Hate sales? Join the club. Unless you’re the douchey used car salesmen type, chances are this is a topic you’re either not 100% comfortable in or just don’t enjoy. I totally understand but reality is, it’s super important to feel comfortable with how to sell because unless you have someone doing your sales, YOU have to sell.

Luckily, you don’t have to be a sleazy salesman type and it’s not something that has to be forced or dreaded. I’ve taken a very different approach to sales over the past decade and have sold hundreds of thousands of dollars in web design services and products without dreading it and without coming across like a total douche. I’ve put the most important lessons I’ve learned in selling websites into my top 10 tips.

In This Episode

00:00 – Introduction
07:18 – 1) You gotta sell you
09:15 – 2) Sell the experience
11:27 – 3) Match & Mirror
15:07 – 4) Identify keyword or phrase
18:45 – 5) Walk in their shoes
23:29 – 6) Constructive Criticism
25:22 – 7) Share results
27:11 – 8) Give them a plan
30:13 – 9) Be yourself
31:06 – 10) Show you care
34:12 – Recap

Couple important notes:

  • These are things that can be done in person, via video conference, by phone and in a lot of ways through email.
  • Even if you’re an introvert or don’t have a big charismatic personality, you can apply each one of these.
  • These tips can apply to any area of product or service you’re selling.
  • From website redesigns to website builds from scratch to maintenance plans and SEO, etc.

Links mentioned:

Episode #034 Full Transcription

Josh 0:17
What’s up, everybody? Welcome to Episode 34. And in this one we’re going to talk about not sure if you could hear my little desk drumroll their sales. Yes, we are going to talk about my top 10 web design sales tips. And I’m intentionally doing this episode before the next episode comes out next week, which is Episode 35. Because that one is about how to get web design clients. But it’s interesting because the majority of people always ask that question first. How do I get clients? I get asked that question all the time. I see it almost daily. In my Divi web designers Facebook group, and I see it in all other sorts of online places for web designers. The question is always How do I get clients?

Josh 1:05
Well, I think about that is getting clients is actually not the first step, you actually need to know how to sell and you need to be able to convert leads into clients. So I was very intentional about talking about my experienced and recommended sales tips before that episode comes out next week. Now, a while back, actually, let’s see, it’s been a couple year over a couple years ago now, I released my first free ebook, which is still on my site, you can download it and it was on my top six web design sales tips. I made a video out of that as well that I released a while back about a year ago. And I thought about kind of republishing that. But I looked at it, I was like you know what, first off, I wanted to do a revamped version. I mean, all those tips are still applicable. But I wanted to do kind of a more in depth version. And I wanted to give you some additional tips because I found these to be super, super useful. When it comes to feeling comfortable with sales before you actually start to get web design clients or start to get more clients. So that is available. I’ll link that below. But I just wanted to make that known that this is something that’s different. This is kind of a version two of all that.

Josh 2:16
Now one of the big things I want to point out here is that if you hate sales, that’s okay, join the club, I am not a I mean, I sell a lot. And I’ve sold hundreds of 1000s of dollars worth of web design services and products over the past decade. But I still don’t even consider myself a salesman. I feel like unless you’re that douchey used car salesman type person, you’re probably not going to enjoy sales, or maybe you’re just not going to feel that 100% comfortable with it. And that’s okay. It’s something that you don’t have to necessarily think you enjoy. But I will say sales does not have to be feared or dreaded, you can actually really enjoy sales and part of sales and marketing and everything that we’re going to talk about here. But what I’ve learned is that this is not a topic that you have to shy away from or not enjoy, you can actually really enjoy it. And all these tips that I’m going to give you, I know are going to help you actually you know, enjoy getting clients and enjoy selling because again, before you get a client, you have to sell your product or service to that client.

Josh 3:22
And the really cool thing is, you don’t have to be that sleazy salesman. Every tip that we cover here is going to help you and not becoming that sleazy like over the top salesman type personality. Again, I’ve I’ve learned a lot over the decade of experience with with selling literally hundreds of 1000s of dollars. Because at this point, still every dollar I’ve made as I’ve sold, I’ve sold every service, every product every course. And then on the client side, everything I’ve done in my web design business, I’ve today still sold every dollar and it’s something that I have learned just does not have to be feared or dreaded, or Yeah, excuse me feared and dreaded. It’s really something that I’m going to show you how to kind of rethink and change your mentality of sales.

