Say Goodbye to Lost Sales: Answering the Two Questions Every Prospect Wants to Know
When it comes to converting calls and website visits into leads, prospects always have two burning questions in their minds: “how much will it cost”, and “when can you do it”? Failing to provide satisfactory answers to these two questions is a recipe for lost leads. As a small business owner, it is crucial to have the right information and tools on your website to address these questions effectively. In this article, we’ll explore some strategies to help you answer these questions confidently and win over more prospects.
The First Question Your Website Should Answer
The first question a prospect typically asks is “how much will this cost?” This question is usually straightforward and means that the prospect wants to know the price of your product or service. However, it is important to note that this question may also be an indirect way for the prospect to ask about the value they will receive for their money. On your website and as a CSR, it is essential to address both the price and the value aspect of this question.
The Second Question Prospects Are Asking
The second question, “when can you do it?” is often more complex than it appears. This question can mean different things depending on the prospect’s situation. For instance, a prospect with a tight deadline might be asking how quickly you can deliver your product or service, while another prospect might be inquiring about your availability for a consultation. It is essential to clarify the prospect’s specific needs before providing an answer to this question.
How to Answer the Two Questions and Convert more leads
Provide a Range of Prices
When a prospect asks about the price, it’s tempting to provide a straightforward answer. However, in many cases, a simple price point may not be enough to address the prospect’s concerns. Instead, consider providing a range of prices based on the different options or packages available. This approach helps to set expectations and provides the prospect with more information to make an informed decision.
We recommend creating a simple estimate calculator which asks several questions and then turn the prospect into a lead. You can also create the ultimate guide to pricing and give it away as a resource to prospects.
A good way to use this is if someone calls in and asks “how much does carpet cleaning cost”, then they say, “ok I am getting prices and will call back.” Take that opportunity to send them your ultimate guide to carpet cleaning pricing.
Highlight the Value
When addressing the cost question, it is essential to highlight the value proposition of your product or service. Make sure to emphasize the benefits that the prospect will receive from using your service. You can also use case studies or customer testimonials to illustrate how your offering has helped others achieve their goals. By doing this, you help the prospect understand that the price is a worthwhile investment in their future success.
We recommend adding testimonials and before and after pictures to your website to show real results and not just stock images.
Clarify the Timeline
When answering the question “when can you do it?” be sure to clarify the timeline by asking more questions. Understand the prospect’s specific needs and determine what the timeline would look like based on those needs. Then, provide a realistic estimate of when you can deliver. It’s important to be transparent and set expectations upfront to avoid disappointing the prospect later on.
On your website you can add a “date requested” section to your webform so people can select a potential date. You can also use a tool that allows for online scheduling which is the best way to convert website visitors into actual customers.
Use Language That Builds Trust
When answering these questions, it is essential to use language that builds trust. Avoid using jargon or language that the prospect may not understand. Instead, use simple, clear language that conveys confidence and competence. This approach helps to establish credibility and build a rapport with the prospect.
You can do this with a FAQ section on your website and being transparent with common issues or problems with your industry.
Convert More Leads With Digital Marketing
Addressing the two questions every prospect wants to know can be a make or break moment for lead conversion. At Phlash Consulting, our goal is to convert website visitors into leads at 10% which helps give us a baseline for lead generation. If you do not have the conversion tools on your website and need help coming up with a gameplan, schedule a 30-minute strategy session with us to discuss your business.