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How to Present a Website Demo to a Prospect: A Proven Method for Success
Published on July 29, 2024
So, you’ve just finished putting together a great-looking demo website for a prospect, and you’re excited to share it with them. You might be thinking you could just send them an email with a link to the site, expecting them to view it on their own, right? Wrong. If you’re simply emailing prospects a link to the finished demo website and expecting them to call you up with their credit card information, you’re making a big mistake.
Presenting a website demo to your prospect is one of the most overlooked aspects of the website sales process. The truth is: presenting a website the right way is just as important as designing it the right way. You can put an amazing design in front of a small business owner that you may think speaks for itself, but it doesn’t. It needs to be accompanied by a proper presentation.
At SiteSwan, we pride ourselves on not only providing top-notch website building tools but also equipping our resellers with strategies, resources, and tips like this to ensure their success. In this article, we’ll guide you through a proven method to effectively present a website demo, increasing your chances of closing the sale.
There’s a systematic approach to presenting a website to a client - it’s a proven formula. This process, refined over time, has been used to sell hundreds of small business website clients. Here’s why it’s critical not to just email them a link:
Lack of Engagement: You have no idea if or how they saw it. Did they spend 10 minutes on it? Or just glance at it? You’re in the dark.
No Immediate Feedback: You can’t get their knee-jerk reaction, which puts you at a disadvantage because they’re left to make assumptions about things that may not be correct.
Unanswered Questions: They might have questions that, without answers, could prevent them from moving forward. Delayed Response: They may not get back to you right away, and the experience isn’t fresh in their mind anymore.
To do a proper website demo presentation, follow these five simple rules:
Step 1. Present it LIVE
Whether in person or over the phone, presenting in real-time is crucial. You lead the conversation, guide them through the site, and keep their attention focused.
Step 2. Lead the Conversation
Get in the mindset that you’re leading the conversation. Start at the top of the site and end at the bottom, highlighting each section and its purpose. Explain how each element benefits them and their business.
Step 3. Highlight Key Sections
Walking your prospect through the homepage step-by-step is essential in a website demo presentation. By explaining each section's importance and purpose, you demonstrate that every element has been thoughtfully designed with their business needs in mind. This approach not only showcases your expertise but also increases the prospect's confidence in your work, making them more likely to proceed with your services.
Examples of Key Sections and How to Highlight Them:
1. Header and Navigation Bar
Example: "At the very top, you'll see your business logo prominently displayed. This ensures that your brand is the first thing visitors notice, reinforcing brand recognition. The navigation bar is designed to be simple and intuitive, allowing visitors to easily find the information they need, which helps reduce bounce rates and keep them engaged on your site."
2. Hero Section
Example: "The hero section features a high-quality image of your most popular service, accompanied by a strong call-to-action button. This area is crucial because it’s the first visual element visitors see, and it needs to grab their attention immediately. The call-to-action encourages them to take the next step, whether it's booking a consultation or learning more about your services."
3. About Us Section
Example: "Next, we have the 'About Us' section. This area tells your story and builds a personal connection with your visitors. We’ve included a brief history of your business, your mission, and what makes you unique. This not only builds trust but also shows potential clients that you are reputable and reliable."
4. Services Section
Example: "Here we have the 'Services' section. Each service is listed with a short description and a related image. This section is critical because it clearly communicates what you offer and how you can help potential clients. We’ve also included another call-to-action here to encourage visitors to inquire about your services."
5. Testimonials Section
Example: "The testimonials section features quotes from your satisfied customers. This social proof is incredibly powerful because it builds credibility and trust. Seeing that others have had positive experiences with your business can help persuade new customers to choose you over competitors."
6. Contact Form
Example: "Finally, we have the contact form at the bottom. This makes it easy for visitors to get in touch with you without having to navigate away from the page. We’ve kept it simple to encourage more submissions, which will help you capture more leads."
7. Footer
Example: "In the footer, we’ve included your contact information, social media links, and a quick navigation menu. This ensures that no matter where a visitor is on the page, they can easily find a way to contact you or explore other parts of your website."
Tips for Highlighting Sections:
8. Get Their Feedback
Once you’ve gone through the homepage, ask for their thoughts. This feedback is crucial for addressing any concerns and gauging their interest.
9. Ask for the Sale
Prompt them for their method of payment. If they love it, move forward with the next steps. If they have changes, reassure them that you can accommodate these and still move forward.
Presenting a website demo the right way is the final, critical step in the website sales process. By combining the presentation and closing steps into one conversation, you can significantly increase your closing percentage. You now know how to effectively sell websites to small businesses. With practice and confidence, you’re ready to start closing deals. Go get ‘em!
So, you’ve just finished putting together a great-looking demo website for a prospect, and you’re excited to share it with them. You might be thinking you could just send them an email with a link to the site, expecting them to view it on their own, right? Wrong. If you’re simply emailing prospects a link to the finished demo website and expecting them to call you up with their credit card information, you’re making a big mistake.
Presenting a website demo to your prospect is one of the most overlooked aspects of the website sales process. The truth is: presenting a website the right way is just as important as designing it the right way. You can put an amazing design in front of a small business owner that you may think speaks for itself, but it doesn’t. It needs to be accompanied by a proper presentation.
