How to Win New Clients and Influence Work

Recession – there I said it, well I don’t claim to be a financial genius but I saw it all coming 6 months before things started going down hill – the reason for this was, at the time I was trying to buy a house (and thanks to the down turn we got a lovely one).

Anyway, thats kinda not the whole point of this. The point is, as a web design agency (Web Design in Great Yarmouth, Norfolk), we witness first hand the difficulties of finding new work. I guess before I get into it, it isn’t all doom and gloom as people keep going on about in the media, there is plenty of work out there, and not everybody is biting the dust this side of Christmas.

Attitude

It’s probably the most important thing you should consider. Your Attitude. When you go to meet your client a positive attitude is extremely important – especially if they are being hit by the economic turn around. Remember to use language like “well thats why we are here, to help you turn it around by driving you new business from your new website”. That way your using the recession as a sales aid, not a kick in the balls as everyone keeps suggesting. A massive example of this is the supermarkets. If anyone says they are hard up, they are lying. If you’ve got a pair of eyes, recently you should notice they use language like “price cruntch”, “penny sqeeze”, and release new budget lines of food which are just the same foods as before, at the same prices. They are using the recession to their advantage, and you should notice that their profits still increase.

If you do go in their with a mundane, boring attitude, or even too over the top that you seem arogant, you can forget winning that important contract.

Talk to them

Have you used the powerful technique of empathy? Maybe. If you haven’t then you should. People will relate to you, if you empathise with them. Ask them if they have had to see many web designers? If your the last one of the day, tell them that you wont keep them to long as they must be shattered (really the time it takes wont matter), but its empathy, and its a tool to use. Its not manipulation, its just pure an simple understanding.

Don’t be afriad to tell them that something they suggesting is wrong and why its wrong. But at the same time compliment them on a good idea. Do not say that you can do everything they ask. If they are savvy they won’t respect you. Remember your the expert, and if you say yes to something you cant do, or cannot be done in their budget, then say so. “Well we can do that, but how does it fit with your budget?”.

Local Business Groups & Events

Go and talk with people, I’ve joined several new business groups in my area just to network. Meeting new people is great. Its not to say everyone you meet will need your services, but it means that they may know someone in turn – and if they like you, they will recommend you. Being honest is key. If you’re a new business, say so, but also explain why your good at what you do – that way they can refer you with confidence.

Hope these couple of tips help!