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WHY do you want to sell websites to business owners?

by Capbell
17 replies
This is the burning question I have had for a while now.

If you want to sell something to anyone, you need to be able to answer the "Why do I need that?" question.

So many people start threads here saying "Call business' in the yellow pages without a website and sell them a cheap website", and admittedly I haven't tried that yet, but I've always wondered - If they haven't got a website yet, surely it must be for a valid reason? Maybe they don't see the value in a website, because let's be frank, a lot of business that many threads here recommend going after would not gain any value by having one.

Unless you are getting them traffic (which is a whole new ballgame if they have no online presence whatsoever), what value are you giving them?

Bottom line:

If you call a plumber or cheap hotel without a website and they ask you

"Why do I need a website?"

What would you answer? I'm very interested in this. I feel like I'm missing an obvious answer.
#business #owners #sell #websites
  • Profile picture of the author Marvin Johnston
    Several reasons, but the main one is lead generation. With more and more people looking at the search engines to find what they are after, not having a website just cuts off that avenue of lead generation.

    Marvin
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  • Profile picture of the author Baadier Sydow
    There is definite value in having a website and its probably the easiest to sell. Many businesses dont have websites for a number of reasons. One could be a perceived high cost, another could be a lack of knowledge about the benefits. Many recognise the benefits and plan to do it but never get round to doing it. You see the same thing in the WSO forum with people buying the products but never putting them into action.

    Business owners make decisions on a number of different levels, your job is to tip the balance in your favour.

    This could mean going through whatever problems they have and having a rebuttal for it. Explaining the value in having a website. Describing the benefits etc.

    I dont think i need to explain the value and benefits.
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    Baadier Sydow
    Budget Furniture

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    • Profile picture of the author vndnbrgj
      Originally Posted by Baadier Sydow View Post

      There is definite value in having a website and its probably the easiest to sell. Many businesses dont have websites for a number of reasons. One could be a perceived high cost, another could be a lack of knowledge about the benefits. Many recognise the benefits and plan to do it but never get round to doing it. You see the same thing in the WSO forum with people buying the products but never putting them into action.

      Business owners make decisions on a number of different levels, your job is to tip the balance in your favour.

      This could mean going through whatever problems they have and having a rebuttal for it. Explaining the value in having a website. Describing the benefits etc.

      I dont think i need to explain the value and benefits.
      I agree with some of this, and disagree with some of this.
      Some businesses don't have a website due to the two reasons above.

      But that is not the same thing as a WSO.....
      Maybe people don't put WSO's into action because the majority are rehashed garbage, based on theory, and or were a one hit wonder. Meaning, someone did something one time, found success, and decided to sell it. It wasn't a proven system. It was a one hit wonder.
      If some new social media site came out tomorrow:
      There would be 10 WSO's on how to get offline clients from it
      10 WSO's on how to make money with CPA offers
      10 WSO's on how to get additional affiliate commissions from it.
      All in the next week. Is that necessary? Heck no!
      People do it because there are newbies that buy it .

      I don't see how this relates to selling websites to offline business owners. I also disagree that its my job to tip things into my favor. I think its my job to educate a business owner as to why. But, my services aren't for everyone. My job is to look at the business as a whole, then determine where they could use help. If its a website, then so be it. But, I don't recommend a website without first fully understanding what the business is doing and bringing up several alternatives.

      That's like a doctor giving you a shot without first knowing why you can in.
      I won't and don't do that. I won't sell a thing without knowing what they are doing.
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      Life Begins At The End Of Your Comfort Zone
      - Neale Donald Wilson -
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      • Profile picture of the author footballfreak
        All of my business transactions have dealt with people who already had websites. What they were hesitant on was the seo part, and that was mostly because they had been burned before.
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      • Profile picture of the author Baadier Sydow
        Originally Posted by vndnbrgj View Post

        I agree with some of this, and disagree with some of this.
        Some businesses don't have a website due to the two reasons above.

        But that is not the same thing as a WSO.....
        Maybe people don't put WSO's into action because the majority are rehashed garbage, based on theory, and or were a one hit wonder. Meaning, someone did something one time, found success, and decided to sell it. It wasn't a proven system. It was a one hit wonder.
        If some new social media site came out tomorrow:
        There would be 10 WSO's on how to get offline clients from it
        10 WSO's on how to make money with CPA offers
        10 WSO's on how to get additional affiliate commissions from it.
        All in the next week. Is that necessary? Heck no!
        People do it because there are newbies that buy it .

