As a professional web designer I often encountered clients’ arguments on why my proposal is affordable or not. Well, they did not use these exact words. Let’s say that they used the words “not cheap enough” and “perhaps expensive”. This mainly occurred in the country where my main business is conducted. This country is Greece. That is why I expanded outside of Greece also.
Of course quite a few times the client indeed “bought” my experience and know-how on how to design a web strategy (plus the site itself) and after small clarifications on the cost he bought the proposal.
Lucky or not, I always managed to be one of the final two selections.
But there were times that the client said that “the price is too high, man”, or “I have a friend who has a friend, whose sister designs…, etc”.
Perhaps you may have heard the above phrase more than once.
Well, after being in the market quite some years I concluded to this: I always present the real value that this site will bring, turn it to money-maker and wisely present it as an investment. I learned my profession so well in order to be able to say to the client “who is this guy/girl/company that offers so little (or the same) money for this project. Bring him to the table. Tell me why indeed you are balancing between him and me. If he counter argues and he proves to be right then I will make your site for FREE”.
Astonished most of the times, the client (motivated by not paying for the project most of the times), he called for a meeting with me and the other competitor. Check this out. Not, the other cheap selection but the other selection.
This led to an extraordinary result. I elevated myself to the client’s eyes about being able to present valid arguments in front of another competitor. And this was the beginning of a new sales tactic. I believe that something like this needs guts. I “learned” how to have them.
Of course, I have one principle. I never lie. If someone else indeed proposed something interest, I said so. I also suggested how the client could benefit by adopting a similar to mine solution.
What was the catch for the client? No catch. BUT, the client recognized me as a consultant not another designer trying to sell him a service (even well structured and well documented) BUT consulting and truth.
And this is what concerns all those who put the hand in the pocket.
So, what is the difference between cheap and expensive? No difference. The issue is how much do you care about your prospective client’s money and investment. This, most of the times, makes the difference between business failure and success.
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