I meet potential clients on a regular basis. The first meeting can often determine if you win or lose a job. So, what can you do to convince a client that you are right for the job?
Over the years, I have found that most clients don’t want a sales pitch, they want reassurance. They want to know if you can be trusted to help them solve their problem. The most common questions that they are likely to ask include:
1. Can you deliver what we want, on time and within the budget?
Can you explain a simple, logical process for delivering the website to the client? Can you explain how problems can be avoided or resolved?
2. Will the site work?
How will you reassure the client that the site will operate as they expect? Can you do this without resorting to complicated technical explanations?
3. Will the site look good?
Do you have previous site samples you can show the client? Can you articulate how you will work with the client to achieve a design that they and their users will like?
4. Will the site be easy to maintain?
How often will the site be maintained and by whom? If the client is going to maintain the site, have you allowed for client training and a “settling in” period? If you will be maintaining the site, do you have a maintenance process and a contract or transparent cost structure?
5. Who will look after the site in the long term?
Will you be around in 12 months, 2 years or 3 years? Do you have a backup in case you are hit by a bus?
If you are able to answer all of these questions calmly and confidently, you will be well on the way to a reassured client!