Your prospect wants you to read your website out loud to them – live and in-person.
People hopping on a sales call with you
Almost certainly came by means OTHER than your website
Most likely by way of email, a referral, LinkedIn post
Or networking event
You have to assume they haven’t read your website
And even if they have
They didn’t necessarily get the information
That you wanted them to have
In the way you meant for them to perceive it.
See if this helps:
At some point on a sales call
Your prospect will want to know what you do
And more importantly
What you can offer them.
Be ready with your website
And read as much of it as you can
As if it’s a script
And here’s why:
It’s a good stress test
To see which words your prospects respond to
And gives you a way to articulate your value
And refine your script
In real time
Over and over and over
With the person
That matters most.