• 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 shouldn’t 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, let’s think this through. Why does a prospect buy a website from you? Think hard.

Let’s 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 you’d better be able to deliver on that promise, or you’ll 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.

• Sell the results--more leads, more prospects, more customers,
  • Then help your website
    Doing Business With China
    The two most over-used buzzwords in business of the last ten to fifteen years are “China's Coming” and “The internet will change everything”. Curiously, it's not very often that you hear both buzzwords used together - but why not ? Using the internet to do business with China has to be one of the smartest ideas around.<
    customer really wants.

    So, let’s think this through. Why does a prospect buy a website from you? Think hard.

    Let’s 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 you’d better be able to deliver on that promise, or you’ll 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
        References: Choose Wisely
        Sophisticated job seekers know and understand that sometime during the interview and hiring process you will be asked to supply references. With this in mind, here are five concepts to focus on in developing your reference list.1. References should be RELEVANT: The worst references are personal in nature. Do not prov
        mers. 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 you’d better be able to deliver on that promise, or you’ll 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
            Five Steps to a Successful CRM Implementation
            For the professional services person, some iterations of CRM may be confusing - many are slanted toward automating customer service operations. But never fear, there is a whole lot more to CRM than fielding service calls. In fact, a new breed of CRM is quickly becoming a powerful solution for professional services firms, es
            rospect 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
                Why Work For Yourself?
                The question of whether to work for a company or run your own business is a difficult one to answer. It's a dilemma that many people face in the course of their lives. Sometimes it happens right at the start, as soon as they leave school. Sometimes the question crops up after years of working for a company. For so many peop
                uyer 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!