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Winning web design clients without competing on technology

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Win more jobs and increase the scope of those jobs by focusing on business outcomes rather than technology. As web designers we know that Joomla! is the best, most secure, easiest to use CMS available. Unfortunately, the popularity of Wordpress often wins out over what is best for the client. In this session, learn ways to overcome client objections, become an integral part of your client's business and engage them as fans of Joomla!

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Winning web design clients without competing on technology

  1. 1. WINNING WEB DESIGN CLIENTS W I T H O U T C O M P E T I N G O N T E C H N O L O G Y
  2. 2. About Me – Sharon Dibb • Building websites with Joomla! since 2007 • 358th Joomla! Website went live on Friday • Had a design business, got burnt out, sold it, took a job for a couple of years, got made redundant, now I’m back as a freelancer • Google Adwords Certified across all 5 specialisations • Joomla! Certified Administrator
  3. 3. WINNING WEB DESIGN CLIENTS W I T H O U T C O M P E T I N G O N T E C H N O L O G Y
  4. 4. TWO STAGES OF WINNING BUSINESS •Lead Generation •Conversion
  5. 5. THE FIRST 5 YEARS WAS HARD – FEAST OR FAMINE
  6. 6. TYPICAL SCENARIO • A Prospect calls asking for website services • I ask what they need – a little info about their business and what kind of features and functionality they are thinking about • I demo what we can do (mock up a few wireframes and maybe a Joomla! site) • I deep dive into the different functionality they need on their project and show them how it can be done • I send a dodgy one page proposal from WHMCS • I start the follow up process
  7. 7. THE TECHNOLOGY DEBATE 1 I’ve never heard of Joomla! 3 The other guy I’m getting a quote off says I need WP for SEO 5 Can I edit the site myself? 7 How is the site backed up? 2 Is it as good as Wordpress? 4 Is open source any good 6 Where is the site hosted? 8 Are you sure you can’t build the site in Wordpress?
  8. 8. One day, I started noticing a pattern
  9. 9. WHAT AM I ACTUALLY DOING FOR MY CLIENTS? • Was I just designing web pages and loading content? • Was it programming and open source and PHP this and .NET that? • Or am I doing something much bigger for people?
  10. 10. WHAT DOES THE CLIENT REALLY WANT? I always assumed when a customer called for a new website, their problem was that they want a new website.
  11. 11. WHY DO I THINK LIKE THAT? HBDI - Hermann Brain Dominance Index
  12. 12. Businesses are looking to solve sales, marketing, logistics, customer service or public relations problems. WHAT DOES THE CLIENT REALLY WANT?
  13. 13. NEW SCENARIO • A Prospect calls asking for website services • I ask what they need – I listen…REALLY listen • They say “We need to be able to update the content on our website” • I ask “What kind of content do you plan on updating?” • They say “Our products change quarterly. We also want to blog.” • I ask “Why do your products change quarterly? And who is responsible for blogging?” • They say “That is when our catalog gets updated. We haven’t thought about who will blog, we just know we need one.”
  14. 14. NEW SCENARIO • I ask “Is it necessary for anyone to be aware of your catalog being updated, or do you just need the content changed? And besides knowing you need a blog, what is the problem that needs solving?” • They say “Yes! We’d love our customers to get an email for a promotion each time our catalog is updated. We’d like to attract more customers through our blog – you know, let people know what we’re up to.”
  15. 15. THE POWER OF A CONVERSATION We’ve created a compelling solution for: • A dynamic website project • Content management training • Ghost writer with SEO strategy for blog content • Email marketing (ACYMailing) with hosting solution • Custom content development • May even need to freshen up and re-launch their brand • Traffic generation - PPC campaigns – Google Adwords and/or Facebook, Social You’ve gone from an order taker to a valuable business partner in a single conversation.
  16. 16. STOP TAKING THEIR STATED NEEDS AS ABSOLUTE
  17. 17. NO ONE ELSE TALKS LIKE THIS – EVERYONE SELLS ON TECHNOLOGY
  18. 18. THE CHALLENGE See how long you can go without talking about technology
  19. 19. One To Many Digital Sharon@onetomany.digital 0419 648 479 Questions? More Information? Looking to partner?

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