If you’re losing sales, here’s 3 mistakes you should make sure you avoid on the Web Design sales process moving forward. Because let’s face it: one thing is to create amazing designs, and another one is to know how to sell them properly. What you say on a call with a potential client, can position you as an expert or as an order taker.

Here are the top 3 mistakes I personally did, and I see Web Designers do:

Let’s take a look at why these mistakes can cause you to lose sales, as well as position you as one more freelance Web Designer in the crowd, instead of as an expert:

Personally, when I’m talking to any service provider, if they offer their services before hearing me, I decide not to work with them. That to me is a clear sign they are amateurs, and I prefer working with experts. See, amateurs prescribe, experts diagnose. When you go into a doctor’s office, do you hear the doctor say: "ok, yeah, you look pale, take this pill"? No, the doctor starts asking you questions. Why? They are experts, they’ve seen a lot of patients like you, they are gathering symptoms to diagnose what the problem is. That’s your job as an expert Web Designer too. Many Web Designers pitch their services way too fast, or after getting surface level answers to their questions. Many are focused on functionalities their potential clients are looking for (a contact form, a “cool website with animations”), instead of trying to understand what are the business problems and goals that triggered them to look for. Conclusion: don’t assume, diagnose.

This happens way too often. Specially after we drop the price, and the client says something like "oh, that’s more than what I was thinking of spending". We were doing a role play with a BONT Club member recently and this designer went into what I call "justification mode": "oh Mr. Client, but you should know that this service is really what you need because of x, y, and z". Granted, you know your services can help your client, and you know that your price is fair for the value you are providing. But none of that really matters. What matters is if the client knows these things or not. And the more you try to convince someone who is doubting, the more you will push them away. Conclusion: don’t convince the client, you can’t; ask the client questions to guide them to the right conclusions, and they will convince themselves. And beware: this is not about manipulating; for a good sale to work, it needs to be a win-win.

Most Web Designers don’t try to close the sale on the call, because they are not prepared to do so. So they send a proposal after the call. And then crickets… I hate to break it to you, but you are likely losing many sales like that. If you covered enough ground on the sales call and the client is the right fit for your services, it should be crystal clear that you’re a match made in heaven, so the only thing standing between both of you working together should be the price. In this scenario, there might be insecurities or doubts about taking the risk to invest in your services. This is a golden opportunity to again, ask questions to guide them in their thinking and give them the certainty they need to make the decision that you know will help their business. Conclusion: be prepared to close the sale on the call, or to schedule a follow up call in the next 24-48hs.

If you’re interested in having a free strategy call with me to clarify your current challenges and goals so you have a clearer north, simply fill out this quick form(1min). I’ll be contacting you as soon as I can if you’re a fit.

And if you’re ready to get unstuck in both making your Web Design freelance business a profitable one, as well as in taking your designs skills to an advanced level, make sure to apply to the Web Design Master Class via this form.

来自BONT的Adrian Somoza的邮件

如果你的销售额在下降，下面是3个你在进行网页设计销售时需要避免的错误。因为说实话，设计出色的作品是一回事，而知道如何正确地销售它们是另一回事。你在与潜在客户通话时所说的话，可以将你定位为专家，也可以将你定位为订单接收者。

以下是我个人犯过的三个主要错误，也是我经常看到网页设计师犯的错误：

让我们来看看为什么这些错误会导致你失去销售机会，并使你沦为芸芸众多的自由网页设计师之一，而不是专家：

个人而言，当我与任何服务提供者交谈时，如果他们在听我讲述之前就提供他们的服务，我会决定不与他们合作。对我来说，这明显是业余者的标志，我更愿意与专家合作。你看，业余者开方，专家诊断。当你走进医生的办公室，你会听到医生说：“好吧，你看起来很苍白，吃这种药丸吧”？不，医生开始问你问题。为什么？因为他们是专家，他们见过很多像你这样的患者，他们正在收集症状以诊断问题所在。这也是你作为专家网页设计师的职责。许多网页设计师推销他们的服务过于仓促，或者在获取到表面答案后立即推销。许多人专注于潜在客户所寻找的功能（如联系表单、带有动画的“酷炫网站”），而不是试图理解促使他们寻找这些功能的业务问题和目标。结论：不要假设，要诊断。

这种情况太常见了。尤其是在我们报出价格后，客户说“哦，这比我想象中要贵得多”时。我们最近与BONT俱乐部的一位成员进行角色扮演，这位设计师进入了我称之为的“辩解模式”： “哦，客户先生，但你应该知道这项服务确实是你需要的，因为x、y和z原因”。诚然，你知道你的服务可以帮助你的客户，你也知道你的价格对你提供的价值来说是公平的。但这些都不重要。重要的是客户是否知道这些东西。而且你越试图说服一个怀疑的人，你就越会把他们推得更远。结论：不要试图说服客户，你做不到；问客户问题，引导他们得出正确的结论，他们会自己说服自己。请注意：这不是在操纵；要实现一个良好的销售，它需要是双赢的。

大多数网页设计师不试图在通话中完成销售，因为他们没有准备好这样做。所以他们在通话后发送建议书。然后就没有音讯了… 我不得不告诉你，你可能在这种情况下失去了很多销售机会。如果你在销售通话中覆盖了足够的内容，并且客户非常适合你的服务，那么应该很清楚你们是天作之合，所以唯一阻碍你们合作的应该是价格。在这种情况下，可能会对投资你的服务有不安全感或疑虑。这是一个黄金机会，再次通过提问引导他们的思维，并给予他们做出对他们的业务有帮助的决策所需的确定性。结论：做好准备在通话中完成销售，或在接下来的24-48小时内安排跟进电话。