Tweet

Why Should Your Prospects Choose You? Show Them You Are Worthy!

Guest post by: Pete Brand

Article Overview: It's interesting to look at the process people go through when starting a new website ... Once they decide they need a site they begin to plan what content they'd like to have on the site. The majority of the companies decide they need a page that talks about them so they add an "About Us" page to their site. Secondly they would like to talk about their products or services so they add a "Products" or "Services" page to their site. The most important part to the new website is giving it's visitors the ability to contact them to do business or ask questions which is where the infamous "Contact Us" page comes from.

Why Should Your Prospects Choose You? Show Them You Are Worthy!

It's interesting to look at the process people go through when starting a new website ... Once they decide they need a site they begin to plan what content they'd like to have on the site.

The majority of the companies decide they need a page that talks about them so they add an "About Us" page to their site.

Secondly they would like to talk about their products or services so they add a "Products" or "Services" page to their site.

The most important part to the new website is giving it's visitors the ability to contact them to do business or ask questions which is where the infamous "Contact Us" page comes from.

I could go on and on but I am guessing you've seen these types of pages on almost every website you've ever been to, so I won't bore you. I am sure when you decided to get your first website online you had the intention of increasing your business and tapping into the "gold mine" the Internet makes available to us all.

Heck, this was my initial motivation as well and I'm sure this is no earth shattering revelation.

Well the problem with this process of developing a website is unfortunately absolutely wrong. No, I'm not saying you won't make any sales or receive any phone calls by structuring your website this way. I am just saying you are limiting the potential revenue by doing it and you could do MUCH better.

The first issue I have with this tired old navigation structure is it doesn't offer any value to your potential buyers and, if you don't provide value for your buyers, they'll leave and go to a competitor who does.

These buyers don't care about you, your products, or your services. They only care about what's in it for them!

If that's the case why would you spend even two seconds creating a website that blathers on and on about your company, products, services and then provide them with a page so they can contact you?

Well, I should say why would you do that and expect any level of online success?

If you want a visitor to arrive at your website, consume the information, and ultimately make the decision to do business with your company instead of the competition, you need to prove you are worthy!

Let's say you happen to be in the insurance industry.

We all know there are a million insurance agents out there ranging from property & casualty, life insurance, disability insurance, health insurance, and all the other forms of insurance available.

We also know you can't swing a stick without hitting a half dozen or so agents in your local city, and if you go online you could spend a week non-stop online checking out every agent.

Although it may seem like standing out amongst your competition is a staggering, uphill battle ... it's not!

The best way for you to impress visitors to your website is to provide value to them before you ask them to spend any money with you insuring their prized possessions. You can provide this value by allowing them to download a free report, or maybe a discount card for their prescriptions that doesn't cost them anything.

If you'd REALLY like to stand out in the crowd you could include a section on your website which educates your potential customers by including articles.

Every person looking for insurance or any product for that matter has the question in their head, "Why should I buy from you?" when they visit your website.

It is your job to answer that question. If I am going to be insuring the possessions or making sure I am covered if something happens to me physically, I want to work with someone who has knowledge of the products I am looking for so they can make intelligent recommendations based on my situation.

If I happen to read a couple articles on your website which relates to a situation similar to my own, and I can tell the person who wrote it knows their stuff ...

They have proved themselves worthy of my business and the chances will dramatically decrease that I'll find the need to visit their competitor's website.

Whatever business you're in, don't just assume that because you have a website, and a prospect visits it, that you've done everything necessary to get their business. You need to use that website as a platform to prove your worth, and once you have, make it easy for them to do business with you.

Use your website to showcase your expertise and you'll dramatically increase your chances for online success!

Related Articles
  Start Something that Matters
  Hey - Are Your Sales And Marketing Materials Fridge Worthy?
  Finding SelfWorth
  How to attract more leads in online marketing?
  "I Don't Deserve to be Loved"
  The same cigarette as me
  5 Simple How To Strategies to Dramatically Boost Your Sales Ads
  Getting Referrals
  On Success
  Don't you just love a little mischief?
  Stress-Free Selling® - Do Your Proposals Sell?
  The True Measure of Abundance: An Extraordinary Life
  TRADE SHOW FOLLOW-UP: HOW MUCH IS TOO MUCH?
  One thing that may seem insignificant
  How To Write A News-Worthy Press Release
  1st of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
  Discover the Secret Multiplier
  Real Estate Marketing Strategies: Are your Self-Limiting Beliefs holding you back?
  100 Ways to Succeed #83
  Energy at Work

Article Tags: introduction, new website, prospects, sales approach



Related Forum Posts
Re: Email Etiquette - [quote="jvprosperity":24jznj58] The P.S. suggestion is good but it depends on the type of communication (e.g. Autoresponder series verses one off emails to Clients or Prospects)[/quote:24jznj58] Andy, You are right. I was mainly referring to Auto Responder emails. To end a normal email, I attach signatures. Takuya
Re: How can I use this forum to market my company? - Show yourself as a specialist in your field by answering relevant questions on the forum.
Simple way to avoid Cold Calling - Gary, A chiropractor I work with hates cold calling (me too!) and he uses a technique to warm people up to using his services - it's so simple! In Sales your dealing with 3 pools of people: 1. Strangers 2. Prospects 3. Returning Customers You need to move people from one pool to the next. We'll concentrate on #1 and #2 as it's most relevant to your question. My Clients does the following (you just have to tailor it to your situation - be creative). My Client (we'll call him Bob) Bob leverages his time and resources to only get people that need his offer (pain relief) to put their hand up. Dealing with Strangers can get expensive and they don't like to be told what to do as they have no trust or relationship built with him. So to get Strangers to put their hands up he writes up an offer with a free report on a particular pain relief - let's say lower back pain (note: he can simply just change lower back pain to neck pain and have a new report). and uses multiple marketing vehicles to promote the Free report - magazines, newspaper, forums, postcards, private clinics etc. The only people picking up this information are the very people Bob would like as customers as they have Lower back pain. Bob's Free report ends with him stating his services and includes a Free in-house Consultation with no obligation. You'd be surprised at how easily Bob converts Strangers into Prospects. Note: They become prospects when they ask for the Free Guide and in exchange provide their contact details. This gives Bob unlimited opportunity to contact them for the Free in-house consultation with no obligation to continue using him. At this stage Bob's ability to close the sale lies in his office providing good customer service, Bob's ability to help the prospect and provide value at the free in-house consultation. Notice, he hasn't had to pick up the phone to COLD-CALL his Stranger pool or his Prospect pool. Hope that example helps to increase your prospecting!
Re: Make Friends...Literally BUILD them! - It's the "prequel " to the Battlestar Galactica TV show. It's how Robots became "Human" and took over the world. Great Show
Re: Who to profile next? - Hi Evan, How about a profile on T. Boone Pickens? I just saw him on "The Tonight Show" with Jay Leno talking about his early entrepreneurial beginnings, his new book [i:vaiabziv]The First Billion is the Hardest[/i:vaiabziv] and how natural gas is the way of the future.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Having It All... With No Sleep

3 Key Factors For Raising Capital

How to Conduct a B2B Marketing Content Audit

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.