Extra Care will get you everywhere!
If you go in with the attitude that you are here as a Web site consultant helping small-to-medium businesses realize their full potential, you will be much more successful than if you have the pushy salesperson mentality. The bottom line is that you want to help your clients find the right fit for their business -- so that not only will they prosper, but also you will too - from good word-of-mouth and referrals.
1. Introduce yourself with the intention that you're calling to help your prospect’s business
2. Find out what type of marketing the prospect's company has done and what has been successful
3. Inquire as to whether or not the company currently has a Web site or if they had one previously.
4. Confirm that you are speaking to the Decision Maker.
Make sure that the person you are speaking with has the ability to make a decision on the purchase of a Web site, not just whether or not they'd be interested in learning about one. Ask the following question for confirmation:
”If you like everything that you see during the demo, who will you need to speak with before making a final decision?”
The majority of the time, they will respond with a name or title of someone else. Your next statement should be:
”To make sure we don't take up too much of your time, it would be best that everyone needed to make the decision is present for the demonstration, that way we can answer all of your questions and all of you can see the true value in our Web site solution.”
5. Make sure that you ask additional questions to find out about the business:
a) How long have you been in business?
b) What type of services/products do you provide?
c) What time of year does your business boom?
d) What would be the most valuable contribution you'd expect from your site? Marketing? Customer Service? Product Sales? Or, do you want your site to help with all aspects?
Don't be afraid to ask questions. The more you know about your prospects, the more interest you can show in their business. You’ll have an easier time getting all the Decision Makers on the phone; and your closing percentage will increase dramatically.
Sales Support will always be there to help you become successful with your WebCenter business, but you must take the initiative to keep the dialogue open with your customers. Remember, the sale never ends with the closing of the site.
After the Web site has been sold, you want to continue to show your customers that you CARE. The following are some different tips to help you do so:
1. Make a call with the prospect to tech support. By taking the time to be on the phone during their initial call, it will show them that you're not going to just cut them off.
2. Learn the software yourself. Knowing your product will also help you assist your prospects to build value in YOU.
3. Take a look at your customers' sites to see how well they are coming along. Call them and let them know what you think. If they haven't done anything to the site, find out why. Learning the software will give you the ability to take this moment to work with the customer in case they need assistance with the development. Plus, giving you an opportunity to earn more money by charging the customer for your service).
With these few tips, you will be able to take your business to the next level. Showing that you care about your customers will amount to a lot more sales. Good luck and have fun!