Im going to give you a hint that I have used in my sales training classes for web developers that explodes their results - stop selling websites,
- start selling more customers or more leads.
In every sales training class I've done my students STRUGGLE with the concept that they shouldnt be selling their products or services, they should be selling what the customer really wants and then they have trouble finding what the customer really wants. So, lets think this through. Why does a prospect buy a website from you? Think hard. Lets look back at the thought process of a typical prospect. Most, at least in their head, have started thinking that a website will bring them leads or more clients. So, when someone approaches them to sell them a website, some, in their heads, are thinking, website = more leads. Other prospects haven't even gotten that connection, but they STILL want more customers. So, help them make the connection. Instead of selling the website, go sell more leads or more customers through the use of YOUR website, but youd better be able to deliver on that promise, or youll be in trouble. I had a web developer client that hired me to help him develop his internet marketing. The first thing we did was make sure that all of his search engine listings and his pay-per-click listings were talking about the number of new clients that a typical prospect has gotten from them. 2-3 weeks later they had jumped from a $300K business to a $1M business. So, far so good, great as a matter of fact, $1M was their target when we started working together. However, there was still a gap in their internet marketing. We had raised their traffic 3 times, and their bottom line 3 times. However, when we looked at the website, they were still using the old copy talking about their product. Their conversion of traffic to leads to buyer was 0.7%, not what I like to see for my clients. I want to see at least 5%. So, we rewrote the website copy, this time talking about the number of new clients that others had gotten. We uploaded their new copy to the site. One hour later they had jumped from 9 clients a week to 13 in the last hour, a fantastic jump. Stop selling websites. - Sell the results--more leads, more prospects, more customers,
- Then help your website viewer find the value of those leads by telling them just how many your customers have gotten.
Your sales will go through the roof, guaranteed! |
