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 Lock...
www.linchpinacademy.org
• No opportunity in the first place.
• Fail to understand their motivation.
• Customer didn’t unde...
www.linchpinacademy.org
• No reference for that type of customer.
• Approval by stakeholder.
• The customer just doesn’t g...
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...
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 f...
www.linchpinacademy.org
WHEN •••• you were outsold
is more revealing than how.
• • • • • • •• • • • •
Your sales timeline
...
www.linchpinacademy.org
If you are a small business,
more often than not, you
were outsold here
• • • • • • •
Right at the...
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....
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 Ju...
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.
...
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
Des...
Download our
free eBook
49 questions
for a cost effective
User Experience make-over
www.linchpinacademy.org
Thursday, 27 J...
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2-reasons-why-you-lose-a-prospect

  1. 1. Winning Web Visitor Experience There are only 2 reasons why you lose a sale Thursday, 27 June 13
  2. 2. 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
  3. 3. 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
  4. 4. 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
  5. 5. www.linchpinacademy.org When you dig deeper, the truth is there are just 2 reasons Thursday, 27 June 13
  6. 6. www.linchpinacademy.org REASON ONE: You should not have been there in the first place Thursday, 27 June 13
  7. 7. 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
  8. 8. www.linchpinacademy.org REASON TWO: You were outsold Thursday, 27 June 13
  9. 9. 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
  10. 10. www.linchpinacademy.org WHEN •••• you were outsold is more revealing than how. • • • • • • •• • • • • Your sales timeline Thursday, 27 June 13
  11. 11. 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
  12. 12. www.linchpinacademy.org You are outsold from the start . Not by your competitors , but by the ••••• Thursday, 27 June 13
  13. 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
  14. 14. www.linchpinacademy.org This is your TRAITOR or the Enemy Within YOUR WEBSITE Thursday, 27 June 13
  15. 15. www.linchpinacademy.org All roads lead to your ‘GATE’ YOUR WEBSITE Thursday, 27 June 13
  16. 16. www.linchpinacademy.org This is why your website is a traitor and betrays you. Thursday, 27 June 13
  17. 17. www.linchpinacademy.org The LACK OF THESE on your website DE-MOTIVATES your visitors Thursday, 27 June 13
  18. 18. www.linchpinacademy.org Their PRESENCE DON’T MOTIVATE your visitors However•••• Thursday, 27 June 13
  19. 19. www.linchpinacademy.org There’s a subtle Difference between Motivators and De-motivators (hygiene factors) Thursday, 27 June 13
  20. 20. www.linchpinacademy.org THIS is what motivates your visitors to buy Thursday, 27 June 13
  21. 21. www.linchpinacademy.org When is a web design not a design? Thursday, 27 June 13
  22. 22. www.linchpinacademy.org When it doesn’t solve a problem! Thursday, 27 June 13
  23. 23. 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
  24. 24. www.linchpinacademy.org Great design works beautifully and efficiently in SOLVING A PROBLEM Thursday, 27 June 13
  25. 25. www.linchpinacademy.org What was the PRIMARY BUSINESS PROBLEM your website was suppose to solve? Thursday, 27 June 13
  26. 26. 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
  27. 27. Download our free eBook 49 questions for a cost effective User Experience make-over www.linchpinacademy.org Thursday, 27 June 13

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