When someone visits your website, whether through paid advertising or organic traffic, they have officially become a prospect.
The following step in learning How to Sell Your Services Online is to convert your prospect into a lead.
Remember, we’re not trying to sell anything YET. We’re not the guy in a singles bar who proposes marriage to random strangers.
Instead, all we are asking to do is to get the prospect to raise their hand and let us know that they are interested in taking the next step.
The first step is to determine who the various users who visit the site are and what their needs are. In reality, that is exactly what selling services entails. What are the various issues that your prospect is attempting to resolve? Make a list of them all. Then assign some order and priority to their needs.
Consider the various stages of the buying cycle that your prospect may be in when they visit your site.
Some prospects may be ready to act right away and are simply price shopping for the best deal.
Other prospects may not even be aware of what they require and are gathering information.
After you’ve determined who your potential clients are and what they’re looking for, the next step is to create content for them.
Reach Them Through Free but valuable Offers:
Your main offer is for people who are ready to act right away. It’s critical to remember that your initial offer is NOT a request to buy right away. It’s just one more step in the process.
It could be a free consultation, audit, session, or initial evaluation.
Use something that engages the prospect and moves them along the sales funnel, but not something that requires a large commitment or costs money.
Your secondary offer is for prospects who are gathering information and are not yet ready to make a purchasing decision.
You offer them a ‘Free quotes,’ a ‘white paper,’ or a download in exchange for their email address.
Once you have someone’s email address, they are no longer a prospect; instead, they are a lead.
These people have raised their hands to indicate their interest, and you now have a way to stay in touch with them, build trust, and move the buying relationship forwards.