How to sell products on your website
How To Sell From Your Website
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what's up guys I'm gonna walk you
through how to sell from your website
now this is how I personally also sell
every single website or marketing
service that I have so I'm gonna walk
you through how you can do it for your
contracting business it will change your
life I swear to God
[Music]
hey everyone welcome back to contractor
growth Network and I am Logan chin
holster and today I'm talking about one
of my top two favorite topics of all
time selling from your website now my
other favorite thing is talking all
about how to use an leverage video to
not only generate work but also like
close sales that are on the fence but
right now websites and using them to
actively sell with it everybody that has
learned how to do this absolutely kills
it and here's why when you prequalify
somebody over the phone you're trying to
talk to them before you go out to their
house and before you go out there and
just do a bid and have no idea what
they're talking about you try to ask you
know a basic handful of questions to
understand are they the right fit for
you because if they're looking at a two
hundred thousand dollar project but
their budget is 20 grand it's not going
to be a good fit and you save your time
from going out there however what has
happened in the past is people say
things like well I got a couple small
rocks in my yard that will have to be
moved and then you go out there and they
end up under selling how large these
small rocks are they're their boulders
yes they're small boulders but they're
still boulders that take a lot so having
visuals to make sure that both parties
both the homeowner and you as the
contractor on the same page will help
you out immensely and your website can
do all that for you so I want to walk
you through two different clients that
we have and how they sell using their
website all right now these are both
websites that we've created and we've
built and they're set up that when we
build them with you I want to make sure
that you can ask somebody a prospect to
hop on your website and you can lead
them through the website and show them
exactly what you're talking about so
we'll go with premiere ponds first pond
company this works for ponds landscaping
anything outside they have a brochure
that's a pricing guide that we created
for them so if you come on over under
the about us and to the prospect they
would say first you know have you been
to my website and the prospects how
they're going to say yes or no and then
they're gonna say the contractors gonna
say would you be
to hop in front of a computer right now
so I could walk you through a couple
projects to make sure that I'm able to
do what you want me to do and if the
person says no way I'm Way too busy well
it's probably on a good prospect anyway
but when somebody can sit down in front
of their computer and they have their
laptop there they're not distracted they
also are able to pull their credit card
out because they're sitting down see how
that works so if you want to get a
deposit over the phone for whatever it
is or at least like a consultation fee
they're already sitting there they can
pull their credit card out so he would
say okay great
sit down pull up my website and I want
you to hover over it where it says about
us you see where it says Spring booklet
click on that all right and then the
next thing is now we have this book it
pulled up what this booklet has on it is
it has a handful of pictures not every
project they've ever done but just a
handful that show the size and what you
get with the with the pond but also the
price and what this does is this shows a
visual representation of what you can
get for what cost so if you notice this
first picture 60,000 dollars the second
pictures 30 the next one is 20 and the
last one is 15 okay that is how they
sell these so now when somebody pulls
this up and he goes ok great let's walk
through some of some of the the projects
that we've done they'll go through and
they go wow well the smallest one is 15
I'm looking at spending 3 and now you
don't have to be the bad guy salesman
that says oh we start at X amount now
the pictures do it in the person the
prospect disqualifies themselves so now
they're no longer mad at you they're mad
at these pictures this whole thing is
all about going third-party and blaming
the pictures for everything so when
somebody says oh wow that first one's
amazing I love that pun it looks
gorgeous
you can go great that pond right there
that's a $60,000 pond and then you get
quiet and what this does is the person
either goes okay I like that or they go
wow that's way too much money but the
difference is you're saying that pond is
sixty thousand instead of saying
Oh for that pond I'm gonna have to
charge you sixty thousand so the blame
is placed on this picture on this pond
instead of you as a salesman that is the
best part about selling with visuals is
it gives people a visual of what you're
talking about which sells way better
than just trying to describe it over the
phone and if you don't believe that that
works think about when you go out to
somebody's house you go out there you
probably have a brochure or a pamphlet
or something that shows your work well
it's the exact same thing but you're
doing this preemptively you're showing
them what you can do before you actually
go out there so in this case somebody
goes oh that's 60,000 that's amazing
they're gonna go oh man I love that pond
but I don't have $60,000 is there
anything you could deal for me on that
one and you're gonna go you know I wish
I could that pond is 60 grand though so
what you're doing is you're now
positioning yourself by saying I wish I
could because now you're on the same
page as them so you have the the
homeowner right here going can you do
anything for me and then you're on their
team saying I wish I could trust me I
really wish I could I could cut the