Josh 4:08
Now before we dive into this, there’s a few things really important things I want to know. First things first, these are things that can be done in a variety of different scenarios. Right now, of course when the pandemic so we’re not going to do anything in person yet. But once things get back to normal, every single one of these strategies and methods you can do in person and side note, doing things in person is one of the best ways to get higher conversions. If you ever get a chance to meet with a potential client is always going to go better than doing a phone call, or some different form of communication. But these tips will also work through those other forms as well. So whether it’s a video conference call, whether it’s a phone call, or you can actually apply these things in your messaging and communication through email and stuff like that. So lots of different ways you can utilize this stuff and person is always great, but again, we can’t do that right now is a bit limited. But once things get back to normal You can absolutely do these things in person. And we’ll talk about that. We’ll talk about some things you can do in person. And along with these other forums as well.

Josh 5:08
One thing I wanted to mention too, if you’re not an introvert, that is okay, you don’t have to be that big charismatic personality type in order to sell something you can be yourself and being an introvert is totally fine. I actually is, I mean, I feel like I’m pretty charismatic and extroverted. Now, however, I wasn’t always like that, I’ve really had to work on my communication and my personality and self improvement. In order to get to this point, although, when I started my business, even though I wasn’t where I am, now, I still sold a lot and still did really well. And I was a little more introverted, and that’s totally fine. You can be an introvert and be you know, a little more laid back or, or not be, you know, a big social extrovert kind of person and still sell that is totally fine, I’m going to kind of walk you through how to balance that as well, moving forward. So I just wanted to make sure you knew that I know a lot of web designers are introverts, sales is probably not something you’re super excited about, or you dread, but it’s okay, you can be yourself. And I can show you a lot of things to help out with that.

Josh 6:12
And then finally, with that note, if you dread sales, and if you absolutely just don’t want to do sales, then I will tell you, you have to have somebody in your business or part with some partner with somebody who does the sales. And I talked about this in my web design business course. But when you start your own business, no matter what business it is, you are in every position, you’re wearing all the hats, which means that you’re doing in the case of web design, you’re doing the design, project management, onboarding, offboarding development, you know, customer service, but you’re also doing the marketing and the sales. So if you want to start your own business, and you want to stay a solopreneur, you have to sell, you have to be comfortable with sales, which is why I really wanted to get this out to you. So but but the thing is, I don’t want that to be daunting. And I don’t want you to dread that I want you to understand that you know what sales is not that bad about myself, and I take all these tips than sales can actually be kind of cool. And I’ll tell you what’s really cool about sales is sales equals projects, projects equals clients, clients equals money in the bank, and it all stems back from sales.

1) You Gotta Sell You

Josh 7:18
So with all that said, and without further ado, let’s get into my top 10 web design sales tips. Starting with number one, you got to sell you hear is the big phrase that I want you I’ve talked about this a lot in previous episodes, I want to reiterate it here. And I really want this to be the foundation that you think about as we move forward through these other points. People want to work with someone they know, like and trust. And that all boils down it goes back to you selling you, especially in web design, or not selling just a quick one off service or product we’re selling. We’re going to talk about this next, but we’re selling an experience. And we’re selling somebody actually working with us. So just remember, and your client needs to know this too, when you work with somebody. And as a web design capacity, you are starting relationship that is going to span years, sometimes decades, I have clients that I’ve worked with, back in 2010, when I got my start, so like I started relationship then and it’s still going on. So naturally somebody is going to work with somebody they enjoy working with.

Josh 8:29
So you got to sell you and this is going to translate to a variety of different areas. And I will say to this, I was intentional about starting with this point. Because all the other tips are going to kind of go on top of this, it really all boils down to you selling you. So keep that in mind. You’re not just selling a product or service you’re selling you because they’re going to be working with you. The other thing I want to mention too with this is if you do have a team or if you’re an agency, listen to this, then you can be also rephrased to your team or your agency or maybe your pre your process or something like that. So if it is a group of you, then you just means you guys as a business. So keep that in mind, you got to sell you before moving forward.

