The website is the nerve centre for every business. To maximise enquiries from your website you need to build trust. How to increase sales enquiries from your website with trust starts by including every vital information element.
Even with the best aesthetics, navigation experiences and quality content, a website that does not provide a range of contact options can lead to a loss of business enquiries. And this is particularly so in professional and business-to-business sectors.
Trust in personal brands behind a business, is critical – especially in competitive and noisy markets. Transparency, confidence and availability are vital in engaging and converting prospects. And every prospect will have their preference for the way they like to communicate at the early stages.
But many business owners impose their personal communication preferences on their prospects. And this transferred mindset and bias can and will damage trust and website conversions.
“When you first contact a business (as a potential buyer) what is your preferred method of contact?”
The options were: website forms, mobile/phone, email direct, social media and live chat.
Additional detailed comments were encouraged and respondents were asked if they were willing to share their age range (under 30, 40, 50, 60).
The results were tallied and were an eye opener:
Buyers (Prospects) Contact Preferences
Age or gender was not a predictor of preferences
A real surprise was how many admitted publicly (and privately) that they hated filling out website contact forms, but expected their prospects to do so on their websites. As sellers the contact expectations for their businesses were different to being a buyer.
What was also interesting was the age range of phone preference was far wider than expected. It appears that not all Gen X and Millennials dislike the phone and not all Baby Boomers prefer it. It was evenly spread, though with a slight leaning of under 45 embracing the phone. Observing customer service on the phone was a really important value for many and how they were treated built service confidence.
Many also had a distinct lack of trust in website contact forms (again a myth that they are the holy grail on a website). The common theme was a lack of response and follow-up. And without any proof of delivery this created uncertainty. Concerns were also expressed that filling in a website forms often results in unauthorised list building and spamming.
Some commented that despite a preference for website forms, email or social media communication they felt more comfort and trust when a phone number was provided.
Another finding was that direct emailing was preferable for many as it gives a communication trail. And while website forms were the highest subset, there still was a sense of distrust and reluctance to enquire if other contact methods were not offered.
If phone numbers and direct email addresses were not available many just would not pursue making any contact at all. It was also the same response in situ if there were no contact names listed. Laziness and a lack of care was often perceived by not disclosing names, which didn’t bode well.
Several respondents volunteered they were massive introverts and hated the phone. They rarely used it as a buyer or seller and hence didn’t have a number on their website.
Takeaways for SMBs and Consultants
So what does this all mean for SMEs? It means that unless you are absolutely 100% certain that all your prospects share your exact communication preferences, you need to provide a wide range of contact options.
No sector or profession has all clients and prospects sharing identical communication preferences and personality styles. There is no one size fits all and SMEs must ensure they minimise apprehension and maximise trust and enquiries at every opportunity.
And don’t forget to have a engaging personal brand on your website and LinkedIn to refer – as your vibe will attract your tribe.
Build trust on your website with all contact options. It will increase sales enquiries and improve the quality of communications with confidence.