I run a pretty successful Web Design/ Internet Marketing business and by no means am I a "salesman". I'm a flat out lousy salesman.
However when, I meet with prospects who are interested in a new webdesign (have requested a mockup) I found it was hard for me to close them there on the spot.
At first I thought it was just because it was natural and that there's a process that a client must go through. (getting finances right and so forth)
Over the past 5 months I realized that couldn't be farther from the truth. Now like I said I'm a lousy salesman so I was thinking of ways to increase conversions.
What I would normally do is go over the mockup with them and then ask them if they are ready to get this thing going.
Now instead of charging just a flat fee for sites I have broken it down into 3 segments.
$599 for 5 page site ($79/per additional page)
$299 for Keyword optimization (3 keywords of their choice)
$299 (depending on complexity) for admin panel/backend functionality.
Now what I have done to basically double my conversions is tell them that if we can agree to terms today (50% down) then I will wipe out the "keyword optimization" fee.
In reality all I have down is broken down my pricing structure and added a value to the keyword optimization (which is normally included).
Anyways, this could work with any other "lead in service" as long as you get creative.
Hope this helps someone.