How to save the sale...

by kemdev
6 replies
I had a meeting with a local hair salon owner about a week ago. She owned a fairly popular hair salon and was in desperate need of a website (according to her).

I actually tried to suggest an optimized Facebook fan page and monthly social media marketing package, but she was hell-bent on getting a website. So I told her I could do one at $500 - what I normally charge for new websites.

...that definitely wasn't a price she was expecting. She had been under the impression that people only paid $100 for them.

Anyway, we talked for a while I explained my pricing and gave her some honest figures she should expect for any web design service. But at the end of the meeting, she still couldn't wrap her ahead around the price.

But here's the thing... I KNEW she had the money. The place was ridiculously expensive, she was very obviously a well-off lady, and their prices were absolutely ridiculous. I knew she could afford the website - so her main issue had to be on whether or not I'd do a good job.

If I was qualified. After all, I'm a pretty young dude...

I didn't want to walk out of their without SOME type of agreement, though. I wanted that sale.

So I went with my gut and told her that I would design her website over the weekend (this was a Friday) for free and let her see it Monday morning. I told her that if she liked it, the price would be $500. If she didn't like it, we didn't have to do business and I would just delete the site.

She was very receptive to this and agreed. Long story short, I came home, bought a premium template with tons of customization options for $50, created her entire site (without the content - so all the easy parts), put it on a subdomain, called her up a few hours that same day, showed her the site, and closed the sale.

Total cost: $50; 1 hour
Profit: $450

Thought some of you guys would like this story. Basically just shows that if you're strapped for cash (or REALLY want to buy a new car) and feel confident that you can either do the work yourself or outsource it cheaply, try this out. Offer to make any changes necessary for free, too.

There are sooooo many different ways you can close more sales if you be a little more imaginative. Can't push the SEO price to a lawyer? Add in free lead generation or social media management. Local restaurant doesn't want the website design you're pitching? Offer a free customized Facebook page with social media management at the same price.

Just get creative. When a business owner says no, they're generally saying it to either your offer or your price. Figure out which one it is... then figure out how to change their mind!
#sale #save
  • Profile picture of the author SgtBadass
    You were lucky.

    First off, the website has no value to her, that's why she thinks $500 is a lot of money. Work it the other way round, ask her why she wants a website and probe as to why it would make her money. Most people spill their guts at this point waffling on about how many more people they could attract.

    Then put a value on the extra amount of work she could get, then take it away:

    "But that's assuming you have a decent website, which obviously would cost more. I guess it's not to be then..."

    You got away with it this time, but be careful, you could end up spending a lot of $50 and not getting anything back.
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    • Profile picture of the author kemdev
      Originally Posted by SgtBadass View Post

      You were lucky.

      First off, the website has no value to her, that's why she thinks $500 is a lot of money. Work it the other way round, ask her why she wants a website and probe as to why it would make her money. Most people spill their guts at this point waffling on about how many more people they could attract.

      Then put a value on the extra amount of work she could get, then take it away:

      "But that's assuming you have a decent website, which obviously would cost more. I guess it's not to be then..."

      You got away with it this time, but be careful, you could end up spending a lot of $50 and not getting anything back.
      I told her that Facebook optimization would be much better for her business. She disagreed and said she wanted a buy a website.

      She was sure about what she wanted, and I'm not her business consultant - I'm a guy trying to sell her a service. So if she wants a particular service I offer, I'm going to give it to her.

      Had I not advised many times that I website might not necessarily be very beneficial by itself and that a Facebook fan page would do much better, I could see it being slightly unethical. But I had full transparency - she was just ridiculously stubborn. And maybe she has bigger plans for it than I'm aware of.
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      • Profile picture of the author edakehurst
        Originally Posted by Jesse Kemmerer View Post

        I told her that Facebook optimization would be much better for her business. She disagreed and said she wanted a buy a website.

        She was sure about what she wanted, and I'm not her business consultant - I'm a guy trying to sell her a service. So if she wants a particular service I offer, I'm going to give it to her.

