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2-reasons-why-you-lose-a-prospect 2-reasons-why-you-lose-a-prospect Presentation Transcript

  • Winning Web Visitor Experience There are only 2 reasons why you lose a sale Thursday, 27 June 13
  • www.linchpinacademy.org • Not the decision maker. • Didn’t understand what the customer wanted. • Customer is already Locked-in. • Bad fit. • Competitor-customer relationship is strong. Not true you say .... there are lots of reasons!!! Thursday, 27 June 13
  • www.linchpinacademy.org • No opportunity in the first place. • Fail to understand their motivation. • Customer didn’t understand value proposition. • Budget too small. • We’re too expensive. Not true you say .... there are lots of reasons!!! Thursday, 27 June 13
  • www.linchpinacademy.org • No reference for that type of customer. • Approval by stakeholder. • The customer just doesn’t get it even though they need it. • The competitor wrote the RFP! (Request For Proposal) • We don’t have function X. Not true you say .... there are lots of reasons!!! Thursday, 27 June 13
  • www.linchpinacademy.org When you dig deeper, the truth is there are just 2 reasons Thursday, 27 June 13
  • www.linchpinacademy.org REASON ONE: You should not have been there in the first place Thursday, 27 June 13
  • www.linchpinacademy.org Getting out there and batting more don’t help when there isn’t a deal to be had in the first place. Thursday, 27 June 13
  • www.linchpinacademy.org REASON TWO: You were outsold Thursday, 27 June 13
  • www.linchpinacademy.org Customer You Competitor Relationship We focus on this but we are not outsold by our customer! We forget about these Thursday, 27 June 13
  • www.linchpinacademy.org WHEN •••• you were outsold is more revealing than how. • • • • • • •• • • • • Your sales timeline Thursday, 27 June 13
  • www.linchpinacademy.org If you are a small business, more often than not, you were outsold here • • • • • • • Right at the start !! Thursday, 27 June 13
  • www.linchpinacademy.org You are outsold from the start . Not by your competitors , but by the ••••• Thursday, 27 June 13
  • www.linchpinacademy.org A nation can survive its fools, and even the ambitious. But it cannot survive treason from within. An enemy at the gates is less formidable, for he is known and he carries his banners openly. But the TRAITOR moves among those WITHIN THE GATE freely. The traitor WORKS SECRETLY and unknown in the night TO UNDERMINE the pillars of a city. “ Marcus Tullius Cicero Roman Statesman, 45 B.C. Thursday, 27 June 13
  • www.linchpinacademy.org This is your TRAITOR or the Enemy Within YOUR WEBSITE Thursday, 27 June 13
  • www.linchpinacademy.org All roads lead to your ‘GATE’ YOUR WEBSITE Thursday, 27 June 13
  • www.linchpinacademy.org This is why your website is a traitor and betrays you. Thursday, 27 June 13
  • www.linchpinacademy.org The LACK OF THESE on your website DE-MOTIVATES your visitors Thursday, 27 June 13
  • www.linchpinacademy.org Their PRESENCE DON’T MOTIVATE your visitors However•••• Thursday, 27 June 13
  • www.linchpinacademy.org There’s a subtle Difference between Motivators and De-motivators (hygiene factors) Thursday, 27 June 13
  • www.linchpinacademy.org THIS is what motivates your visitors to buy Thursday, 27 June 13
  • www.linchpinacademy.org When is a web design not a design? Thursday, 27 June 13
  • www.linchpinacademy.org When it doesn’t solve a problem! Thursday, 27 June 13
  • www.linchpinacademy.org Design isn’t just about what it looks like and feels like. “ Design is how it works and performs. Thursday, 27 June 13
  • www.linchpinacademy.org Great design works beautifully and efficiently in SOLVING A PROBLEM Thursday, 27 June 13
  • www.linchpinacademy.org What was the PRIMARY BUSINESS PROBLEM your website was suppose to solve? Thursday, 27 June 13
  • www.linchpinacademy.org + SOLVE A PROBLEM If your website only does this, then you don’t have a DESIGNED website = Web Design Thursday, 27 June 13
  • Download our free eBook 49 questions for a cost effective User Experience make-over www.linchpinacademy.org Thursday, 27 June 13