RECENT DESIGN ACTIVITY

Convincing Potential Clients why they should choose you!

You may have been a numerous times in a situation where you ALMOST got selected for the project but something happened in the process and the client dissapeared.  Seldom did following up with the client produced any desired results.   What happened is yet to be discovered.

There are three areas in which convincing takes place.

1.  
   1. Approach
   2. Knowledge
   3. Portfolio

I usually follow these steps in the same order.  When I’m referring to APPROACH I’m not referring to “Las Vegas Casino style” Sales Approaches.  I’m talking about a direct sales approach without any gimmicks.  Some designers, and you will find a few of those on the internet, use “Las Vegas Style” sales to convince a client to go with them, they hype up terms such as EXPERT,  10 YEARS OF SOLID EXPERIENCE,  THE BEST…and so forth,  the only clients they pick up with these kind of schemes are one timers.  So when you are selling yourself put yourself above that crowd and be specific as to what you can and able to do.   The usual written sales approaches start like this..” Hi, im such and such, and I have 10 years of experience, I worked here and there, did this and that, and I am very excited about taking on your project.”  It’s the same old resume garbage which tells only 10% of the whole story.   I suggest you focust on the solution that you can provide for the client. That, in a way, shows your expertise in the subject matter rather than an empty hype up.  A client comes to you with a problem, and usually it is his personal problem, at least learn to view it that way.  You have to sit down with him and provide a solution to his problem, and that is where the next step comes in.  

Knowledge - It is when a designer instructs a client about what should and must be done.  For example, there are so many clients out there looking to design FLASH websites.  Instead of saying, “yes I can do this for you sir”.  Explain to the client why he/she shouldn’t go with it.  Say “There are better solutions and that is how we can do this project the better way”.  If the client is smart, he/she will listen to your expertise on this subject matter.  Sometimes my approach consists of only knowledge step. 

I had a client who wanted to apply a new template on his existing site.  After looking at the site, I applied for the job and explained to the client that it is not the template that his site needs, it needs to be moved to a portal platform, something dynamic, something that could save more money and editing headaches in the future…and I got the job.  Many potential clients, which you will meet in your life, don’t know what they’re talking about, so don’t be afraid to show them a more progressive, a more elevated solution than they thought of previously.

I remember a second client I had who wanted me to do a $100 project, but to apply for it he asked applicants to give him reasons why they deserve it, and to provide him a cover letter, along with design samples.  I sent him the link to the portfolio, and thats all.  He replied back, “Didn’t you read my directions?”   - “Yes” but why should I spend so much time putting together a list of your requests for a $100 project?  Maybe a college student might need to have cover letters ready, but not me.  It is only $100 and it should be treated as such. I believe my portfolio will speak 100 times louder than a nicely typed up cover letter.”  Then he went on “But I need a cover letter to consider you for future projects.”  for which I said “If the first $100 project goes well, why should that not be a cardinal point for future projects?”

The last convincing step is your portfolio.  Many of us today have online portfolios, which is fine.  Your portfolio will speak more about you than your resume and your cover letter combined.  That means, don’t apply for unrealistic jobs if your portfolio does not reflect what your tongue is ratting about.  Your portfolio can either put your “10 year experience” to shame or fame.  If you don’t have much content for the portfolio, make some up, because it is your ability to design is what your clients are after.  Make up some logos, brochures, examples of this and that, and present ‘em.  You will meet some clients whose primary goal is to see your portfolio first. So they may say “I need to look at your portfolio, then we will talk.”  In such cases I send a link and wait for the reply.

---

Did you enjoy this post? Why not leave a comment below and continue the conversation, or subscribe to my feed and get articles like this delivered automatically each day to your feed reader.

Bibikova.com Blog | Powered by WordPress | bibikova.com is a Bibikov and Associates Company