Are Your Website Visitors Ready for Your Pitch?Jul 01, 2022
Your website is there to make you more sales, and you’ve got a fantastic offer pulled together, but do you know if the people coming to your website are even ready to hear your pitch?
Like on a sales call, knowing when to present your offer to a potential customer is all about timing! Here are the three critical things you need to share on your website before pitching your offer
Do they know who you are?
Whether someone finds your website via Google, social media, or word of mouth, it’s critical to ensure your visitors know who you are!
First impressions are essential, and presenting yourself, and your brand upfront is like shaking someone’s hand when you first meet (at least in pre-Covid times). You can help your website visitors get to know you with a few simple things like:
- Include your logo in your website navigation so people who already know your brand can recognize they’re in the right place.
- Show a photo of yourself if your brand is linked with who you are - hint: that’s almost all small businesses!
- State in your homepage heading what it is your business does and who you serve
These small but impactful elements are crucial to helping visitors get to know you and feel at ease on your website.
Do they trust you’re the right person to help them?
Trust is something you’ll earn with your website visitors and isn’t something to be skipped over if you’re looking to make the sale!
There are many ways to build trust for your business and a few great ways to signal that you are a trustworthy business through your website.
Think of including elements like these to build trust with your website visitors:
- Share testimonials from actual past clients (showing their faces if possible!) to illustrate that other people have trusted you in the past.
- Demonstrate your expertise with mentions of your training, experience or offering valuable content around your area which shows off your expert status
- Include logos of any trusted businesses, publications or media outlets where you’ve been featured, showing that you are an expert in their eyes
You’ll also build trust with your website visitors through consistent branding, copywriting and content that shows you are an established business that’s serious about providing results for your clients.
Do they know what the solution to their problem is?
This is a tricky question to answer, but if you can, it will set up your pitch for significant success! So let me explain a little about customer awareness and how you can spot when your potential customer is solution aware and ready to hear about YOUR offer!
There are three stages to customer awareness:
- Problem Aware
- Solution Aware
- Product Aware
When someone is problem aware, they know and deedly care about the problem they’re facing. This might look like a brand new business owner wanting more clients because they see the problem with their business is that they aren’t earning enough money.
The next stage in their journey is knowing the potential solution.
For our brand new business owner, this might look like knowing they need to optimize their website for search engines to make it easier for potential clients to find them on Google.
The last stage in their journey is knowing about your specific offer that provides the solution they’re looking for and continuing my example; this might look like an SEO course or 1:1 service to optimize their website to improve its ranking for target keywords.
In that solution-aware phase of their customer journey, you’ll want to start planting the seeds for your offer to prepare them for the pitch and then dive right in and sell your offer once you’re sure they understand the solution they’re after!
For more tips on creating a website that wows your future clients, Check out my free Websites That Convert! training where we dive into the key elements your website needs to move those website visitors into superfans (and paying clients!)
Michelle Pontvert is a website design Queen who helps her clients to create strategically designed websites that help them grow their coaching, consulting, and service-based businesses without burning out or missing more time with their families.
If you're ready to connect with and convert your dream clients through your website so you can finally enjoy the life/work balance that inspired you to start your business in the first place, you can meet Michelle here.
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