Imagine you’re sitting in a café drinking a cup of coffee. Across the café from you is someone sitting on their own. Their arms are crossed, their headphones firmly in their ears and their attention focused on their notebook’s screen.
Now imagine another person at the table next to them. They’re sitting with both of their arms by their sides, their attention focused nowhere in particular. Every now and then, they look around the café as if they’re searching for someone to talk to.
Which person do you think would be more responsive if you walked up to them and started talking? Obviously, the second person – without the headphones, notebook, crossed arms and closed-off attitude – is the most open to conversation.
In business, being easy to contact is the key to success. Despite this, a huge number of online businesses act like the first person in our café metaphor and block out the outside world (and many of their potential customers) through their actions.
In this blog post, we’ll share four simple tips that you can use to make it easier for your prospective customers, clients and business contacts to reach you. This will help you close more deals, generate more leads and hugely increase your sales.
List your phone number on your website
Although email and social networking have made getting in touch with people easier than ever before, lots of business still takes place over the phone. Because of this, it’s essential that your website lists a contact number for prospects to reach you on.
If your website doesn’t have your phone number listed, add it! A good place for your phone number is in your website’s top navigational bar. Add it again to your footer – as well as to some of your calls to action – to make sure prospects notice it.
This should go without saying, but make sure you monitor the phone number you’ve got listed on your website. Far too many web-based businesses miss out on lucrative deals and new opportunities by routing all of their new calls to voicemail.
Add live chat to your business website
Do you run an online business? If the majority of your customers or clients order via email or an online order form, it’s often a good idea to add a live chat feature to your website so that you can chat with them before they buy.
Adding a live chat module to your website lets you answer common questions, offer special discounts to customers and earn their trust before a sale. It also lets you find out the most common questions your customers have about your products.
Live chat plugins are easy to install and operate, but can be time-consuming to use if your business isn’t entirely online. Because of this, they’re best used by businesses that make the majority of their sales through an online form or via email.
Add a contact-based call to action to your blog posts
Blogging is a great way to generate traffic for your website, and prominently placing a call to action at the end of each of your blog posts is a wonderful way to turn your blog’s traffic into sales.
Most businesses use their blog’s call to action to generate email list subscriptions or guide readers towards an online order form. A far better strategy, particularly in the B2B field, is to use it to encourage prospective customers to call you on the phone.
Instead of (or in addition to) promoting your email list in your blog’s call to action, add your sales department’s phone number and encourage reader to give you a call to learn more about how you can help them.
Be transparent about pricing on your website
It’s common for B2B companies to leave pricing information off their website, often in an effort to increase sales calls. The idea behind this strategy is simple; if the price isn’t listed online, the prospect needs to call you to learn more.
The informational call, of course, is an opportunity to make a sale. While this tactic can increase sales in the short term, it can also cost your business a large amount of sales from prospects that simply visit other websites for pricing information.
Instead of hiding prices to bait prospects into contacting you, list prices and offer a discount of special offer for customers that call. This way, you’ll get the call without scaring uncertain customers away or directing them to a competitor’s website.