The Ultimate Guide to Selling Websites

As such, being an effective salesperson today requires much more than just selling – it requires becoming their go-to digital advisor. And to effectively help SMBs understand where to prioritize their efforts, salespeople need to ask the right questions in order to make a sale. We’ve put together a quick guide on the best questions to ask when selling websites:

#1 Do you have a website?

This one may seem obvious, but some business owners seem to think websites are a thing of the past, and they can simply do business through WhatsApp, Facebook, and other social media profiles. The truth is that websites are the only truly owned media where a small business can decide 100% how their brand is represented when changes occur to that media and provide in-depth information on their products, solutions, and services. Websites are the foundation of any business’ digital platform and play an all-important authoritative role within the digital landscape.

#2 How is your website performing?

If a business owner already has a website, the next step is to understand how well it is performing. Ask about the website's traffic, bounce rate, conversion rate, and user engagement. This can help identify areas that need improvement. For example, if the website has high traffic but low conversions, it may indicate issues with the user experience or call-to-action elements. Understanding the current performance provides a baseline from which to measure future improvements and helps tailor your pitch to their specific needs.

#3 Who is your target audience?

Knowing who the small business is trying to reach is crucial for effective digital marketing. Ask the business owner to describe their ideal customer, including demographics, interests, and online behavior. This information helps in creating a website that appeals directly to their target audience. It also assists in deciding which digital marketing channels and strategies will be most effective. For instance, a business targeting young professionals might benefit from a modern, sleek website design and a strong presence on social media platforms like Instagram and LinkedIn.

#4 What are your business goals?

Understanding the business owner's goals can guide the conversation about website needs. Are they looking to increase sales, generate leads, build brand awareness, or provide information? Each goal requires a different approach to website design and functionality. For instance, a business focused on generating leads might need prominent contact forms and call-to-action buttons, while one aiming to build brand awareness might prioritize content marketing and SEO. Aligning the website strategy with business goals ensures that the site serves a clear purpose and delivers measurable results.

#5 How are you currently driving traffic to your website?

It’s important to know what marketing strategies the business is currently using. Are they relying on organic search, social media, email marketing, or paid advertising? Understanding their current traffic sources can highlight gaps and opportunities. For example, if they are not utilizing SEO, there may be a significant opportunity to increase organic traffic. If they are heavily reliant on social media, integrating social sharing buttons and regularly updating content can enhance engagement. This question helps you recommend complementary strategies that drive more traffic to their site.

#6 Do you have an e-commerce component or plan to include one?

If the business sells products or services online, an e-commerce-enabled website is essential. Even if they don’t currently sell online, exploring future plans for e-commerce can open new revenue streams. Discuss the features they might need, such as a shopping cart, payment gateways, inventory management, and customer reviews. For businesses considering e-commerce in the future, it's important to build a scalable website that can grow with their needs. Highlighting the benefits of e-commerce, like reaching a wider audience and operating 24/7, can help convince them of its value.

#7 How mobile-friendly is your website?

With the increasing use of mobile devices, having a mobile-optimized website is no longer optional; it's a necessity. Ask the business owner if their website is mobile-friendly and if they have tested it on various devices. Explain the importance of responsive design, which ensures the site looks and functions well on smartphones and tablets. A mobile-friendly site improves user experience, boosts SEO rankings, and increases the chances of conversion from mobile users. Offering to assess their current website's mobile performance can be a valuable service.

#8 Are you collecting and analyzing data from your website?

Data is critical for making informed marketing decisions. Ask if the business owner uses tools like Google Analytics to track website performance. If they are not collecting data, explain the importance of metrics such as visitor numbers, page views, and conversion rates. Data analysis helps identify what is working and what needs improvement, enabling continuous optimization of the website and marketing strategies. Offer to set up and manage analytics tools to provide ongoing insights and recommendations.

#9 How often do you update your website?

Regularly updating a website is crucial for maintaining relevance and improving SEO. Ask the business owner how often they add new content, update product information, or make design changes. Stale websites can deter visitors and negatively impact search engine rankings. Explain the benefits of keeping the website fresh with new blog posts, customer testimonials, and updated service offerings. Suggest a content management system (CMS) that makes it easy for them to make updates or offer your services to manage this for them.

#10 What challenges are you facing with your current website?

Finally, ask about any specific issues or frustrations they have with their current site. This could include anything from slow loading times to difficulty in making updates. Understanding their pain points allows you to tailor your solution to address these challenges directly. It also demonstrates your commitment to providing a customized and effective solution. Offering a free website audit can be an excellent way to identify problems and propose specific improvements.

In conclusion, being an effective digital advisor for SMBs involves more than just selling a website. It requires understanding their unique needs, goals, and challenges. By asking the right questions, you can position yourself as a valuable partner in their digital marketing efforts, helping them achieve success in the competitive online landscape. Reach out to our team today to learn more about how we can support you and your clients with our comprehensive website solutions.