2) Sell the Experience

Josh 9:15
And as I just mentioned, number two is that you’re again, not just selling a product or service, you’re actually selling an experience. Yes, a web design from start to finish, if done correctly, is absolutely an experience. It’s one that most clients are going to dread or have often had bad experiences in which you’ll find all the time where somebody’s like I had a terrible experience before. So you got to sell that experience. And one thing I recommend you do when you’re talking with leads, whether it’s in person, or on a call or in a video chat or something is that you want to make it very clear that you’re not just selling a beautiful sight but you’re actually selling their experience throughout the whole process. So you got to let them know that You know, I’m going to be with you guys throughout the entire process, we’re going to walk you through each step, you want to really set them at ease, and make them feel comfortable before they move forward.

Josh 10:09
Because one thing that’s really important to note that I found, in my experience, is that a lot of clients were like terrified with getting started. And there’s probably a couple different reasons for that me. Number one, sometimes of the process process isn’t very clear, they just have no idea what to expect. Again, maybe they had a bad experience previously. And then a lot of times in web design, they’re investing a big amount of money. Like, if you’re charging $3,000, for a website, when’s the last time you paid three grand for a web for something, it’s, you know, very rarely are we spending 1000s of dollars.

Josh 10:44
So keep that in mind. You not only want to sell the the final product and the deliverables of the website, but you want to sell the experience and make sure that they know that they’re going to have a good time that’s going to be professional, and you’re going to guide them, and you’re going to be there every step of the way, selling that experience will go a long way. And some people who are more wire like me, are going to care more about an experience than the actual cost. Or even potentially, the final result they want to like who they work with, they want to trust them, they want to know that they’re there for them, you know, from start to finish point A to point B. So number two, sell the experience. And you can basically what I just said, you can basically rephrase that, in your own words, when you’re talking to your clients to make sure they know that.

3) Match & Mirror

Josh 11:27
Number three, the next couple are things that are really practical that I really enjoy. And I’m excited to kind of let you in on these are kind of secret type of sales tips. Number three is to match in mirror. And what I mean by that is you want to match and mirror and potentially mimic and in some ways, the personality type of the person you’re talking with. Now, the big thing here is that you don’t want to become somebody you’re not. So I’m not saying that you need to become fake, or you become somebody that you just aren’t to just be like the person you’re talking to. But what you can do is you can adjust your tone, your energy, in some ways your personality, to be more like who you’re talking with, because often people like to work with people who are similar to them.

Josh 12:13
Now, again, this needs to be done in reason. And I encourage you not to be someone you’re not. But practically what this looks like is if I’m meeting with somebody who has really high energy, and it’s really gung ho, and it’s talking fast, and it’s just pumped up, then I might adjust my personality to be just a little more pumped up a little more energetic and kind of match them on that level, they may not want to work with somebody who’s super low key and is really slow, because they’re not the same energy. Now, with that said, I’m kind of a mid range type of person, like, I’m not super energetic, not super pumped up, let’s go go go. But I’m also not like really laid back or really slow, I’m a maybe I lean more towards that end of the spectrum. But I’m kind of in the middle. And what you can do in this scenario is again, just match and mirror that personality type.

Josh 13:05
Now, on the opposite side of that, if you’re working with somebody who is a little more slow, a little more reserved, maybe a little more cautious or analytical, then you can just kind of match your tone, your voice, your presence, the way you know how fast you’re talking to that person. So I’ve had situations in the past where I’ve had those super high energy, you know, gung ho, they’ve been reading Success Magazine or something. And they’re entrepreneurs or startups, and they’re just super pumped, they’re going quick. But I’ve also had a lot of people who are on the different spectrum, on the opposite side of things where they’re like, you know, I, I think I need a website, I just know, it’s not very good. I’m just not sure what to do. And, you know, I’m just leery about, you know, what, I just don’t know what to do next. And in that case, you might take it down a notch and just say, I totally understand it can be kind of overwhelming, break it down. Very simple. Just say like, you know, here’s what we can start, we can start with a new website design.

