One of the most valuable services a web hosting company can offer customers purchasing domains is website design services. But one of the biggest pain points we hear from hosting companies is that they are struggling to sell these services remotely.
In this blog, we breakdown why this is such a common concern for hosting companies and how you can enable your sales team to better sell remotely.
A common mistake when selling web design services at scale is trusting an often new to the industry, or even new to sales, sales agent to effectively judge what qualifies a customer for a sale. We’ve heard from numerous clients that their sales agents do not qualify any clients that have recently had a site redesign. This is a huge mistake.
Why? Because business leaders who have recently had their site re-designed often have unresolved issues that have only come to light after rolling out their new design. From breaking changes to poor loading times, a recently designed but poorly built site, these prospects are hot leads that shouldn’t be ignored.
💡 What to do
Try and understand your leads as much as possible. Bulk test your leads with tools like Insites to understand where your agents should be spending their time. If you’ve got data on previous sales, use this to work out where you’re strongest and you can then filter new leads by this criteria.
We’ve already acknowledged that more often than not, sales agents are either new to digital web design service sales or even selling itself. So it’s no wonder that a lot of our clients report a lack of contextual knowledge has left prospects confused about exactly why they need these services, and sales agents confused about how to distill the jargon into an easy to understand sales pitch.
Make sure whichever auditing tool your sales team are using to analyse or audit a prospect’s site is giving your sales agents everything they need to know to effectively communicate, and sell, with a customer. Breaking down the jargon better enables your sales agents to sell with confidence, leading to increased trust with the prospect.
Whether your prospect SMB owners are looking to fix a problem or are looking around for a new website, they are are ready to appoint a website design service team. If their sales are dependent on a wholesale redesign, then it’s even more important to act quickly. Why? Because they’ll be shopping around and you’ll likely not be the only team they speak to.
Cut the sales time in half with powerful data. Hard hitting facts like slow speed, broken links, and a lack of accessibility are all points that your sales team can use to drive. Do this by pulling audits of the site that gives you a figure against a problem. Doing this gives sales agents a good overview of the prospect’s site and may even highlight problems your prospect isn’t even aware of yet – a.k.a. a big win for your sales agent.
How are you measuring design quality checks? If you’re not, you need to start now. And if you are, how consistent are they? One of the biggest reasons the selling website design services falls down is because qualifying prospects and their website designs are inconsistent. For sales agent without a background in design, or even sales for that matter, they could be guessing who is and who is not a qualifiable prospect.
In your auditing process, ensure your sales agents have manual checks with context for clarity to keep your prospective qualifying processes consistent and effective.
Sales teams sell better with Insites which gives you a report on any business’s online presence in just 60 seconds. These digital audit reports let your sales team know what the key problems are, delivers data without the added jargon, and allows you to add manual checks so that your sales agents can consistently check and qualify prospective’s and their websites. Get Insites and see your web design services sales closing rate increase.
Happy auditing!
👋 The Insites Team
08th November 2023
03rd January 2024