Tip that doubled my sales
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.
Dan
Tiffiney Cowan http://www.CuttingEdgePLR.com
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