Top 10 ways for Web Designers to find new
clients.
By Tom Mulkern
Given the "dotcom" bust and the global recession of
the past 18 months it can be difficult for Independent Web Designers
to put food on the table these days. However, the business is
out there -- you just have to be a little more aggressive in finding
it. Based on our own experience and that of hundreds of Web Designers
who have used our Web Hosting services over the past five years,
here are ten of the best ways to find new clients for your web
design shop this year:
1. Contact Local ISP's. Most Internet Service Providers offer
a few MB of webspace or hosting accounts to their customers. However,
most don't offer website design services. Contact local ISP's
and offer a generous referral fee if they send business your way.
This tactic has worked very well for some of our Resellers. Note:
It's important to help the ISP's promote your service by providing
them with some marketing materials they can send out by email
and snail mail to their customers.
2. Local Networking. Time and time again, web developers have
cited this as one of their primary sources of new business. You
can't do business sitting on your behind in front of your computer
all day! You need to devote some time to getting out and meeting
local business people. This is most easily accomplished by joining
local business organizations such as the Chamber of Commerce and
the Rotary. If you keep active in these groups over time you will
establish yourself as the person to go to for any web-related
services. Always be sure to carry business cards, or better yet,
full-color postcards to handout with a screen-shot of your website
or web design portfolio.
See http://www.web-cards.com
for some great business and postcard ideas.
3. Online freelance sites. There are number of sites now, such
as http://elance.com
where you can find listings of web projects open for bid. It is
true that you will be competing with many bidders for these projects
but don't let that stop you these are businesses that are ready
to buy now. A good strategy is too bid as low as you can initially
in order to get your foot in the door with a given company. If
you do a good job and delivery it quick the company will naturally
go back to you for additional work.
4. Create a community business directory. This is a great strategy
that is often used but rarely done well by local web design firms.
By creating a community business directory you accomplish three
things. First, you now have a database of all the businesses in
your local area your primary target market! Secondly, you have
now created a legitimate reason to get in touch with them. And
finally, when you do contact them they will not perceive it as
a sales call; rather, they will thank you for providing such a
valuable service!
5. Ask for referrals. As soon as you land a client and sign the
contract, you should immediately ask them for 3 other businesses
they know of that may be in need of your services. Right when
you've made the sale is the best time to ask for referrals, don't
wait until the end of the project. Remember, you need to keep
filling up your sales pipeline with pending projects to keep the
cash coming in. When you call your client's referrals be sure
to mention the person that referred them and offer something additional
such as a small discount or free consultation for the referral.
6. Write articles and free reports. Writing short articles on
Internet Business and Web Development is a great way to get your
name out and generate new clients. You can submit articles to
your local print media, Chamber of Commerce, and business publications.
You can also syndicate this content online for online publications
and websites. One short article can go a long way in generating
new business.
7. Focus on a niche. By narrowing your focus it will be much easier
for you to find new web design clients. It's tough to be everything
to everybody. Look at your existing client base and think about
the industries your best clients come from. Pinpoint the best
two or three and then focus your effort to only those types of
businesses. It's easy to get leads for specific industries from
list brokers such as Info USA (http://infousa.com)
and others. You can then contact similar businesses and let them
know you specialize in creating websites just for their type of
business. Tell them about the specific tools you can install to
help their business increase profits, save money, and gain an
advantage over their competitors.
8. Smile and dial. Telemarketing can be a great way to find new
business clients when done properly. The best way to do it is
to start with a free offer that will help you qualify the lead.
For example, if you create a community directory, you can then
simply call the businesses in the directory and let them know
they are entitled to a free listing. This will give you an opportunity
to chat with them and see what their needs are. You can then email
or fax them a brief form asking for a description of their business
to post on the community website. Let them know when it's up and
then send them full details on your web development services.
From there it will be easy to set an appointment.
9. Send postcards. Direct mail using postcards can be a very effective
and cheap way to get the word out about your services. If you
use full color postcards you can even showcase screen-shots of
some of the sites you've designed. Always offer some type of free
offer on the postcard, such as a "FREE Website Analysis,"
"FREE Search Engine Readiness Review," etc. in order
the increase response.
10. Follow up. Follow up. Follow up. There is an old adage in
marketing that says it takes at least seven contacts before a
prospect will purchase. This is as true in selling web design
services as it is with anything else. No matter what marketing
tactics you use, remember that you must relentlessly follow up
with people that have expressed the need for your services. If
you keep in touch, a good percentage will eventually become clients.
There you have it, ten of the best ways to find new clients and
increase your Web Development business this year. But remember,
none of them will work unless you use them. So stop fiddling with
your computer and get marketing!
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