        I don't see how this relates to selling websites to offline business owners. I also disagree that its my job to tip things into my favor. I think its my job to educate a business owner as to why. But, my services aren't for everyone. My job is to look at the business as a whole, then determine where they could use help. If its a website, then so be it. But, I don't recommend a website without first fully understanding what the business is doing and bringing up several alternatives.

        That's like a doctor giving you a shot without first knowing why you can in.
        I won't and don't do that. I won't sell a thing without knowing what they are doing.
        My WSO analogy while not the most accurate for the situation is still valid. People read the WSO, find a strategy/method that works but just don't implement. Business owners have been exposed to the value a website gives, quite possibly even know someone who's website brings them business, yet don't act on it.

        There are 2 different situations when working with business owners and websites. In one situation you have been solicited and are in a position to understand their requirements and needs. In the other situation, you are soliciting the business owner and pitching the website. This is more akin to the OP's post with the mention of the YP. In this situation it would be better to pitch the benefits.

        Regardless vndnbrgj, I think your points are very valid for the discussion.
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        Baadier Sydow
        Budget Furniture

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    • Profile picture of the author TimD
      Cap, it's possible to sell websites to people who want them. Without you needing to generate reasons. Tons of people go to craigslist every day looking for websites. There's still a lot of businesses that don't have websites. I was just setting up a meeting today with a recruiter who is changing his focus from clean energy to healthcare. So he needs to redo his site. This isn't exceptional. It's very common.

      Hubspot has a good ebook out. I think it's the science of web redesign or something like that. According to their sample (admittedly biased), businesses redo their websites about once every 12-24 months. They do it largely for three reasons (almost a third, a third, and a third) - to update their website, to brand and reposition themselves, to generate more sales and leads.

      So the reasons are there.

      You can do two things.

      John Durham will remind us all that you can make millions by just calling businesses and asking "hey, wanna website, hey wanna website, hey wanna website". The demand is that great.

      Also, you can just ask them why they want a website and then build and support those reasons.

      The tough question is not - why do people want websites. It's how will you differentiate yourself from all the businesses on craigslist that will build a website for $299, $199, $99, or for free to get the hosting fee.
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  • Profile picture of the author Capbell
    Okay, thanks for the answers guys, however, I still feel no one has really answered the question. What would you say if your next cold call or meeting ended with the potential client asking you the most basic of all questions in sales - Why do I need this?

    If you can't answer this question well, you will lose the sale, it's an opportunity to convince them or annoy them.

    Off the top of my head the ONLY real argument would be along these points:

    - Every business needs a website. Any business with customers or clients anyway. The problem is, every business needs a professional looking website to be taken seriously. Many first-time buyers visit company websites in order to get more information in their own time and get a quick impression of what the business feels like, that might reflect their experience of entering into business with you.

    - A website offers you the opportunity to compete with the big boys also, as it allows that first impression to project professionalism and make you seem like you are bigger than you might be.

    - The reality is that if you don't have a good website, and a similar competitor does, who do you think the potential customer would go to?

    - The only time you DON'T want a website is when your website isn't good and makes your business look bad.

    - Instead of having to sell all your services/product information in person or over the phone, you can always give people the information and then say to them that for more information and photographs they can visit your website.

    Another question that could prop up is

    "But I can get it free hosting or build-your-site with 1&1"
    Yes you can, the main issue with those is that the free hosting means that you will have unwanted ads on your website and that to enter your website people have to type in http://www.yourbusinessname.freehost...omecompany.com.

    The build-your-site with 1&1 unfortunately falls under the not professional websites, they do not look very good, and will hurt your customers/clients first impressions.


    Perhaps also a good way to sell a website is including links to their competition. In other words, find a company without a website or a very poorly made one and find a competitor with a nice one, and ask them if they know how the competitor is doing? If they know they are doing well, that might end up in an easy sale.

    Unfortunately, I have never tried to sell anything like this before, so I am entirely new to the game, clearly overthinking it, but I really want to be prepared for these types of questions.

    Please continue chipping in with your thoughts guys.
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  • Profile picture of the author Capbell
    And also, if you are selling websites. Surely you need your own?

    It would be really embarrassing if you are trying to sell and they ask you "Can I see your website?"

    Hehe.
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    • Profile picture of the author zimbizee
      Here some ideas

      Why your biz needs a website

      The public now expects businesses and organizations to have a Web site

      List your services

      It's open 24/7, providing prospective clients information

      If they don't find your business represented, they will find your competitor's

      Addition of a Website address to an ad, business card or vehicle means that anyone intrigued by the ad can immediately access more information about your company.