Josh 14:02
And then we can move forward with some other things that we can help to, to help you build on the web presence and represent you better and those kind of things just by changing the tone of your voice and your mannerisms and your energy, it can really, really do wonders with the conversions, the sales of talking with a lead, but more importantly, you’re kind of, again, matching and mirroring that personality type without changing yourself completely. So just keep that in mind. You can adjust your tone, your presence and your energy depending on who you’re talking to. And that is called matching and mirroring. Which I find to be fascinating. And I’ve done that I did that unintentionally. For years until I heard that term. And I realized it I was like oh, holy crap. I was absolutely doing that and those meanings. So that’s one that I would encourage you to try out some of these tips. I meant to say this in the beginning, but I want to challenge you to actually try these tips. In your next meeting. You don’t have to try all of them but try at least one. Do something where ideally a few of these but By the, you know, try these out to see what an impact it makes. This is one that you can definitely utilize. And it’s really cool. It’s kind of fun to.

4) Identify Keyword or Phrase

Josh 15:07
Now, in addition to this number four, it’s kind of similar, but it takes it takes it to the next level, which is to identify a keyword or phrase. And what I mean by that is, when you’re meeting with somebody, you want to listen out for a term, a phrase or a key word that you can bring back at the end of the conversation. And what I mean by this is, let’s say you’re talking with a potential lead, or a lien potential client, and they’re throwing out terms like, they feel like their site is dated, and they want it to be, you know, modern and fresh and relevant, stuff like that, where those are amazing terms to keep in the back of your mind. And to bring those up later. And I’ll talk about the process of a meeting here. But you can do this practically, you can keep it in the back of your mind, like in your head, you can just save it toward to later. Or you can actually write it down. I’ve done this a number of times where we’re talking with a client, and we’re in person often just write down, they look like I’m just taking notes about their website, but I’m actually writing down keywords and phrases to use later. And then it’s really easy if you’re on a video call or something like that, because you can just jot it down. But if you’re in person, you can do that. And bring it around later.

Josh 16:19
Now, here’s how you bring it around later. And I talked about this in detail in my web design business course, I have a whole lesson on sales that goes really in depth on this. And I’ll just give you guys the basics. I’ll give you a little freebie here. The basics are for what I found to be successful in a sales meeting, whether a call or in person meeting is it’s kind of three phases. The first phase, is you want to listen, you do not want to be the one speaking a lot in the beginning, you want to listen, you want to ask really good thoughtful questions. And you want to get your potential client to voice their frustrations, their challenges and what they like and don’t like about their current site or where they’re at. And then you can use all that information as keywords and phrases to bring it up later. And you can also use that as like what you the problems that you want to solve moving forward.

Josh 17:08
Phase two is to kind of give them and we’ll talk about this a little bit, some, some constructive criticism, some other things that they could do to help their website. And then finally, you want to come up with kind of a plan. And this is where you bring in those keywords. So again, going back to that example of the client said they just feel like they have a dated site, they’re looking for something that’s a little more like fresh. And when I say relevant, then at the end of the conversation, you can say, Okay, I get it, I have a good understanding, I think of what you guys are looking to do and what the challenges are ending and say my goal is to build a new site for you guys, that does not feel dated, but it really just, you know, brings your your site to 2020 in this case, and it feels relevant, and it’s gonna have a nice, modern, fresh look, then they’re gonna be like, Oh my gosh, yeah, like a fresh, modern look. Yeah, absolutely. They’re gonna think that you just came up with that, when in fact, all you did was listen to them talk about what your challenge is. And then you use that as a kind of a sales piece at the end. So that’s a great way to go at something practical that you can do. Again, I go into that in a lot more detail on my business course.

Josh 18:16
But just a little freebie, there are four Yep, three phases of a sales call, listen, get the problems out, offer some good advice, and then come up with a plan at the end, and really sell them on, you know, the ideas or the keywords and the phrases that they’re literally putting in your mouth, you just kind of put it at the end, and they’re gonna think you’re just a genius, because they’re like, Oh my gosh, this guy or this gal is like reading me perfectly. So there you go. That’s probably that’s one of my favorite ones of this whole list. Number four, identify a keyword or phrase and use it at the end.

