As a web designer I want to learn from you how you market your service or product? Aside from doing seo or Advertising your website. What else do you do to get clients?
When you meet a person that you think he would be needing a website do you approach him, like "Hi, I'm John, I am a web designer and I do website. Maybe you want to have one".... what's your line in saying that?
Do you submit proposals/brochure to a company that you think it would be needing a website? or you just wait for the client to drop by in your office?
Your advice would be much appreciated. Thank You!
It sounds like you're asking about direct sales -- as in, person to person, face to face. Let's look at two methods: selling directly to whoever needs a website, and selling through a distributor that needs resources to work on websites. I won't go into too much detail, just note some helpful things I learned while selling web development.
The most important thing to remember is that no matter how good your product/service is, a customer won't buy it if they aren't looking to buy it. Only "sell them" on your services if they already indicated that they are looking for them. What has worked best for me is to just be around as many different people as possible, and when they ask what I do (and they always ask), tell them -- without jumping into a sales pitch. If they sound interested ("oh I was just looking to get my website redesigned"), then you start "selling them" by finding out what they want, talking about similar projects where you solved similar problems, etc. Sometimes I would get people contacting me now, even though I haven't been selling services in years, because at some point they met me somewhere and I told them about my web development company. Just make sure people know what you do, and wait for them to approach you or tell their friends when they're asked if they know anyone that does websites.
Selling through distributors
This is where you can take a more formal approach. Make a list of companies that develop the types of websites you want to work on, and make sure it's a pretty big list. Start contacting the companies on that list and asking them if they work with freelancers or subcontact out some of their projects. If so, find out who is the person you should show your work to, schedule a meeting, and show them your work. Again, don't try to push your way in if they aren't looking for subcontractors. Those companies that use subcontacts depend on them, and are always looking for new blood. Spend your time meeting with those companies that indicate they have an interest, and spend as little time as possible talking to those that have no interest (at least until you have spoken to every other company on your list at least once).
One final note -- regardless of whether you're selling direct or through a distributor, you'll need to show examples of your prior work. If you don't have any prior work to show, create a great website/blog for yourself, for a friend, for anyone. Just have something that you can show.
If you want to chat about it further, drop me a message and we can get on the phone to brainstorm and share experiences.
@Allan Grant That was a spectacular answer. I would add a few points:
Get out and meet new people
A lot of new business can come from genuine breakfasts, lunches and dinners. But the key is to make a connection with the people you meet. Sometimes we get caught up in what we need to say at the moment. But, I truly believe the most impactful sales people simply know when to shut up and listen.
More importantly, for new business developers, it might be hard to understand but these things really do take time. It takes time to build influence and meet people. The trick is to build your social graph over time so you have the most people thinking about you everyday. Then the business will come to you instead of the other way around.
Be a life-long learner
Like software development, business development is as much of an art as it is a science. Each takes discipline and devotion to the craft. So I definitely encourage you to be a life-long learner of the art of selling. You will get better as time progresses. I've found the best sales people are life-long learners and have a constant appreciation for everything they have yet to learn. Think about it.