How I Sell "Smart Websites" To Local Businesses

Summary

This video outlines effective strategies for building and growing a smart website agency. It covers three key methods for acquiring clients: using Google Maps to find local businesses, engaging in local Facebook groups, and networking at Chamber of Commerce or BNI events. The speaker also shares a proven three-step sales process—discovery, presenting an example website, and closing—while addressing common objections like pricing concerns and trust issues. The video emphasizes long-term relationships with clients and offers insights into overcoming challenges in the sales process, encouraging viewers to join a community for further learning.

Takeaways

• 😀 Use Google Maps to find local businesses that might need a new website, offering a smart solution to generate unlimited leads.
• 😀 Join local Facebook groups that allow self-promotion to attract initial clients by offering a free setup and charging only for hosting.
• 😀 Attend local Chamber of Commerce or BNI events to network with business owners and pitch your smart website services directly.
• 😀 The discovery phase of sales calls should focus on understanding the client’s business, goals, and their current website performance.
• 😀 Present a rough draft of a website tailored to the client's niche to show how your solution will benefit them, such as improving SEO and lead generation.
• 😀 Use a clear pricing strategy, offering different packages and asking the client which one they prefer to move forward with.
• 😀 Overcome objections like 'We already have a website' by asking detailed questions about its performance and offering an audit using SEO tools.
• 😀 To handle price objections, explain the value of your service by showing how one extra customer can easily cover the cost of your services.
• 😀 If clients express doubt about generating leads, ask them what proof they need and provide case studies, testimonials, or statistics to build trust.
• 😀 When faced with the objection 'I need to talk to my partner,' suggest getting the decision-maker on the call or scheduling a follow-up meeting with both parties.
• 😀 Building a smart website agency requires a focus on long-term relationships with clients rather than pressuring them for immediate sales.

Q & A

What are the three primary methods for getting clients for a smart website agency?

The three primary methods are: 1) Using Google Maps to find local businesses in need of websites, 2) Leveraging local Facebook groups where self-promotion is allowed, and 3) Attending local Chamber of Commerce events or BNI networking groups to meet potential clients.

Why is Google Maps an effective tool for finding clients?

Google Maps allows you to find local businesses easily, many of which may need a website. By pinpointing businesses with no or outdated websites, you can offer your services directly to those who might benefit from them.

How does using Facebook groups help in client acquisition?

Facebook groups, especially local ones where self-promotion is permitted, provide a platform to offer deals and promotions directly to members. By offering incentives like no setup fees or discounted rates, you can attract your first clients.

What role does the Chamber of Commerce play in acquiring clients?

Attending Chamber of Commerce events gives you the opportunity to network with business owners. These events are specifically for entrepreneurs and decision-makers who could be interested in a smart website for their business.

What is the first step in the sales process for smart websites?

The first step is the 'Discovery Phase,' where you ask potential clients about their business and current website. This helps gather information to understand their needs and how your smart website can benefit them.

What does the 'Information Stage' involve in the sales process?

In the 'Information Stage,' you present a rough draft of a website tailored to the client's niche. This helps the client visualize how the website will enhance their online presence, capture leads, and improve their rankings on Google.

What happens in the 'Pricing and Closing' stage of the sales process?

In the 'Pricing and Closing' stage, you present different pricing options to the client and ask them which one they would like to proceed with. It’s a straightforward approach to finalizing the deal.

How should you handle the objection: 'We already have a website'?

Instead of criticizing their current website, ask questions about how well it generates leads and performs. Offer to do an audit to highlight areas for improvement, which may help the client realize the potential for a better solution.

How do you respond to the objection: 'It’s too expensive'?

You can explain that the cost of the service is easily justified by the potential to acquire more customers. You can also offer a payment plan or a fast action discount to help the client manage the cost.

What is the best way to overcome the objection: 'I need to talk to my spouse/partner'?

Ask if the decision-maker can join the call immediately or suggest scheduling a follow-up meeting with both decision-makers. This ensures that the conversation remains productive and both parties are involved in the decision-making process.

Why is it important to avoid pressuring clients during the sales process?

Building smart websites is a long-term relationship, and clients should feel comfortable with their decision. Pressuring them could make them uncomfortable, potentially harming the relationship and causing them to reconsider working with you.

What is the value of joining the speaker’s free community?

Joining the free community gives access to a complete course on running a profitable smart website agency. It provides additional resources and support to help you grow your business.