5) Walk in Their Shoes

Josh 18:45
Now, number five, now we’re gonna get into some practical things with the clients themselves. Number five is that you need to put yourself in their shoes. Is there ever a time that you tried to get a web design quote, If that is the case, I really want to encourage you to remember that. It’s not always the case. But like now, and I think this is where a lot of quote unquote web experts, why don’t always trust their trainings for this kind of thing is because they’re so far removed from these early days of the client relationship stuff. Like I’ve been selling sites and growing my business for a decade now. So it’s been a long time. But I vividly vividly remember, excuse me, the first couple sales meetings I had. And I remember really trying to put myself in their shoes. And we’ll talk about a couple practical ways to do that.

Josh 19:37
But I want to encourage you to do the same, especially when you get to the point where I’m at where you’ve done it for years. And it can be really easy to talk over people’s heads and make them feel like they’re stupid. You don’t want to do that. You want to put yourself in their shoes. And I remember the first time I had a buddy who did web design, and when I was in a band, I asked About how much it would cost to design our site, I was thinking like maybe 250, something like that. And he mentioned that was probably going to be like a $5,000 project, I was like, Oh my gosh, I’d, I thought that was ridiculous. Because I didn’t understand I was asking about maybe 5-10-15 pages. But I was also talking about functionality like a calendar, media, galleries, videos, BIOS integrations with, you know, these other platforms and stuff. And I didn’t think I didn’t, I just didn’t understand. And so you need to think about that in your sales piece, you need to be understanding, and you need to really be a guide for your potential clients. Now, let me give you a couple practical ways to put yourself in their shoes.

Josh 20:38
Number one, in this point, number five is that you need to put yourself or excuse me, you need to talk at their level, when you’re, you know, putting yourself in their shoes. So there’s a lot of cases where you’ll talk with potentially tech savvy clients, which are awesome. There’s some clients who you know, are going to be really tech savvy, they can talk image formats, they can talk about WordPress, and themes, and, and SEO and stuff like that. And then there’s also going to be people who don’t even know barely how to turn their computer on. So you’re going to need to explain things in a much more simple way. Like if you’re talking to your average auto mechanic, for example, they’re not web designers, they probably they probably know what a domain name and a website is, but they don’t know about SSL security or SEO strategies and things like that. So you need to break it down and talk at their level, whatever that may be. And you can usually read this pretty quickly. And it doesn’t take a rocket scientist to figure out, Okay, this person’s not going to know what HTML and CSS is. So I shouldn’t even bring up those terms.

Josh 21:37
I was actually once when I, when I actually discovered Divi was sub contracting for a company and they invited me on their sales call. And I remember the designer was talking with his people about flash and all this technical stuff. And they had no idea what he was talking about. And he spent like 15 minutes on flash, and it didn’t even matter. Like the Yeah, their current site was flat, but they know that was a problem. So it was a good lesson learned, I kind of listen to that and realize like, okay, yeah, I would never, you know, don’t talk about that if you don’t need to, or they don’t understand talk at their level.

Josh 22:09
And then the other aspect of this is to just be empathetic. And you can do this in a lot of different ways. Just putting yourself in their shoes and thinking about how you would feel being on the other side of the table, that’s kind of the big thing. And I will say to you, you need to be empathetic towards whatever experiences they’ve had in web design, because some have probably had some good ones, but majority of them have probably had bad experiences, I, I couldn’t count the amount of times that somebody has said, Yeah, I just had a terrible experience with this web design agency, or I was working with a freelancer who just disappeared, or they were, you know, impossible to get ahold of. And you can listen to that, and be empathetic to that. And you can actually utilize that to your advantage.

Josh 22:52
Now, I recommend not bashing other agencies or other designers, but you can just reaffirm to them that no, I totally understand. You know, for us, we’re not an agency. So you’re not going to get treated like a number, but you know, we’re professional, I’m not gonna, you know, I’m not going to be that designer that disappears on you. So you can reaffirm that and actually just being empathetic and listening to them. That’s actually kind of a keyword and phrase in itself. So you can bring that around full circle. And it’ll really go a long way for you. So that’s number five, make sure you just put yourself in their shoes. And now let’s get into some actual practical things, kind of with the phases that I talked about throughout the meeting.

