Monthly Archives: October, 2015

Meetings 3 – Pace Yourself

Get yourself informed about the prospect and what he expects before you start the pitch. You can then deliver a much more measured delivery.


carsalesman1The ‘running off at the mouth’ that is often employed by web designers both at web design meetings and on their websites is meant to impress upon the audience how much they know.  All it does is impress the audience how disorganized (and sloppy and illiterate) they often are.

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Meetings 1 or Why You Were Invited

Less than ideally, and usually, the web developer meeting  takes place after you have submitted the website quotation. In other words, your prospect has shuffled a bunch of quotes from other web developers together and for reasons unknown, you have ended up on his little pile of web developers.

Why You Are There

The reasons could be a low price (ugh!) or, you hope, the professional web design service you offer. Or anything else. But, you need to go into this meeting with a good mental picture of what you quoted for and the amount you quoted for the website commission. Take any emails because for sure, he will have them. Look through the correspondence in relation to the quote. Have I missed something?

angrymanIn most cases it’s the price that got you there and not your fancy quote form so expect some horsetrading.

At the meeting, additional website functionality/pages will be brought up either by your prospect (to squeeze the quote) or yourself  (to increase the quote).

The Curve Ball

He has had the chance to look at several web design quotes and thought to himself – “Hmm, didn’t think of that!”, “Ooh, I want LOTS of those!’ or “That would be nice”.

He will try and get you to commit your price to this additional functionality, which may be significant – (“Oh, we thought we’d have a database driving those extra 20 pages”).

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