Sales Prospecting


How critical is a website for prospecting? If you're a small business and wondering if it's worth it, let me tell you right now: it is vitally important.

First of all, if a prospect is willing to meet with you, they will check it out. If your website looks dated or cheap, you will lose credibility immediately.

If it's filled with all sorts of gobbledy-gook about how great your company is or what wonderful products and services you have, you'll look like another slimy, self-serving salesperson.

On the other hand, if your website is a hub of good information, you'll be perceived entirely differently. And it doesn't have to cost you an arm and a leg!

Here are 5 things new prospects expect to find on your website:

  1. Articles or videos on your site that deal with issues your customers face.
  2. Information on how to make a good decision.
  3. Customer testimonials on video.
  4. ROI calculators and case studies.
  5. Links to good resources.

There are tons of things you can do to help your customers achieve their business objectives. Think of your website that way - not as a brochure about how great you are, but as a repository of great information.

Focus it on expertise and that's how you'll really stand out.

new prospect

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