Website + Sales Process = Revenue

A properly designed website can definitely bring you people for your business, but one thing I want to caution people on is that it cannot close those sales for you.

People need a website and a sales process to bring in your overall revenue.  

I only state this, because I think there is a misconception out from business owners (especially new ones) that when your website generates interest which can be in the form of a phone call, email, or a form request on your website, that the people are ready to buy right at that moment.  Maybe.  But I have watched business owners take a prospect who was ready to buy and turn them into a no sale situation.

I'm not going to get into a complete sales training here, but I will break down some areas that we teach our staff in our companies.



We teach a five step sales process to our people.  The five steps are:

1)  Connect

2) Develop

3) Introduce

4) Follow-Up

5) Close

In the Connect step, you are making that initial connection and that can happen in the first five seconds, five minutes, or five hours in a conversation. It depends on what's going on, but use a typical call off your website. That usually happens in a minute to five minutes.  Once you know who they are and they know who you are, then the connection has been made.

In the Develop step, you are developing the relationship and determining why they are calling and what they need.  This is all about the person you are talking to.  This is 90% of you asking questions and 10% listening.  Once you have gathered a lot of information and the conversation starts to move where they want to hear what you have to offer them (what's in it for them), then this step is over.

At this point, you transition to the Introduce step where you introduce what you can do for them and you want to tailor your services or products to what is most important to them which is something you should have determined in the Develop step.  You are talking more hear and they may ask a question here and there and you may have to ask more questions to clarify their questions before you continue to introduce what's important.  Once you have explained everything that your business can do for them, then it's time to wrap up that part of the conversation.   At this point, the prospect will want you to send them some information that they can review (this depends on the type of personality you are dealing with) or they may ask for how do you pay you for what you have to offer.

If they want to get going,  then skip to the close.  You don't have to wait for them on follow-up if they want to buy right now.

If they want to review information, then make sure you schedule an appointment or time to follow-up to address their questions on the materials.  Schedule that follow-up time and then determine in this step what they need to make a decision.

Once they are ready to buy, then get whatever closing contracts, payment plans, etc. that is needed and close them. 

That's the "Reader's Digest" version of what we teach our people, but we felt that this would be helpful to you on a long-term basis.