Consultative selling is combining products and services to craft solutions that meet a customerís needs. In the web development industry, this means doing more than simply building a website for your client; itís providing the services needed to ensure that it succeeds.
One of the primary problems that web developers face is selling to customers who arenít used to paying very much for their websites. In many cases, a company pays just a few dollars per month for hosting and rarely makes updates, so convincing them to pay more money can be a challenge.
They know they need an upgrade, but often donít realize what it really costs to build and maintain an effective, professional site. When theyíre quoted a price, they view it as a prohibitive expense.