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Sell More Websites
"Building websites with WebAdmin is easier, faster, and more profitable than how I used to build websites!"

~ Kelly Baker, Designer
 

Sell More Websites

Help Your Prospects Choose You

When potential clients are making a buying decision, they typically justify their choice with facts (good ROI, reputable company, quality product), but actually decide based on emotion (this makes me look good to my partners, there is no risk with this option, the salesperson really "gets" our situation). A website is a very personal thing to many people - especially small business owners. It can also represent a lot of money to some of your clients. These factors create strong, often hidden, motivations. Make sure that your sales process recognizes and speaks to the emotions that drive prospective clients.

Whatever steps you typically follow with prospects, keep these three underlying objectives in mind and you will win more of the projects you quote on.
  • Help them feel good about themselves and their past choices (even if you don't agree with them). Never leave them feeling stupid, uninformed, or inept or they will buy from someone else.
  • Give them a sense of security in their decision. Show them that you, your product, and the service you provide are a "safe" choice - testimonials can be very powerful here.
  • Make their buying decision as easy as possible. Demonstrate how your solution will save them time and make things easier for them. Keep it simple - wherever possible show them rather than telling them.
When you lose a job to a competitor, you will often be told that you lost it on price. In most cases, price alone is not the reason. The majority of people will pay more for a solution that makes them feel good, feel safe, and saves them time and stress. If you address these underlying motivations, you will win more contracts, and you won’t have to cut your price to the bone to win them. It is important for you to make enough money on a job to do the job right, leaving your client thrilled with you and their new website. You have to be willing to walk away from a prospect who expects something for nothing or you both will end up frustrated with the results.



This article forms part of the Website Producer Learning Series ™ provided by Lewis Media Inc., the manufacturer of WebAdmin CMS™. For more information about WebAdmin, the Web CMS that makes it incredibly easy for designers and marketers to offer content managed websites, register for a free online information session or contact us today.