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How Best to Handle that Question That All Freelance Web Designers Struggle with During Client Meetings - How Much?
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How Best to Handle that Question That All Freelance Web Designers Struggle with During Client Meetings - How Much?

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Freelance SEO Consultant, Web Designer and Internet Marketer.

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Video Transcription

Hey guys, John here for another edition of Freelancing Friday.

Today I'm going to be talking about that dreaded question that we all hear as freelance web designers, and that is “How much?”.

Now I had an interesting discussion with someone just recently – it was actually a prospect that was enquiring about an e-commerce store, and we were about 2 or 3 questions into discussing the project when she began asking me, “How much?”, “How much will this cost?”, “How much roughly do you think this will cost?”.

I've spoken about this in the past and this is undoubtedly one of the most commonly asked questions, apart from “How long will it take?”, and that is “How much?”. There's always a fixation on price when it comes to the majority of clients that I've worked with.

So I'm going to run through a few tips, that I want to share with you in this video when a client throws it in your face and asks, “How much?”

Firstly – and here's a tip – apply that same question within a different market, or within a different industry. In particular, you wouldn't walk into a travel agency, and say, “How much for a holiday?”. You wouldn't walk into a car yard, where they're selling hundreds of different types of vehicles and say “How much for a car?”. You wouldn't ask a builder, “How much does a house cost?”

Has no idea what they want. Asks for a quote anyway.



Now this is something that more freelancers should do, they should start applying questions that they receive from clients that somehow believe that web design is different from any other profession, and start applying those questions within your own web design business.

As you can see, the three examples that I've just given, say, buying cars, or booking a holiday, or speaking to a builder about having a house built – they're just ridiculous questions and you just wouldn't ask them.

Now they're ridiculous questions because they don't make sense. Of course, the person you're asking would have a bunch of questions to ask you in response, in order to be able to give you a sensible answer – and the same thing should apply when you're speaking with clients.

If they're asking, “How much?”, within the first two to three minutes of the first meeting, then it's essential that you start asking questions in response to be able to give any sort of sensible or logical answer. The basic message is that you should be gathering as much information from the client as possible, in order to provide them with a quote that is accurate.

Now I want to give you a few more tips before I wrap this video up.

Don't quote on the spot

This is a big mistake that I made, and I've spoken about this in previous videos. When I first got started, I would find myself feeling somewhat pressured into providing a quote, or an answer, or at least being able to give the client some sort of response during the first meeting. So avoid quoting on the spot, you'll never get it right, and if you underquote, you'll be kicking yourself.

Be firm

Don't ever change your pricing structure or the way infact you run your business, to satisfy a client. If you have a client that's pressuring you into doing something that you don't normally do within your business, don't agree to it. Be firm and stick to your business systems.

Educate the client

There's a fine line between trying to educate the client and dealing with morons that just want to waste your time. When you sit with a client, you need to explain to them as best you can, the process, how it works, and why it's important that they give you as much information as possible so that you can provide them with a quote that is accurate.

Help the client understand the process

It's an investment, not an expense

Try shifting the focus away, firstly from cost, and put it forth as an 'investment', but rather than just talking about web design, and all of the technical stuff (menus and colours and so forth), talk about what the business owner is trying to achieve. Talk about goals and not web design. When you do this, and you start talking in a language that the business owner understands, you start talking about revenue....I mean, essentially, that's what the business owner wants – they don't want a website.

It comes back to that old saying where you go to the hardware store and you don't want to buy the drill, you just want the hole. So when you start talking in a language that the business owner can resonate with, you'll increase your chances of standing out above everyone else that's just talking about the technical “web design” stuff, and start talking about providing the business owner with tangible measurable results.

Okay, that's it for today's video, I hope you've enjoyed this one. If you have a question or a comment, please post it below. If you haven't yet already, please subscribe. If you've found this video useful, please share it with your friends, and if there's something in particular that you'd like to see me cover please get in touch or send me a question, and I'll shoot a video response for you just like this one.

Thanks so much for watching, take care.

Author
John Romaine
Freelance SEO Consultant, Web Designer and Internet Marketer.

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