When it comes to selling online, the difference between a funnel that flops and one that converts usually comes down to details. In a recent coaching session, Mina (a dance and body movement coach) unpacked the exact problems that quietly wreck most webinar funnels. The good news is the fixes are not complicated. They are just specific.
Here is how to refine your funnel and turn webinars into converting assets you can actually scale.
1. Your headline is your first conversion lever
Mina’s original headline tried to do everything at once. It was long, crowded, and confusing on mobile. The improvement was simple: cut it down to one hard-hitting sentence.
Why this matters: Headlines are not the place for nuance. They are the place for clarity. If people do not understand the promise instantly, they will not scroll, and they will not opt in.
- Keep it punchy: one powerful sentence beats a rambling paragraph.
- Put supporting details in your subheading, bullets, or follow-up emails.
- Always check the headline on mobile first. Desktop lies to you.
2. Mobile optimisation is non-negotiable
The landing page looked acceptable on desktop, but on mobile the experience fell apart. Fonts were too small, spacing was awkward, and the page felt hard to read. That alone can crush conversions.
- Increase headline and subheading font sizes for mobile.
- Use your platform’s mobile preview tools and check on at least one real phone.
- Assume most traffic is mobile. Treat desktop as the bonus, not the default.
If your platform claims to be responsive but your page looks broken, contact support. You are paying for the tool. Make it earn its keep.
3. Stats do not lie, but they need context
Mina had around 1,100 total page visits and roughly 300 in the last week, but only two opt-ins. That is under 1% conversion, which is a loud signal something is off.
The right response is not panic. It is controlled testing.
- Fix the headline and mobile layout first, then retest for a full week.
- Separate traffic sources. Do not send organic and paid traffic to the same page if you want clean data.
- Audit targeting. If the audience cannot afford the offer, your conversion rate is not a funnel problem, it is a traffic problem.
Benchmarks (directional):
- Cold opt-in pages often aim for 20–30% when messaging and traffic are aligned.
- Under 10% usually means you need to tighten the promise, improve the page, or improve the traffic quality.
4. Webinar strategy: live first, evergreen later
Mina wanted to automate immediately. The advice was blunt: do not go evergreen until you know it converts live.
Why: Live webinars show you exactly where people drop off, what confuses them, and what objections keep showing up. That feedback is priceless. If you automate too early, you end up scaling a broken experience and wondering why ads “do not work”.
Track conversions the right way. Do not measure conversions against registrants. Many people register and never attend. Break attendees into three groups:
- Registered but never showed up
- Attended but left before the offer
- Stayed to see the offer
Your real conversion rate is based on group 3.
A common readiness checkpoint before evergreen is converting roughly 5–10% of people who actually saw the offer. Treat that as your signal that the webinar is an asset, not just a nice idea.
5. Pricing and profitability matter more than feelings
Mina’s programme was around $3,000. At that price point, your numbers must work, because ad spend can easily erase profit.
- If it costs $3,000 in ads to acquire one customer, you are breaking even or losing money once fees and costs are included.
- If you convert 5% of offer-viewers on a $3,000 product, you have something you can scale with confidence.
This is why tracking matters. Without it, you are just guessing with a credit card.
6. Deliver the offer seamlessly
How you present the offer can make or break sales. The transition needs to feel obvious and frictionless.
- Live webinar: drop the enrolment link in the chat at the right moment, then repeat it.
- Evergreen webinar: use timed buttons or pop-ups with a clear CTA (for example: “Enrol now” or “Join today”).
Automation does not mean you disappear. You can still log in at set times (for example, twice a day) to answer questions and give the experience a live feel.
7. Handle Q&A and comments without making the replay awkward
Mina’s concern was valid: live comments can look strange in an evergreen replay.
- Many webinar platforms let you approve comments before they appear.
- You can disable comments entirely if it becomes distracting.
- Some setups allow private comments that you reply to without cluttering the replay.
The goal is simple: keep the replay clean while still giving viewers a way to be supported.
8. Choose tools that match your webinar plan
Kajabi is strong for landing pages and programme delivery, but webinar automation can be limited depending on what you want to do. This is where dedicated tools can help, especially if you want timed CTAs, evergreen scheduling, and replay controls.
- Use your current platform for the page and checkout if it works well.
- Add a webinar tool for live delivery and evergreen automation if you need more control.
Do not rebuild your entire business just to run a webinar. Stack tools only where the gaps actually exist.
9. The bigger picture: alignment beats effort
The biggest lesson from Mina’s funnel was this: performance is not just about the funnel. It is about the alignment of message, traffic, and delivery.
- If your headline is too long, people will not read.
- If your traffic cannot buy, they will not convert.
- If you automate before you prove conversion, you will not know what to fix.
Start with the basics, test changes one at a time, and let the data tell you what to improve next. Once your webinar converts consistently, it stops being an experiment and becomes an asset.
