If They Come, You Will Build It

I thought I would give some useful information to any up-and-coming web designers that might be having some trouble finding business and reeling it in.

When I first started my own website design company, I had high hopes of becoming one of the top design firms on the web. Even though I was fresh out of design school and fully educated, I simply did not have the experience to design quality functioning websites that also “looked the part”. I soon found many ways to cook ramen noodles.

I, as most beginning web designers, got caught up in trying to make a living off the internet. I was forever trying to optimize my site to get better rankings. I added my site to hundreds of web design directory’s only to have my rank stay non-existent. I spent hours upon hours trading links with little result. Soon I began to realize what I needed to do, or more accurately, what I needed to stop doing.

1. The first thing a beginning web designer should do is to stop trying to make a living off the internet, it won’t happen and you will most likely lose some weight. How then you ask? Get on the phone and call every local IT, ISP & small business start up company that’s in your area.

There are so many smaller IT companies that turn away business every day because they don’t know a good designer to send their clients to. The more they can do for their clients, the more their clients will rely on them. Call, get the owner on the phone and set up a quick meeting with him/her.

A good way to establish a working relationship is to design the IT or ISP’s website for free in exchange for sending you business. Ask if they have any extra office space you can rent or trade your services for. At one time I rented an office from a local ISP, whenever their clients needed web design I was right there to answer any questions and set up a meeting. The clients were practically sold on my services just because of who recommended me.

Make sure you’re around people that deal with people that need your services. Do good work, do it on time and take extra care of a client someone else recommended.

2. Once your meeting takes place, make sure you and your client are in front of a computer. Ask lots of questions about what they do. Open a note pad and take notes in front of them. Design the site navigation and an outline of the information you will need from them as they are telling you about their business. This saves a lot of precious time, or in this business… money.

Look up their competitors web sites. If they are a local business, chances are their competitors may not have the most attractive looking websites. Let them know you can do a better job, sell yourself and make sure you can back it up. Remember, a lousy website can actually hurt business. Be careful not to take on a project you can’t handle.

Once they are sold on you and what you can do for them, pick a price and stick with it. Don’t sell yourself short; all too many times people have every skill in their profession except the ability to sell. I have news for you, if you own a small web design firm you’re 40% designer and 60% salesman. Embrace it and it will come naturally.

One of the most important steps you will take during this meeting is to get a contract signed. I urge you not to do any business without one. What’s important to your client now may not be important to your client later. Protect yourself. Make sure you define the cost and the time. These two issues can cause migraines if you don’t lay it out clearly.

Ok, you have a contract signed and a new client… what now? Remember the outline of information we were talking about? Now is the time to print it out and go over it with the client. Make sure they are clear on what you need and when you need it. Remember, they are small business owners and probably don’t have time to sit down and write and gather everything you will need in a day or two. Ask them what kind of time they need to get all the information ready.

Stay in contact with your client either through email or telephone. I prefer both, I try to call the clients I’m working with once a week on top of a regular flow of emails. Clients can get caught up in their own day to day work and slack on giving you the information you need to complete their website. Consistent communication helps with this problem. If a client has taken an extremely long time and has yet to give you the information, don’t be afraid to let them know it’s a problem. Time is money in this business; stay organized and spend it wisely.