By working together we can make a big splash with your clients.

Turn Your Small Business’s Virtual Space Into Real-World Success

Turn Your Small Business’s Virtual Space Into Real-World Success

When you are ready to enter the world of online sales, you want to capture as much of the market as possible. In today’s technology-reliant world, this means being digitally diligent. In other words, you have to harness the power of the web to work for you.

And if you haven’t already, now is a great time to establish your business entity. LLCs, for example, are a popular choice for small businesses, as they can separate your personal finances from your business finances — which will help protect you in the long run. LLCs also help establish customers and clients, so it’s important to register through a service like Zen Business at the beginning of your adventure through the world of business.

Keep reading for a few tips from District Creations on how to turn your online efforts into real-world success.

It Starts with a Website

You already know that to sell online your business needs a website. However, it is not enough to simply pop a page on the internet. You have to put some thought into both design and the site’s capabilities. Today’s customers want visually pleasing, easy-to-navigate (from desktop, phone, and tablet), and engaging websites. In addition to written, audio, and visual content, a user-friendly website provides quick access to convenience features, such as one-click calling and GPS navigation.

If you aren’t a web designer, there are tools you can use to make a website that won’t look like a DIY endeavour. Wix, for example, allows you to use galleries as well as optimize for mobile. If you want a more comprehensive site with custom features (like the ability to take payments or a full online store), it’s better to work with an agency like District Creations, which can create a beautiful and optimized website tailored for your business.

Shopping in a Snap

Your website is up and running. That’s great!  If you have products to sell, those need to be available for purchase online. Customers are impatient and likely won’t be willing to choose a product, call you on the phone, provide their credit card information, and then wait for shipping. Instead, make sure that you have a functional e-commerce platform and, just as important, a fast and secure payment processing service. PC Mag’s Editor’s Choice is Square, but there are many others that support not only online transactions but also mobile payments and allow for third-party integration through services such as PayPal.

Keep in mind that people shop online for convenience. But, many are often searching for reviews from other shoppers, so make sure that each item you sell clearly shows a star-rating.

Accounting and the Internet

Now that your website is ready, you’ll also want to make sure you can keep your books straight. While hiring an accountant is one option, there are many software programs that will help you keep tabs on your financials without assistance. QuickBooks, Freshbooks, and Sage Accounting are a few examples. You will still want a CPA to walk you through tax season, but these and other programs can handle most day-to-day accounting tasks.

Assistance, Please

Whether your business runs solely online or on a combination of platforms, having a virtual assistant can keep you organized. First, as Rescue A CEO explains, you will have access to help around-the-clock. Your assistant can help you grow your business and will keep things running so that you can focus on your specialty. Beyond a virtual assistant, if you have remote workers, you can’t be without a virtual meeting service. Having your workforce spread out across the state (or across the country) means it is difficult to get everyone together. Your virtual assistant can organize online meetings so you can involve your team in all pertinent projects.

This is not a definitive list of all the help you’ll need for your web-based endeavors. However, the above tools are valuable assets. They can help you find success by utilizing services and assistance that can boost your bottom line.

by Amy Collett

Pen or Taser?

Pen or Taser?

Scenario of me pitching to clients: What are your challenges?

Clients: There are so many of our prospective clients who get sticker shock when we tell them the cost of our services. We work very hard and genuinely care about our people. Many of them are repeat business, yet when we share the cost of working together, so many of our prospects stall.

Next Scenario:
I carefully outline a strategy to address their concerns and they need to “think about it”.

Sticker Shock!

I get it. I am not prone to impulsive purchases.

What are the chances of your client suffering from sticker shock syndrome with their client experiencing the same symptoms when I pitch to them?

Is this some kind of black magic that is visited on those who are do not like to make an immediate decision?

How do I break the spell?

Am I over analyzing?

I did some research online and found some documentation about objections. Some people called it the “trial pitch”.

You explain the value of working together.

Start off by asking them to identify the scope of the problem they’re looking to solve, the severity of it, and what it’s costing them.

Next, use their unique situation to do a dep dive with the prospect explaining how this solution will change their lives.

Invite them to see the value they’re getting by addressing that problem with your unique approach.

Then you ask:
Do you believe that I understand in your world, your business and your challenges?
Do you believe that we have the expertise to help?

Do you want our help?…

This is a good place to go into “but-land”.

 

Addressing Objections

The idea is to identify the objections and explore how to resolve them efficiently.

Buying is an emotional process.
Emotions is where the monetary-value lives.

Then we deal with this sacrosanct object on the table that everyone has been dodging.

I ask all of my clients what their budget is prior to the call.
Most of elect not to share that with me.
Some are probably afraid that if they tell me I will charge them a higher price. I probably should…. but that would violate my principle of transparency.

I call this the zig-zag dance.

They want me to give an estimate before they reveal their budget.

I want them to reveal their budget before I give an estimate.

If they put a price on it, I can find a way to work with them.

woman dancingIn short, they zig to the left, I zag to the right, until the big price reveal when I tell them what the investment would be.
(I hope that they will jump for joy.)

I am told that if prospects feel that you are hesitant regarding your price, then they will be likely to pick up the cues and dodge. If you are self-assured and believe that you are offering good value, they will feel confident with it. That’s a whole lot of psychology for a simple sales pitch. It leaves me wondering if I should have picked psychology instead of computer science in college?

 

Sometimes I am left with the feeling that I could have asked double and they would have paid it.

Last week I felt the sticker shock through the video-chat.

Do you have a sales strategy?

How do you explain the value of your offer to your clients?