Consultative selling is combining products and services to craft solutions that meet a customer’s needs. In the web development industry, this means doing more than simply building a website for your client; it’s providing the services needed to ensure that it succeeds.
One of the primary problems that web developers face is selling to customers who aren’t 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 don’t realize what it really costs to build and maintain an effective, professional site. When they’re quoted a price, they view it as a prohibitive expense.
In our many years’ experience working with website development companies, we’ve found a number of common traits that the most successful share. One such trait is that they’re specialists in one or several vertical markets.
Vertical marketing mean selecting a specific market and establishing your company within it. Selling to every type of business can work for some companies, but it’s often easier to grow rapidly by focusing on a single vertical for a number of reasons.