By Erica Stritch
Regardless of how your prospects first identify you, potential clients will most likely visit your website before deciding to engage an initial conversation with you – especially if you have asked them to visit by offering a seminar, white paper, or other special incentive.
In the report, How Clients Buy: The Benchmark Report on Professional Services Marketing and Selling from the Client Perspective, 200 buyers of professional services were asked if they visit a service provider's website before purchasing their services. Nearly 80% of participants responded that they do. Furthermore, 69% of participants agreed that websites have "A Great Deal Of" or "Some" influence over their initial decision to contact and open discussions with a service provider.
The data is clear: your prospects are visiting your site. But are they seeing and doing what you want when they get there?
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