Re: Closing the Deal

We usually:

* Explain that the biggest holdup in a project is the materials
roundup

* Collect 50% in advance for anything under 5 digits

* Explain carefully that the clock does not start until we have
ALL materials and information

Not that any of this makes a huge difference, but it helps a
little...:)

D


----- Original Message -----
From: "Daniel Wedeking" <daniel(at)electronicsurfer.com>
To: "Budget Web Design, Teajai Kimsey"
<tkimsey(at)budgetwebsitedesign.com>
Cc: <hwg-business(at)hwg.org>
Sent: Sunday, April 08, 2001 2:05 PM
Subject: RE: Closing the Deal


If it wasn't for slow customers there wouldn't be customers. :)
To help get
the project started we usually make sure to get a deposit up front
(when
they have money invested it seems they want things done rapidly).
In your
sales presentations you can try to lock them down with a date they
will have
things to you. Seems that if you give them a deadline then there
is a better
chance they will get going, while if you say "Can you get that to
use in a
day or two" the ambiguity allows them to put things off.   We also
stress
that we need to know exactly when they will want to move on things
so we can
schedule properly. A simple one liner like "We have a lot going on
and we
want to make sure this project gets the highest attention. What
date are we
going to receive the <content, photos, ok, etc> so we can schedule
your
project accordingly?".  I do this even if we are in a slow period
as it
makes you seem in demand and gets them used to working with
deadlines.
Clients tend to be very similar to small kids. You have to give
them a
consistent system when working with you.

HTH


Daniel Wedeking
Electronic Surfer Website Maintenance Inc
http://www.electronicsurfer.com

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