6) Constructive Criticism

Josh 23:29
And number six is to share constructive criticism. Now I have this underlined because there’s a really important word there. And that is constructive. You don’t want to bash your potential clients current website, chances are they know it’s not great. So you can point out some things that maybe aren’t great, and that you would change. And I would recommend that you actually give them some free strategies and advice on things you might do differently. But don’t just say like, their site is the worst thing in the world, don’t make them feel stupid or feel like you know, they’re, there’s no hope you really want to give them hope. And you want to make sure you don’t, you know, trash everything they have going because again, they probably know it’s not great. So they don’t need that to be drilled into them again.

Josh 24:14
So be really careful on that and just give them constructive criticism. One thing you can do, practically, is I do this all the time in meetings and stuff is I will give them some free advice and expertise on things, whether it be cosmetic or structural. For example, like if they have a menu and there’s no button with a call to action, one simple thing you could do is say Well, look, you know, if you’re trying to get more people to get a quote, let’s put a button in your menu that’s very clear that says get a quote that will really help with conversions. And they might be like, Oh, that’s a great idea or thought about that. Or maybe their design just doesn’t have good color management or hierarchy. Or maybe it’s confusing as far as what people should do when they go to the site, give them some free constructive criticism.

Josh 24:58
Give them some ideas that will get them sited. And that will really set you up for the next few steps here. So offer some constructive criticism. And again, don’t bash their current design or or even their current developer agency, don’t Don’t be that person who’s just trying to destroy your competition. So you could get one leg up, that’s not, that’s not the person you want to be. And that’s not the way to go. So constructive criticism, it’ll go a long way.

7) Share Results

Josh 25:22
Which leads us into number seven, which is to share results. And one of the best practical things you can do as far as results go, our before and afters, before and afters will go such a long way. Very easy to do. Now, if you’re brand new, then you know, the next episode and Episode 35. Here, we’re going to talk about how to start getting clients. We’ll talk about more strategies in that one as far as if you’re just getting started out. But you do want to at least have a few portfolio items. Ideally, in this stage, like if you’re going to share results.

Josh 25:57
They don’t have to be live sites per se, it could just be work you’ve done, but in any case, is showing results is a big point and cosmetic things that you do for before and afters are huge. Once you get a few clients, you’re set, this is going to be easy peasy. Because you can just show them like here’s their first design. And then here’s the design after. And once you find out their problems and their challenges, and you start offering some constructive criticism, here’s where you can come in and say, Okay, well, here’s what I’d recommend doing. And here’s an example. This is something we did on one of our other sites. And this worked out really well I’ve done that with clients, I generally do that every meeting, and it always goes over so well. They’re like, Oh, wow, that looks great. And then they see, not only are you thinking about their business, but you’re actually competent.

Josh 26:42
And you really know what you’re you’re doing. And it’s really cool, a lot of great ways you can do, you know, could do that. And then one thing I would recommend as well, is to have some sort of social proof. Now you don’t need to like go to your testimonials page and read all that. But as long as they just see that your clients are actually really enjoying their experience with you. And just, you know, kind of having that in the screen or whatever. So they could see that while you’re showing before and afters, that’s a great way to go. Just as a little aside, so show some results, number seven.

8) Give Them a Plan

Josh 27:11
And then finally, number eight here in this little section is to actually give them ideas, and then more importantly, a plan and a vision moving forward. So you don’t want to just leave it there, what you want to do is in the sales meeting with kind of a call to action and a plan for them. So along with the constructive criticism and the results, you can really kind of take that to the next level by sharing ideas that kind of merge into a plan. So what I mean by that is you could say, at the end of a meeting, it’s like, okay, yeah, you know, so moving forward, and this is where you would bring in those keywords or phrases, you could say, you know, we’re going to give you a fresh monitor website, that’s, you know, built for the long haul with a solid, solid foundation. And then depending on the scope of the project, or what their needs are, this is where you could give them I mean, you could almost plan out and write out Well, I was gonna say you could kind of voice your proposal, you could say like, you know, right now we want to do a redesign, we’ll add some additional pages. And maybe we’ll do services pages for your main services to help with SEO and help you with content.

