In this video I outline a little bit of my strategy for converting prospects to sales in my web design sales process.
Leave comments below with what you think!
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April 18, 2018
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Just fill out the form to the right. And if you could include some info on the project scope, like desired pages, features, etc., that will help me a lot and save us some back-and-forth.
Hi Zach… great tips! thanks… I’m just starting to look around for clients now myself. Have you any tips on approaching small businesses for web design?… much appreciated!
Keep the vids coming!
Cheers
Alex.
Thanks Alex! I am considering making a training on this, as there are many different things you can do. But here are a few freebies:
1. local networking groups, like the chamber of commerce, BNI, etc.
2. pick up the damned phone book and start calling 🙂
3. craigslist computer & creative gigs
I do sales all the time (in a portrait studio) and it’s great to hear your sage advice. I hope other web designers take it to heart – it’s all about the client. It’s also important to remember to not give an estimate of what it will cost until you have given them an imaginary vision of how your design can answer their core needs. Too often the cost factor is presented way too early, before the potential client mentally grasps what the benefits will be.
Ha ha, thanks Michael. You’re exactly right. I often will ask what their budget is early on, to get a feel for what they expect to pay, to see how accurate their idea is of what websites cost.
Your tip here is right on the money. I’ve been in this business for 20 years and just recently I’ve learned how to “read” the client for the best possible experience, and 9 times out of 10 it comes down to laying it out for them in an easy to understand, straight to the point, manner. This is what you are buying, this is what I will need from you, this is how long it will take, and this is how much it will cost.
Thanks Ted! And it sounds like you’ve got a great approach; thanks for the input!
Zach,
This Makes Sense, Rather Than Sell Website Services Your Customer Does Not Need, You Look At Their Product Or Service And Help Them With Their Particular Needs And Wants To Make Their Sells!!
That’s spot-on Ann!
Great video – yet again! You’re advice is right on the money! I’ve had some really pain-in-the-ass clients during my time – who’ve been difficult to get hold of when you need content from them, paid late – or not paid at all! I’ve also really great clients who’ve been an absolute joy to work with. I picked up a tip from another business owner a while back & that is to request payment up front – or at least enough to cover your initial time & out of pocket costs for starting work on the site. Most people will be O.K. with that. Those that have an issue with paying up front are most likely going to end up being the pain-in-the-ass clients who are bad payers anyway.
Another tip I learned from another web designer friend & colleague is to have a Terms Of Engagement document that the client has to agree to before work starts. In it, include a clause that states that the client will provide the content within a specific timescale after design work has started and that they will cover any out of pocket costs – such as domain name &/or hosting – regardless of whether they’ve provided the content on time.
Right on Jae! Traditionally most web peeps tend to take 50% up front and 50% upon completion. I’ve tweaked this a little for my clients to do 50% on completion OR after two months; whichever comes first.
And it’s definitely a good idea to have a contract. In fact, I made sure to include a contract template in my 22 Secrets to Working with your Web Design Clients training because of how important it is!
Thanks for sharing this informational video. This is sure to help web design companies get more number of clients and help them get a steady stream of revenue for the business.
Thank you for sharing this. How generous of you to make these videos for us.
Hey Zach, curious, what do your clients seem to prefer most in your experience? A great product, or being a part of the process. Obviously both are important. Do your clients want you to just make it happen, or does participating in the planning seem vital to them?
It’s kinda a mix of both, and largely depends on the client. Some really want to have control, but most want me to use my expertise. Part of it comes from experience and the way I carry myself — I know that I am very good at what I do, and I think clients pick up on that vibe. Whereas when I was newer and less confident, I wouldn’t feel as comfortable making certain decisions without their direct go-ahead.
My suggestion: ask the client outright how picky they are / how much creative control they want. Then you’ll be sure you’re doing the right thing.