price down the part but the price of
this pond is actually 60 grand so now
it's you in the homeowner against the
picture of that pond because the picture
in the pond is 60 grand you're not the
one charging that so that's the first
way to do any of this stuff is to really
as far as pricing this will weed out a
lot of people because when you have
pricing up front or if you don't have
pricing on these pictures you can still
use the images on your website to now
still go and they go wow this this Oasis
pond I love that what does that cost and
you go that pond is $20,000 you're going
third party you're no longer the bad guy
this pond is the bad guy all right and
the reason that we only have four of
these on here for images for the ponds
is because we just want to show them a
range we don't want to show them every
single feature because the more that you
show them the the more it kind of
creates a paralysis by analysis and the
homeowners eyes so we just showed four
over the course of like the the whole
range of pricing so high-end
60 low-end 15 and that's really how we
did all this there's a couple other
options for other things but it's really
more of just like a gut check to make
sure that the prospects on the same page
as far as a the beauty that you're able
to put in their yard and be what
something like that may cost ballpark
figures all right so that is gonna be
you're using the the pond stuff now if
you're a builder or a remodeler greg
Dempsey Stone Hill builders somebody
comes in to his website he goes great go
to my website click on portfolio now you
see all these the does the exterior of
any of these home stain out to you Oh
Middleburg great go ahead and click on
the middle for one and let's talk about
this this this actual home itself so
he's gonna lead people through it come
on down
and now here's all the pictures of the
home and they're gonna go in ok got it
and then Greg can say this is exactly
what I say he goes I'm just curious
what's your initial gut reaction on the
interior of this home and that is your
way of inadvertently saying tell me how
beautiful this home is without saying
tell me how beautiful this home is so
you're going hey I'm just curious what's
your gut reaction on this home you're
gonna go I love it looks gorgeous
ok great specifically what's gorgeous
about this like what stands out to you
well I love the colors of the ceiling in
the wall is how it's the green and like
you have like the the square patterns on
the on the ceiling looks gorgeous also I
really like how the bathroom has a
standalone bathtub that's
super-important to me because we need to
do this this and this and you go oh ok
great so you're saying we in this in
this instance who else is gonna be
getting excited about this standalone
bathroom oh well actually it's my wife
and then opened up a whole other set of
doors for you because now what you're
doing is again is you're using your
website to let people tell you how great
your work is and when people tell you
how great your work is it's way easier
to then sell yourself for this project
because now they know that you can do
this instead of saying oh okay great
yeah I can come out there and give you a
bid or they go oh I've been your web
I've seen your work I want to get a
quote but you don't know what they want
to get a quote on or what it costs so
Greg could very easily go yeah you see
this house right here depending on the
plot of land I mean this this could be a
you know high-end 1.1 million dollar
home and then it gets quiet and they go
oh wow that's way more than I wanted to
spend or they go yeah that's actually
right on where we thought what we wanted
and then now Greg knows ok great I'm
good I have a high quality prospect that
I can walk them through this home
to make sure that if they want this
exact home I've already done it before
and when they don't customize all this
extra stuff the home goes up faster and
more efficiently which means higher
gross profit margin using the visuals of
the site you can sell your work and let
the work do the talking to you and the
work is the bad guys so make sure you
guys have a website that you can sell
from because you can pull up galleries
or images or something that when you
brink it will to your website the work
will do the the hard work for you all
right
I hope all that makes sense this is
exactly how I sell so if you come to me
and you say Logan I want a new website
I'm gonna go okay great I can do that
for you can you be in front of a
computer next time we talk because I
want to walk you through a few of the
websites that I've done because I want
to make sure I can do a website that you
want done because at the end of the day
if I can't do that this would be a very
quick conversation and they go yep no
problem I can do that and if they go no
I can't or they go oh you know I can't
get in front of a computer because I'm
working all day until 10:00 p.m.
how serious are they about getting a new
website they're not so if they can't
take the time to schedule in 15 minutes
at some point during the day to be in
front of a computer they're not a client
of mine and I just I weed them out
all right so use the laptop use your
website to sell and make sure people are
sitting down for because if you can get
them to take time out of their day to
sit down fist it shows you that they're
serious plus they can pull their credit
card out and give you a deposit a design
fee whatever you want right there in the
spot because they're not driving and
talking to you they're sitting down
ready to go I hope that helps do me a
favor if you like this stuff drop down
below do
more sales videos because this visual
selling if you learn how to do this
correctly this this will change the
sales cycle of your business forever
alright I won't do sales without having
people sit down and me walk them through
the stuff that I can do because visuals
play that much more comment below make
sure your website is set up like this
trust me you're gonna love it
I'll see you guys