Josh 28:16
And you can kind of prepare them for the plan moving forward. So they know what to expect, you don’t necessarily have to give them a price right now, I generally never talk about a price in the sales meeting. I always save that for the proposal. But give them a plan and a vision moving forward for how that’s going to help them like give them a vision as far as like once we do this, then we could you could do some other phases or do some other steps. And this will help you grow your web design presence. And that’s another important point right there. If you feel like somebody is overwhelmed, or if you feel like somebody is just like maybe having trouble just figuring out what you’re saying with all this information at once. One thing that I do with big success is to break things out in phases.

Josh 28:59
So generally, I will say like, okay, phase one, you know, once we get all this ready, or redesign the site, we’ll add those few pages like we talked about. And then phase two, once that’s live a few months later, then we can add a blog, we could add some additional services pages, and we can help you out with content and go to that next phase. So that’s an approach to you can share your ideas. More importantly, though, you want to give them a plan and kind of an action, a call to action. And really give them some vision as far as what’s next. Because you need to be the guide here. They are the hero, but you are the guide. You need to guide them with why your services are valuable, why they should work with you, and then what the plan is moving forward. And the cool thing is, I found that most plans between all my projects are about the same like it really, whether it’s a small site, a big site or e commerce or whatever, most of them have that same action plan where it’s either redesigning or building from the ground up, and then moving forward with additional phases for more content, additional functionality and stuff like that.

9) Be Yourself

Josh 30:01
And so that those are really how that’s going to the main areas, which will help in the meeting itself. Now, the last couple here are a little more based around the personality things in the mentor the mentality of things. And number nine is to be you. This is really, really important. This goes back to the whole matching and mirroring personality type, because I love that. But again, you don’t want to stray away from who you are, people are going to know whether you’re being fake, or whether you’re not being real, I mean, this you want to be real, and you want to be genuine, I found this to be huge, because I’m not gonna pretend like I’m something that I’m not, I may be a little more energetic, depending on who I’m talking to, I may tone it down, talk a little slower, which I know probably a lot of you would like if I did. But in any case, I’m going to be me, and I want to encourage you to the same and people will respect you for that. So be you with all these things we’re going over, just make sure you stay who you are, it will go a long way. Nobody wants to work with somebody who’s who is fake. It’s I mean sales one on one, it’s just it’s a personality thing, one on one, but really, really important when it comes to sales.

10) Show You Care. Then Actually Care.

Josh 31:06
And then finally, this is potentially the most important thing here. And this is something I’m really passionate about this in particular, because this will help you avoid imposter syndrome. And I’ll share why. But you need to show that you care. This is number 10. And you need to actually care, you need to give a crap about your work and give a crap about your clients. The reason I say that this will help with imposter syndrome is that particularly in web design, we are getting into an industry that is very robust. There’s a lot to learn. I mean, this is why I have all my courses, you could go through all my courses in a week and feel very, very confident.

Josh 31:46
But it is a big industry. It is a very big industry and you can feel like an imposter because maybe you’re not an expert and stuff. Yeah, maybe you’re really good at design, but you don’t know jack crap about SEO. Or maybe vice versa. Maybe you’re good with content, SEO, but you can’t you have no eye for design. Number one, that’s why I have my courses. But that can lead to imposter syndrome. But here’s the thing, if you actually care, and if you really do truly care about your work and your clients, your clients are going to see that. And then that is going to Trump the expertise stuff. I mean, people want to work with people who are competent. But I’ll tell you this, and I found this to be super true. It goes back to the quote I’ve said on this podcast numerous times, people don’t care how much you know, until they know how much you care. Let me say that one more time, because it’s super important in sales. People don’t care how much you know, until they know how much you care.

