When a potential client lands on your website they’re looking to see if you’re the right person for their needs.
A website is one of the main ways that people research a company before taking that next step to reach out and hire them.
Did you realize that according to The Digital Consumer Study…
63% of people used the internet to find businesses and inform their purchase decisions.
30% of customers won’t even consider a business without a website.
46% say that a website is the biggest determinant of whether they trust a company.
This is why it’s important that your website answer these 4 main questions (no matter what industry you are in) so that potential clients know they’re in the right place and YOU are the right person for the job.
In this post, I’m sharing the top 4 questions to answer on your website so that potential clients know they’re in the right place and that you are the right vendor for them.
How much will this cost me?
This is a question that most business owners shy away from.
I don’t want to give a number upfront before I get the chance to talk about the VALUE we bring because then they’ll never book.
To a certain degree, and with certain industries, I can totally get that. However, if a potential client has landed on your website that means they are already in the place to be looking for someone with your services and they’re either a) doing their research or b) ready to invest.
A good general rule of thumb to follow here is to have a starting price listed. Like: Web design projects start at $1500. Or you could have a range like: Services range from $1500 – $5000.
Why should I work with you?
Let’s face it, you’re not the only one out there who does what you do. However, you are the only one who has your exact experience and perspective to bring to the table. What makes you different? Why would someone hire YOU over your competitor?
I bet you just started listing all of your accomplishments in your head. That’s a great place to start, but I want you to dig even deeper.
What are the non-tangible perks of working with you? Are you a great communicator? Are you committed to continual learning and staying a the top of your industry? Do you work well with quick timelines and tight budgets? Are you invested in your clients on a holistic level rather than a narrow scope? Do clients often feel reassured and excited to have you on their team?
Write down at least 5-10 ways you care for your clients in non-tangible ways that not only gets them real business results but impacts their business in additional ways.
What results can I expect?
A lot of biz owners already have a list of results their clients can expect on their website. However, what they fail to realize is that these aren’t the ONLY type of results clients are looking for – whether they realize it or not.
Much like the previous prompt, I want you to dig deeper here. For example:
You’ll have a high-converting website that helps you attract more leads on auto-pilot so you can stop worrying where your next client is coming from and get back to doing more of the work you love.
Paint the picture of how working with you will improve their life and business. After they work with you, what does that look like? Are they more confident in their marketing, are they able to show up consistently, are they able to streamline their processes, are they landing more clients and filling up their schedule with dreamy projects? Or maybe they finally have the confidence to go all-in and launch that dream project of theirs.
Make these connections for them. Draw the line from hiring you to the results they expect, and all the added non-tangible results you deliver (in addition to the tangible ones).
Do I really need to spend money on something like this?
Here is where you share why now is the time to invest in your services. What will it cost them NOT to invest? This is not where you use any time of sleezy pressure-y language to convince someone to bite the bullet and invest. I don’t believe in conducting business with those intentions and I doubt you do as well. What you’re doing here is offering a different way to think of things. Because if they keep doing things the same way they’ve always been doing, they’re going to get the same results.
Remember that you are the expert in what you do. You’ve worked with lots of people in your client’s position so you have firsthand experience in seeing what the costs are.
Does your website answer these 4 questions? If you were looking at your website with fresh eyes, does it communicate who you are, what you do, what makes you different, and why someone should work with you over your competitors?
Set aside to brainstorm these questions and then take action by updating your website so that it serves your clients better and increases conversions consistently.
Feeling stuck? Share in the comments below and I’ll help you out!