You make websites, and if you also sell web design services, you're probably doing well. However, the problem is that being able to create good websites doesn't always mean you can sell your web design services - you're a designer, not a salesperson after all!
When you sell web design services for a living, your designs become more than an artistic endeavor, they suddenly become a product that you must market, create and deliver. It's a difficult transition for some designers, but it's one you must make if you want to survive as a freelancer.
Why is it so hard to sell web design services?
Selling anything online can be a challenge these days. With so many freelance web designers on the market, it's hard to stand out from the masses. The problem is that some designers made a lot of money a few years ago and suddenly everyone thinks they can quit their job and start freelancing. While there is an opportunity for most, with so many people trying to sell the same thing, the competition is overwhelming.
The facts are that the freelance web designer is having a tough time these days . Web design services are particularly challenging because, while an increasing number of businesses need websites, technology has made it easier for them to do it themselves. At the other end of the spectrum, those who want more customized solutions often opt to use in-house web designers, rather than outsourcing their solutions.
Even those few entrepreneurs who are comfortable with their ability to sell web design services may find the current market challenging, to say the least.
Can you afford a sales rep?
One way freelance and small agency designers sell web design services is by hiring a sales representative. This way, you can concentrate on creating websites that outshine the competition and delight customers. However, those sales reps don't come cheap. Expect to pay at least 40,000 Euros a year for a full-time sales rep. If those numbers are out of your budget, try these six tips.
Tips for selling web design services.
Selling anything is about building relationships. Focus on these six tips to improve the relationships you have with potential clients and sell more of your web design services.
1. Sell the usefulness of a website
A beautiful website is a work of art. Unfortunately, most businesses are not interested in buying art. They are looking for results in the form of return on their investment and increased customer satisfaction. Your website should solve their problems or meet their needs, and if it looks good, even better.
When selling your services to a potential client, resist the temptation to sell web design services strictly on aesthetics. Instead, point out how your product (yes, product) will help them achieve their business goals. Show your potential client how you can help them make more money. In the end, that's what they want to hear. Also, when it comes to appearance, your portfolio should speak for itself.
Here are some specific benefits that websites offer businesses:
- Trackable metrics
- Personalized image
- Targeted advertising
- Improved productivity
Feel free to point out these benefits and use numbers when possible. Common statistics, such as the number of people online, as well as the number of people using their phones to browse the Internet, can help you sell web design services.
It is also important to remember that a website can be a big investment for smaller businesses, so it is critical to explain what you will receive and especially mention wordpress web maintenance (in spanish: mantenimiento web wordpress). While most people are familiar with websites these days, and may even understand that they need them, many still don't have a proper expectation of their costs.
2. Be authentic
In an oversaturated market, it is vital to do things that make you and your services stand out. One of the easiest ways to do this is to be authentic. This means being willing to remain an individual even when it's tempting to appear bigger than you are.
When it comes time to sell web design services, do your best to appear human. Write in the first person, be honest about who you are and what you do. Make potential clients see you and your work.
Authenticity makes it easier for potential clients to connect with you and, as a result, build a relationship. These relationships will make it easier for you to sell web design services without even asking.
3. Teach your clients
Especially if you work with small businesses or market your services in a rural area, there will probably be a learning curve for your clients. Many business owners don't know what they can do with a well-designed website, but you do.
Show current and potential clients some of the things they can accomplish with a professionally created website, such as:
- Invoice payments
- Subscription options
- Content management
- Newsletter signups
These types of features are not always available in DIY options, and many business owners are uninformed about how they can help their business grow. In the end, it's not about what features you can add to the site, so don't just recite a list of options. It's about how well you understand your customer's needs and how you can use technology to help them.
Another way to teach your customers is to compare yourself to the competition. While many may avoid pointing out the competition, if you take the time to explain the differences to a potential customer, it often works in your favor, especially if you are better. Remember, in a code-dominated industry, competitive advantage often comes down to the relationship.
Consider educating your prospects about your own web development process. Be sure to provide specific details and steps to show how your own process works. Consider using a website planning tool to organize your presentations by including visual sitemaps that allow prospects to see a representation of your website ideas.
Even if you sell web design services Madrid (diseño web Madrid) most customers prefer to buy products. Therefore, one way to sell more services is to design them to look like products.
Creating products from your services requires some forethought. You will need to systematize your services and understand exactly how long it takes you to perform specific tasks. Pick a few services to focus on and sell them as packages. Automate as much as you can.
It may seem a bit impersonal, but in the end it's better for the customer. Making products as packages improves your efficiency, helps deliver a consistent product, and keeps you from taking on projects that are not in your best interest.
Products can be created based on a variety of needs. You can offer your web design services by industry or even by type of website. The important thing is that you avoid marketing yourself as the all-in-one website design solution. Choose a specialty in which you can excel and focus on that.
Below are some sample "products":
- E-commerce site
- Portfolio site
- Magazine site
- Real estate site
- Lawyer site
- Consulting site
Networking doesn't have to mean developing a killer elevator pitch. In fact, if you really want to sell web design services, you're probably better off relaxing a bit. Because companies are looking for web designers who understand their needs, you should first focus on getting to know them.
When looking for new clients, focus on your local community. Send emails to local businesses, introducing yourself and your services. Join local business organizations and volunteer some of your services, if you can afford it. These small steps will help build relationships with people who need your services and, if they don't buy it, they will likely know someone who does.
When it comes to finding ways to sell web design services that actually work, you'll want to stay away from traditional methods. Forget mass emails, cold calls or ads. To build relationships that lead to long-term clients, you'll need to get personal.