The web design industry is one of the most competitive and securing sales for new web design solutions is not easy. But do not despair. First, there is plenty of demand for web design work. With the advent of Web 2.0 and now Web 3.0, the market is almost boiling over. Everybody wants to get their ideas online, everybody wants to sell online and everybody is looking for a web site. If you have a good web design portfolio, a decent customer base and a competitive pricing structure you have a decent chance of getting your fair share of the web design market. Assuming you got all the right ingredients, all you need is a good pitch or a method of presenting your assets to potential web design clients.
The best pitch starts with understanding your web design client’s needs. So start by asking a few questions and then listen and listen again. Your first task before even thinking about the web design is to get a good knowledge of what your client’s business is about, where his leads are coming from and what his expectations and objectives are. Asking the correct questions and listening to your client will earn you respect from the outset. Hardcore salesman suffering from verbal diarrhoea works less and less today. People are sick of cold calling and salesmen pushing products and services down our throats. We have all succumbed to a salesman and vowed never to be caught again. So listen, ask a few questions, understand, analyse before you start putting your web design stuff across.
Once you have a basic understanding of the client’s needs you may start explaining what you do and how your experience, web design skills can help you deliver a web design solution that will meet your client’s need. Remember to answer a need in whatever you say. Avoid too much small talk about your personal experiences that have nothing to do with the client’s needs, let alone web design. Socialising is good but at the end of the day, if it’s a first time client, stick to the purpose of your meeting and talk about the web design solution.
Once you have built your credentials about your web design services briefly, ask a few more questions, break the monologue, involve the client, hear his point of view, give him or her a chance to speak. Get a feel for what the web design client likes about your web design services, your web design portfolio and any web site in particular that your client likes. Make a good note of this. Do not write too much to the extent of losing eye contact or the attention of your client. Do not rush either, unless the client needs to get off in a hurry.
By now you should have a fair idea about your client’s business, his or her objectives, the web designs they like, the colours they prefer, what they like and dislike about some web designs. Make a note again. You are now ready to make your pitch and propose a web design solution that you think will work in the circumstances. Use your knowledge, your past web design experience of what works best and what does not. Refer to your web design portfolio.
If you know what you are talking about, your web design competences and customer relations skills will come across loud and clear and your web design client will be impressed. The next thing your client will want to know is pricing information and delivery. If you are sure about the costs involved and you are able to quote for the web design project then and there, do it. Beat the iron whilst it’s hot. At least you have a chance to gauge the client’s reaction to your price then and there and you can always negotiate the web design project instantly. If you can close the deal, so much the better, do it and get a cheque if you can. However, if web design the project is complex and tricky, you may need to go away and work out a price. Do this as soon as you can. Some people are genuinely very keen during a meeting but soon the zeal cools down and they change their minds.
Be sure you tell the client about any reservations you have or any special web design terms and conditions from the outset. The terms of payment are as important as the price. Putting these tricky issues across from the outset is much easier during a face to face meeting rather than later on when they might come as surprises. Be honest, say what you have to say and warn the client. He or she will thank and trust you for it.
It is generally rare to lose a web design deal if you have travelled to the client, explained what you do and negotiated the price. Most clients are glad you visited them and made your web design pitch. Of course you might lose a few despite the best pitch in the world but do not despair. Hard work, honesty and competence always pays overall.
About the Author: Ralph Ramah is the webmaster of Discount Web Design, one of the leading web design company in the UK offering quality web site design and SEO services
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