JUSTIN GERENA, TIPS, TRICKS & ADVICE
It seems like your first client is always the hardest client to get. But once you sell your first website, every sale thereafter will only get easier. You’ll have more confidence, find your niche, learn the ropes and build referrals. That’s why it’s so important to get started right away and follow these tips to land your first client ASAP!
1. Spread the Word
Now that you’ve launched your new web design business, start telling everybody what you do. Whenever you meet someone new and the question comes up “what do you do?” – don’t be shy. It’s important to inform everyone about what you do including family, friends and even strangers – you never know where you will find your first (or next) client. Thanks to social media like Facebook and Twitter, spreading the word about your web design business is easier than ever.
2. Start with Family and Friends
This is probably the easiest but most overlooked way to land your first client(s). Let’s face it – people prefer to do business with people they know and trust. And who knows and trusts you more than your own family and friends?
It seems like everyone has at least a handful of family members, neighbors or friends that own their own small business. Why not offer to build them a new website for their business? Consider offering a “family and friends discount” as an added incentive.
3. Offer Free Demo Designs to EVERYONE
I can’t stress this enough – this is by far the most effective way to sell websites to small businesses. What’s a more powerful sales tactic – calling a business and saying “Hey I can build you a website…hire me” or saying “Hey I put together a mockup of what your new website can look like…would you like to see it?” I think we all would agree that the latter will get a much more positive response. Offering free demo designs is a great way to get the client’s attention and build their interest. Acting like the design is already done and you are just waiting to show them is even more luring. When they say “Sure I would like to see it” simply schedule a time to meet and show them. That gives you plenty of time to get the design done if you haven’t already.
Demo designs ideally should consist of a homepage mockup. The easiest way is to start with our selection of professionally designed themes. For best results, go the extra mile and personalize the site as much as possible. Add their logo, change the colors to match their brand, upload a few photos of their business, and write a few sentences about their company. Taking the extra time to customize the design will pay off in the end by impressing the client. They will think you invested hours into the demo design even though it only took you minutes. When you present the demo design, assure the client that you can make any changes they see fit.
Not great with design? Let us build a site for you! We offer professional design services.
4. Focus on benefits, not features
The majority of small business owners are not tech-savvy, so avoid technical jargon. They are less concerned about technical features and are more concerned about how a website will benefit their business. So instead of talking about features, focus on the results they can expect. Explain how you will build them a website that shows up in Google and attracts more visitors, ultimately leading to more customers for their business. Show them how a mobile friendly site not only looks better, but will result in more phone calls and visits from customers using smartphones. And assure them that you will be available anytime to help them make updates and grow their business.
5. Close the Sale
This seems obvious, but you will be surprised how many sales are lost by people simply not asking for the sale (or not following up). If you presented a design demo to a potential client, don’t be scared to get them to take the next step by asking for a down payment towards the setup fee as you complete the rest of the site. Or if they love your design, get the setup fee paid in full right there on the spot. If a business needs more time to think it over, be sure to follow up. Being persistent and consistently finding new leads is the key to success. Never assume a business is not interested. Often small business owners are busy managing the day-to-day operations of a business and need to be reminded about what you offer. They will appreciate your efforts following up and will result in more sales.
So what are you waiting for? Go out there and get your first web site sold today!