Customers aren’t likely to throw money into your lap, much as you’d like them to. You have to lead them down the path to your door. This path is your sales process.
There are many different theories about how to close sales, depending on the type of product or service you’re selling, its cost and other factors.
The important thing here is to know the process you use and how your web site fits into that cycle. You’ll want to make sure information on the site supports your sales message.
Phases of the ideal sales process:
- Attention: Gain prospect’s interest by letting them know what benefits they’ll get by working with you.
- Qualification: Determine whether the prospect is a good fit for your offerings.
- Information: Gain their trust by giving information (success stories, examples, credentials, etc.) that shows you can solve their problem.
- Presentation: Learn about their needs, present your solution, gain agreement in principle that your solution would work for them.
- Proposal: Prepare a proposal that summarizes that agreement.
- Contract: Finalize the sale.
- Delivery: Deliver product or service as promised.
- Evaluation: Follow up for “lessons learned” and referrals.
Your “sales ready” web site can make your job easier.
In the Attention Phase –
- Make sure your site is search engine friendly and choose keywords thoughtfully. Your web design team can help you here.
- Grab attention on your home page. One technique is to start with a catchy headline, tell who you work with, follow with a brief description of a common problem your clients experience, and tell how you solve that problem. This also starts the qualification process by ruling out those who would not be a good fit for your offerings.
In the Qualification Phase –
- Qualification starts when you clearly describe what you do and who you work with (home page).
- It continues throughout the site as you talk further about your services and products.
- A well worded RFQ form on your web site gives you information you need to qualify the prospect, and can help the prospect define his needs and gently introduce him to what you do offer, as well as what you do not offer.
In the Information Phase –
- Your web site should give information that’s helpful to your prospect to show you have the knowledge to help them solve their problem.
- Consistently providing helpful information – as in a newsletter or blog – helps build trust.
- You can also build trust by including testimonials and before/after pictures.
- Write from a benefits oriented point of view.
- Know what action you want them to take and include a call to action.
Your sales process is dynamic. As you learn more, as your business environment changes, you’ll want to tweak your process and the supporting information on your web site.
That’s why you need a CMS web site that lets you change information yourself without waiting for, or paying for, a web professional each time.
Can You Easily Change Information on Your Web Site Yourself?
If not, contact us for a quote on a site with a Content Management System (CMS). A CMS web site makes it easy for non-technical people to upload files and update wording on their web site.
You’ll save hundreds or even thousands of dollars by performing these routine updates yourself rather than paying a web professional every time you want to change the wording on your site.
If you can use Microsoft Word, you can use our Content Management System!
Get a free quote on your CMS web site at www.affordablewebdesign.com/form.