Telephone or meeting?

[Silverfern]

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Hi,

I was just curious whether anyone offering web design (to smaller businesses) can actually manage everything by just talking to clients over the phone? Do they expect you to meet them?, i'm talking about local tradesmen and simpler brochure sites, but would like to advertise in a larger region without to much travel,

Thanks for your help

Ian

[eliteshops]

Hi

I would say Ive met less than 20% of my clients sorting everything out by email / telephone

[KieronD]

I just had one of my sites redesigned by a web design agency based in London. We completed it all via email and phone call. Very simple and easy.

[Ste]

Most of the clients I get always seem to want to meet up at something or other. Its better that way as you have a better understanding when meeting face to face.

But on the other hand, clients are only too happy to do all the talk via email and telephone. I guess it’s down to the client want they want. You would need some sort of contract in place before work commences so just by telephone ‘aint much use, but throw in email/fax then I don’t see why not.

[crazihos]

You may find for very small businesses and trademen it will be a case of you meeting them as many may not be too clued up about computers or the web and what they get for their money.

On a personal level I have never met anyone whos ever done a project for me but I have worked with the net for years.

[Silverfern]

Hi,

Thanks for all the comments, I think my main concern is im not a very confident person with people i've only just met, and i'm concerned about losing business, I'm alot better over the phone, and also it seems easier as you cut out travelling time!

It would be ideal if it could all be done with e-mail, but you're right I did a site for a carpenter and he didnt want an e-mail address on his site, as he said he wouldnt be able to check it and may lose business for himself.

Do any companies deal specifically with all meetings and phone calls and then simply give me the brief to work to? would this be cost effective for me? I've not charging to much in the first place (first year),

I love working on sites, its just the confidence problem, i'm used to working in an employed position, and find selling my services hard

Thanks for our help

Ian

[Silverfern]

i was thinking of having a form that I can send them, with all the points needed to create their site, which they can read over and fill in, i'm also available over the phone/e-mail when needed, does that sound naff?

[crazihos]

It comes down to the type of customer and how your advertising. If your advertising online then you'l get away with emails, phonecalls etc.. as the person enquiring already uses the net. I assume your aiming at the low end first website market though if your talking bout tradesmen and if your attracting them with local offline advertising there is a good chance they wont be too into computers and may need more convincing in person.

Post is a good idea but its a bit messy - I wouldnt want to fill in a long form as its hard to put down what you want especially if you havent seen an example of what a finished product might look like.

IMO your best bet would be to get a laptop with your portfolio on it and visit those that want a visit. If your prices are good and your a good designer your portfolio will do the selling for you - arm yourself with some stats about the rise in internet usage in the UK and broadband figures and you'l be fine. Just remember they want to see you so they should be quite easy to convert.

Also speak to them a while on the phone first to do the selling and say you'll come to show them samples, that way you've broken the ice before hand and you should have a better idea of what their like which will calm your nerves.

I used to sell kitchens and my first time ringing someones door to measure up I remember looking down and I had sweat patches like dinner plates!! I think you have to be a certain type of person to enjoy it but if you can limit your stress before hand you'll soon get used to it.

[Silverfern]

Hi Crazihos

Thanks, I do suffer with nerves, I think once i've done a few meeting things will get easier, it feels like starting a new job without the support already there, i'm used to being told what to do, as much as that annoys me, it can make life easier. It's more rewarding doing your own thing though, so have to get used to it i guess!

Thanks again

Ian

[accelerator]

Hi Ian

I think a lot of other web designers would recognise your situation. The personality types that have spent hours in front of a computer screen honing their skills are not necessarily the ones that are good at making a web design sale / negotiating with the customer. Of the two elements involved in running a successful web design business, i.e. 1) Sale and customer management and 2) Actually building the site, I would say that 1) is the more important element, because if you don't get this right, you won't have a viable business.

The key element in running a successful site design business is finding the right kind of customers and making a sufficiently large sale. Also remember to make a recurring monthly hosting charge so that you can build up the business (I expect you were going to do that). I would say that if you don't have the necessary selling skills, seriously consider employing a sales person on a commission basis, i.e. take a percentage on each site you build, to go out and get the customers. Maybe try and find someone who is good with people who you can employ part time. It is a totally different skill set (and personality type).

As for not meeting people, only getting business over the internet means you'll have to be lower on price, because they'll be more competition, and the people looking will be more savvy and price sensitive. There is likely to be more profitable business opportunity in local business.

