What's more effective than showing clients examples of other sites you built? Show them their own!
The website sales process traditionally starts off with you displaying your portfolio of past work to a potential client. While this is a great way to showcase the work you have done for others, ultimately your client wants to know what you can do for them. Instead, try this unique and proven way to engage the client's attention and turn them into a paying customer.
Here's what to do:
- Call or visit a potential client and tell them you have some "great ideas for a new website for their business" and ask if they are interested in seeing them? (Offer this free of charge with no obligation. With an offer like that, it's going to be hard for any business owner to turn it down)
- Now that they said yes, it's time to get to work. Build a simple "demo" site designed specifically for them but only populate the home page with content. You don't need to spend too much time on this but make sure it looks good and has some basic information about their business (this should take less than an hour). Schedule a time to visit and show them what you have come up with.
- Get right to the point and show them what you created. You will be surprised how much more effective it is when they see a site for their business as opposed to someone else. The client will also be impressed that you went through this much trouble just for them. It also gets them talking about what they like and what else they would like to see. Explain the features and how this site will help boost their business and attract local customers on the web. Tell them what you envision the other pages to include and how you will bring it all together. Also talk about how they can manage and make edits themselves, view stats, and how a mobile site is included!
- Before you know it, they will be asking you for the sale. If they like what you have done and are interested in seeing the completed site, explain your pricing and ask for the setup fee upfront or the very least a deposit to complete the rest of the site.
- Once you sealed the deal, take the final steps and complete the rest of the site in a reasonable amount of time (about 1 week), collect the balance if any, and put the site live.
- This process is exceptionally effective for redesigns. Find a client who has an old, outdated or just plain ugly website that you know can be drastically improved by you.
- Save time by recycling designs for specific industries. Create a site that can be applied for any hair salon for example. Be sure to swap out pictures or imagery to personalize it for each client.
- Do your research. Be sure to check out a client's Facebook page and other profiles to see what they specialize in or what they feel is important to communicate to their customers. Use this to craft creative call outs and content on their site. They will think you were reading their mind.