Selling the invisible.

Undoubtedly the hardest aspect of the selling web & interactive services is that you cannot simply hand the client an actual product, anytime, even after the project is complete. Graphic designers have it slightly easier in that they can hand a prospect their portfolio and the prospect can touch it, feel it, marvel at it the wonderful printing techniques, and I think you get the point.

So how do you convince someone to buy something from you when you cannot hand it to them? The same way the dentist convinces you that you need a tooth pulled. First, no one questions a dentist and his abilities, he is admired, trusted and to some people, down right scary. But even fear instills power. So do you start carrying a gun to meetings? No, but you can instill a fear of choosing the wrong firm (not yours) for the job.

Another reason the dentist does so well is because of his knowledge, his experience. Knowledge is power, excuse the pun. When a CEO, Marketing Director, or even a small business owner, goes to make a decision on developing a website, most of the time they will know next-to-nothing about everything in involved in producing one. It is your job to be the instructor, to be knowledgeable of every aspect from concepts to programming to beta testing. Our developers will tell you, I am anything but a programmer, but I have forced myself to learn the lingo, understand the concepts and methodologies of programming, so that I can inform my clients of the best practices.

So how do you effectively sell the invisible? Simple, make the invisible, visible, make it you. Your knowledge, your experience and some personality doesn’t hurt.