As a web design or digital agency, one of the keys to building a stable and thriving business is diversifying your income streams. While one-off projects can be exciting, recurring revenue from website maintenance/care plans brings a reliable and predictable source of income, smoothing out the feast-or-famine cycle common in the industry.
What is a Website Care Plan
Care plans are offered to clients to ensure ongoing and optimal website performance and typically include essential services such as security updates, backups, performance optimisation, and content management.
Website care plans are essential but convincing clients of the value of these plans isn’t always easy. Fear not, fellow agency experts! This guide will equip you with useful strategies to increase your website care plan conversion rate and turn more clients into a recurring revenue source.
Educating Clients on the Need for Protection
Your first hurdle is helping clients understand why website security and ongoing maintenance are crucial. Here’s how to make your case:
- Shift the “target” mindset: Explain that even small businesses are vulnerable. WordPress, a popular platform, makes websites prime targets for automated attacks.
- Highlight hidden threats: Emphasize that successful breaches often go unnoticed, causing silent damage like data leaks, SEO penalties, and even phishing attacks.
- Emphasize the power of updates: Regular updates for themes, plugins, and WordPress core are essential for patching vulnerabilities before hackers exploit them.
- Offer tangible proof: Use tools like Sucuri Sitecheck to scan a client’s website and show them real-time vulnerabilities, demonstrating the immediate need for protection.
Crafting Compelling Care Plans
Once you’ve established the need, it’s time to showcase your solution.
- Go beyond security: While security is critical, offer additional valuable services like monthly reports, backups, development/content management hours, and more.
- Tier your offerings: Cater to different budgets and needs with tiered plans, ensuring every client finds the right fit.
- Price competitively: Research common prices and adjust based on your offerings and target audience. Aim for a range between $80-$200 per month per client.
Marketing Your Expertise
Now it’s time to spread the word and attract potential clients:
- Build a dedicated web page: Clearly explain your care plans, their benefits, and pricing. Optimize it for relevant keywords to attract organic traffic.
- Create educational content: Publish blog posts, infographics, and videos about website security and the importance of maintenance.
- Leverage social media: Share valuable content, engage in relevant discussions, and connect with potential clients on platforms like Facebook groups.
- Partner with hosting providers: Collaborate with hosting companies to offer bundled solutions and reach a wider audience.
Closing the Deal with Confidence
Here’s how to smoothly integrate care plans into your sales process:
- Make it the default solution: Present your care plan alongside your website proposal as the recommended approach.
- Educate during every step: Explain the benefits of maintenance throughout the sales process, not just at the end.
- Use the car analogy: Compare a website to a car, emphasizing the need for regular maintenance to prevent costly breakdowns and security breaches.
- Don’t shy away from objections: Address concerns confidently, highlighting the long-term value and peace of mind that your care plan provides.
By following these steps, you’ll be well on your way to turning every client into a care plan convert. Remember, offering website care plans isn’t just about increasing your revenue; it’s about providing your clients with valuable peace of mind and protecting their valuable online assets. So, go forth, spread the word about the importance of website maintenance, and watch your recurring revenue soar!
Bonus Tips:
- Tailor your sales pitch to each client’s specific needs and concerns.
- Offer free consultations or audits to showcase your expertise and build trust.
- Provide excellent customer service to ensure clients are happy and retain their plans.
- Continuously evaluate and improve your care plan offerings based on client feedback and market trends.
Ready to start scaling your recurring income? With dedication and the right strategies, you can turn website care plans into a powerful engine for growth and stability for your agency.
Implement these tips, refine your approach, and watch your care plan adoption rate soar!
Do you need help with maintaining websites; attending to support tickets, troubleshooting, website backups, migration among other tasks? Reach out to us or schedule a free consultation call to hire a WordPress Virtual Assistant at affordable rates and flexible basis. No contract, no monthly commitments.
