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What is your pitch for selling web design?

by jtlucas2511
18 replies
I'm sure I am not the only person that wonders this on here. I have just started to bring in some clients, via craigslist and then some business owners I already know, but what I am wondering is when cold calling, how do you pitch to the business owners?

I am going in a new direction and only selling to lawyers/dentists/doctors etc and not selling anything for under $1500, but what I am asking is how do you really show them that they NEED a website? I'm strictly selling over the phone, so it's important that I have a good pitch to these guys so that I can make decent conversions.

Any advice is welcome and very appreciated!
#design #pitch #selling #web
  • Profile picture of the author Anthony seoserviceagents
    go get the stats from adwords how many potential targeted clients a month are searching for their keyword online and in their local area then you take that amount of searchers/clients and divide that 82% and tell them that 82% of all those targeted clients are clicking on the first 3 spots on search results on front page and you can help them to get there with a custom designed and seo optimized website.

    then you calculate their avg sale per item they sell in their biz lets say 100 clients a month x 100us which is their avg price they sell is 10.k what they are missing out per month on free business coming from the internet without them having to spend any marketing money to get clients into the door of their business.

    also remind them their competitors are taking advantage of the internet why does he not? get some stats about his specific niche be prepared before you make the call that looks always professional when you have stats to back up all what you pitch , so with this pitch you sold him a website and a seo package maybe you can up sell him a few more services like Google places,facebook fanpage twitter account ,youtube videos channel the list goes on and on what you could sell him once you get the foot in the door.
    Good Luck
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    Local SEO / Organic SEO Services / Citation Services
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    • Profile picture of the author jtlucas2511
      Originally Posted by Anthony seoserviceagents View Post

      go get the stats from adwords how many potential targeted clients a month are searching for their keyword online and in their local area then you take that amount of searchers/clients and divide that 82% and tell them that 82% of all those targeted clients are clicking on the first 3 spots on search results on front page and you can help them to get there with a custom designed and seo optimized website.

      then you calculate their avg sale per item they sell in their biz lets say 100 clients a month x 100us which is their avg price they sell is 10.k what they are missing out per month on free business coming from the internet without them having to spend any marketing money to get clients into the door of their business.

      also remind them their competitors are taking advantage of the internet why does he not? get some stats about his specific niche be prepared before you make the call that looks always professional when you have stats to back up all what you pitch , so with this pitch you sold him a website and a seo package maybe you can up sell him a few more services like Google places,facebook fanpage twitter account ,youtube videos channel the list goes on and on what you could sell him once you get the foot in the door.
      Good Luck
      This is really good advice, except for me, I am doing mass calling daily, so I don't have time to do individual research for each business. I am looking for a universal pitch that should grab attention to most business owners.
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      • Profile picture of the author Anthony seoserviceagents
        I would hire 2-3 internet researchers and let them do all the ground work give them a list with biz owners and let them do all the research for you once they got it you go on the phone and to your ABC=always be closing
        so till you have called the 100 people lets say they have researched for you they will have new leads and info for you to continue calling the clients with stats


        Originally Posted by jtlucas2511 View Post

        This is really good advice, except for me, I am doing mass calling daily, so I don't have time to do individual research for each business. I am looking for a universal pitch that should grab attention to most business owners.
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        • Profile picture of the author IMguy123
          i would suggest engaging your prospects when cold calling them...get them into a conversation that allows them to trust you. To do this, look at some scripts on this website The Telemarketing Forum
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          • Profile picture of the author IMguy123
            Besides this forum, that forum (thetelemarketingforum) also helps alot for offline. It also helps for motivation to actually do it.
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            • Profile picture of the author jtlucas2511
              Originally Posted by IMguy123 View Post

              Besides this forum, that forum (thetelemarketingforum) also helps alot for offline. It also helps for motivation to actually do it.
              It's a great forum, I'm on there quite a bit, though I wish it wasn't so slow there.
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    • Profile picture of the author maricelu
      Originally Posted by Anthony seoserviceagents View Post

      go get the stats from adwords how many potential targeted clients a month are searching for their keyword online and in their local area then you take that amount of searchers/clients and divide that 82% and tell them that 82% of all those targeted clients are clicking on the first 3 spots on search results on front page and you can help them to get there with a custom designed and seo optimized website.

      then you calculate their avg sale per item they sell in their biz lets say 100 clients a month x 100us which is their avg price they sell is 10.k what they are missing out per month on free business coming from the internet without them having to spend any marketing money to get clients into the door of their business.

      also remind them their competitors are taking advantage of the internet why does he not? get some stats about his specific niche be prepared before you make the call that looks always professional when you have stats to back up all what you pitch , so with this pitch you sold him a website and a seo package maybe you can up sell him a few more services like Google places,facebook fanpage twitter account ,youtube videos channel the list goes on and on what you could sell him once you get the foot in the door.
      Good Luck
      100 clients/month? huh. u must be kidding. there needs to be big competition to get such a number. maybe you mean visitors? also, it doesn't mean a visitor will convert in a buyer. my advice: don't tell them such of things. just tell you will make their phone ring. if you'll say numbers he will expect you to deliver that amount, but you are never sure you will.
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      • Profile picture of the author Anthony seoserviceagents
        so you want to tell me out of 1600 local searches for san diego lawyer you want be able to get 100 clients a month out of that if you rank top 3?

