What Do You Say When Your Prospect Says...

6 replies
... "what do people usually ask you for when you make their websites?"

This question came to me from a prospect that was looking for a new site. I didn't know what to reply since I've only sold 1 full website before, and because I don't know how to walk a person through the different choices and features that a web designer should be offering a small business owner.

I did close a deal for a mobile website.

The question I'm asking is not "how do I sell websites" but rather "what features and benefits should I be telling people I can deliver them, and what do I ask them to figure out what to design for them?"

Thanks Guys!
#prospect
  • Profile picture of the author Aaron Doud
    People have websites for multiple reasons but the big two IMO are
    1. Ego: They want it to look nice and show it off
    2. Sales: They want it to bring them business
    Based on that my reply would be... "Most people want me to make them a great looking website they are proud of and that helps them make more sales. How we get to that point for you and your website is by having a conversation about your business, goals, and brand."
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  • Profile picture of the author Jason Kanigan
    "That's a great question. I'll be happy to share with you my process, but first, can I ask you: What made you ask?"

    or

    "Great question. I do have a process, but I've found different clients want their website to do different things. What did you want your website to be able to do? That will tell me what I need from you."

    We don't know why they're asking yet. Maybe they believe they have to come up with a ton of biographical info, and that makes them nervous. Maybe they have it all ready to go and they want to impress you. Perhaps they're testing you. Perhaps not.
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    • Profile picture of the author jdsimp1981
      "What do people usually ask you when you make their websites?"

      "Sir/Ma'am, the most common questions I get from potential clients are price related. Every job I undertake is different as each business has different goals and objectives for their websites. Once we have our initial consultation and I get a better idea about you and your business goals, I'll provide you with a quote so your price question will be answered. After that, I can honestly say there isn't a question that I hear so much that it stands out to me. I alwaysexplain the whole process we will go through with clients in detail, and I think my transparency answers most questions clients might have. Was there something in particular you were concerned about with this project?"
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  • Profile picture of the author Robyne001
    Originally Posted by repstein View Post

    ... "what do people usually ask you for when you make their websites?"

    This question came to me from a prospect that was looking for a new site. I didn't know what to reply since I've only sold 1 full website before, and because I don't know how to walk a person through the different choices and features that a web designer should be offering a small business owner.

    I did close a deal for a mobile website.

    The question I'm asking is not "how do I sell websites" but rather "what features and benefits should I be telling people I can deliver them, and what do I ask them to figure out what to design for them?"

    Thanks Guys!
    Hey,

    Nice Thread
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  • Profile picture of the author misterme
    Originally Posted by repstein View Post

    ... "what do people usually ask you for when you make their websites?"
    "They don't need to ask anything actually.They may not know what to ask for. So I go over all the essentials and options with you so that your site's configured with everything you need, without going overboard, and that way we don't overlook anything. Sound like a plan?"

    And then, that's what you do.
    Signature
    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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  • Profile picture of the author repstein
    Thanks for your advice, guys. I really appreciate it.

    I'd like to ask a further related question: what specific process do you use to plan in detail a website with your client?
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