Consultative SellingThursday, September 15, 2011
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.
You’re hired as an expert in your field; when someone buys a website from you, they’re buying this expertise as well. Most people don’t know what it takes to build and launch a successful website – that’s what they’re paying you for!
This is something that all website development companies should be doing, but all too often these companies neglect this aspect of the web development life cycle, which does their clients a disservice and misses opportunities for additional revenue.
Even if one of your clients’ sites has already been launched, you can call them up each month to see how they’re doing and ask if they need any additional services. At the very least your clients will feel reassured that you haven't forgotten about them.
So what services can you offer? This depends on your expertise and the needs of each client. You should assess the situation and, based on your experience in the field of website development, determine what the client requires to be successful.
There are many things you can offer, but here’s a short list to get you started:
- graphic design
- content creation
- email marketing
- social media
A good web development company is one that treats a client’s website not as and end to itself, but as a means to an end. What that end is depends on each individual client, and you’re not going to know unless you speak with your clients and find out.