At SiteSwan, we pride ourselves on not only providing top-notch website building tools but also equipping our resellers with strategies, resources, and tips like this to ensure their success. In this article, we’ll guide you through a proven method to effectively present a website demo, increasing your chances of closing the sale.
The Importance of a Proper Presentation
There’s a systematic approach to presenting a website to a client - it’s a proven formula. This process, refined over time, has been used to sell hundreds of small business website clients. Here’s why it’s critical not to just email them a link:
Lack of Engagement: You have no idea if or how they saw it. Did they spend 10 minutes on it? Or just glance at it? You’re in the dark.
No Immediate Feedback: You can’t get their knee-jerk reaction, which puts you at a disadvantage because they’re left to make assumptions about things that may not be correct.
Unanswered Questions: They might have questions that, without answers, could prevent them from moving forward. Delayed Response: They may not get back to you right away, and the experience isn’t fresh in their mind anymore.
The Solution: Presenting LIVE
To do a proper website demo presentation, follow these five simple rules:
Step 1. Present it LIVE
Whether in person or over the phone, presenting in real-time is crucial. You lead the conversation, guide them through the site, and keep their attention focused.
Step 2. Lead the Conversation
Get in the mindset that you’re leading the conversation. Start at the top of the site and end at the bottom, highlighting each section and its purpose. Explain how each element benefits them and their business.
Step 3. Highlight Key Sections
Walking your prospect through the homepage step-by-step is essential in a website demo presentation. By explaining each section's importance and purpose, you demonstrate that every element has been thoughtfully designed with their business needs in mind. This approach not only showcases your expertise but also increases the prospect's confidence in your work, making them more likely to proceed with your services.
Examples of Key Sections and How to Highlight Them:
1. Header and Navigation Bar
Example: "At the very top, you'll see your business logo prominently displayed. This ensures that your brand is the first thing visitors notice, reinforcing brand recognition. The navigation bar is designed to be simple and intuitive, allowing visitors to easily find the information they need, which helps reduce bounce rates and keep them engaged on your site."
2. Hero Section
Example: "The hero section features a high-quality image of your most popular service, accompanied by a strong call-to-action button. This area is crucial because it’s the first visual element visitors see, and it needs to grab their attention immediately. The call-to-action encourages them to take the next step, whether it's booking a consultation or learning more about your services."
3. About Us Section
Example: "Next, we have the 'About Us' section. This area tells your story and builds a personal connection with your visitors. We’ve included a brief history of your business, your mission, and what makes you unique. This not only builds trust but also shows potential clients that you are reputable and reliable."
4. Services Section
Example: "Here we have the 'Services' section. Each service is listed with a short description and a related image. This section is critical because it clearly communicates what you offer and how you can help potential clients. We’ve also included another call-to-action here to encourage visitors to inquire about your services."
5. Testimonials Section
Example: "The testimonials section features quotes from your satisfied customers. This social proof is incredibly powerful because it builds credibility and trust. Seeing that others have had positive experiences with your business can help persuade new customers to choose you over competitors."
6. Contact Form
Example: "Finally, we have the contact form at the bottom. This makes it easy for visitors to get in touch with you without having to navigate away from the page. We’ve kept it simple to encourage more submissions, which will help you capture more leads."
7. Footer
Example: "In the footer, we’ve included your contact information, social media links, and a quick navigation menu. This ensures that no matter where a visitor is on the page, they can easily find a way to contact you or explore other parts of your website."
Tips for Highlighting Sections:
- Be Enthusiastic: Your enthusiasm for each section will be contagious and help keep the prospect engaged.
- Be Detailed: Explain why each section is designed the way it is and how it benefits the prospect's business.
- Use Visual Cues: Point out specific design elements, such as color choices or typography, and explain how they enhance the user experience.
- Relate to Business Goals: Always tie the design elements back to the prospect’s business goals. For example, if the goal is to generate more leads, explain how the contact form and call-to-action buttons are strategically placed to achieve this.
8. Get Their Feedback
Once you’ve gone through the homepage, ask for their thoughts. This feedback is crucial for addressing any concerns and gauging their interest.
9. Ask for the Sale
Prompt them for their method of payment. If they love it, move forward with the next steps. If they have changes, reassure them that you can accommodate these and still move forward.
Handling Objections
- If They Love It: Ask for the sale directly.
- If They Have Changes: Reassure them that changes can be made and proceed with taking payment.
- If They Hesitate: If they need more time, explain that you’ll need to take the site offline until they’re ready to move forward. Schedule a follow-up.
Tips for Success
- Be Prepared: Practice your presentation to ensure a smooth delivery.
- Minimize Distractions: Schedule a convenient time for your client to have their undivided attention.
- Ensure They’re on a Computer: Viewing on a larger screen allows them to fully appreciate the design.
- Focus on the Homepage: Consider hiding other pages’ content to keep their focus.
Conclusion
Presenting a website demo the right way is the final, critical step in the website sales process. By combining the presentation and closing steps into one conversation, you can significantly increase your closing percentage. You now know how to effectively sell websites to small businesses. With practice and confidence, you’re ready to start closing deals. Go get ‘em!