5 Sales Arguments for SMB Websites

At the heart of this digital strategy lies the business website, serving as a virtual storefront and a powerful tool for attracting, engaging, and converting customers. However, convincing SMBs of the value of investing in a website can sometimes be a challenge. Here are some of the most common objections that sales reps face when selling websites and my arguments against them:

1: “I don’t need a website. My customers just call me”

Sales Argument: While phone calls have traditionally been a primary means of communication for SMBs, consumer behavior is shifting towards online search. Having a website ensures your business is discoverable by potential customers who prefer to search for products or services online. By not having a website, you risk missing out on valuable opportunities to connect with new customers who may not have found you through traditional channels like phone calls.

2: Objection: "Websites are too expensive and time-consuming to maintain."

Sales Argument: While there may be upfront costs associated with building and maintaining a website, the long-term benefits far outweigh the investment. With advancements in technology and the availability of drag and drop website builders, creating and managing a website has become more affordable and accessible than ever before. You can also get a package solution by a company that specialises in websites. That way, you know the cost upfront and won't be surprised by steep learning curves or bills. Moreover, the return on investment (ROI) from a professionally crafted website, in terms of increased visibility, customer engagement, and revenue generation, justifies the initial expenditure.

3. Objection: "I'm already using social media. Isn't that enough?"

Sales Argument: While social media platforms are valuable for engaging with existing customers and reaching new audiences, they should be viewed as complementary, not substitutes, to a dedicated website. A website offers greater control and customization, serving as a centralized hub for showcasing products, services, and brand identity. A website provides autonomy and ownership over content and data, reducing reliance on third-party platforms and mitigating associated risks.

4. Objection: "My business is too small to need a website."

Sales Argument: Regardless of size, every business can benefit from having a website. A website serves as a digital storefront that levels the playing field, allowing SMBs to compete with larger competitors on a global scale. Moreover, a website provides credibility and trustworthiness, instilling confidence in potential customers and legitimizing your business in the eyes of consumers.

5. Objection: "I don’t know where to start with building a website."

Sales Argument: Building a website may seem daunting, but there are many resources available to help SMBs get started. From user-friendly website builders to professional web development services, there are options to suit every budget and skill level. Additionally, many hosting providers offer comprehensive support and tutorials to guide SMBs through the process of building and managing their website. With the right support and guidance, building a website can be a straightforward and rewarding process for SMBs.

Final thoughts

In conclusion, the argument for investing in a website extends far beyond mere convenience—it's about empowering SMBs to thrive in an increasingly digital world. By addressing SMB-specific concerns and highlighting the tangible benefits of a website, sales representatives can effectively convey the value proposition and empower SMBs to embrace the transformative power of the web.