      Showcase your previous work with photos.

      Have a section on your site that provides answers to FAQ.

      Add Tel/Mob numbers, opening hours, a location map and a contact form so people can email you directly from your website.

      Unlike printed ads your website can be updated anytime

      List your previous customers testimonials

      I actually have a stripped down version of this on the back of my business cards.
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    • Profile picture of the author TimD
      Originally Posted by Capbell View Post

      And also, if you are selling websites. Surely you need your own?

      It would be really embarrassing if you are trying to sell and they ask you "Can I see your website?"

      Hehe.
      Capbell,
      I sold websites successfully for 9 months before I got my own site. I'd say two people asked to see my site in that 9 months. Today, I sell a lot through LinkedIn and I'd bet the demand to see my LinkedIn profile FAR outstrips the demand to see my website.
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  • Profile picture of the author Capbell
    Nice input Zimbizee.

    I noticed your signature is a website you designed. I'm assuming you have it in your signature for seo purposes. How much do you charge for a website like that one to be made (without seo), and how did you contact them, if you don't mind me asking?
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    • Profile picture of the author zimbizee
      Originally Posted by Capbell View Post

      Nice input Zimbizee.

      I noticed your signature is a website you designed. I'm assuming you have it in your signature for seo purposes. How much do you charge for a website like that one to be made (without seo), and how did you contact them, if you don't mind me asking?
      Capbell

      No problem, yeah that site is one of the first i ever did as a favor for my dad. It's somewhere he goes and stays a few times a year and their previous web guy disappeared and their original site was made back in 2000.

      I did it for free, good learning experience for me and a new site for them - everyones a winner. It sits on a shared hosting account with some of my affiliate sites. If i was going to do that same site today i would charge in the region of £350-£500 plus £10-£20 a month for hosting, changes, updates and backups etc.

      I'm still in the early throws of this offline web design thing too and it's been a learning curve for sure, but bit by bit, every day that passes i am getting closer to where i want to be. I think things started to click when i placed my focus onto 1 idea. It's so easy to jump around and end up never getting anything done. Choose one and stick with it.

      I'm not what you would call a web designer, i know my way around wp pretty well now and have put together a number of decent local biz themes that i can use for client sites. No complaints yet and if the clients happy that's all that matters. They could care less if it's hand coded from scratch or a modified theme. If they want something i can't do?? i'll come here and ask for advice.

      Client getting, i've had success with a personalized letter to biz owners or the best way is to network with friends and get them to do the legwork for you. For instance, i have a friend who is a golf instructor - imagine how many different biz people he sees, meets and teaches week in week out. I said if you can sell em, i'll build em and split the fee. First week he nabbed a painter and a landscape gardener just asking if they had a site for their biz - £350 each for the sites and £20 a month ongoing.
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  • Profile picture of the author WeavingThoughts
    If a company doesn't have a website but if the competitor does, then in many situations or many times the choice becomes obvious for who deserves my/our money.
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    • Profile picture of the author zimbizee
      Capbell

      Just PM'ed you.
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  • Profile picture of the author Jason Kanigan
    Reverse it on them.

    "Maybe you don't." Say it in calm, measured tones.

    Listen to their reaction. You'll be surprised.

    Now that this pressure has been removed, surely you can have a real conversation...?
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    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
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    • Profile picture of the author Adrian Browning
      Banned
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      • Profile picture of the author Jason Kanigan
        Originally Posted by Adrian Browning View Post

        LOL, it surely does amuse me that people believe that all humans are the same... I have seen hundreds of comments like the one above and all I do is laugh after reading them.

        Humorous stuff indeed.

        I have a distribution company and I don't need a website to promote it, but does that stop people from offering them to me - no

        So even if they did what was suggested above and "reversed it" on me by saying "maybe you don't" need a website - I would say, 'Exactly, I'm glad you get the message' and then bar their number.

        And I know several other owners that advise their staff to do the exact same thing...

        - Adrian
        Were they all mine? :rolleyes:

        So what would YOU do, Adrian?
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        >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
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      • Profile picture of the author Marvin Johnston
        Originally Posted by Adrian Browning View Post

        I have a distribution company and I don't need a website to promote it, but does that stop people from offering them to me - no
        It could be argued that nobody needs a website. But that need depends on the company goals. With the Internet growing as it is, it is probably better to have one than not.

        As far as distribution companies, Alibaba comes to mind though it may not be the same type of distribution company as the one you have. And I doubt Alibaba could have become as big as it is without a website.

        Marvin
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