Everywhere in business you hear about the importance of having a website to showcase your products or services. And yes, your website is incredibly important because it can help pre-sell your prospects since many business buying cycles begin on-line. But marketers say that more than 90 percent of website traffic isn’t ready to buy yet—but 70 percent will buy eventually.
Once they express interest and contact you, nothing beats getting that potential client on the phone to have some real dialogue and learn about their specific needs. These “get acquainted” calls don’t have to be lengthy. Twenty minutes to a half hour is plenty of time to better understand what the prospect needs and how you can help them.
The most important thing is this: Take the time to have that conversation. In a world where many other service providers strive for “digital efficiency” nothing replaces the human touch. Indeed, it is more important than ever because people do business with those they know and trust.
Remember: They’re not buying your company’s product or service. They’re buying you.