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How To Get Great Clients 
Alignment First 
Expectations Second 
@WesChyrchel | WesChyrchel.com
Alignment: 
Alignment is a mutual understanding of what 
the outcome will be. It's defining success the 
same way. 
@WesCh...
Expectation: 
An assumption, a belief, prediction or hope. 
@WesChyrchel | WesChyrchel.com
Mis-Alignment 
Developer: I am building you a social network 
for a niche group of users. 
Client: We are going to build t...
How do we prevent mis-alignment 
and set expectations? 
@WesChyrchel | WesChyrchel.com
What we used to do: 
Website Questionnaire 
@WesChyrchel | WesChyrchel.com
Why Questionnaires Don’t Work 
● It’s like taking a test 
● Only one person answering questions, not 
all stakeholders 
● ...
So if we can’t use questionnaires, 
what the heck are we supposed to 
use Wes? 
@WesChyrchel | WesChyrchel.com
Conversation. 
As web developers, business owners and 
professionals. This step is often missed. This is 
not the pre-sale...
This is not Discovery 
Discovery is a long process of discussion to 
define a feature set, which results in a Design 
Docu...
It’s a Planning Meeting 
A Planning Meeting is an hour or two where 
you discuss the clients business and define 
their go...
Planning Meeting Requirements 
● It can be on the phone or in person 
● All team members from both sides present 
● Ask qu...
Tip #1: Conversation Points 
● Talk about the history of the business 
● Ask what their pain points are 
● What’s wrong wi...
Tip #2: Narrow The Goals 
5 things you want a visitor to do on a website: 
1. Call 
2. Click 
3. Read 
4. Buy 
5. Submit 
...
I thought you said we weren’t asking 
questions? 
@WesChyrchel | WesChyrchel.com
It’s a guided discussion in a loose 
format. We cover: 
● Acquisition - How you get your customers 
● Engagement - How to ...
How do we organize the answers in 
this Discussion? 
@WesChyrchel | WesChyrchel.com
We use a Mind Map 
@WesChyrchel | WesChyrchel.com
Why use a Mind Map 
● It’s easy to read 
● It creates a blueprint for the website 
● It’s instant, emailed after the call ...
Examples 
@WesChyrchel | WesChyrchel.com
Why do a Planning Meeting? 
● It establishes you as the leader 
● You get access to all stakeholders 
● You create a rappo...
Thank you! 
You can view all slides at 
slideshare.net/weschyrchel 
@WesChyrchel | WesChyrchel.com
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How To Get Great Clients - Alignment First - Expectations Second

Often you will hear, when talking about clients, is that you need to “set expectations,” but if the business approach, development process and overall values between you and the client aren’t aligned, the project will be a disaster. In this presentation I’ll be talking about some techniques on how to approach and discover this alignment. How to engage your client, really understand their business and make more money in the process. I guarantee, this will change how you do Web Development.

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How To Get Great Clients - Alignment First - Expectations Second

  1. 1. How To Get Great Clients Alignment First Expectations Second @WesChyrchel | WesChyrchel.com
  2. 2. Alignment: Alignment is a mutual understanding of what the outcome will be. It's defining success the same way. @WesChyrchel | WesChyrchel.com
  3. 3. Expectation: An assumption, a belief, prediction or hope. @WesChyrchel | WesChyrchel.com
  4. 4. Mis-Alignment Developer: I am building you a social network for a niche group of users. Client: We are going to build the next Facebook! @WesChyrchel | WesChyrchel.com
  5. 5. How do we prevent mis-alignment and set expectations? @WesChyrchel | WesChyrchel.com
  6. 6. What we used to do: Website Questionnaire @WesChyrchel | WesChyrchel.com
  7. 7. Why Questionnaires Don’t Work ● It’s like taking a test ● Only one person answering questions, not all stakeholders ● Typically get one word answers ● Not all questions work for all clients @WesChyrchel | WesChyrchel.com
  8. 8. So if we can’t use questionnaires, what the heck are we supposed to use Wes? @WesChyrchel | WesChyrchel.com
  9. 9. Conversation. As web developers, business owners and professionals. This step is often missed. This is not the pre-sale conversation, this is the after signed contract conversation. @WesChyrchel | WesChyrchel.com
  10. 10. This is not Discovery Discovery is a long process of discussion to define a feature set, which results in a Design Document or Spec. @WesChyrchel | WesChyrchel.com
  11. 11. It’s a Planning Meeting A Planning Meeting is an hour or two where you discuss the clients business and define their goals. @WesChyrchel | WesChyrchel.com
  12. 12. Planning Meeting Requirements ● It can be on the phone or in person ● All team members from both sides present ● Ask questions in discussion format ● There are no rules @WesChyrchel | WesChyrchel.com
  13. 13. Tip #1: Conversation Points ● Talk about the history of the business ● Ask what their pain points are ● What’s wrong with the current site? ● Before someone leaves the site, what do you want them to do? @WesChyrchel | WesChyrchel.com
  14. 14. Tip #2: Narrow The Goals 5 things you want a visitor to do on a website: 1. Call 2. Click 3. Read 4. Buy 5. Submit @WesChyrchel | WesChyrchel.com
  15. 15. I thought you said we weren’t asking questions? @WesChyrchel | WesChyrchel.com
  16. 16. It’s a guided discussion in a loose format. We cover: ● Acquisition - How you get your customers ● Engagement - How to keep them there ● Retention - How to get them to come back ● Benefits - Why you? ● Objections - Why not you? @WesChyrchel | WesChyrchel.com
  17. 17. How do we organize the answers in this Discussion? @WesChyrchel | WesChyrchel.com
  18. 18. We use a Mind Map @WesChyrchel | WesChyrchel.com
  19. 19. Why use a Mind Map ● It’s easy to read ● It creates a blueprint for the website ● It’s instant, emailed after the call ● It’s a solid deliverable @WesChyrchel | WesChyrchel.com
  20. 20. Examples @WesChyrchel | WesChyrchel.com
  21. 21. Why do a Planning Meeting? ● It establishes you as the leader ● You get access to all stakeholders ● You create a rapport with your client ● Missed information comes out ● Increased revenue opportunities ● The client feels they have been heard @WesChyrchel | WesChyrchel.com
  22. 22. Thank you! You can view all slides at slideshare.net/weschyrchel @WesChyrchel | WesChyrchel.com

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