How To Sell Websites To Local Businesses

Summary

The speaker shares a blueprint for success in web design services, emphasizing the importance of understanding clients' goals and offering tailored solutions. They discuss strategies for finding clients, crafting compelling offers, and providing additional services like reputation management and lead follow-up to secure recurring revenue.

Takeaways

• 💼 Local business owners are primarily concerned with achieving their business goals, such as increasing brand reputation, attracting more leads, and generating more revenue, rather than the technical details of web design.
• 🌐 Web design service providers often focus on selling features like website speed, SEO settings, and mobile optimization, which may not resonate with clients who are more interested in the overall impact on their business.
• 📈 The speaker transitioned from a basic website guide and SEO to a more lucrative model, generating over twenty thousand dollars per month while traveling, and emphasizes the importance of a recurring business model for stability.
• 🤔 Understanding the specific needs of clients is crucial; not all clients require a high-end custom website, and some may prefer a simpler, one-time solution.
• 📞 Effective communication with clients involves asking the right questions to diagnose their needs, similar to how a doctor would approach a patient, rather than assuming a one-size-fits-all solution.
• 📧 The speaker suggests using tools to scrape data on businesses in specific cities and niches, categorizing them by those who need web design services, and crafting targeted outreach messages.
• 📝 Offering a compelling initial proposal is key; the speaker recommends having a sample website ready to showcase to potential clients, demonstrating immediate value and customization.
• 💬 The speaker emphasizes the importance of standing out in a competitive market by providing unique and compelling offers that clients cannot refuse, such as a 'website in a day' service.
• 🔍 Using a template-based approach for quick website creation can be highly effective, allowing for rapid deployment and customization for multiple clients, and can be a basis for upselling more comprehensive services.
• 📈 Additional services like reputation management, lead follow-up, and missed call text back can be offered to clients to add value and increase client retention, with the potential for higher revenue streams.

Q & A

What is the main focus of local business owners when considering web design services?

The main focus of local business owners is not on the technical details of web design, such as website speed, metadata tags, SEO settings, or the tools used to build the website. Instead, they care about how the website will help them achieve their business goals, such as increasing brand reputation, attracting more leads, or generating more revenue.

How did the speaker increase their monthly income from web design services?

The speaker increased their monthly income from about four thousand dollars to over twenty thousand dollars by adopting a new model that involved selling clients on the value they could provide, rather than just the technical aspects of web design. They also focused on recurring business and traveling the world full time.

What is the 'website in a day' service mentioned in the script?

The 'website in a day' service is a quick web design solution where a template is used and customized for a specific niche. The designer understands the niche and fills the template with relevant content, images, and services, creating a functional website in a short amount of time.

Why is it important to ask good questions during a call with a business owner?

Asking good questions is crucial to understand what the business owner truly needs. It helps in tailoring the web design solution to their specific requirements and goals, rather than trying to fit a one-size-fits-all solution that may not be effective for their business.

What is the problem with the approach of selling a website to businesses that only need a basic online presence?

The problem with this approach is that it often results in one-time projects with no recurring revenue. Additionally, trying to sell a high-end custom website to a business that only needs a simple online presence can lead to lower sales and less money earned.

How can web designers use tools to find potential clients who need their services?

Web designers can use tools to scrape different cities and niches to find businesses that do not have a website. They can then categorize these businesses and reach out to them with a specific message tailored to their needs.

What is the purpose of the 'website in a day' sample website in the sales process?

The 'website in a day' sample website serves as a proof of concept and value proposition. It allows the designer to demonstrate what they can offer to the client upfront, which can help in securing the sale by showing the client a tangible result before any commitment.

What are some additional services that can be offered to clients for recurring revenue?

Additional services that can be offered for recurring revenue include reputation management, automatic lead follow-up, missed call text back, centralized client communication, and high-ticket services like Facebook ads, SEO, and Google ads.

How can web designers stand out when reaching out to potential clients?

Web designers can stand out by offering something unique and valuable that the client has not heard before. This could be a compelling offer, a demonstration of understanding their specific needs, or a sample website that shows what the designer can deliver.

What is the benefit of using a centralized inbox for client communication?

A centralized inbox benefits clients by saving them time and effort in managing communication across multiple platforms. It allows them to respond to leads, check analytics, and manage all client interactions in one place, making it easier to maintain and grow their business.