Your website is essentially like another sales team member, except it doesn’t’ sleep or leave their leftover lunch in the fridge.
Think of it this way…
Your website is having a conversation with people who are already searching for your services and interested in what you offer. That’s how they landed on your website in the first place!
When your website communicates well with your ideal clients/website visitors, then it gives you the chance to build trust or to break it.
I’m guessing you want more of the former, and less of the latter. Me too!
Here’s how you can use your website to generate more leads, sign more clients, and seal the deal.
One element of any successful website is alleviating your customer’s concerns. Directly address objections or hesitations, helps to change their mind or answer their questions about working with you.
Because if they didn’t have any hesitation or objections, they would have already hired you.
Objection handling is not arguing or putting the pressure on potential clients to change their minds – that’s not true objection handling. Instead of saying they’re wrong, help them come to a different conclusion on their own. And if they aren’t convinced, that just means they weren’t the right fit for your business.
Common objections to address:
- It’s too expensive
- I can get the same results on my own
- I don’t see the potential for ROI
- It’s just not important right now
- I don’t understand what you do
- We’re happy with the way things are
- I’m too busy
On the other hand, have a place on your website that answers the questions you get asked the most. This will help your website visitors learn more about how you work and what you offer before reaching out.
Make it easy to hire you
So you’ve convinced a prospect to reach out via your website – but it’s tricky to figure out. Maybe your contact form is hard to find, or your calendar link is hidden.
When it’s easy to hire you, you will get hired. Streamlining your booking process is a part of that equation.
If your contact form looks more like a long intake form, cut it in half. Ask the necessary questions but don’t overload your website visitor with lengthy forms that are annoying to fill out.
The Bottom Line
The bottom line is: your website should be actively attracting your ideal clients, answering their questions, handling their concerns, and making it easy to work with you. This will increase conversions and help you sign more clients.