Lead Optimize is based on helping small and medium businesses improve sales lead generation from their websites but I also like to help clients get as much value as possible from their sites throughout the sales process. A major way to increase the conversion rate of leads from your website is to design the site to be used as a tool and teach your sales people how to use it effectively to sell.

I once saw a salesman get his company’s website wrong when telling a customer to visit them online. I bet if the website URL was on his paycheck he would have known it. That’s an extreme example - and, sadly, a true one - but it gives you an idea of how little some sales people know about the sites (and other marketing methods) that are generating sales leads for them.

Websites Connect People

Customers who call from websites often still have the website open as they are speaking to your sales person. What an opportunity! This is akin to sitting across the table from a lead as you show them your brochure. A sales person who knows the website well can say, “click on the icon on the left so we can look at the features of…” or “come with me to the projects page so I can show you an example of what I am talking about.” Your sales people can practically take a customer by the hand and walk them through the website - if they know what’s there.

SketchCast - Train Salespeople to Use Your Website (did this in one take)

Related Lead Optimize Articles

Sales Contests for Your Sales People

Be Clear About the Purpose of Your Website (Sketchcast)

Be clear about the purpose of your website when beginning a design or redesign project. Experienced professional design companies often require that you answer a list of questions to help them understand your goals and build them into the design but you should support the purpose of your investment with personal follow up along the way.

I would like to thank Rich Ziade of sketch.basement.org for teaching me how to sketchcast.

Look for more Lead Optimize articles using sketchcasts.