Winning Web Visitor
Experience
There are only 2 reasons
why you lose a sale
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
• Not the decision maker.
• Didn’t understand what the customer wanted.
• Customer i...
www.bramhall-premier-webdesigns.co.uk
• No opportunity in the first place.
• Fail to understand their motivation.
• Custom...
www.bramhall-premier-webdesigns.co.uk
• No reference for that type of customer.
• Approval by stakeholder.
• The customer ...
www.bramhall-premier-webdesigns.co.uk
When you dig deeper, the truth is
there are just 2 reasons
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
REASON ONE: You should not
have been there in the first place
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
Getting out there
and batting more
don’t help when
there isn’t a deal to
be had in t...
www.bramhall-premier-webdesigns.co.uk
REASON TWO: You were outsold
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
Customer
You Competitor
Relationship
We focus on this but
we are not outsold
by our ...
www.bramhall-premier-webdesigns.co.uk
WHEN •••• you were outsold
is more revealing than how.
• • • • • • •• • • • •
Your s...
www.bramhall-premier-webdesigns.co.uk
If you are a small business,
more often than not, you
were outsold here
• • • • • • ...
www.bramhall-premier-webdesigns.co.uk
You are outsold from the start .
Not by your competitors , but by the •••••
Friday, ...
www.bramhall-premier-webdesigns.co.uk
A nation can survive its fools, and even the ambitious.
But it cannot survive treaso...
www.bramhall-premier-webdesigns.co.uk
This is your
TRAITOR or the
Enemy Within
YOUR
WEBSITE
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
All roads lead
to your ‘GATE’
YOUR
WEBSITE
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
This is why your
website is a
traitor and
betrays
you.
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
The LACK OF
THESE on your
website
DE-MOTIVATES
your visitors
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
Their
PRESENCE
DON’T
MOTIVATE
your visitors
However••••
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
There’s a subtle Difference between Motivators
and De-motivators (hygiene factors)
F...
www.bramhall-premier-webdesigns.co.uk
THIS is what
motivates your
visitors to buy
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
When is a web design not a design?
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
When it doesn’t solve a problem!
Friday, 28 June 13
www.bramhall-premier-webdesigns.co.uk
Design isn’t just about
what it looks like
and feels like.
“
Design is how it
works ...
www.bramhall-premier-webdesigns.co.uk
Great design works
beautifully and efficiently in
SOLVING A PROBLEM
Friday, 28 June ...
www.bramhall-premier-webdesigns.co.uk
What was the PRIMARY
BUSINESS PROBLEM your
website was suppose to solve?
Friday, 28 ...
www.bramhall-premier-webdesigns.co.uk
+
SOLVE A
PROBLEM
If your website only
does this, then you
don’t have a
DESIGNED web...
Download our
free eBook
49 questions
for a cost effective
User Experience make-over
www.bramhall-premier-webdesigns.co.uk
...
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2 Reasons why you lose a prospect

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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 Friday, 28 June 13
  2. 2. www.bramhall-premier-webdesigns.co.uk • 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!!! Friday, 28 June 13
  3. 3. www.bramhall-premier-webdesigns.co.uk • 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!!! Friday, 28 June 13
  4. 4. www.bramhall-premier-webdesigns.co.uk • 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!!! Friday, 28 June 13
  5. 5. www.bramhall-premier-webdesigns.co.uk When you dig deeper, the truth is there are just 2 reasons Friday, 28 June 13
  6. 6. www.bramhall-premier-webdesigns.co.uk REASON ONE: You should not have been there in the first place Friday, 28 June 13
  7. 7. www.bramhall-premier-webdesigns.co.uk Getting out there and batting more don’t help when there isn’t a deal to be had in the first place. Friday, 28 June 13
  8. 8. www.bramhall-premier-webdesigns.co.uk REASON TWO: You were outsold Friday, 28 June 13
  9. 9. www.bramhall-premier-webdesigns.co.uk Customer You Competitor Relationship We focus on this but we are not outsold by our customer! We forget about these Friday, 28 June 13
  10. 10. www.bramhall-premier-webdesigns.co.uk WHEN •••• you were outsold is more revealing than how. • • • • • • •• • • • • Your sales timeline Friday, 28 June 13
  11. 11. www.bramhall-premier-webdesigns.co.uk If you are a small business, more often than not, you were outsold here • • • • • • • Right at the start !! Friday, 28 June 13
  12. 12. www.bramhall-premier-webdesigns.co.uk You are outsold from the start . Not by your competitors , but by the ••••• Friday, 28 June 13
  13. 13. www.bramhall-premier-webdesigns.co.uk 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. Friday, 28 June 13
  14. 14. www.bramhall-premier-webdesigns.co.uk This is your TRAITOR or the Enemy Within YOUR WEBSITE Friday, 28 June 13
  15. 15. www.bramhall-premier-webdesigns.co.uk All roads lead to your ‘GATE’ YOUR WEBSITE Friday, 28 June 13
  16. 16. www.bramhall-premier-webdesigns.co.uk This is why your website is a traitor and betrays you. Friday, 28 June 13
  17. 17. www.bramhall-premier-webdesigns.co.uk The LACK OF THESE on your website DE-MOTIVATES your visitors Friday, 28 June 13
  18. 18. www.bramhall-premier-webdesigns.co.uk Their PRESENCE DON’T MOTIVATE your visitors However•••• Friday, 28 June 13
  19. 19. www.bramhall-premier-webdesigns.co.uk There’s a subtle Difference between Motivators and De-motivators (hygiene factors) Friday, 28 June 13
  20. 20. www.bramhall-premier-webdesigns.co.uk THIS is what motivates your visitors to buy Friday, 28 June 13
  21. 21. www.bramhall-premier-webdesigns.co.uk When is a web design not a design? Friday, 28 June 13
  22. 22. www.bramhall-premier-webdesigns.co.uk When it doesn’t solve a problem! Friday, 28 June 13
  23. 23. www.bramhall-premier-webdesigns.co.uk Design isn’t just about what it looks like and feels like. “ Design is how it works and performs. Friday, 28 June 13
  24. 24. www.bramhall-premier-webdesigns.co.uk Great design works beautifully and efficiently in SOLVING A PROBLEM Friday, 28 June 13
  25. 25. www.bramhall-premier-webdesigns.co.uk What was the PRIMARY BUSINESS PROBLEM your website was suppose to solve? Friday, 28 June 13
  26. 26. www.bramhall-premier-webdesigns.co.uk + SOLVE A PROBLEM If your website only does this, then you don’t have a DESIGNED website = Web Design Friday, 28 June 13
  27. 27. Download our free eBook 49 questions for a cost effective User Experience make-over www.bramhall-premier-webdesigns.co.uk Friday, 28 June 13

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