New to Board...
Hello everyone! I'm new to this board...I think it's one of the better ones out there. I hope I'm posting in the proper area...if not, sorry.
Anyone ever experience this situation?
You are being interviewed by a potential client and after they view the quality of your work, they start raising objections as to your "Rate Card"??? They say..."I can't afford your rates...I'll get my 14 year son to do it!"...and you say..."So your son is an expert at PHP/MySQL/DHTML/JS/CSS/Flash?"...and they just shake their head and never have a website.
There are several old axioms that come to my mind in those situations..."You get what you pay for"...and "You can't polish a Turd!"
Some people just arnt that anxious to get a web site, they will meet with you but unless they're getting it for shiP cheap then they wont do it. Kinda like a toy for the unprofessional business man how they play business.
I don't need people like that who question everything and anything possible under the sun to get the best rate. Sure I can lower the price to X amount but I wont go any lower than this amount (predefined before you go in or on the fly;)
Those type of people would just have a site online to say that they did - chances are for how much their willing to pay the sites turn around wont push out anything for money concerns.
Hey maybe their sun could do it, but if he could then he would already be doing it. ;)
BTW Welcome to the board :)
The bad thing in your situation is that you had to get to the point of wasting time in an interview with people who weren't worth your time! So if it got to that point and they say they'll have the 14 year old son do it, just say "Good luck," and cut your losses by going on to some worthwhile way to spend your time.
Of course, be polite and leave them with a good impression, and there's a good chance they'll call you back in two or three months after they realize their mistake.
I have certainly seen that situation before. When I had a small customer base it used to worry me immensely turning a potential customer away. But as your business builds up and you get a reputation you realise that you don't need the sort of customer who wants you to lower your rates - they invariably cause you more grief than profit anyway.
|Hey maybe their sun could do it, but if he could then he would already be doing it. |
Ha! Good point.
We had a client a while ago, a motorcycle magazine. I liked the people, and their magazine, so gave them a pretty good deal to get their business instead of taking the advice I gave above and cutting my losses. Then over the next year ended up in one of those relationships where you're their personal internet advisor. But it was cool, like I said I liked them.
Eventually they said they were having the nephew of one of the owners take over the site. So he put on this huge 1.8 meg flash intro, and... well, I don't want to pick on anybody's design skills and that's not the point. The point is because of the size of that intro and another new Flash element, they went over their transfer limit at their host... and couldn't figure out why the site didn't work so they called me. I figured it out, contacted the host, and got their limit increased. For free.
A few weeks ago they called me (not the Flash-wizard nephew) because they were having a sporadic problem with their shopping cart script. Finally I got smart, and said we could fix it, no problem... the job would cost $150. And I haven't heard from them since.
I always think of the Kenny Rogers song about knowing when to hold, to fold, to walk away and run.
Anybody that mentions things like relatives always make me chuckle.
I used to run a sales force and had loads of people that would use the "they got relatives in the industry" as the objection for not doing business with my salesperson. Yet when you asked the same saleperson to go sell to their relatives they always replied "they could never sell to family." So go figure that one.
This may sound like an egg sucking solution and apologies if it is but to be honest the objection they are raising is a false one. What they are really saying is that you haven't put forward a compelling enough reason for them to part with the money you are asking for and can't see the benefits in language they understand.
They don't see all of the skills you have as being that important in the scheme of things. Use lot's of reference stories, get some "disaster case studies" from the most common objections and the probable outcomes.
I understand how you feel about my prices
A lot of the many satisfied customers I have now felt exactly the same way as you do now
But what they found was that their relatives lacked the commercial awareness that we have built up over many years of operation and when the money started rolling in from the sites we built for them they realised what great value for money we offered.
Just some suggestions as to how to deal with it, but know when to fold, to walk and to run. You really don't need to prostitute yourself for money.
Thanks for the warm welcome ppl!!!
I did cut my losses on that particular potential client. I used to study the marketing techniques of "Zig Ziggler"...lol...that's one smart salesman!
I live in a economically distressed area...most businesses here could benefit from an internet presence, yet they don't want to spend ANY money...my local competition (if I COULD call them...'competition') are a joke.
I produced and directed the world's very first television/webcast "simulcast" of a bridge implosion here approximately 2 years ago...made the local newspapers as the Frontpage Story...'above the fold' and even that didn't increase my business. Decided to develop my own websites to prosper instead of outside clients.