This quickly got her attendance to over 50%.
5. Not handling objections
She wasn’t addressing objections proactively, so attendees silently talked themselves out of buying.
We made sure to weave objection handling throughout the webinar using stories, social proof and transparent conversations about price and time.
The result
After fixing these 5 mistakes, her webinar conversions jumped from 2-3% to over 10% of live attendees.
This is proof that webinars aren’t dead. They can be incredibly effective when you focus on the right things and avoid the common traps.
If your webinars aren’t converting, review them using this checklist.
- Are you overteaching?
- Is your offer positioned with authority?
- Are you making the pitch with energy?
- Are you getting enough people to show up live?
- Are you handling objections?
👉 Listen to episode 299 of the Fail to Win podcast for the full breakdown and more behind-the-scenes tips.
PS: If you want my free list of 20 ManyChat keywords that help you attract more webinar signups, DM me KEYWORDS on Instagram @fastforwardamy and I’ll send it to you. Or just download it here: fastforwardamy.com/keywords
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