        Keyword Competition Global Monthly Searches Local Monthly Searches
        san diego lawyer 0.54 110000 1600


        Originally Posted by maricelu View Post

        100 clients/month? huh. u must be kidding. there needs to be big competition to get such a number. maybe you mean visitors? also, it doesn't mean a visitor will convert in a buyer. my advice: don't tell them such of things. just tell you will make their phone ring. if you'll say numbers he will expect you to deliver that amount, but you are never sure you will.
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        • Profile picture of the author robd1302
          Originally Posted by Anthony seoserviceagents View Post

          so you want to tell me out of 1600 local searches for san diego lawyer you want be able to get 100 clients a month out of that if you rank top 3?

          Keyword Competition Global Monthly Searches Local Monthly Searches
          san diego lawyer 0.54 110000 1600

          I don't know what type of conversion that lawyers get, but I wouldn't think that getting 100 confirmed clients out of 1600 total searches would be easy. If they are top 3, they might get several hundred clickthroughs, but many of them will be from people who are comparing several lawyers, and I would bet that many of the clicks would be from the same person.

          100 could be possible, but I wouldn't guarantee it to one of my clients.
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  • Profile picture of the author Mercury Labs
    Hi,
    I have to say that the best way is to hit them with the stats show them WHAT THEY ARE MISSING and what they chould have in terms of new bussiness.
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  • Profile picture of the author Ehsan_am
    I haven't tested this method yet but there might be a better way for pitching them.

    Get a website and rank it for your targeted keyword ("san diego lawyers" for instane. Then go to the second, third page of results and pick all the lawyers,dentists,etc that you find. Call them and tell them that you can rank their website and refer them to the website that you already have over there and you are willing them to use the website for a certain monthly fee.

    So far nothing really new. The good old leasing method. Now if they want to get the website, offer them to create a personalized design for them on your domain name. Chances are they are going to take you on your offer since most businesses want their website personalized. And you can redo this all over again if they decide they don't want to stick with you and resell a webdesign to another business.
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    • Profile picture of the author Anthony seoserviceagents
      that works too very well


      Originally Posted by Ehsan_am View Post

      I haven't tested this method yet but there might be a better way for pitching them.

      Get a website and rank it for your targeted keyword ("san diego lawyers" for instane. Then go to the second, third page of results and pick all the lawyers,dentists,etc that you find. Call them and tell them that you can rank their website and refer them to the website that you already have over there and you are willing them to use the website for a certain monthly fee.

      So far nothing really new. The good old leasing method. Now if they want to get the website, offer them to create a personalized design for them on your domain name. Chances are they are going to take you on your offer since most businesses want their website personalized. And you can redo this all over again if they decide they don't want to stick with you and resell a webdesign to another business.
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    • Profile picture of the author RentItNow
      Originally Posted by Ehsan_am View Post

      I haven't tested this method yet but there might be a better way for pitching them.

      Get a website and rank it for your targeted keyword ("san diego lawyers" for instane. Then go to the second, third page of results and pick all the lawyers,dentists,etc that you find. Call them and tell them that you can rank their website and refer them to the website that you already have over there and you are willing them to use the website for a certain monthly fee.

      So far nothing really new. The good old leasing method. Now if they want to get the website, offer them to create a personalized design for them on your domain name. Chances are they are going to take you on your offer since most businesses want their website personalized. And you can redo this all over again if they decide they don't want to stick with you and resell a webdesign to another business.
      I like this idea. I would also pitch them on terms such as "wills" "real estate" "bad marriage" for that location. Problem based instead. Get them at the beginning of the funnel. You can also build the sites and sell them the leads alone.
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      I have no agenda but to help those in the same situation. This I feel will pay the bills.
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      • Profile picture of the author CoachMikeH
        The way I have successfully landed 4 clients within the span of 8 days, was to ask a question about their website. You could ask them if they would like to redesign it for a fresh look, and roll out a new advertising campaign to create interest and buzz around your new website launch.

        I think using a promotional mailer with a QR code could be very helpful to get business owners thinking about what their own QR codes pointing to a lead generating website, could do for their sales.

        If you outsource the website research, an element you could include is to review their website, and if they don't have one making it clear that you could not find them on the web. If they do have a website, and it is looking sub-par, send them a link to your portfolio and show off a litte. Tempt them with the possibilities and negotiate a great price that you can both live with.

        These are tactics that I employ in my offline consulting.
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  • Profile picture of the author francischan
    Tell them that if they have a website, their clients will have the convenience of reading about their company and the services and products they offer on their own time.
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  • Profile picture of the author emotainment
    A few things:

    1. Stop losing leads to your competitors
    2. Automate additional processes through your website (social media, invoicing, email marketing, etc.)
    3. Cuts other marketing costs as time goes on
    4. Content creation provides compounding benefits over time
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    "You are what you think about all day long." ~ Ralph Waldo Emerson

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  • Profile picture of the author RentItNow
    Just me but I don't market website design services (although it is part of what I am offering them). Their need for more leads far outweighs their needs for a fancy website, and I make sure they understand that...or do not deal with their business. It is a hard position to take with some hard-headed business owners, but I would not go to a doctor and keep telling him I need a B12 shot when he tells me that's not the problem...the problem is a high sugar level that's making me tired and I need insulin shots. I'm not going to keep saying yes but what about the B12 shot?
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    I have no agenda but to help those in the same situation. This I feel will pay the bills.
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