Forget Vanity Metrics - 51 Registrations, 25 Showed Up… Now What?

I see it all the time - people chasing big numbers in their business. They want hundreds of webinar sign-ups, thousands of followers, and a massive email list.

But the real question isn’t “How many people showed up?” - they are not just numbers - they are real people.? It’s “What am I doing with the people already here?”

Recently, I was chatting with someone about her webinar results. She had 51 registrations and 25 people showed up. She was wondering if that was “good enough.”

Here’s my take:

? 51 people put their hand up and said, “I have this problem, and I think you can help me.”

? 25 of them showed up live - engaged, listened, and got value.

That’s not just good. That’s GOLD!

Sales isn’t about getting more people into the room. It’s about nurturing, following up, and making it easy for them to say yes.

“People don’t buy when they understand you. They buy when they feel understood.” — Jeffrey Gitomer

Most coaches and service-based business owners only need 20-30 clients to hit their initial goals. This webinar just put those numbers in reach - IF they take the right next steps.

So now the focus shifts:

?? How do we nurture these leads so they trust themselves to take action?

?? How do we follow up so they don’t disappear?

?? How do we make saying ‘yes’ the easiest decision they’ll make?

If you’re sitting on leads, the opportunity isn’t in getting more. It’s in maximising the ones you already have.

1. Nurturing: Build Their Belief in What’s Possible

People don’t buy just because you tell them to. They buy when they believe that what they want is possible for them.

Your job isn’t to convince them - it’s to remove doubt.

?? What this looks like:

Keep showing up and providing value after the webinar.

Share stories and proof that others have done this successfully.

Help them see the next steps clearly—break it down so it feels achievable.

?? The takeaway: If they don’t believe they can do it, they won’t buy.

Focus on shifting their thinking.

2. Follow-Up: Where the Sales Actually Happen

Most sales don’t happen live on the webinar. They happen after - in the follow-up.

The reality? People get distracted. Life happens. They need reminders. No follow-up = lost sales.? They also want the personal touch, to know you care and you are the right person for them!

?? What this looks like:

Send a post-webinar email sequence that continues the conversation.

Personally reach out to the people who engaged the most - answer questions, open a conversation.

Reconnect with the 26 who signed up but didn’t attend - they were interested but didn’t make it.

?? The takeaway: A webinar isn’t the end - it’s the beginning. Follow-up is where the real conversions happen.

3. The Irresistible Offer: Make It Easy to Say Yes

Even with great nurturing and follow-up, if the offer isn’t compelling, people won’t buy.

?? What this looks like:

Make the transformation clear: What’s the result they’ll get?

Add urgency: A deadline, a bonus, or something that makes NOW the best time.

Remove hesitation: A guarantee, extra support, or anything that lowers the risk.

?? The takeaway: If people aren’t buying, check - does your offer feel like an easy “hell yes”?

If not, tweak it.

Final Thought: The Sale is in the Process, Not the Pitch

The magic isn’t in how many people show up. It’s in what you do with them after.

? Nurture them so they believe it’s possible.

? Follow up so they don’t disappear.

? Make the offer so good they can’t ignore it.

So… which of these three do you need to focus on most right now? Hit reply and tell me.