Active sales or when the client does not know what he wants

Lately I have become lazy and fat. In both literally and figuratively. I frankly do sales broke. Apparently, it somehow improves the positioning in the market and encourage potential customers to contact me for services. Another reason that more of them, and I ran into a small reklamku advordse, I do not see.

In the process of communicating with a potential client is always a problem of a fuzzy understanding of the client - and that he needed. An inexperienced manager usually says, let's do what you want. And if the client does not know what he wants? .

For example, the most common motive for creating the site - it is. ' and to make it '. And when a person says that he needs a web site that was at once clear that funded this work is flawed in principle. It's like buying gifts to relatives before the New Year. I mean, you have to please everyone, and did not seem to complete huetu buy, but money to spend too much do not want to. So you go to a crappy red cube and dial the Chinese junk that looks nice, but really lopsided and probably immediately after the presentation will move to the far shelf in the closet.

There is another side. For example, site promotion book, not because customers are looking for, but to be in a position in a search engine. Sometimes I sign such a treaty chaotic, and then show the client: Well here's position, and here's the schedule of traffic from the search. And then we look at the traffic of calls already, and the client feels like an ass, and then we are already working in the other direction - toward sales.

Just accept as fact -. It is your client does not know what he wants!. Well it happened. Maybe you're a moral monster that you have a very illiterate clients. Maybe the environment in your city is not very much, and the erosion of the brain begins at school age. I do not know. But all of your customers will tell you bullshit and put stupid problem.

In fact any client which is generally thought of what he need a website or promotion of the site, you can come to only one. He needs clients. Direct or through PR. And all. simple as possible.

Would you like the site? . But contrary to habrodrocheram I believe that megaopizdohuitelnaya cap on the two screens do not fucking sell. Anyway beauty - a relative term. In my practice had clients for whom it was a nice close up the whole screen flashing incomprehensible garbage. But the sale - this concept is an absolute. But to identify a design that customers fill up at once - is almost impossible. It's a long way to the iterative. And not only in design where it.

Do you want to promote? . Just call needed tomorrow, the edge of a month. And when you provide a top -10 ' windows moscow ' young site, made ​​in the studio nouneym Joomla on a curve - it's a big question.

This long introduction was necessary to understand the client 's website and promotion is not really a dominant role, as a subordinate. T. e. leader in your relationship you need to be.

Abstracting from the subject sale site, I wrote long ago, that basically there are two types of sales agents - the ones that is forced the client, and those under him lies. It is often assumed that this particular agent's personal psychology and what the agent, and must work. But in fact, is not so. More precisely not the case. ' Top ' or ' bottom ' position depends weakly on the psychology of the client and agent, and much more from someone who is less versed in the problem. Make sure prodazhnika conversation with a client, and you 'll realize that eventually turns out to be a leader who understands the subject better.

Site and SEO - 99% of cases it is better you understand. This feature of the market. Perhaps as. Perhaps, over time, customers will be more knowledgeable. Maybe you do not have to explain 50 years of top managers, like me recently, who is billing the operator SMS. But so far everything is as it is. You are on top - they are below. And you will keep the dance. In the end, you 're not going to teach them how to develop their business.

Hence the scheme of communication. My favorite - this is. ' fan features '. In many reviews it seems dull. But I still like it. I am planting in front of the client and hour and a half telling him what he has opportunities. Less for you - I have some suppose to sell to the client. But know how the same thing you are - it is not clear.

The fan is actually made up of one variant. Kouchery call this scheme a sandwich, sandwiches, etc. n. As for me - a fan of beautiful sounds. Veer - a rather large number of variants of a single bright feather. I have not talked to, anyway, we 'll come back and go back to what I need. Lead -hour conversation here does not make sense. Moreover, what is really important only refrain.

The site can be so, but then it costs so much and so. The site can be such a problem here may be the timing. A web site can be so. It is most often bought. In addition, the timing just six weeks. And the price - 30- 40tysyach. But we can still consider that option. And you want - and do do Come on, go to the Bitrix Site. Then it is not me.

Bad option, and no good. Choosing not really from what. Four return and fixation at the end: ' To sum up - do so and so. Tomorrow I will send you a copy of the contract '. And all.

