Using Webinars to Sell Online Courses: 6 Simple Steps

Unlike traditional marketing, webinars allow you to educate, engage, and build trust with potential students before asking them to buy.

Instead of just sending people to a sales page, you’re giving them a valuable experience first, making them much more likely to enroll in your course.

If you’re wondering how to use webinars to sell more courses, this guide will walk you through everything—from setting up your webinar to converting attendees into paying students.

Why Webinars Work for Selling Online Courses?

A well-structured webinar does more than just present information—it creates a sense of connection and urgency. Here’s why webinars are so effective:

• They build trust – People are more likely to buy from someone they’ve interacted with live.
• They demonstrate your expertise – When you teach something valuable, attendees see you as an authority.
• They create urgency – Limited-time offers or bonuses encourage attendees to take action immediately.
• They allow direct engagement – Live Q&A sessions address objections and build rapport.

Webinars aren’t just about selling—they’re about serving first. When you offer value, the sale becomes a natural next step.

Step 1: Choose Your Webinar Topic

Your webinar should focus on solving a specific problem your target audience faces. Think of it as a mini-training session that gives attendees quick wins while leading them naturally toward your course.

How to Choose the Right Topic:

• What problem does your course solve?
• What’s a small but impactful lesson you can teach in 45-60 minutes?
• What common objections do people have about your course that you can address?

Example Webinar Topics:

• If your course is about social media marketing, your webinar could be “3 Simple Strategies to Grow Your Instagram Audience in 30 Days.”
• If your course is about public speaking, your webinar could be “How to Overcome Stage Fright and Speak with Confidence.”

The goal is to provide value upfront, so attendees see how your full course can help them go even further.

For validation techniques, explore how to pre-sell your online course and test your topic before launching.

Step 2: Set Up Your Webinar Platform

There are many tools available to host webinars, and the right one depends on your needs.

Popular Webinar Platforms:

• Zoom – Great for interactive webinars with chat and Q&A features.
• WebinarJam – Designed for selling, with built-in timers, offers, and audience engagement tools.
• Demio – User-friendly and focused on engagement.
• GoToWebinar – Reliable and well-known for corporate-style webinars.
• StreamYard – Ideal for live streaming on YouTube and Facebook.

Look for a platform that allows screen sharing, polls, live chat, and offer pop-ups to maximize engagement and sales.

Step 3: Create a High-Converting Registration Page

Your registration page should clearly communicate why people should attend your webinar and what they’ll learn.

Key Elements of a Registration Page:

• A compelling headline – Focus on the biggest benefit of attending.
• A short description – Explain what attendees will learn and how it will help them.
• Date and time – Use countdown timers to create urgency.
• A simple sign-up form – Ask for name and email only to reduce friction.
• A strong call to action – Make it clear that this webinar is not to be missed.

Example:

“Free Live Training: How to Build a 6-Figure Freelance Business (Even If You’re Just Getting Started!).”

Once they register, send a confirmation email with the webinar link and reminders leading up to the event.

Step 4: Promote Your Webinar to Get More Attendees

A webinar won’t sell your course if no one shows up. Focus on driving registrations using multiple marketing channels.

Ways to Promote Your Webinar:

• Email Marketing – Send an invite to your email list and follow up with reminders.
• Social Media – Share teaser posts, countdowns, and behind-the-scenes content.
• Facebook & Instagram Ads – Use paid ads to reach more people in your niche.
• YouTube & Blog Content – Create content related to your webinar topic and direct viewers to sign up.
• Affiliate & Influencer Marketing – Partner with others in your industry to promote the event.

Send multiple reminder emails leading up to the webinar to reduce no-shows.

For email strategies, check out how to use email marketing for course launches and maximize your reach.

Step 5: Deliver a High-Value Webinar That Leads to Sales

Your webinar needs to engage, educate, and inspire action. A great structure follows the 80/20 rule—spend 80% of the time teaching valuable content and 20% making your offer.

Winning Webinar Structure:

Welcome & Introduction (5-10 min)

• Thank attendees for joining.
• Share a quick personal story or background.
• Set expectations for what they’ll learn.

High-Value Training (30-40 min)

• Teach one big idea with actionable takeaways.
• Use slides, live demonstrations, or case studies.
• Engage attendees with polls, Q&A, and chat prompts.

The Offer – Introduce Your Course (10-15 min)

• Transition smoothly from teaching to selling.
• Show how your course is the next step in solving their problem.
• Share student testimonials and success stories.
• Reveal special pricing, bonuses, or limited-time offers.

Live Q&A & Closing (10-15 min)

• Answer common objections and questions.
• Encourage fast action by reminding attendees about deadlines or bonuses.

Keep the webinar engaging, interactive, and full of energy to maintain high attendance and sales.

Step 6: Follow Up with Attendees Who Didn’t Buy

Most attendees won’t buy on the spot—but that doesn’t mean they won’t enroll later. A follow-up sequence can help convert on-the-fence buyers.

Follow-Up Email Sequence:

• Email 1: Replay & Key Takeaways – Send the webinar replay within 24 hours.
• Email 2: Address Common Objections – Overcome doubts about price, time commitment, or results.
• Email 3: Share Student Success Stories – Build trust with testimonials.
• Email 4: Final Call to Action – Remind them of the deadline for bonuses or discounts.

Giving a second chance to enroll often increases conversions.

Final Thoughts: Sell More Courses with Webinars

Webinars are one of the best ways to sell online courses while providing real value to potential students. To make them work:

• Choose a problem-solving topic that naturally leads to your course.
• Use a strong registration page and marketing strategy to get sign-ups.
• Deliver high-value content while smoothly transitioning into your course offer.
• Follow up with attendees to capture missed sales.

When done right, webinars don’t just sell your course—they build relationships, establish credibility, and create loyal students. Start planning your first (or next) webinar and watch how it transforms your course sales!