Wednesday, December 10  

The Perfect Christmas Gift For Every Client

Here's how to buy the perfect Christmas gift for every client. I'll use an example.

"Hi Clare, what are you up to over Christmas?"

"I'm heading to New York - leave on Thursday."

"Uggggh, that's a boring flight - do you have an iPod?"

"Yep, that reminds me, I've gotta get some decent music on it."

Clare's gift: iTunes Voucher

The best gifts for clients (or anyone in fact) is one that's specifically for them based on their interests and desires.

Easy.

No more socks or jocks for your clients!

Cheers

Brendon

Labels: Client Care

Wednesday, November 26  

The Next Thing To Do When You Are Rejected

Here's a simple idea I mention in my Web Design Business Kit and one we can all easily use.

When you're proposal gets rejected (and after you've done the "Why Not?" strategy) the very next thing you do is something very few people do.

Say "Thanks for rejecting me."

Yep, as soon as you return to your office/home/lair shoot off a "Thanks for the opportunity of presenting our proposal letter."

After all, the prospect was nice enough to give you a chance.

"Dear Bob

Thanks very much for the opportunity to present our proposal.

Whilst we're disappointed at not working with you, I know how difficult it can be to figure out the best solution for your needs.

I'm sure XYZ Company will do a terrific job and that the site will provide you with the tremendous benefits we know it can.

All the best and take care.

Regards

Me"

You send that letter for 2 main reasons:

1. it's good manners
2. you've positioned yourself for future work

Did you notice in the letter how you very subtly mentioned that you're sure the site "will provide you with the tremendous benefits we know it can."

If the site doesn't perform well then you'll be first on the list of people to contact because you've acted professionally and are top of mind.

Not Every Web Designer Is Suited To Their Client

Not every web designer will be well suited for their client. Clients do change their mind, things do go wrong, clients do reconsider.

With a quick and simple letter you've positioned yourself as professional, caring and willing to help (which is what you are of course).

Easy.

Cheers

Brendon

P.S: For more ideas like this check out the Web Design Business Kit (comes with sample letters like the one above).

Check out the Q-Ride site.

Labels: Client Care, web site marketing

"Get Lost Creep" - What To Do When You Hear Those Words

We all get rejected at some stage. Whether it's a pretty girl/guy or a business proposition, "Get lost creep" could well be a phrase you hear.

I can't help you score more with the ladies (!), but here's what to do when a prospect rejects your web site proposal.

It's a simple enough strategy - just 2 words in fact.

"Why not?"

"We don't accept your proposal."

"Why not?"

"We don't want to work with you?"

"Why not?"

You need to understand the reason the prospect rejects you. Only then can you adjust your proposal so he reconsiders immediately or keeps you in mind for the future.

If you are turned down it's not the end of the world. The prospect is saying your proposal doesn't meet his needs at that particular moment.

Don't stress. Move on and find your next client.

Cheers

Brendon

Labels: Client Care

Thursday, November 13  

How To Sell Web Design - Step 1

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

Labels: Business Tips, Client Care

Wednesday, January 23  

Best Time To Send Email Newsletter

What's the best time to send an email to your database of email subscribers?

(Assuming you have one - if you don't check out the very reasonably priced and excellent Constant Contact to enable you to have visitors sign up to a newsletter).

Well, it depends on a range of factors but a recent case study on the excellent Marketing Sherpa (open access to January 29) gives some food for thought.

Tuesday's Work Best For Us

We've always found Tuesday to be the best day.
As for time, we've never tested this but we tend to send emails at 10 am.

We send at 10 am because we assume people come into their office, check their overnight emails, delete whatever isn't urgent and then get down to business.

1 of 50 Emails or 1 of 2

If we send our email at 10 am we avoid being 1 of 50 emails, and (hopefully) are just 1 of a couple downloaded. Thus increasing the likelihood of being looked at.

Like I say, we've never tested the timing - but the Marketing Sherpa case study has....... read the full results here.

(And remember to keep testing and measuring.)

Cheers

Brendon

P.S: Yes, I know this advice to test and measure goes against what I said here but that's marketing. You gotta change it up.

Labels: Business Documents, Business Planning, Client Care, marketing, Tools and Resources, web marketing, web site marketing