Having a website doesn’t mean you can sit back and let it do the selling for you. Before you can sell online, you need to be able to effectively sell offline. In this video, learn what it takes to sell offline so that you can prepare for a day when you may be able to sell online as well.
- Sometimes it feels like being an internet entrepreneur is the new American dream. Just build a website and it'll do all the work for you, right? How hard could it be? Well, I hate to burst your bubble, but that's not how it works. Sure, you can work your way into having a website that does make money for you in your sleep, but it takes a lot of work to get there. Here's the good news. Selling a project online uses the same knowledge and skills you use to sell offline. So if you start selling offline first, you can use what you learn to ramp up your website.
Here's why. Selling offline helps you better understand your customers' pain points. When you're sitting face-to-face with a potential customer, you have a much better opportunity to have a conversation and learn about that customer. You can ask questions and they can tell you in their own words what's important to them. Which brings me to my next point. Selling offline helps you figure out your sales pitch much faster. Part of the magic of selling to someone in person is that you see in real time how they're responding to you. You see their facial expressions, their body language, and you hear their response right away.
It creates a very tight feedback loop for you to understand if the words you're using are clear, what's not landing, and how you can sell better the next time. Here's an example. If you're a web developer and you focus on mobile-responsive web design, you may notice the customer looks confused at that phrase. But when you say, "I make sure your website looks great "on your customer's phone," you see them nodding and understanding. And not only does that tight feedback loop help your messaging, but it helps you hone in on price point, too. When you quote someone a price, again, you'll see their immediate physical reaction.
Do they wince or cross their arms or even smile? This will give you an indication of how well you've matched your sales pitch with the price you're quoting. Once your offline sales pitch is dialed in, it becomes much easier to translate that success into selling online. You know exactly how to communicate on your website and you'll see the same positive results online that you saw offline.
- Identify what types of tasks to prioritize
- Examine the components of the payment section in a contract.
- Summarize how to productize your services.
- Recognize why having a website is important long-term.
- List the key information needed on an invoice.
- Describe the benefits of selling offline.
- Identify examples of a downsell.
- Explore the differences between a case study, testimonial, and white paper.