Josh 32:40
So if you’re, if you’re just starting out and you’re feeling like an imposter, because you’re not an expert, that is okay. Again, I sold dozens of websites before I was at any expert status, I’d still I don’t even consider myself an expert today. But I sure do care about my work. And that has really been like the core of how I’ve sold websites over the past decade is I care. And I would stack my level of care and client communication up against any Freelancer any agency in Columbus, Ohio. And I made that very clear to clients. If there was things I didn’t know, I was very clear about what I didn’t know. And I’d let them know that I’d research it and make sure we figure it out or partner with somebody who can handle that. But I would let them know that I care. And then for those who have been burned by other agencies or freelancers, I let them know that client communication is going to be unmatched with me and I will keep them posted every step of the way. I would follow up quickly, I would not let a message go, you know, 24 hours, well being at least replied to things like that really, really separated me from other people who were quite frankly, way better at design.

Josh 33:47
But the fact was I cared more. And again, that will trump the expertise and the competence side of things, those are important. But almost nothing is more important than the you actually caring about your client. And that’s honestly the biggest sales piece right there. If you really care, somebody is going to sense that. And that’s what you need to push them over the edge to start getting clients, which we’re going to talk about in the next episode.

Josh 34:12
So let’s recap these really quick. Number One was that you have to sell you not just product or service, but you because you’re starting a relationship that could last a very long time. Number two is with that idea in mind, you’re actually selling an experience, make sure your clients know it’s going to be an awesome experience and you’re preparing them for that experience. Number three is one of my favorite things of matching and mirroring a personality, maybe amping your energy up or taking a back step depending on where you’re at in the personality charismatic spectrum. Number four is to and I would still probably my favorite thing here is to identify a key word or a phrase, get them you know, listen to their problems, and then use that as a solution for the end of the meeting. And they’re gonna be like, oh genius. You’re a genius. And he was like, Yeah, no, no, but yeah, use that keyword or phrase for kind of a sales piece number five is to put yourself in their shoes, talk at their level, be empathetic to where they are, it’s gonna go a long way.

Josh 35:04
Number six, share constructive criticism, share ideas, give them some free advice, expertise, which also leads into number seven is to share results before and afters. Also really get them fired up. And then finally, their number eight, share some idea, some really advanced ideas and give them an actual plan, a call to action and the vision moving forward. And then finally, number nine, number 10. Number nine is to be you just be real, be genuine, do not be fake, be who you are, and be be fine with that. And then finally, again, show you care. People do not care about how much you know until they know you care. sounds cheesy, but by golly, it’s true.

Josh 35:42
So there you go, guys, there are my top 10 web design sales tips. I hope you’ve enjoyed this. Again, I want to encourage you to actually put these into place as soon as you can. You don’t have to do all 10 of them. But just do one try the keyword thing or the phrase thing or the match and mirror or a few. I will have these listed out in the show notes for this episode. So if you want to have these in writing to refer back to just go to Josh Hall co slash 03. What is it? 34? Yeah, 034. And these will be available for you who knows maybe I’ll do a revised Ebook with these, these tips or maybe a new video soon too. But either way, these will be available for you. So you can reference back to you can take it and make it your own. real excited to hear how these help you out. Let me know if these helped you. I would love to hear if these actually helped your sales. So you can just drop me a comment on the show notes for this episode.

Josh 36:34
And then if you have any sales tips of your own, that you’d like to share, do the same thing. Leave a comment on the show notes for this episode. I would love to hear those and we can share those with the community be awesome. And yeah, really looking forward to seeing how these help you out. Again, this was kind of a precursor to the next episode that’s coming out next week, Episode 35, which is going to be about getting clients, which is why I wanted to talk about this first. So this is the foundation, then we can talk about getting those clients so awesome, guys, well, I hope you enjoyed this, Hey, leave a review would really mean a lot to me, I really don’t have that many reviews and I’m dying to get some more on iTunes in particular, if you’d be willing to leave a review for this episode or the podcast in general to see how it’s helping you. It’ll really help a lot of other people as well, because everybody reads those reviews.

Josh 37:19
So with all that said, guys, hope you enjoyed these tips and I’ll see you next week when we talk about getting clients. Keep me posted and I’ll see you on the next episode.


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