How to increase digital services sales call conversion rates

Coral Wood • 30 August 2023

Are your sales call conversion rates significantly less than your booking conversion rates? When you’re trying to sell any digital service, you may find that your prospects become overwhelmed or are struggling to differentiate between your service offering and the other service providers they’re talking to. When the only differentiator is price, two game-changing tactics could be the key to unlocking your sales call conversion potential.

Two tactics to up your sales call conversion rate

There are two tactics that you can deploy when you’re trying to improve your sales call conversion rates; interactive sales calls and audits . Before you dismiss this blog thinking “Well, I already do that!”, let us break down exactly what we mean by interactive sales calls and audits.

What is an interactive sales call?

Are you exclusively using the big three in your business? And by the big three, we mean Zoom, Google Meet, or Microsoft Teams? While they’re great tools and a real lifeline for team members working remotely, they’re not the most sophisticated tools when it comes to selling digital services.

If you’ve prepared a mock-up, interactive tool, or even an audit you’d like to share with your clients, use a tool like Crankwheel to guide your clients through what you’re presenting in real-time while allowing them to use remote control features that allow them to interact with what you’re showing them and engage them in the sale.

The difference between desk research and a digital audit

A full digital audit for your client should give them everything they want to know about their website and more. It’s easy to fall into the trap of “my client wants to improve their site’s performance” and then producing an audit (you guessed it) solely on their site performance.

Showing your potential clients that you know about them, their business, and their online presence as a whole could not only show them their performance problems, but they could outline any other contributing factors or even problems they weren’t even aware of.

Not only does this show that you’ve done your research, but it also gives you an opportunity to upsell your services by outlining where you can help on this project, and in the future.

Top tip: ditch the desk research

Try Insites , the all-in-one platform that will give you a full audit on any website in just 60 seconds

How to engage with your clients

Now you have two new tactics under your belt, it’s important to make sure you use them effectively. So here are our top tips for using these tools to your advantage:

  1. Provide a guided tour When you’re using a tool like Crankwheel to guide your client through an audit, tool demo, or mock-up, treat it less like a presentation and more like a guided tour. The idea of a collaboration call tool is to ensure that your prospects and clients can collaborate . So rather than giving your client a sales pitch, treat the part of the tool where you collaborate like a guided tour. Point them in the right direction but give them the freedom to explore; let them explore what you’re showing them and come to their own conclusions about why you are the preferred supplier.
  2. Give your clients a benchmark With an audit, it’s important to include quantifiable data; put simply, figures that you can track. Your audit should give your clients something to measure when you’re working with them. If they had 20 broken backlinks or even scored a mere 35 out of 100 on their site performance, tell your prospects that you’ll run the report again when you’ve finished the work. This gives them confidence that you know what you’re doing, and something they can measure you against later down the line.
  3. Share what you’re showing before the call So this may sound counter-intuitive because you’ll be talking them through the audit, mock-up, or whatever you’re showing them on the call, but sharing a gated, streamlined, or even whole version ahead of the call could peak their interest and engagement before you’ve even spoken to them.
  4. Define your narrative with your upsell in mind So you have your audit and collaboration sales call tool ready to go and you know what you’re going to sell; great! However, with the power of an audit that your prospects can engage with, have you considered your upsell? Whether you’re upselling services now or looking to secure work later down the line, having a narrative around the next steps will show your clients that you really know their site and that you’re invested in their growth.

Happy auditing!

 The Insites Team

A person is holding a button with the number 63 on it

Google's new landing page screenshots and what they mean for digital marketing agencies

by Izzy Fletcher • 15 April 2025
Google now shows landing page screenshots in Demand Gen ads. Learn how digital marketing agencies can turn this update into new revenue opportunities with Insites auditing tools.
A cartoon illustration of a robot with a smile on its face.

What digital marketing agencies need to know about the EU AI act

by Izzy Fletcher • 8 April 2025
Learn how digital marketing agencies can navigate EU AI Act compliance while turning new regulations into a competitive advantage. Discover practical strategies for AI governance that help win more SMB clients despite compliance changes.
A man and a woman are sitting at a desk with laptops.

Empowering non-technical sales teams to sell digital marketing services confidently

by Izzy Fletcher • 3 April 2025
Discover how large digital marketing agencies empower non-technical sales teams to confidently sell SEO, websites, and local listings without technical expertise. Learn proven strategies that help enterprise sales teams increase conversion rates while reducing onboarding time, and see how Insites helps bridge the knowledge gap for large agencies with 10+ sales representatives.
A cartoon of a woman looking through binoculars on a pink background.

How to prepare your sales team for the rise of the AI-literate generation

by Izzy Fletcher • 1 April 2025
Today's students are becoming AI fluent at unprecedented rates. Soon, they'll be the SMB owners your sales team is pitching to with different digital expectations. Learn how Google's education initiatives are accelerating this shift and what it means for enterprise marketing providers. Discover practical strategies to prepare your sales team for the rise of AI-literate clients who expect instant insights, sophisticated solutions, and AI-powered digital marketing approaches. Read our latest insights on navigating this transformation and positioning your services for the next generation of business owners.
A hand is holding a magnifying glass over a laptop screen that says top secret.

The secret lead generation tactic digital marketing agencies are using to attract small-medium businesses

by Izzy Fletcher • 31 March 2025
Discover how leading digital marketing agencies use self-service audit widgets to generate qualified SMB leads while providing immediate value. Learn how to implement this strategy with a proven flywheel approach and industry-specific tips.RetryClaude can make mistakes. Please double-check the responses.
A yellow arrow is pointing up on a pink and black background.

New tariffs spark fear with marketers. How can sales team can navigate the squeeze of ad spend?

by Izzy Fletcher • 27 March 2025
Discover how your sales team can demonstrate clear ROI to budget-conscious SMBs. Learn 3 key strategies that help digital marketing agencies convert more prospects even when budgets are tight.

These Google Business Profile updates will help your clients dominate local search

by Izzy Fletcher • 19 March 2025
Google's new review QR code feature creates perfect sales opportunities for digital marketing agencies. Learn about Google's expanded data sources, and how Insites' Local Grid can help your sales team close more deals with SMB clients seeking local SEO services.
A woman wearing headphones is sitting in front of a laptop computer.

AI Search Engines Are Sending More Traffic To SMBs And Your Sales Team Needs To Know About It

by Izzy Fletcher • 14 March 2025
AI search engines drive 123% more traffic to SMBs in 2025. Learn industry-specific AI referral patterns from ChatGPT, Perplexity and Gemini to help your sales team convert more digital marketing clients.
A man is sitting in front of a laptop computer with a light bulb coming out of his head.

Storytelling in Sales: How to make digital marketing data resonate with SMB clients

by Izzy Fletcher • 12 March 2025
Transform digital marketing metrics into compelling stories that convert SMB prospects. This guide reveals proven storytelling frameworks, data-to-narrative techniques, and training methods that help sales teams close more deals. Learn how successful digital marketing agencies use storytelling to simplify complex concepts, create emotional connections, and position SMB owners as heroes in their own success stories. Ideal for sales leaders looking to boost conversion rates and stand out in a crowded marketplace.
A hand is pointing at a red pin on a map.

Selling digital marketing to hospitality SMBs: Top 10 industry trends for 2025

by Izzy Fletcher • 11 March 2025
Discover the 10 digital marketing trends transforming hospitality in 2025. Learn how large sales teams can help SMB hotels and restaurants capitalise on AI, mobile optimisation, and data-driven personalisation to drive bookings and stay competitive in a rapidly evolving digital landscape.
Show More