I would say if you are worried about meeting people for the first time, consider joining local business groups or network marketing organisations as they will be a good source of leads.

Where are you going to work from? Are you going to work from home?

Rgds

accelerator

[km8]

Do any companies deal specifically with all meetings and phone calls and then simply give me the brief to work to? would this be cost effective for me? I've not charging to much in the first place (first year),

I love working on sites, its just the confidence problem, i'm used to working in an employed position, and find selling my services hard

Agghh!, serious confidence problem there - and there's really no need for it!

Most people find selling themselves difficult. Just remember, when you meet a carpenter, builder, electrician, estate agent, etc, to discuss what a website can do for his/her business, you actually know far more about it than he/she does! And most of them are nice people anyhow - honestly, they are.

Give it a try. The worst that can happen is you won't get the job but if you've already got the face-to-face meeting, you're 90% of the way there anyhow - you only need to convince them you're not a crook and you can do the job - easy!

After 6 of those meetings, you'll know whether you like face-to-face selling or not. And if not, you can rethink your sales methods and try something else.

One piece of advice if I may: go to those meetings with an agreement ready for them to sign. If you don't close the sale on the day, your chances drop by 70%. Don't worry about nailing down all the details on the day - phone and email can do that - but get the sale on the spot.

Make getting that commitment from the customer your primary goal for the meeting. Double-glazing salesmen may not be your cup of tea but they sure do know a bit about surviving in the real world. Please don't take that as an endorsement of their methods or tactics but the principle is good.

And one more - remember that whatever price you quote will never be enough to pay you adequately for the time you will actually spend. Avoid price wars at all costs - sure, he can get it done for 149.99 elsewhere - who cares? you don't want to go there! Know what price you're happy with and don't go below that without a (very) compelling reason.

Of course you can do it - you know far more about what you're offering than they do so go for it.

[Silverfern]

Hi accelerator and km8

Thanks for your posts, I will be working from home so the overheads will be low, im fairly fortunate at the moment to have a flexible part time job which pays the bills, i'd like to get going with the web design and guess your right if they've spoken to me on the phone and agreed to meet, things should hopefully go smoothly,

the lack of confidence comes from never doing anything like this before, i'm hoping i will grow to become more confident selling my service, i'm not sure though, if im not confident then the customer won't be, which is a shame as I do enjoy building sites, reading up on web design and related topics!

I guess it wont hurt to give it a try, thanks for your posts

Ian

[km8]

if im not confident then the customer won't be, which is a shame as I do enjoy building sites, reading up on web design and related topics!

Hi Ian

Just look confident, sound confident and be confident. But concentrate on telling the customer what the benefits are for them:
- you're a good web designer (show them your work if they want proof)
- you give personal service (give them a business card with your personal phone no and email and tell them they can get straight through to you)
- you can turn around amendments in 24 hours
- you're local
- you're a small business like them so you know what matters to them
- you're cheaper
- you're more personal
- you're an expert so they don't have to worry about understanding how the web works
- you get the idea.

Don't sell yourself short - you know more about this area than they do so be confident - you have every reason to be!

And Good Luck - it's not easy but it isn't as hard as you think.

[crazihos]

Silverfern,

A lack of confidence can easily be overcome when meeting new people, remember they are not your friends or family so they no NOTHING about you and will believe what your tell them even if you come accross as a different person to how you are in real life.

When meeting new people you can use web phycology - the reason many people make more friends on the net is that they can be themselves rather than the person they are stereotyped to be by the people that know them.

Bullied and shy people make real friends and develop their personalities on the web as they are not allowed to in the workplace or school - the same opportunity to re-invent yourself comes with meeting new people or starting a new job.

I have a mate who was never very popular around where I live, he moved away and is now the most popular guy in his new group of friends. This is because they didnt know him so he was able to be himself and not the person he was molded into by the people round here.

In otherwords if you want to come accross as more confident even if that isnt how you would normally be nows your chance - they dont know your a bit shy normally so you neednt be - just dont overdo it.

and remember km8's advice - they asked you to be there and your the expert!

[Silverfern]

Crazihos and km8,

Thanks for the last posts, only just been online and read them, thanks for all the pointers its a great help, I actually have a meeting next week with a local business, the owner seemed really nice so should be a good start to getting used to meeting and greeting, he actually kept saying "i'll leave things up to you, you're the expert" which made me smile and feel more confident

Thanks again!!

Ian