You have been working on a website with the intent of using it for your personal needs. Suddenly, you realise that you no longer need it despite the fact that it has been generating some good income for you.
In another scenario, you are in the business of purely designing and developing websites for sale, and you don’t intend to use them for any other purpose. How do you go about it? Selling a site to a business requires you to tread with caution. Obviously, you would like to seal the deal fast and smoothly, but things seem not to go the way you want.
How do you go about the process? Here is a step by step guideline on how to sell a website to a business:
Advertise to get your leads
Nobody will know that you are selling a site unless you go out and advertise it. This may be the most challenging task as it requires lots of effort. You need to reach out to as many people as possible to maximise your chances of getting quality leads. Quality in this context is potential clients who are willing to pay a reasonable amount of money for the website.
Word of mouth is one of the techniques that you can use to generate leads. You can also use other channels such as social media and SEO.
Qualify the customer
In any sales pipeline, customers are not equal. Some leads are better than others. The pipeline should allow only qualified leads to pass through. The easiest way of qualifying your leads is by analysing their profiles. Where are they located? What type of business do they run? What is the size of the company? From these, among other parameters, you can gauge their likelihood of carrying out business with you.
Identify their pain and needs
After identifying your quality leads, familiarise yourself with their pains and needs. Although all of them may be willing to buy your website, you will discover that they have different needs. Some of the questions that you can ask yourself when trying to understand their pain include;
- What kind of website do they need? Do they want a portfolio or an eCommerce site?
- How will your website solve their problems?
- What are the flaws of their current website?
- How will your website make their business better?
- What specific features do they need? These can be forms, photo galleries, and calendars.
Demonstrate your capability
This is all about interacting with your prospects and trying to win their trust. They need to see you as the best business partner that they can engage with. Keep in mind that there are other web design companies that might be willing to sell their websites to your prospects. So, you need to show them why you are the best.
Tell the prospects about your work experience and other achievements that you have made in your career as a web developer. They will only pay for the solution after trusting you.
Build a detailed proposal
After building a rapport with your prospects, you need to show them your solution. This is the most critical stage of selling a website to a business. Their decision on whether to buy the site or not will depend on what you present and how you do it.
Your proposal should contain all the details of the site and how it works. Tell them how the website will easily match with their business structure and objectives. Do not shy off from highlighting the strong areas of the site, such as ease of navigation and SEO-friendliness. Also, spare some time to research about winning proposals before drafting one. You can get ready-made templates that will only require you to copy and paste your content.
Close the deal
You have given out all the essential information that the prospects need to know. The only thing that is remaining is the price. Consider all the costs that you incurred in building the website. You can use various factors such as labour and time spent to determine the final price of the site. Be transparent with your price by informing your prospects the total amount that they are supposed to pay.
You can be paid for the sale of your website in the full amount or instalments, depending on what you agree with your client. Ensure that all the details of your agreements are in written form. This can be of great help in case a conflict arises regarding the sale.