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Articles And Resources On Marketing, Sales, Public Relations And Business Development... |
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So Why Does Every Business Need a Website That Sells?by Tom "Bald Dog" Varjan Why? Because the Internet is the biggest promotional and sales channel the world of commerce has ever seen. But there is an interesting point here. This is an interesting question, and the funny thing is that it usually comes from people who vehemently defend their position of not doing business on the web. They often say, "my industry doesn't work that way", "my market doesn't shop online" or "we've tried but the web doesn't work." Well, at this point it is important to consider that, using Gilbert Arland's words, "When an archer misses the mark, he turns and looks for the fault within himself. Failure to hit the bull's-eye is never the fault of the target. To improve your aim - improve yourself." Sadly many business owners with inflated egos, and usually deflated purses (isn't it interesting how the two often come together) blame everything and everyone for their failures, but themselves. I'm not trying to convince anyone about having or not having a website. I'm going to run two scenarios of "from first contact to signed contract", and you can judge for yourself. Then you can take the appropriate step. You may also want to consider that 79% of the money that is available in any industry is available only on and through the web. Let's start out from a small classified ad in your local paper. Day 1 - Prospect calls you from your ad and leaves you a message. Day 2 - You call back and leave a message. Day 3 - No response is received, so you call again and leave another message. Day 3 - Later on: Prospect is still not calling you, so you call again and leave a message. Day 4 - Finally you connect with the prospect and the prospect requests some information from you. Day 5 - It takes two days to send the information pack to the prospect Day 7 - You call the prospect to confirm that he received your expensive information package but the prospect hasn't had time to review it. Day 9 - You call again. Phone tag again. Messages are left back and forth. Day 11 - You connect again. The prospect like your information but needs even more information. You send out information. Day 13 - Prospect receives your information but gets bogged down with some urgent stuff. Some more delay. He asks you to call in a few days. Day 20 - You call and hope for a decision. You leave another message. And it goes on and on and on. Hours of unpaid work later you are no further ahead than you were before the very first call. Now, let's look at the online alterative: Day 1 - Prospect sees your advertisement and wants to receive the free report you offer on your website. He goes to your website, fills in the form and receives the report. With the report he also subscribes to your newsletter. Also, there is no need for requesting information because everything is there in front of the prospect. Day 1 later - Prospect receives your "Thank you" email and encouragement to read the report in his inbox. And this is it. really. Now the prospect is in your funnel and will receive regular emails from you through your sequential autoresponder system. Re-read: You don't send emails manually. The system does everything. You "autommunicate" (automatic communicate) with your prospects, with hundreds or thousands of them at any one time without lifting a finger. Now the prospect will regularly hear from you and he will make the first purchase whenever he is ready. And your personal presence is not even required in the whole process. How long does it take to convert a visitor into a client? Who knows. But who cares really? You have hundreds of prospects in your sales funnel, and the system takes care of them. The system converts them into paying clients and customers while you are doing paid work or enjoying free time with your family. And the good part of the system is that...
What does it mean to you? Simply that you can have more life and freedom. while the system is there for you to create money. Here is one more reason, and unless you love multiple meetings and chasing prospects, you will love it. The website is the only prospecting tool that can pre-sell your stuff so strongly that when prospects contact you, they are ready to work with you without needing more information and asking their mother-in-laws. On the Final Analysis Ask Yourself...How much more profitable would your business become without traditional high-cost, high-brawn cold prospecting methods, like cold-calling, pavement-pounding and door-knocking? How much more profit could you make and keep if you could stay open 24 hours a day seven days a week, 365 days and year for the rest of your life with only minimum extra expense? How much easier would it be to run your business with smaller overheads and fewer employees? How much more freedom could you create for yourself if you automated as much of your business as humanly possible? Well, friend, this is why you need the web. Do you see what I mean? Then act now and let us know if we can help. And remember! Don't sell harder. Market smarter. Both you, your employees, your clients and prospects will find it more enjoyable, profitable and attractive. Related Resources
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© 1997-2008 Tom "Bald Dog" Varjan, Utility Sausage Provocation Station, Vancouver, British Columbia, Canada. All Rights Reserved.