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Consultant web sites
Question:
Raman: Congratulations on your decision to set up a web site for your consulting business. I recently did the exact same thing (December of 1996). I took a lot of time in preparing the page to accomplish certain things. In answer to your questions: >- how well has your site performed in generating *online* client >relationships?
The site is relatively new, yet, I did receive two "unsolicited" on-line requests for consultation. Both of these requests, however, have come from my geographic area. I say "unsolicited" because I did send an invitation postcard to 260 different businesses to invite them to view my site. >- how do you use the site for existing clients who have ‘net access >(ie: I’ve heard of consultants who have a "virtual office" through >which clients can access, with password, the status of ongoing projects)
I currently do not use the site in this manner. If anything, those clients who have e-mail can respond and inquire via e-mail. My strategy did not involve customer service elements to my web page, rather it was more of a marketing/sales through informative company information. >- if you have an e-mail link on the site, what is the level of requests >you get for free advice?
I have actually incorporated a Needs Assessment Questionnaire (on-line questionnaire) wereby a person responding to the questionnaire will be entitled to receive a free, no obligation 1/2 hour telephone consultation. It is here that I determine needs, and in the phone call, I determine specifics of what they are looking for. I believe that this step discourages many of those just seeking "free advice." I would be interested in sharing in your findings to these specific questions. Good luck with your research and your web page as well. Sincerely, — Tom Smigielski Marketing Consultant Enhanced Images, Inc. http://www.icubed.com/webrealm/ei/ (508) 641-4918
Response:
>- how well has your site performed in generating *online* client >relationships?
Web sites are wonderful at fostering online relationships, however they will not do it alone. You need to attract people there initially. Your site should function in two manners. One, is to build a relationship with the prospect – make it a place that they come to again and again. Two, use your site as a tool to close the sale and gain a new client. A web site is roughly equivelant to a great shop in a ghost town. It is up to you to revitalize and draw traffic to it. Given your area of expertise "entrepreneurial services", you will want to create a resource that appeals to those looking to get involved with their own business. You will find that the majority of people will come to your site because of what you are offering as a resource, not because of what you offer as a service. Be sure that while they are using the resource, you are moving the prospect towards the service-it will be your target market (if the resource if prepared correctly). Those coming directly for the service are likely to be prompted by contributions you make in mailing lists, newgroups, and the like. >- if you have an e-mail link on the site, what is the level of requests >you get for free advice?
Free advice, if you are targeting your market right, will be a large draw. Provided that you have a good offer and have executed if right, an average number is around 4-6% that will request some type of information from you – if you make it easy and valuable for them. That number will increase as you add more specific things to request. NOTE: the 4-6% is from total people that visit your site. Not impressions or hits. Michael A. Wineke | President, Internet Marketing Solutions We GUARANTEE results for our clients. High-end design, online marketing & public relations, and the technical saavy to back it up.
Response:
Because a similar inquiry did not seem to appeal to readers of a very applicable newsgroup, I’m gonna try here! In planning for a web site this year (please, no solicitations – I have a developer), I am researching how well web sites have performed for independent consultants or small consulting firms. Specific questions: – how well has your site performed in generating *online* client relationships? – how do you use the site for existing clients who have ‘net access (ie: I’ve heard of consultants who have a "virtual office" through which clients can access, with password, the status of ongoing projects) – if you have an e-mail link on the site, what is the level of requests you get for free advice? Thanks to all! Raman Chadha Explorit Entrepreneurial Services Business planning, coaching, and marketing to help entrepreneurs build their ventures and achieve their goals.