Just Because You Build a Website Does Not Mean They Will Come (And Do Business and Buy From You!)

June 16, 2010 by  Filed under: Sales 

Recently, I had a conversation with a prospective client. The company, product and service shall remain nameless to protect the innocent. He had just launched his company and started advertising on Facebook to sell his product. And he was not happy with his sales results.

Did you know that there are 200 million websites, 60 million active users on the Internet and 500 million users on Facebook?

If you are new in business, What makes you think that somebody will buy something from you? You are a stranger to them. I know that it sounds rather harsh, but its the TRUTH!

Without a brand name, solid reputation, brand recognition, a great web presence and a large base prospects, Who are you going to sell to? You have to have somebody to sell to — in order to be successful. A website is not going to ask a decision-maker to do business! It just does not happen!

Advertising it works really well, for the advertiser! It does produce a return – for the advertiser and not the business owner.

Lots of business owners jump on the bandwagon. Some people believe that all you have to do in buy Google AdSense, participate on Google AdWords, do some SEO (search engine optimization), create a Point to Click Campaign (PCC) and you got it made! Wrong.

Many people think that is there is lots of money to be made on the Internet! (I get emails and twitter posts all the time — claiming so.) Yes, some people believe that you just put up a website and watch the cash start rolling in. Yes, all you have to do is kick off your shoes, put your feet on the desk and counting your dollars. Wrong.

Well, surprise! Surprise!

The key to sales success (and it should not be a secret to anyone) is asking a decision-maker to do business with you!

Seth Godin, marketing guru says that you need three things if you want more customers:

A group of possible customers you can identify and reach.
A group with a problem they want to solve using your solution.
A group with the desire and ability to spend money to solve that problem.
The most important thing is to ask the decision maker to do business with you and (quite frankly, you have to ask lots and lots and lots of people to do business!) Face to Face and on the telephone! Relying on just a website won’t produce the sales success.

After you ask for the sale, there are only two outcomes. Either you are going to get the sale or not. It is just that simple. Two things are going to happen. You will sell her or she is going to sell you! You are going to sell her your ideas, company, products and services. And, she will buy. Or, she is going to sell you that her way is still better.

If you don’t ask, they will never buy!

If you can’t sell yourself, your company, your ideas, products and services… then you do not have a business. At the end of the day, someone has got to sell something to somebody. That’s just good business.

Additionally, you must run your business at a profit. If you can’t run your business at a profit then, you will not be in business very long. Depending your business success on just one lead source will not produce enough sales for you.

Times have changed with the Internet and it has changed the way we do business. But, it hasn’t changed that much! When it comes to sales — you have to ask for the SALE! If you don’t ASK, its not going to happen.

If you want to be a successful business owner or entrepreneur, YOU must focus on sales and profitability. If you don’t manage your sales activity everyday, then you will not have any sales at the end of the week!

Sales is a contact sport. Sales is a numbers game. For example, everyday my job is to sell! My business is to sell! I know — “I show companies how to increase sales and profits by leveraging the web.” But, I have to sell the concept. I still have to sell. I really still have to sell it! I got to SELL, SELL and SELL some more!

I commit at least four hours everyday (if not more). I smile, dial and talk with prospective clients. It is exhausting. Sometimes its not fun. Sometimes, I don’t like to do it and prefer not doing it. However, I must do it. My business success depends on it. For two hours, I prospect online for potential new leads. Most social networks allow business professionals to have a profile that describes their business. This gives you a great opportunity to research and target potential new clients. It is better than the the Yellow Pages or business directories that you have to pay for access. By investing time online, you can discover some great opportunities. But, you have to commit the time. The other part of my business day is divided into first call appointments and coaching sessions. I also devote time reading articles and blogs and my schedule time for administrative tasks too.

It ain’t easy! Again, sales is a numbers game! That’s Business! That’s what it takes! It is hard work!

Please don’t rely on a website or social networking sites to do your selling! Ms Business Owner, it is your responsibility and ultimately it is you is accountable. The buck stops with you! Nothing replaces smiling, dialing and connecting with prospective clients.

A website can’t do the things that a good sales person can do:

A website can’t close a deal for you,
handle your objections,
ask a prospects follow-up questions and
and engage the decision-maker!

But, you can. That is, if you are a skilled sales professional. You should have at least ten lead sources. Your website is only one lead source and social networking sites makes one or two or three Twitter, Facebook and Linkedin.

You are in charge of your sales. Not a website or your favorite social networking site.

Here are some benefits for you, if you want to take control of your sales:

generate more new sales,
produce more new clients and customers,
generate more testimonials,
produce more new referrals,
create new ways to sell your specific product or service,
better understand what the client likes and does not like about your produce or service
learn how to overcome objections,
you become more confident
you get to stay in BUSINESS!

Believe me, it beats the alternative on working for someone else — that is having to get a JOB — you know what a J.O.B. — “just over broke”.

Business sales is based on an comprehensive sales system that includes:

a good selling statement,
knowing your best target market,
creating a niche in the marketplace
understanding their prospects industry, pain, concerns, challenges and goals,
overcoming objections,
creating a great story to share,
creating and generating good lead sources,
attracting the best prospects and
generating lots of referrals and leads.

In conclusion, go to work. Start Selling. Stop half-stepping (its a term from the 1960s or 1970s term). Stop arranging your files. Stop trying to create a better and prettier website. Start Selling. Stop doing so much networking. Start selling. Remember what Alec Baldwin character said in the popular movie, Glenn Garry Glenn Ross, ” A-B-C, Always be Closing! Always be Closing! Or get out of the business — it’s not for you!

Kenneth Darryl Brown is President and CEO of E3 Capital Resources, LLC (E3C), a sales, profit and business development company that show companies how to increase sales and profits by leveraging the web and technology. E3C specializes in business success systems, leadership, sales, communication and technology. Ken is a passionate entrepreneur and coach. He embraces the servant leadership philosophy and serves as a catalyst for free enterprise, small business and economic development. Ken works with growth oriented companies in technology, health care, manufacturing, financial and business services industries. E3C stands for Entrepreneurship, Empowerment, Evolution, Connect, Collaborate and Create…. as in greater opportunities for all entrepreneurs worldwide!

Check out the company website: http://www.BetterSalesandProfitsNow.com and Ken’s Business Community: http://mybusinesscommunity.ning.com/profile/KenE3C

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Kenneth Darryl Brown - EzineArticles Expert Author

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