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Introduction: A Golden Opportunity
40% of small businesses still don't have a website.
This statistic should make every web developer or agency looking for new clients stop and think. These businesses are profitable, established, and desperately need an online presence to stay competitive.
In this comprehensive guide, we'll show you how to identify these businesses, approach them effectively, and close deals. Whether you're a freelancer just starting out or an experienced agency, these strategies will help you grow your client portfolio.
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Finding Qualified Leads
The first step is finding businesses that need your services. Here are the most effective methods:
Using SiteSeeker
SiteSeeker allows you to search for local businesses and specifically filter for those without a website. It's the most efficient tool for this task because it gives you direct access to qualified prospects with their contact information.
- Search by business type (restaurants, plumbers, electricians...)
- Filter by location to target your area
- Enable the "No Website" filter to see only ideal prospects
- Export results with phone numbers and addresses
Walking Around Your City
An old-school but effective method: walk through the commercial streets of your city and note businesses that seem established but don't display a website address. Hair salons, family restaurants, craftsmen, and local shops are often good candidates.
Professional Directories
Yellow Pages and specialized directories list many businesses. Look for those that only have a phone number without a website link.
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Qualifying Your Prospects
Not all prospects are equal. Here are the signs of a good prospect:
Positive Indicators
- Good Google ratings (4+ stars) - They have satisfied customers
- Recent photos on Google Maps - The business is active
- Multiple employees - Ability to invest
- Well-maintained premises - Professional pride
Warning Signs
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The First Contact
The first contact is crucial. Here are different approaches and their advantages:
The Phone Call
Most effectiveCalling allows for direct and immediate conversation. Prepare a short script:
"Hi, I'm Name from Agency. I noticed that your business Business Name has excellent Google reviews but doesn't have a website. I help businesses like yours attract more customers through an online presence. Could I show you what this could bring to your business?"
Tips for calling:
- Call outside rush hours (avoid noon for restaurants)
- Be brief and direct
- Propose a meeting rather than an immediate sale
- Note the person's name and position
In-Person Visit
For local businesses, showing up in person can be very effective. Come with a professional business card and possibly a portfolio on a tablet.
Less effective for first contact as many businesses don't check their emails regularly. Use as a complement to a call.
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The Sales Conversation
Discovering Needs
Before presenting your offer, understand their situation:
- "How do your customers currently find you?"
- "Have you ever tried having a website?"
- "What are your growth goals?"
- "What are your competitors doing in terms of online presence?"
Present Benefits, Not Features
Don't talk about responsive design or SEO. Talk about:
Being found by customers searching on Google
Having a storefront open 24/7
Showcasing your work and customer reviews
Standing out from competitors
Handling Common Objections
"It's too expensive" Break it down to cost per day or month. A $2,000 website comes to $5/day over a year. "Is one extra customer per month worth $5 a day?"
"I don't have time to manage it""That's exactly why I handle everything. Once the site is live, you don't have to do anything. And I can include monthly maintenance."
"Word of mouth is enough for me""Word of mouth is excellent, but 87% of customers research online before choosing a business, even after a recommendation. A website builds trust."
"I'll think about it""Of course, I understand. Can I call you back on specific day to discuss it?" Don't let them leave without a concrete next step.
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Pricing and Proposal
Simple showcase site (5 pages)
Complete site with forms, gallery
Site + local SEO + maintenance
Payment Options
- Payment in 2-3 installments to ease the decision
- 30-50% deposit to start
- Subscription formula (site + hosting + maintenance) monthly
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Closing the Deal
The Professional Quote
Your quote should include:
- Detailed project description
- Delivery timeline
- What's included (hosting, domain, training...)
- Payment terms
- Offer validity period
Closing Techniques
Urgency - "This price is valid until Friday"
Alternative Question - "Would you prefer to start with the homepage or the services page?"
Summary - Recap all benefits before asking for signature
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After the Sale
Recurring Revenue
- Monthly maintenance contract ($50-150/month)
- Regular content updates
- Monthly performance reports
- Priority support
Getting Referrals
Once the site is delivered and the client is satisfied:
- Ask for a Google review
- Ask if they know other entrepreneurs
- Offer a referral discount
Conclusion
Selling websites to local businesses is a profitable and rewarding activity. The keys to success are:
Target the right prospects - Use tools like SiteSeeker
Be proactive - Don't wait for clients to come to you
Talk benefits - No technical jargon
Follow up on your leads - Most sales happen on the 2nd or 3rd contact
Build relationships - A satisfied client = referrals