We are frequently faced with many competitors when selling design services to our prospects. Overcoming non-price objectives in this area can be simplified when you take control of the process.

The file How to Choose a Web Design Company is typical of the trade journal diatribe your prospects likely encounter, but experience has taught me that by aggressively attacking the design issue, you will never need to lose this sales skirmish. Here’s a few simple tips:

1. During the discovery process, be sure to get a list of sites the prospect likes
2. Ask them “Do you want your site to look like that site?”
3. Stress that we are the usability experts. We want them to have an idea of color, content and feel, but make sure they let us design it to be user friendly.

I often take prospects to these examples:

Amazon 2000 | Amazon today

Look how much the site is unchanged in 8 years! Why? Amazon wins every user award every year because people know where to find what they want to find. Too much confusion on the home page is not a good thing . . . it tends to make the user turn away. People make a decision on your web page in less than 3 seconds! In order to attract people to use your site, they need a clear concept of what you do, and they need it in the center of the page near the top.

Remember, we want to get the client focusing on page elements not on page layout.

Good Selling!