Starting and running a small business is no easy feat. Between managing inventory, employees, marketing, finances, and everything in between, it’s a juggling act. Yet one of the most critical elements to get right from the start is your website.

Your website acts as your online storefront, portfolio, and brochure. It’s likely the first interaction many potential customers will have with your brand. That’s why investing in a professionally designed, high-quality website is essential for any small business owner.

But here’s the catch: most small business owners don’t have the skills, time, or budget to build a website from scratch. And choosing a cheap, cookie-cutter template can make your business seem amateurish.

So what’s the solution? Buying a pre-made website tailored to your niche. This allows you to get an affordable, custom-designed website made by professionals.

Selling websites to small business owners can be a lucrative endeavor for designers, developers, and entrepreneurs. But you need the right strategy to profit.

Here’s a step-by-step guide on how to sell websites to small businesses successfully:

Step 1: Find Your Niche

Instead of trying to sell websites to every small business owner, focus on a niche. This allows you to better understand your target customer’s needs, challenges, and buying motivations.

Some examples of niche small business industries include:

• Restaurants
• Salons & spas
• Local trade services (plumbing, electrician, etc)
• Boutiques & retail
• Professional services (accounting, legal, etc)
• Fitness, yoga studios & gyms

Look for industries with lots of small businesses in your local area first. You can expand nationally and into other niches once established.

Step 2: Build Website Templates

Now it’s time to start designing websites tailored to your chosen niche.

You don’t need to build a brand new website from scratch each time. With website templates, you only have to design a site once, then can reuse it for multiple clients with minor modifications.

Some things to keep in mind when building your template sites:

• Use a flexible design: Allow easy customization for business name, logo, colors, images, and content
• Mobile responsive: Ensure the site looks and functions beautifully on all devices
• Optimized for conversions: Include lead magnets, calls-to-action, and other conversion elements
• SEO optimized: Follow search engine optimization best practices for content, URL structure, page speed, etc.
• Secure hosting: Use reliable web hosting with regular backups, security features, and HTTPS

Ideally, build 2-3 template options per niche to appeal to a range of buyer preferences.

Step 3. Create a Sales Page

Now you need a way to get your templates in front of prospective buyers.

The easiest approach is creating a dedicated sales page showcasing your website offerings.

Your sales page should include:

• Benefits: Explain why your sites are a great fit for niche small business owners. Focus on saving them time, money, and hassle.
• Pricing: Provide clear pricing for each template option or package. Consider a monthly payment plan to improve affordability.
• Features: Highlight key features like customization options, SEO optimization, mobile responsiveness, security, etc.
• Examples: Showcase screenshots and videos highlighting your template designs.
• Reviews: Display testimonials from past happy buyers to build trust and credibility.
• Contact form: Make it easy for visitors to get in touch with questions or customization requests.

Once your sales page is ready, you can begin driving traffic through paid ads, SEO, and strategic outreach. Offer an irresistible discount or free consultation to capture leads.

Step 4. Close Deals

Now it’s time to convert your sales page visitors into buyers.

Here are some tips for closing more deals:

• Personalized emails: Send customized emails showcasing the perfect template for each prospect based on their niche. Include a call to action to schedule a consultation.
• Limited-time offers: Urge prospects to act fast with discounts, bonuses, or special financing for a short period. This taps into scarcity and urgency.
• Bundling: Package your website with other services like logo design, content creation, or marketing training for more value.
• Financing plans: Offer monthly payment plans through services like PayPal to improve affordability.
• Follow-ups: If someone isn’t ready to purchase yet, follow up consistently with new information about your services.
• Satisfaction Guarantee: Offer a money-back satisfaction guarantee to reassure hesitant prospects.

Persistence and effective sales scripts can help you close more deals. Don’t be afraid to ask for the sale directly on sales calls and emails.

Step 5. Deliver Custom Websites

Once a prospect buys one of your website templates, it’s time to deliver.

Schedule a kickoff call to understand their business goals, brand, and desired functionality. Then use this to customize their purchased template.

Some of the modifications you may need to make include:

• Swapping stock photos for branded images
• Changing colors to match brand guidelines
• Adding unique content for services, products, about us, etc.
• Configuring contact forms, online booking, e-commerce or other features
• Inserting logos, icons, and other brand elements

Work closely with each client to ensure their website matches their brand identity and needs. Offer unlimited revisions within reason.

Provide clients with all files and access upon final payment so they fully own and control their site. Offer training on making updates going forward.

Step 6. Provide Ongoing Support

Your job doesn’t end once a website is delivered. Providing ongoing support and service is key to retaining happy clients.

Here are some ways you can continue helping customers:

• Give guidance on launching the new website, switching hosts, redirecting domains, etc.
• Offer website maintenance plans for regular security updates, backups, speed optimization, etc.
• Suggest add-ons like email marketing, SEO, social media integration, etc. that will benefit their business.
• Check-in periodically and be available to make tweaks or changes as needed.
• Offer special deals on redesigns, additional pages, new features, etc to past clients.

Providing exceptional ongoing value will earn you raving fans who eagerly refer you to more business.

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Recap: How to Sell Websites to Small Businesses

Selling websites to small business owners can be very lucrative if done right. Follow these steps:

1. Choose a niche: Pick an industry with lots of potential clients, like restaurants or trades.
2. Build templates: Design 2-3 versatile website templates tailored to each niche.
3. Create a sales page: Showcase your offering and make it easy for visitors to contact you.
4. Close deals: Use promotions, bundles, and persistence to turn prospects into buyers.
5. Deliver customized sites: Work closely with each client to match their brand and needs.
6. Provide support: Offer ongoing maintenance, add-ons, and help to delight clients.

With this strategy, you can start selling websites profitably even as a solopreneur. Tap into the huge demand from small business owners seeking a professional online presence.

Just focus on providing real value, over-delivering on service, and building client relationships – not just one-time sales. This will lead to a thriving, recurring business.

Now you’re ready to successfully sell websites tailored to small businesses in any niche. Go capture that underserved market!