Selling Webdesign Help? No let's make this selling DESIGN.

Selling products of any type is hard and especially so if someone already has something that does the job, however badly! Unfortunately you really just need to be hard/cold and persevere if you really want to get these people. Call them up and tell them straight, you'll either get nowhere and you haven't lost anything but time on your part or you'll convince them. You could possibly create a page for them using their logo, text, photos etc so you can say "This is what your site could look like, see how much more professional it is" and see how that goes down. Maybe if they can see what could be compared to what they have it might sway them??

Post there crappy site here for a review and we'll all completely trash it, then direct them to the thread and say something like "see what I mean, don't just take it from me look what everyone else is saying"....

And to add to that, just remember swate's remark "someone always says my brother or a friend of a friend etc can do it for free??? ugghh"

I did something similar a year or so ago, this one place, a building company (houses) had this really really bad site, think of Front page at it's worst and then double it, anyways I tried telling them nicely via email with a follow up phone call (always follow up), even was nice about I even emailed them a mock up of what could be done but they didn't want to know as someone's kid did the site and was working on an update ... After a second call a month later I lost it (very unprofessional of me ) and told the guy that he should check out webpagesthatsuck.com cause his would probably be on there.
Trying to explain to some people is just impossible. This company used to advertise it's website addres on TV as well, lately thou have noticed they no longer do.
btw, I offered the remake free

One way I did find that kind of worked was phone them, talk to them about some marketing ideas for their website ... try not say to much until you can meet them, have some mock up drawings or pages on laptop if you have one (don't ask to use their power etc, supply all your own stuff and have it ready, don't make them wait) don't mention price, but mention the 3 click rule, search engine keywords, different screen sizes, ages, colours, versions ... but remember to not put down the other site (could be the persons son/daughter) just word it like "this could be improved by ....", "this would make your visitors happier if they could ...", "... this way future expansion of the site wouldn't be a problem ..." and you can also use sites like msn, apple, google ... as professional ideas for them to compare what they already have

Quote: Originally posted by cordedpoodle
Like swate remarked: "someone always says my brother or a friend of a friend etc can do it for free??? ugghh"

A wonderful source of business. Many of my clients are redesigns of something done by the "bosses niece" or the "owner's son", etc. Those ones are easy - they've usually already learned the hard way.

If you are extremely well spoken and diplomatic, singling out a bad site on the web and pursuing it can pay off. I find it incredibly time-consuming though and usually save it for projects I really want or in cases where I'm asked for my opinion.

When a prospect replies "Thanks but I already have a site." I usually move on but when they say "Thanks but I already have a site. What do you think of it?" - well, that's a whole new ballgame.

Quote: Originally posted by webster
Post there crappy site here for a review and we'll all completely trash it, then direct them to the thread and say something like "see what I mean, don't just take it from me look what everyone else is saying"....

Of course, we won't be posting any sites here -- that's against our policies. Only your own sites can be posted for critiques.

OK good ideas, now how do we find other customers and sell them.

I'm trying to find suitable business in my area, that's not hard.

Now how would one go about selling to them? Email, Phone, Brochure?

Of course there are expenses that go along with brochures.

Yes, I agree, posting the sites to gloat over is, if not entirely unethical, not something I want to do.

On the other hand I do sometimes use screenshots of poorly constructed sites as examples of what not to do.

taff,

How do you "pursue" a site without becoming a pest?

Quote: Originally posted by cordedpoodle
taff,

How do you "pursue" a site without becoming a pest?

heh - looking for a magic bullet? It's definitely a fine line and I'm sure I've crossed it on occasion

I've certainly passed up more "critique" opportunities than I've pursued but every once in a while, I see an opening and go for it.

If done properly, "being a pest" can be viewed as persistence and dedication and sometimes pay off. Just make sure you are thick skinned enough to handle the occasional politely worded (or not!) rebuke

I got two new jobs this weekend without trying (Murphys law), first one is a waterbed company because I needed a new heater unit, we got talking, looked at their old site, talked some more, discussed some dollars and bingo (still got charged for the heater thou )
second one is a couple that screen print clothes (home business), I brought a shirt from them via NZ auction site, liked the shirt so much I emailed them back full of praise and got them thinking about a web site to beable to sell internationally, didnt give any ideas of layout, just pointed out some of the possibilitys and told them to get back to me, later that day got an email to say go ahead.

