Webinars

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Webinars
For Sales, Lead Generation, Education and
Communicating with Franchisees
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What Is a Webinar?

• Definition
• Short for web-based seminar, a presentation,
  lecture, workshop or seminar that is transmitted
  over the web.
• A key feature of a webinar is its interactive
  elements the ability to give, receive and
  discuss information. Contract with webcast, in
  which the data transmission is one way and does
  not allow interaction between presenter and the
  audience.

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Fun Facts


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Webinar

• webinar 6,260,000 results
• webinar software 2,520,000 results
• webinar services 2,820,000 results
• Webinar hosting 698,000 results
• webinar definition 301,000 results
• webinar providers 1,000,000 results
• webinar tools 1,910,000 results
• webinar training 1,780,000 results
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Webinar Service Providers

• Adobe Acrobat Connect
• ATT Web Conferencing
• Axisoft's MeToShow
• Convenos Meeting Center
• Dimdim
• Genesys Meeting Center
• Glance
• GoToMeeting
• IBM Lotus Sametime
• InterCall
• Microsoft Office Live Meeting
• Ready Talk
• WebEx
• WebTrain

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Meeting Invitation
You are invited to a Spherion Presentation Meeting
details are below Meeting Date Friday,
October 17, 2008 Meeting Time 1100 AM Eastern /
1000 AM Central (length of call 90
minutes) -----------------------------------------
--------------------------------------------------
------------------------ Instant Meeting
Details Instant Web Meeting Details Dial USA
Toll Free 777-444-0000 Meeting Host Ms.
Roberta Marcantonio Access Code 1234567
Follow instructions to join Instant Web
Meeting ------------------------------------------
--------------------------------------------------
------------------------ Instant Web Meeting 1.
Join the meeting now 2. Enter the required
fields 3. Click on Submit www.webmeeting.at
t.com Meeting number 7774440000 4. Click on
Participant Code 7777
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Log On Page
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Log On Continues
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Host Log In
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Chose A Method
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Host View Optional views for participants
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Emailed Webinar InvitationsWeek of October 13th

• Developing Top Performers
• Use PR to Grow Your Business
• What, When How to Measure For Business
  Alignment
• Answers to the Worlds Scariest Employment Law
  Questions
• IT Related Technology to Improve Efficiency's
• Climate Change
• Book Reviews
• Conference Board Economic Outlook
• Staffing Industry Trends and Outlook

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Webinar Sales

• Director of Sales, Chad Gilpin

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Webinar Lead Generation

• Market early and often
• Eight weeks of lead time
• Select specific days and times
• Invitation lead lists
• On going webinar programs
• Content is king!
• On demand webinar programs
• Make them work for it!

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Webinar Qualifying

• Be prepared
• Sell like a doctor mentality
• Speak clearly
• Create stopping points
• Ask for feedback

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Webinar Closing

• Perform Surveys
• Review UFDD and contracts
• Connect closing parties
• Shorten sales cycle

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Southeast Franchise Forum November 11, 2008
Pam Grayboff, Vice President of Sales Franchise
Operations, North America
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Webinars for Sales, Lead Generation, Education
and Communicating with Franchisees
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Franchise Strategy

• Enhance brand equity with benchmarks,
  measurements and systems to maintain consistency
• Drive market share through delivery of sales,
  marketing revenue management expertise and
  utilization of Starwood systems, programs and
  resources
• Continue to grow relationships/partnerships with
  franchisees, ownership and management companies

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What do Franchisees Desire?
To understand and know how to execute against all
market, channel and program distribution systems
offered by the brand to drive revenue

• Clear communication
• The What (Do it Right the First Time)
• The Why (W.I.F.M.)
• The How (details, processes)
• The When (timeline that is reasonable)
• The Who (brand, hotel, staff)
• What is the benefit, the cost, the return
• Integrity
• Realize its OPM (Other Peoples Money)

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Benefits of communicating by webinar method

• Gain audience attention span/engagement
• Provide a flow of information that may include
  confidential or proprietary information that we
  dont want widely distributed
• Size or amount of information to share includes a
  file that is too large to send via email
• Cost effective vehicle for communicating and
  educating franchisees

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Things to Consider for Conference Call Method and
Audio Portion of Webinar for a Large Audience

• Select a Conferencing Vendor that enables you the
  option to do operator assisted conference
• Why?
• Audience is put on mute to avoid background noise
  to be respectful of speaker
• Enables the speaker at anytime to ask the
  operator to open up the call for any questions
• Offers the opportunity to gather the franchise
  location name, location number and name of the
  caller to track attendance and engagement

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Sample Semi- Weekly Communication

• HTML email sent 2x a week
• Hyperlink to documentation posted on company
  portal that has franchisee specific information
• Distribute automated surveys to gather
  participation from our communication

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• it is people talking to people

Lynne Dougherty, SVP Owner Relations
Franchise Starwood Hotels Resorts Worldwide,
Inc. one very smart lady