What happened? . Why not? . Ambitions of the client can be large and not always about money. Often, the client simply can not handle what he wants. If I make such a product, then eventually the client will be offended that I gave it a poor tool. And it 's not a bad. He made ​​crude and based on the development, the customer has promised, but failed to. And not be able to. As a result, I have a bad. And why should I? . Why feed the oyster restaurant visitor, if he usually eats at McDonalds? .

Of course, mistakes are. Sometimes I give in to persuasion. Sometimes a client first creates a frantic dvizhuhi at the start, showing a willingness to cooperate. But over the years fewer and fewer mistakes. And when my colleagues make claims in a weak design or functionality, it is claimed by a fast food. And the oysters are being overlooked. Yeah, okay. I'm not mad.

I intentionally did not touch upon the theme search client, which can put pressure on the. It is not very important though is better if you recommend instead you seek admission. It's easier just to take a proper position. Otherwise, you will have to be tested for. ' and here you who do '.

I also omit many details that are important in the negotiations. Just because there is no single recipe. Instead, I try to play a number of possible cases.

Bob. Director of a small firm. The site he wants because he has all the colleagues. At the same time Bob believes that this will significantly increase its sales with the help of a magic move, but how it's done - he does not know. But it has 30tysyach rubles, which he is willing to invest in the site. At a meeting with Vasya have to show him what are the sites in its niche, as you end up with a call and how to measure (eg, a separate phone). But Vasya need to sell the site template. Bob does not appreciate the beauty, and money from him so there is no. And do one more beautiful picture in the network - or you do not need no Vasya. But Bob will evaluate the price, speed of assembly on the template and your advice. If you do not screw up, then Bob will sign a contract and move on to the ridiculous low but constant amount. And when the first product to sell on a call from the network, and that's when the real work will begin with Vasya. If you hold down Vasya for two years - he will order a new site has a 70-80 thousand.

Peter. Top-manager of a large firm. The site is needed because. The reasons can be many - the decision of the Board of Directors or the owner to the banal ' and why we do not have the site '. And, probably, the site is, but an old and forgotten in a terrible state. And no one has access to it. In reality, the site does not need Pete. In Petit's doing great with sales. He was nowhere to fasten the Internet. So we sell Pete a site- mart. With the cap on the two screens and draw pictures of products. Just because. One hundred percent, that Peter would be pleased. He did not sell from this site, but will receive a tremendous aesthetic pleasure with an error entering the domain of corporate cards. And the need to sell the high prices. The more expensive the better. Regardless of the actual cost. Because the price of the goods to determine the value of the acquisition of Petit. The site for the 30,000, he will not appreciate, and the same for the 150 - to. because. And not the other way.

Kohl. Ipeshnik. Kohl sells the Chinese by shit. And the task of Colin - sell shit as much as possible. Kohl to shit on the design and the money he is not so much a little much sorry. But Nick is not stupid, he knows how to count money. And if Cole show the conversion, it will be happy to invest a reasonable amount to your site. Displaying Kohl conversion site Vasey. Kohl calculates benefits. Here is another example. Make installments for six months. And she went to work. We Sell Kole site that will sell your personal opinion of his shit. Beauty is not important at all Kohl. He will be there with your hands, if you give him a customer. So we do not sell Cole site. We sell it for future clients. And doing all that we believe it necessary to do. Beauty on the site, Colin will come when Nick razzhireet and wants to have just a beauty, not just sales. And on it, this beauty will spend it, as in all that he spends part of the pleasure - generously.

Masha. Director of a small firm of public services. Girls - always an interesting guest. Women are perfectly able to count money. Women entrepreneurs are usually also greedy, hiding it under the guise of ' prove that it is necessary ', but really there is banal women's greed. With all this love to a pretty woman. And when you try to separate the money to find a compromise between the future and the corruption of a pretty - the brain explodes. Many freelancers do not like women customers. But women love them. Because of greed. Every first client of mine, a woman before I ordered a poster from a freelancer for the 5- 10 thousand. rubles. And each of the first was displeased with the result, although the result is actually a pretty. Women are not better to sell the site. They need to sell hope. They need to sell style. They have to sell yourself. To be sure, pressed his knowledge, sometimes flirting, lower the bar for contact - a woman should always be short-circuited. Sold to him - to force a woman to leave and not to interfere. Somewhere at the level of the cerebellum of all women registered, that a man may be better. Proved that you are a man, has already proved that you can better. Not proven, then you'll die in the design approvals.

I used to be dying, too. And now I just know how to be better for you. do know. So you - my client. That's the whole secret. Good luck with sales.