In episode 269 of the Divi Chat podcast, the panel shared their successful sales strategies for web design projects.
As a web designer, you know the value of a well-designed website. But how do you convince potential clients of its value?
Selling web design services can be a challenge, especially in a crowded market. However, with a little strategy and confidence, you can close more deals and grow your business. Here are some tips for selling web design services:
1. Ask the right questions
Before you can sell web design services, you need to understand your client’s business and goals. Ask questions that will help you identify pain points and opportunities. What are their objectives for their business? Who is their target audience? What are their competitors doing well or poorly? What are their priorities? Knowing the answers to these questions will help you craft a proposal that speaks to their specific needs.
2. Show, don’t tell
Rather than telling clients about the benefits of good design, show them. Use case studies and examples to demonstrate the impact of a well-designed website. Show them specific metrics, such as increased traffic, longer session times, and higher conversions.
3. Speak the language of business
While it can be tempting to talk about technical details, most clients are more interested in the business outcomes of a well-designed website. Be sure to frame your pitch in terms of their bottom line. Minimize the mention of plugins or servers. Instead, focus on how their new website will increase their revenue, save them time, and differentiate them from their competitors.
4. Offer packaging options
One of the biggest mistakes web designers make is offering overly complex pricing schemes. Instead, simplify the process by offering a few packaging options. This way, clients can choose the one that best suits their needs and budget. Be transparent about what’s included in each package and how much it costs.
5. Build a relationship
Selling web design services is not a one-time transaction. Rather, it’s the beginning of a relationship. Focus on building trust with your clients by communicating openly and delivering excellent service. This will increase the chances of repeat business and referrals.
6. Understand how to negotiate
Negotiation is a reality of selling web design services, but it doesn’t have to be a headache. The key is to be firm but flexible, and to know your bottom line. If a client is pushing for a lower price, consider offering an alternate package.
A good rule of thumb is: If the price gets reduced, so do the deliverables!
It can also be helpful to get to the bottom of price haggling. Can they really not afford your services, or is it possibly a cash flow issue? In the case of the former, you could be getting into a risky situation that may leave you chasing payments that may never be collected. If, on the other hand, price haggling is due to cash flow issues, you could offer payment options. (Remember that this is accepting risk, so only enter into an agreement like this if you have protected your financial interests and digital assets, and have a basis for trusting the individual.)
7. Keep learning
Web design is an ever-evolving field, so it’s important to stay up-to-date with the latest trends and techniques. Attend conferences, follow thought leaders, and experiment with new tools and technologies. Your clients will appreciate your expertise and knowledge, and the more you know, the more confident you will feel when selling and negotiating web design services.
Selling web design services doesn’t have to be difficult. By focusing on the needs of your clients and demonstrating the value of good design, you can build a successful web design business. Don’t be afraid to ask questions, simplify your pricing, and build relationships with your clients. Remember, good design isn’t just about aesthetics—it’s about business outcomes.