Following on with our post of “Why Your Web Design Skills Don’t Matter” today we’ll take a look at what to do at the first face to face client meeting.
You’re finally in front of your prospect client – what now?
It’s the moment of truth and you don’t want to screw it up.
I’ll take you through what works for my web development business. I’ve been doing it for years and it works a treat.
Step 1: Take control.
Do this by saying at the start: “Okay Bob, we’re here to discuss your web site needs and how we can assist. We’ll start by going through a checklist of questions etc etc.”
Step 2: Don’t sell anything.
You can’t sell anything until you know what the client will buy. The client will happily buy a solution to their problem.
The client’s problem is (always) that they don’t have enough money.
So ask a ton of questions to figure out how a new web site will make them more money.
Step 3: Get the hell out.
Once you’ve asked your questions, shut the hell up and get the hell out.
Don’t even think about trying to sell anything now.
Go home/to the office and formulate a plan on meeting the needs of the client. The very same needs the client spoke about when answering your questions.
What you’re doing at the meeting is simply a Needs Analysis – figuring out what the client really needs to solve his problem.
Sure, you might mention how you’ve solved particular problems in the past as a way to demonstrate your expertise but mostly you’re just on a fact-finding expedition.
Cheers
Brendon
Cheers,
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These are the kind of posts that I have missed. Although I am the proud owner of the web design business kit and these tips are not new, they serve as excellent reminders or “kick-in-the-butt” calls to action.
Thanks Brendon