There is one simple technique that can help you convert website visitors to potential clients. Having a website is more than just a “necessary” marketing piece. It’s a critical step in helping potential clients find you, and qualifying that candidate before they even contact you.
Part of your website’s “job” is to speak to your ideal client. You’ve heard me say over and over again that identifying your ideal client is a critical piece to your success as a solo service professional. By narrowing your target audience down to ONE person, you have a much greater chance of success because everything you do will focus on their needs, their challenges and ultimately the solutions they are looking for.
That is, the solutions they need and YOU provide.
The best way for them to realize that you provide the EXACT solutions they want is to speak directly to them through your website. How do you do this?
Simple! You ask them questions.
Even though you can’t hear their response, you want them to read the questions and immediately say, “Yes, I need that kind of help” or “Yes, that’s me!”
So, for example, let’s say you are a Financial Planner that specializes in helping families get out of debt within one year so they can buy a house. Your website can speak to your idea client by asking these 3 questions:
1. Did the house of your dreams slip through your fingers because you have too much debt?
2. Are you having trouble qualifying for a home loan because of your credit history?
3. Do you want to get out of debt so you can buy a new home?
Any potential home owner can identify to these challenges and headaches. Better yet, those that have tried to buy a home and have had their dreams crushed because of their debt can immediately identify.
And that’s exactly the response you want!
No matter what type of business you have or what kind of services you provide, at the end of the day you are really a problem solver. That is the key to differentiating yourself among other colleagues in your industry.
Using the “question” method to get website visitors to identify with you and make a connection will go a long way in pulling them into your sales process. They’ll see you as a resource and solutions provider and will likely want more information from you. (Like the compelling freebie offer you should have on your website).
Then, they will be back to check your blog posts, testimonials and service offerings. And finally, they will contact you to discuss working with you. That’s right, they will contact you. No cold calling or generic prospecting. Your ideal client will be looking for you, find you, and ultimately hire you to help solve their problems.
So, is it worth making this small change to your website? Absolutely! Remember, your website shouldn’t be about you. By focusing your content on the solutions you can provide and the problems you solve, you will immediately connect with your ideal client. By focusing on the client, you will establish your credibility and will grow your business.
What “yes that’s me” questions will you post on your website? Post your comment below and let me know!
John W rhodes says
Great tips in asking questions. I have my Blogs & Email in place but was looking for some other tips when it comes to launching my website fully to make sure it is fully effective when done. I believe you gave one of the missing links.
Keep up the great work and I look forward to picking up additional SEO TIps..
John W Rhodes – your mlmseocoach.
Sydni Craig-Hart says
You’re so welcome John! It’s my pleasure. Please let me know how implementing the tips works for you. I’d love to celebrate your success!
Reg Charie - NBS-SEO says
I think you are close but need to stress the benefits of using your services in the questions.
Need to reduce your debt to get the house of your dreams?
Want to improve your credit rating to qualify for a home loan?
Do you need help in getting out of debt?
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Sydni Craig-Hart says
Thanks for your input! Your questions are another great example of how focus on the reader and what they’re looking for.
Charity Van Vleet says
My website’s going through a major revamp (which includes bringing in a graphic designer to help) but currently features these three questions on the home page:
Do you find yourself working more on tasks than on earning money with your business?
Have you forgotten the difference between a weekend and a weekday because your business demands so much of your attention?
Or maybe you’re just interested in making your business as efficient and profitable as possible?
Those three questions which are at the essence of what I do – making business owners more efficient/profitable, and freeing up their time to focus on other things.
Sydni Craig-Hart says
Great questions Charity! I love that you’re questions are focused on the benefits and results clients are looking for. Great job!