I only do it (web design) casually so this may not work for you, but I don't go out selling myself anymore, I just enquire if places have one (check first to see if they have) when I'm out and about, or people ask me when I tell them what I do, I even got asked to do one for a church after my grandmothers funeral a few weeks ago by the priest/minister/dude. It's a good way to build up a reputation and then word of mouth takes over or rather adds to the work list, some dry months, some busy months. It's a very casual approach, no suit and tie needed and some feel more comfortable

If you know of a worthwhile organization or charity - something along those lines, find out if they would like a web presence, do the site for free and make sure your link or e-mail is on the front page as the webmaster - it's amazing how many people will enquire about getting a site for themselves-for pay!

First, I'm one of them ^ (except I can design ), so here's a few insider secrets that might help...

They way we (kids) beat the "professionals" is by price. We offer what sounds like reasonably good service at better-than-bargain-basement prices. There are no real business expenditures to worry about, so we can go low. Also, we're usually recommended by someone known the client, so reliability is established early on.

As to cost, how low can you go? Not very, I assume, as you'd have other costs to bear. Best way to get around this is to convince the potential client that quality matters. More than anything else. So much that even that every cent they spend is a great investment. A portfolio will help in this regard.

They trust the kid usually because he/she was recommended by someone they know, so it's important you come off as trustworthy and reliable. Might help to show that you're from the "real world" of design, rather than simply a common enthusiast. Dealing with the person in a very professional manner will assert your commitment (they don't like hobbyists). Also, you can exclude the kid a little by dealing with the potential client like a contemporary (age-wise).

If the client is apprehensive about "firing" a kid, you could just tell him that he's already given him/her an opportunity... or you could cut a deal where you work on the original design, leaving the kid's name intact (be careful with copyright).

Ultimately, most of these people do usually have reservations about hiring kids. And they probably do notice — if only subconsciously — when the job is not done well. They usually hire the kids because they either do not recognise the potential importance of a website (so low prices sound good), or that they want to give the kid an opportunity.

hth

I have to admit, my last three customers have come to me by me contacting them and saying...

Hi i came across your site recently and i love your service/product (theyre normally someone i've bought from recently) but i really think your site could do with some improvement. I then talk breifly about what i can offer, but i don't do hard selling (and i think thats why people use me, because i explain how they can improve their business without any BS and without being nasty) then i say have a look at a few of my sites, and if you like what i've done get back to me... Any savvy business person will then realise that i'm right and usually give me the work and if they're too dumb to realise, then their not really the kind of person i want as a customer!

TWF Good advice.

andy206uk Also good advice.

Think I just got a paying job.

This is a really good discussion. After all what is more important? We don't do websites if we can't sell ourselves.

Do your home work .......

What I do is I take an industry and concentrate on one industry.
make a few flashy Web Site and take a print outs

before tyou go to a customer Do the research , get a printout of his web Site and learn about his business

Go to his desk and give him the proposal
you will be supprised how many customers come....

It has to be printed so he sees it fast ( you can give a back up in a disket too if the site has flash ) but the print is important. let it lay on his table a few days ultimately he Will call you.

Hope this brings you sales
all the best

Yeah that's a great idea. Love it.

Thank you.... thank you.....
what you are getting is 7 years of Experince in a nutshell

shareek

I have to add something that I've discovered/remembered.

When I'm cold calling I don't try to sell them. STUPID ME. Sometimes I'm even telling them I'm not trying to sell them stuff right off the bat.

I completely forgot this. Now I'm just trying to get acquainted, so that I can educate them. Ask for a little advice about the business sector they are in. I try to get an appointment to discuss what could be improved but more importantly why it's cheaper and better to do the job right the first time with long range purposes in mind.

People resist being sold to. But if you do it right they'll listen to what you have to say. Then, when they are ready you will be formost in their minds, if you have a good product.

Speak directly to the CEO, President or Business Owner. Don't waste time giving presentations to people that don't make the ultimate decision.

Don't waste your time coming up with fancy presentations either. Find out what the client wants before you present anything. Your first meeting should consist of you asking a lot of questions and taking a ton of notes.

FYI, CEO's like to invest in projects that have a positive effect on the bottom line not on things that look cool.