        Had I not advised many times that I website might not necessarily be very beneficial by itself and that a Facebook fan page would do much better, I could see it being slightly unethical. But I had full transparency - she was just ridiculously stubborn. And maybe she has bigger plans for it than I'm aware of.
        I think this site is a good idea, if properly optimized and if he could get her to do some SEO work on it. Proper SEO can give her some good long-term value for the money and then supplement that (not replace it) with the Facebook fan page. Now she has the best of both worlds. A properly optimized website will stay higher in the rankings for longer period of time than will a Facebook fan page.

        Nice to see a young person with some good integrity. Very refreshing.
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        • Profile picture of the author mogema
          Either way you closed the deal, which is great. Each client is unique so adjusting the way you deal with them is good. Besides if it had all gone horribly wrong you could have still used the template on your next clients website.

          Well done
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          • Profile picture of the author AlexAmore
            Great job saving that. Just some insight about Salons and Spas in general.

            I work as a massage therapist at a very high end salon and day spa in a major downtown area of my region. It's very common knowledge to the employees for this industry that the owners of these businesses are VERY VERY stingy when it comes to marketing.

            It appears they make a lot of money and they probably do but it's because they treat their employees poorly. I've worked for free to give hotel employees free 45 minute massages so they can recommend us. I was supposed to get 50% but then she increases the prices and decreased my check stating new business taxes. She also takes a percentage of my tips stating laundry and use of oils and lotions. All employees are supposed to do laundry and clean up and all sorts of stuff that I'm not getting paid for. I only get paid per massage and after I do laundry and clean up the spa I can leave.

            Owners of these businesses have big egos. The angle you must go with them is by stroking their ego. Appearance in all aspects of their business is #1. So remember that when trying to sell to them. A website isn't going to help them necessarily, as you said. She only wants it because it's about appearance...an extension of her salon. It's just a who has a bigger you know what battle against other spas in the area.
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  • Profile picture of the author edakehurst
    Originally Posted by Jesse Kemmerer View Post

    I had a meeting with a local hair salon owner about a week ago. She owned a fairly popular hair salon and was in desperate need of a website (according to her).

    I actually tried to suggest an optimized Facebook fan page and monthly social media marketing package, but she was hell-bent on getting a website. So I told her I could do one at $500 - what I normally charge for new websites.

    ...that definitely wasn't a price she was expecting. She had been under the impression that people only paid $100 for them.

    Anyway, we talked for a while I explained my pricing and gave her some honest figures she should expect for any web design service. But at the end of the meeting, she still couldn't wrap her ahead around the price.

    But here's the thing... I KNEW she had the money. The place was ridiculously expensive, she was very obviously a well-off lady, and their prices were absolutely ridiculous. I knew she could afford the website - so her main issue had to be on whether or not I'd do a good job.

    If I was qualified. After all, I'm a pretty young dude...

    I didn't want to walk out of their without SOME type of agreement, though. I wanted that sale.

    So I went with my gut and told her that I would design her website over the weekend (this was a Friday) for free and let her see it Monday morning. I told her that if she liked it, the price would be $500. If she didn't like it, we didn't have to do business and I would just delete the site.

    She was very receptive to this and agreed. Long story short, I came home, bought a premium template with tons of customization options for $50, created her entire site (without the content - so all the easy parts), put it on a subdomain, called her up a few hours that same day, showed her the site, and closed the sale.

    Total cost: $50; 1 hour
    Profit: $450

    Thought some of you guys would like this story. Basically just shows that if you're strapped for cash (or REALLY want to buy a new car) and feel confident that you can either do the work yourself or outsource it cheaply, try this out. Offer to make any changes necessary for free, too.

    There are sooooo many different ways you can close more sales if you be a little more imaginative. Can't push the SEO price to a lawyer? Add in free lead generation or social media management. Local restaurant doesn't want the website design you're pitching? Offer a free customized Facebook page with social media management at the same price.

    Just get creative. When a business owner says no, they're generally saying it to either your offer or your price. Figure out which one it is... then figure out how to change their mind!
    Jesse,

    Great way to save the sale. Sgt. is right that you won't want to do that too often, but it was great for this one. I would recommend you get a testimonial from her once the sites up and running and she loves it and then use that to help you secure new business down the road. I would also ask her for referrals. In her line of business she talks to everyone.

    Well done!
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