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Be Different and Get More Clients
May 15th, 2008 | Posted in Clients.
Many web designers out there are in it just to make a quick buck. They get the client, rush through the development of the site, make it live, get paid and move on the next client. Designers like these give the web design industry a bad reputation and make our next prospects very gun shy. A good chunk of business owners feel that a website is more of a gamble than a true marketing investment. Here is how you make your web design business stand out from the rest…
The Sales Process
Undoubtedly, the sales process is one of the most important areas that shouldn’t be overlooked. Developing a solid and trusting relationship with the prospect is all it takes to get that big contract. The more contracts you get, the more steadier your paycheck will be.
Start by first listening to the prospect. How do they feel about their current site? How do they feel about their current web site company? Take the information in and never bash their web site or the firm they are currently working with. Remember, you are better than that.
Next, focus on their problem. Nearly every TV commercial starts out with a problem and then it will show you how their product will fix it. You will do exactly the same thing. If the prospect’s web site isn’t performing the way it should and not getting results, show the client how you can solve these issues.
Remember the prospect’s name. Everyone loves it when they hear their own name. It’s much more personal this way and the prospect will feel more comfortable working with you.
Ask questions that you already know the answer to. Remember the part about listening to the client first? Here’s where it will pay off. Take the information that you received earlier, and form it differently in a question. This will allow the prospect to confirm that you have an understanding about the problem.
Thank the prospect for their time and be sure to send them a thank you email. Then compile all of your notes together and draft up a proposal. Send the proposal to the prospect and follow-up with a phone call. If the prospect is convinced that your business is focused on them on a personal level and that you have the best solution to their problem, you should be signing a contract in no time.
The Design Phase
Keep the client informed in all stages of the process. Remember to keep that personal touch when communicating and explain everything in layperson’s terms. If the client calls, make sure you are there to answer the phone, if you are not, be sure to call them back in a timely manner.
When you are done with the project, walk the client through each page and explain the details of each. Remember, an informed client is a happy client. Keep them happy and you will be happy as well. Be responsive to complaints and problems. The quick they get resolved the better.
Added Value: Return on Investment
Many web designers don’t care about ROI or Return on Investment. Here’s the real kicker that will set you apart. Use tools like Google Analytics to view conversion rates. This way you will have something to show the client in regards to how you helped them. If you can prove that the work you’ve done for the client has helped them out in a good way, tell the client, write a case study and get a testimonial.
For example: let’s say that client A runs a bed and breakfast. You will want to track how many people go to their book online page. Let’s also say that the client spent $1,500 on a new website. If you figure the average nightly stay is around $100 and the B&B gets 30 visitors in a year, then the return on investment for the client is 200%. This case study can be a good selling tool with your next bed and breakfast prospect.
Being different and stick out from the rest can make your business successful. By establishing a solid and trusting relationship with your clients and working towards making them successful will pay off greatly in the end. Whoever said being different was a bad thing?
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Cosmetic Dental Work
June 8th, 2008 at 12:25 pm
It took me awhile but I was finally able to build a decent reputation which brings me the clientele who not only want a site, but are willing to pay good money for one that is done well not fast.
Celina Buy
July 22nd, 2008 at 1:15 pm
I don’t agree with this. I owned a web dev. company and put a lot of effort into the projects until I realised that clients would take me to bankruptcy for all they care, so long as they can have endless changes, additions an revisions at no cost. I can’t think of anything worse then web dev. Small projects would en up taking over a year. It was just bondage.
Allan
July 22nd, 2008 at 1:17 pm
@Celina – Perhaps you may need to rethink your procedures and pricing. If small projects seem to take a long time, bill monthly or set a clause in your contract stating that you will do X if the project is on standby…
You shouldn’t have to lose money to please clients.
Glasgow dentist
March 4th, 2009 at 1:46 am
Something unique can attract clients is a marketing statement but finally productivity and service matters a lot its what the marketing strategy marketing defines.
kingston dentists
March 18th, 2009 at 12:20 am
Something different and unique is not always eye-cathing. It totally depends on many factors like productivity, efficiency, monetary etc.