It’s becoming easier to design websites, what with Wix, Squarespace, and even now WordPress providing DIY site builder tools. On the flipside of that, it’s becoming increasingly more difficult to convince even the least technically-savvy business owner that they shouldn’t try to build their own website.
Sadly, the rise of the site builder isn’t the only excuse prospects have for not wanting to work with web designers.
In this post, I’m going to explain the most common reasons why prospects say “no”, or “not now”, or “not you” and what to do about it.
“I don’t have time to talk about this. Can you just send me an email with the information?”
You’re being given a brush off before you’ve ever had a chance to make your pitch. That’s because they view a website as a burden.
When you hear this objection, gently explain that it’s okay, what you have to tell them won’t take too long. This isn’t about stealing their time; this is about giving more of it back to them.
Just make sure you come prepared with a clear explanation of what you’re going to do for them (focus on the benefits, not the features) and be able to explain it quickly.
“I don’t need a website. I have a Facebook / LinkedIn / Google page”
Explain that, while social media is indeed a necessity in this day and age, nothing can substitute for a website.
With a website, the business controls the narrative of their story. Plus, the business doesn’t have to compete with surrounding links and ads and other company mentions. The website is their dedicated space to proclaim to the world wide web: “This is what we do!”
In addition, websites can do things that social media and a Google My Business page cannot; like accept reservations and appointments; or sell memberships, digital downloads, and physical products; or actively target specific keywords for ranking in search results.
A website is a powerful tool they can’t afford to be without.