Make more money with the perfect web design sales pitch
So you’re here to make more money as either a web design and/or SEO professional. Good. You’re in the right place, we gotchu.
To start off, you have to get comfortable with the art of the pitch. In other words, selling your services. Selling web design or SEO. Providing that as a service is why someone would give you money so you need to know how to get them to that point. That’s where CoderSales comes in! At the basic level, you’re solving problems that the client has, and that is generally that they don’t have enough customers OR they want to increase revenue. To uncover that, you have to start with a sales process and discovery stage. Get to know them at a human level, learn about their business, what they want to accomplish and what’s holding them back. Let’s dive in more.
What is a sales pitch?
To start off, what exactly is it you’re going to do? A meeting to just talk the whole time and your company? Just talk about how many coding languages you know? How many frameworks you know? Just chat about SEMrush? NO. A sales pitch is communicating what you offer with a clear value proposition and why you’re better than what’s out there. If you’re wondering how to sell website design services, you MUST gain the skill and level up in the area of sales.
How to begin a pitch
Start off even before scheduling the Zoom meeting. Qualify them. If you run ads or cold email, have automations setup that pre qualifies them in terms of budget/ are they the decision maker/ what is their timing and what exactly do they really need? When you do schedule the meeting, start with rapport and learning about the other person… NOT the business right away. Can you picture working with them long term? Trust your gut. Use the information gathered from your pre qualified automation in your ‘sales’ portion of your presentation to hit their hot buttons and get them emotionally engaged.
How to pitch a client for website development
Now, let’s talk about you selling web design services and/or selling seo. Pull up their current website and cover the home page – what is wrong with it? What are the areas of opportunities? Does it have slow page speed? What are the current indexing keywords? Is the look antiquated? If it really is an old design, what does that communicate to people that land on the page? After the information gathering, go into their website. What would a new design do for them – use the information gathered in your intel/asking questions AND the questions from automation and weave that in. You want to be clear in how your web design services will solve their problem(s).
Questions to ask:
-who are your closest competitors
-where do you want to take your company in the next year?
-what’s holding you back?
-what do you like about the current website?
-what do you think could be improved?
-what feedback have your customers given about it?
-what expertise do you really need?
How to pitch a website idea
You could make a 3 page draft of the new website, you could simply ask the prospect what they’re looking for, or you could show them your most recent website you worked on. Get a feel for the prospect… are they visual? Do they just care about the site from a top line level? This can all be gathered in Stage 1, asking questions and building rapport. Also, if cold calling and they ask for a 1 page sales pitch or a proposal, ditch them and move on. It’s not worth your time and it’s a polite way of telling you to get lost.
how to sell website design services
So you’ve got the meeting on the calendar. Great. Do research in the company that booked the time with you, their competitors and scour the internet for leverage. Their industry, press releases etc. Find information to use and have questions prepped and ready to ask during the presentation. There’s a difference pitch and selling; pitching is getting in front of an interested party and selling is them taking what you’re offering. You want to get past all of that and get them waning to buy from you. That’s where the magic is. That you’re so good at research and listening and solving their problems that they cut you off during your presentation and they say, “you’ve got such a good sales pitch OR Bob, you have a website design sale, let’s do this!” Construct your basic sales pitch to solve THEIR problems and boom. You’ve got it.
How to sell a website to a client
So let’s say you do SEO and web design. You’ve got a client ranking for some keywords in the first few months. Great. BUT their site’s design is old and stale. How would you bring this up a brand new website? What value would this bring to the company? What would this communicate? Well, with your SEO expertise, there are now more qualified leads finding the site – what are they thinking when they land on it? Here’s how to sell it: pull up one of their closest competitors and dissect it via Zoom. Share your screen and reverse engineer what they’re doing and also have SEMrush to pull data from. You need to hit BOTH the right side of the brain AND and left side. The creative/emotional side and the analytical. Lead with you have some ideas for website improvements and schedule a 40 minute call. They’ll take it because they already have trust with you – you just gotta overcome the hurdle of getting them to invest. That’s where you can leverage competitor analysis. Have a strategy in place for the first few months and a design idea to go over. Ask them in the first 15 minutes or so of that call if they’re open to the idea of a new website design and bring up that their competitor is profiting because there’s is more modern and has a better layout etc. Solve that pain point by saying you’ll have a new website in XX weeks/months and BOOM you’ve got a website design sale.
