PayFit Pre-Qualify Their Leads With Livestorm

What is Payfit?

Payfit facilitates your payroll management, benefits and your HR. The solution enables you to manage your employees leaves, expense reports, in just a few clicks.

Why are you doing webinars?

We realized that webinars enable us to host a first product demo to qualify prospects that are not ready for a 1:1 call or to start a trial.

They have a very positive impact on our sales process: participants realize the problems they may have with their own payroll or HR without having to jump on a call with a SDR. Qualification after is then easier and faster.

1:1s are still part of our funnel but they usually happen after the webinar.

Why did you chose Livestorm?

Livestorm has allowed us to acquire new customers and offer an alternative to our 1:1 demos.

In the past, we hosted a demo using Facebook Live. It was less interesting than Livestorm, attendees were way less engaged on Facebook. Turns out, Facebook Live was not professional enough for our use case.

In order to retarget attendees, we download the session's CSV, get the emails for the attendees and the registrants (people who did not show up).

Each group will then enter a different campaign. Non-attendees are redirected to another webinar session, the other group will go to our SDRs.

Analytics wise, we noticed that among our 80 attendees in average, only 20 would not show up. That's 75% participation rate! With attendees that stay the entire time.

What advice would you give to someone who never hosted webinars?

During the webinar, you have to take the time to answer all the incoming questions, you should allocate some time in your webinar planning to do that.

We could only video tutorials, but people love to interact with us in real-time and have this moment to ask any question they may have.

Besides, the more complex the content the more time you should spend on Q&As. Having an co-presenter, like an "expert", is also definitely helpful, and prospects find it very reassuring.

How do you promote your webinars?

We mostly do our acquisition through the website by placing some CTAs on the home page. We leverage our organic and paid traffic to the website.

At the same time, we have Facebook strategy in which we use Facebook events and Facebook Ads to redirect people to the landing page. The Facebook Ads remarketing campaigns are working really well for us.