How to Find and Sell Websites to Local Businesses

Finding Local Businesses in Need of Websites

In today's digital age, it may seem surprising that many local businesses still don't have a website. However, this presents a golden opportunity for web designers and developers to offer their services. This guide will walk you through the process of finding these businesses and approaching them effectively.

Using Google Maps to Locate Potential Clients

One of the most efficient ways to find businesses without websites is by utilizing Google Maps. Here's a step-by-step process:

1. Open your local Google search page (e.g., google.ie for Ireland)
2. Choose an industry to target (e.g., accountants, plumbers)
3. Select a specific location (city, county, or province)
4. Search for the chosen industry in the selected location
5. Click "View all" to see the full list of businesses
6. Scroll through the results, looking for listings without website links
7. Click on businesses without website links to view their details
8. Perform a separate Google search for the business name and location to confirm they don't have a website
9. Compile a list of businesses without websites, including their contact information

Example: Searching for Accountants in County Cavan, Ireland

When searching for accountants in County Cavan, you may find several businesses without websites. This method can be repeated for different industries and locations to build a comprehensive list of potential clients.

Identifying Businesses with Outdated Websites

Another approach is to look for businesses that already have websites but could benefit from a redesign or update. Here's how to do it:

1. Use the same Google Maps search method as before
2. Open the websites of businesses listed in the search results
3. Assess each website for professionalism and current design trends
4. Identify websites that look outdated or unfinished
5. Add these businesses to your list of potential clients

Approaching Potential Clients

Once you've compiled a list of businesses that need websites or website updates, it's time to approach them. The key is to do this in stages, starting with a phone call.

Making the Initial Phone Call

The first contact should be a phone call, which serves several purposes:

• Confirm the business is still operating
• Break the ice and gather background information
• Obtain the name of the person in charge

During this call, your goal is not to sell immediately but to gather information and establish initial contact. Here's a suggested script:

"Hello, I was looking online for your website but couldn't find one. Do you have a website?"

Based on their response, you can follow up with:

"I see. My name is [Your Name], and I'm a local web designer. Have you ever considered getting a website for your business?"

Following Up with an Email

After the initial call, ask if you can send an email with more information. This allows you to:

• Provide details about your services
• Demonstrate professionalism
• Create a reason for future contact

When sending the email, personalize it by mentioning the person you spoke with on the phone. For example:

"Hi [Decision Maker's Name],

I was chatting with [Receptionist's Name] at reception, who kindly advised me to send you an email regarding web design services for [Business Name]..."

The Follow-Up Call

A few days after sending the email, make a follow-up call. This is when you can start to sell your services more directly. Use the following approach:

"Hello, can you put me through to [Decision Maker's Name] please? They're expecting my call regarding their website."

By this point, you've established contact, provided information, and have a valid reason to speak with the decision-maker.

Tips for Successful Website Sales

Understand the Client's Needs

Before proposing a website solution, take the time to understand the client's business and specific needs. Ask questions such as:

• What are your main business goals?
• Who is your target audience?
• What features would be most beneficial for your website?

Highlight the Benefits of Having a Website

When speaking with potential clients, emphasize the advantages of having a professional website:

• Increased visibility and credibility
• 24/7 accessibility for customers
• Improved customer service and communication
• Potential for increased sales and leads
• Competitive advantage in the local market

Offer Customized Solutions

Tailor your proposals to each client's specific needs and budget. Consider offering different packages or tiers of service to accommodate various business sizes and requirements.

Provide Examples and Case Studies

Showcase your previous work and success stories to demonstrate your expertise and the potential impact of your services. If possible, share examples from similar industries or local businesses.

Address Common Concerns

Be prepared to address common objections or concerns, such as:

• Cost and return on investment
• Time commitment required from the client
• Maintenance and updates
• Security and data protection

Offer a Clear Process and Timeline

Outline the steps involved in creating a website, from initial consultation to launch. Provide a realistic timeline for the project to set clear expectations.

Consider Offering Additional Services

To increase the value of your offering, consider including complementary services such as:

• Search engine optimization (SEO)
• Content creation
• Social media integration
• Website maintenance and updates

Follow Up and Provide Ongoing Support

After completing a website project, maintain contact with your clients. Offer ongoing support and periodic check-ins to ensure their continued satisfaction and potentially secure additional work or referrals.

Building Your Web Design Business

Develop a Strong Portfolio

As you work with local businesses, continue to build and refine your portfolio. A diverse and impressive portfolio will help you attract more clients and command higher rates.

Network and Build Relationships

Attend local business events, join chambers of commerce, and participate in community activities to expand your network and build relationships with potential clients.

Leverage Social Proof

Encourage satisfied clients to provide testimonials and reviews. Display these prominently on your own website and marketing materials to build trust with potential clients.

Stay Updated on Web Design Trends

Continuously educate yourself on the latest web design trends, technologies, and best practices. This will enable you to offer cutting-edge solutions to your clients and stay ahead of the competition.

Implement a Referral Program

Create a referral program that incentivizes your existing clients to recommend your services to other businesses. This can be an effective way to generate new leads and grow your client base.

Offer Ongoing Maintenance Packages

Develop recurring revenue streams by offering website maintenance packages to your clients. This ensures their websites remain up-to-date and secure while providing you with a steady income.

Expand Your Service Offerings

As your business grows, consider expanding your services to include related areas such as:

• E-commerce solutions
• Mobile app development
• Digital marketing services
• Branding and graphic design

Automate Your Processes

Implement tools and systems to streamline your workflow and improve efficiency. This may include project management software, automated invoicing, and client communication platforms.

Conclusion

Selling websites to local businesses presents a significant opportunity for web designers and developers. By following a systematic approach to finding potential clients and using effective sales techniques, you can build a successful web design business.

Remember that the key to long-term success lies in providing value to your clients, maintaining strong relationships, and continuously improving your skills and offerings. With persistence and dedication, you can establish yourself as a go-to web design professional in your local area and beyond.

By implementing the strategies outlined in this guide, you'll be well-equipped to identify businesses in need of websites, approach them effectively, and convert them into satisfied clients. As you gain experience and refine your processes, you'll be able to scale your business and take on larger and more complex projects.

Stay focused on delivering high-quality websites that meet your clients' needs and help them achieve their business goals. With each successful project, you'll build your reputation and create opportunities for future growth and success in the competitive world of web design and development.

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