Introduction
Virtual events remain a vital channel: scale, lower friction, and valuable behavioral data. But the old one-way webinar no longer cuts it. The most productive virtual events combine interaction, matchmaking and clear conversion paths — producing leads that convert into sales.
1. Design for two-way engagement
Live polls, breakout rooms, Q&A, and small-group discussions turn attendees into participants — which improves qualification signals.
Tactics
- Use short, interactive segments and small breakout rooms.
- Capture participation data for follow-up scoring.
2. Use matchmaking to increase conversion
AI or rules-based matchmaking connects attendees with peers or hosts who align to your ICP.
Tactics
- Offer 1:1 intro slots post-session for high-intent attendees.
- Use preferences captured at registration to pair participants.
3. Pre- and post-event nurturing for conversion
Use pre-event content to set expectations and post-event personalised content to convert.
Tactics
- Provide session recordings plus targeted follow-ups with suggested next steps.
4. Leverage analytics for qualification
Engagement metrics (time in session, poll response, chat participation) are strong predictors of lead readiness.
Tactics
- Integrate event platform analytics into CRM and score leads accordingly.
5. Hybrid pathways to in-person conversion
Use virtual events to scale and the best participants to invite to intimate in-person roundtables for higher-value conversion.
Tactics
- Run virtual masterclass -> invite top 5% to in-person roundtable.
How Clavent helps
Clavent builds interactive virtual experiences that collect deep intent signals and create clear conversion funnels into sales outreach and in-person engagement.
CTA: Want Clavent to build a virtual-to-in-person pipeline for your target accounts? Schedule a call with Clavent.