Small Business Resource Power Point Series Securing New Customers - for Web Designers
Finding New Customers Things have become tougher recently for Web Designers, with new customers more difficult to find. However, they’re still out there. You just have to find them, and persuade them that your design services are the best for them to use!
Networking One of the best ways of finding new customers is through business clubs such as your local Chamber of Commerce, Small Business or Rotary Clubs. Customers will be much more likely to come to you if they know you, and will recommend you to their colleagues and friends. Be sure to take your business cards to all social events!
Publicise Yourself Newspapers, business publications and business websites are always on the lookout for interesting reports or articles. Writing about your specialised areas of interest or even your job is a great way to get your name in print and become well known. If they know your name customers will seek you out!
Specialise Look at the work you have done so far. Select 4 or 5 of your best pieces of work, and analyse them. What do they have in common? What types of business are they for? Approach similar businesses, put yourself across as a specialist in their business area and demonstrate what you are capable of.
Recommendations Upon securing a contract with a customer ask them if they know of any other business which could benefit from your services, their suppliers perhaps, or customers. Offer a small discount or fee for each referral the customer provides, which results in a sale for you.
More Recommendations Another source of referrals are Internet Service Providers (ISP). Most ISP’s give web space to their customers but don’t give assistance with building the site. Again, offer commission for every referral resulting in a sale.
Bid for Work More sites are springing up now which hold lists of web projects waiting to be developed that are open to tender. If you are starting out, or in the process of establishing yourself then bid as low as you can to secure the contract. Once you become better known you’ll be able to charge more.
Business Directory A popular tactic used by Web Design firms is to create a local community business directory. This will enable you to contact businesses with the primary reason being to tell them about your great new freedirectory in which you would like to feature their business.
Contact Local Businesses Your call will not be seen as a sales pitch but as helpful local service. Subsequently you can take the opportunity to tell them about your web design service. The directory will also give you a ready made mailing list of local businesses!
Use Mailshots Direct mail can be a useful, effective marketing tool if it stands out from the crowd. Your mail should be colourful and eye-catching, it must shout ‘read me – I’m interesting!’ A good plan is to use postcards, in colour, displaying a sample of your work on the front.
Special Offers Use special offers, discounts and perks to make your service more attractive and exciting. Put time limits on your offers, as this will create a sense of urgency. Offer services like free website analysis where you can point out shortcomings and put forward your company to fix them.
Call and Call Again Keep following up your potential customers, don’t let them forget you’re there! Have a list of businesses you’ve contacted and a schedule of when to call them again. Don’t be put off because your calls are not returned, you’re doing the selling, and unfortunately this means you do the running around! Persevere, it’s worth it when you secure the contract.
In Conclusion It doesn’t matter how fantastic your web designs are if no-one knows about them - so get out there and market your company! Use: • Networking • Write Articles • Niche Markets • Customer Recommendations • ISP Recommendations • Tender for work • Local Business Directory • Direct Mail • Special Offers
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