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How to: Increasing Your Value

by bryson
7 replies
I thought I would share a little something to those who are new to offline or do not have the confidence to charge more than $500 for a website.

When I first started marketing websites just over a year ago, I was submitting proposals at the $500 mark. One, to get samples and two because I didn't see the value in the service I was offering.

Well, I have to say it only took one difficult website job that required template tweaks and transfering (and reformat) a bunch of MS Word webpages too loose my shirt, pants and underwear on that job. That was when I woke up and doubled my fee for a 5 page website.

Now, after a a few more bumps in the road (yes, you can even lose money at a $1,000 per site) I have increased my rates again.

If your a newbie or don't feel confident charging more than $500 (but would like too), here is how you can do it to increase your value and return.

Let's stick with the $500 website example and see where it ends up.

* Basic 5 page website with content and images $500
*Client wants more pages? Charge an extra $75 per page
*Client needs a logo design, charge another $75
*Client needs more content, charge $35 for 500 word articles

Using the short list above, lets say the client needed a 7 page site, 3 extra pages of content and a logo.

Value of website = $905

When you break it all down into components, you add value to your service.

The next time you submit a bid for a website, get a firm price on what you are willing to offer for your base website, then everything else is an addon service with an addon fee.

I decided to write this because I am in the middle of writing a quote for converting a 10 page "old school html" website to Wordpress and was reflecting on my beginnings not so long ago. My fee for this job is just shy of $2,200 (I know others who would charge even more..and get it).

I hope some of you will find this helpful.

If anyone else has a helpful idea on how to increase value (or how you increase your value), please share.

B.
#income #increasing #offline #website
  • Profile picture of the author adelaclark
    Expect the best out of life, Be-lieve in yourself,Process of elimination, Look like a valuable woman, Know and understand your worth.
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    • Profile picture of the author bryson
      Originally Posted by adelaclark View Post

      Expect the best out of life, Be-lieve in yourself,Process of elimination, Look like a valuable woman, Know and understand your worth.
      This is really the key to making everything work in your favor. When you stop thinking you are only worth $500...you will be amazed at how there are many more clients who will pay you much, much more.

      I found the biggest challenge in getting clients is not the design, seo or learning something new...it was overcoming my mind and the seeds of doubt that had so subtly taken root.

      Once I took control of my thinking, everything changed. Clients started coming to me. I have never even made a cold call. To start, I placed CL ads. For the past 4 months, all my business came through referrals.

      Mindset, is key. Stop what you are doing and get your mind rigth first.
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  • Profile picture of the author Jason Kanigan
    Damn whiny dog woke me up at 5AM so here it is.

    How many new qualified leads per month, conservatively, does your prospect expect from the new site?

    Now adjust up or down based on your knowledge of reality. Get agreement.

    And of these qualified leads, how many does your prospect conservatively expect to turn into customers/clients?

    Again, adjust up or down based on reality. Get agreement.

    And how much is a new customer/client (heh, wrote "clustomer"; wonder what that is; leads the mind in interesting directions. I think that'll be my new term for a prospect you didn't qualify on personality well enough, and turns out bad) worth to the biz?

    Multiply those two numbers. No--wait--have the prospect do it.

    So...some kind of service biz, a lawyer, say...new website = 50 new qualified leads/mo, 5 of which can become new clients; clients' average value is $4500: 50 x 4500 = a new $22,500 per month in revenue...

    x 12 = $270,000 in new revenue per year

    HOLY COW says the prospect

    THAT'S GONNA BUY ME A WHOLE LOTTA BOAT.

    Your website is worth a whole lot more than a piddling $500 now, isn't it.

    Most people would spend $1 to make $10, but even if you knock it down to a mere 2.5% of the revenue generated, that's $6750. Look at the value you're creating for these people.

    You've probably been leaving money on the table for years. The key is in how you get the prospect to arrive at those numbers on their own.

    If they say it, it's true. If you say it, you have to defend it.

    Start making your life easier.
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  • Profile picture of the author Chad Kimball
    I personally like adelaclark's advice "look like a valuable woman"

    ???????
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  • Profile picture of the author Sherry Han
    Your ideas are all wonderful. I'd like to add that I always upsell on website orders. Website design is one of the more "frustrating" services my company offers, since clients are often picky and change their minds frequently (not to mention not being to able to communicate exactly what they want). So we basically have to sell them on add-on services to make a decent profit.

    A mobile website is my favorite add-on, easy $500-$1k. Then they will of course need SEO/local listings to actually get traffic to the site. This is an easy sell because I do exactly what Jason says - sell the client on the value of the new leads/business they will be getting. But they will not be getting any new business if they don't get any traffic. Just a website is not enough. A surprising number of business owners do not even know this. By explaining the value of SEO/local listings, I can then hammer through to them the true value of my services.

    There are many website designers who talk about increased sales and profit by just getting a website, but in reality if the site is not ranked properly it will probably not generate even one new lead. IMO selling a nonexistent benefit (at least of just having a website alone) is unethical.
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    • Profile picture of the author bryson
      Originally Posted by Sherry Han View Post

      Your ideas are all wonderful. I'd like to add that I always upsell on website orders. Website design is one of the more "frustrating" services my company offers, since clients are often picky and change their minds frequently (not to mention not being to able to communicate exactly what they want). So we basically have to sell them on add-on services to make a decent profit.

      A mobile website is my favorite add-on, easy $500-$1k. Then they will of course need SEO/local listings to actually get traffic to the site. This is an easy sell because I do exactly what Jason says - sell the client on the value of the new leads/business they will be getting. But they will not be getting any new business if they don't get any traffic. Just a website is not enough. A surprising number of business owners do not even know this. By explaining the value of SEO/local listings, I can then hammer through to them the true value of my services.

      There are many website designers who talk about increased sales and profit by just getting a website, but in reality if the site is not ranked properly it will probably not generate even one new lead. IMO selling a nonexistent benefit (at least of just having a website alone) is unethical.
      Really good point Sherry. I do all the addons in stages, the first package I offer is the website with monthly seo and adwords combo. Then after all this is set up and running smooth, I start planting seeds for social media and reputation management.
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  • Profile picture of the author Chad Kimball
    Very well said bryson! Your attitude can make all the difference.
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