What Sales is saying: "The Website Killed The Deal"

11 June 2010

Here are two stories from an experienced B2B salesperson. These are his words paraphrased.

"I never used to think about the website. I mean, if I am already talking to a prospect, why would I ever send them away to the website? They might go there, sure, but I don't really expect the website to help me make the sale. I just don't want the website to mess things up.

"One time, we had signed a deal with a customer for a software system and I spoke with my contact just after the close. The guy tells me they had recently looked at our website. Then he said, 'If we had seen the website before we signed, we wouldn't have signed.' That's how bad the site was. That was the first time I had ever considered how a website plays into the sales process.

"The worst story of all is what just happened. I had convinced a company to buy our online service. This was a deal worth more than $20,000. The prospect went to our website, which seems to be standard procedure for purchasers these days, and hated it. He told me they were unimpressed by the website. I could tell that he thought I had oversold the company and the product. The website killed the deal!

"I think a website should have all of the due diligence stuff. People look at your website like it's a checklist thing. Does the website match what the salesperson is saying? Is the product described well? How big is the company? A website should make the prospect want to buy."

SolutionPipe is aware of many salespeople who are embarrassed by their company's website. Not only do they never mention it to prospects, but they might also actively try to hide the site for fear of the effects it will have on a sale.

If your website could "kill the deal," maybe it's time for some improvements. Please fill out the form on this page or contact us for a free consultation.