Comments on: How to hook a client with the toehold strategy http://www.sitepoint.com/blogs/2005/06/15/how-to-hook-a-client-with-the-toehold-strategy/ News, opinion, and fresh thinking for web developers and designers. The official podcast of sitepoint.com. Tue, 02 Dec 2008 07:57:16 +0000 http://wordpress.org/?v=2.5 By: peach http://www.sitepoint.com/blogs/2005/06/15/how-to-hook-a-client-with-the-toehold-strategy/#comment-7115 peach Wed, 31 Dec 1969 19:00:00 +0000 136198939#comment-7115 <p>a 75K diagnostic :| What th hell were you Diagnosing over there.</p> <p>I like the idea of the toehold, I might approach a group of prospects with something similar to a Diagnostic. </p> <p>Thanx</p> a 75K diagnostic :| What th hell were you Diagnosing over there.

I like the idea of the toehold, I might approach a group of prospects with something similar to a Diagnostic.

Thanx

]]> By: cubanito http://www.sitepoint.com/blogs/2005/06/15/how-to-hook-a-client-with-the-toehold-strategy/#comment-7116 cubanito Wed, 31 Dec 1969 19:00:00 +0000 136198939#comment-7116 <p>I've used this strategy effectevly with Volvo. I keep them in a toe-holde by developing small but extremely useful solutions to their intranet portal. Works like a charm, they just keep coming for more!</p> I’ve used this strategy effectevly with Volvo. I keep them in a toe-holde by developing small but extremely useful solutions to their intranet portal. Works like a charm, they just keep coming for more!

]]> By: yaffer http://www.sitepoint.com/blogs/2005/06/15/how-to-hook-a-client-with-the-toehold-strategy/#comment-7117 yaffer Wed, 31 Dec 1969 19:00:00 +0000 136198939#comment-7117 <p>Do you lead with a "toehold" product, or do you begin with offering the product you really want to sell, then fall back to a smaller product once you're not able to close the target product?</p> Do you lead with a “toehold” product, or do you begin with offering the product you really want to sell, then fall back to a smaller product once you’re not able to close the target product?

]]> By: Dean C http://www.sitepoint.com/blogs/2005/06/15/how-to-hook-a-client-with-the-toehold-strategy/#comment-7118 Dean C Wed, 31 Dec 1969 19:00:00 +0000 136198939#comment-7118 <p>peach - IT consultancy companies earn a fortune when they get big. 75k is nothing :)</p> peach - IT consultancy companies earn a fortune when they get big. 75k is nothing :)

]]> By: ptpnewmedia http://www.sitepoint.com/blogs/2005/06/15/how-to-hook-a-client-with-the-toehold-strategy/#comment-7119 ptpnewmedia Wed, 31 Dec 1969 19:00:00 +0000 136198939#comment-7119 <p>I do this with some of my clients. For example, start them off with a small $3,000 to $4,000 project. Once we have developed a good relationship, it is easy to sell them another $8,000 to $10,000 worth of services. Now the initial small job has become very profitable.</p> I do this with some of my clients. For example, start them off with a small $3,000 to $4,000 project. Once we have developed a good relationship, it is easy to sell them another $8,000 to $10,000 worth of services. Now the initial small job has become very profitable.

]]> By: JMorrow http://www.sitepoint.com/blogs/2005/06/15/how-to-hook-a-client-with-the-toehold-strategy/#comment-7120 JMorrow Wed, 31 Dec 1969 19:00:00 +0000 136198939#comment-7120 <p>I make everyone who works with me go through this strategy. For example, this week I hired two project managers that have performed several "toehold" projects over the last six months. They've proven themselves over and over again. So, now they're in positions that will make somewhere in the range of $500,000 per year. I'm happy because I've got a proven, talented team, and they're happy because all of the hard work paid off. It works beautifully.</p> I make everyone who works with me go through this strategy. For example, this week I hired two project managers that have performed several “toehold” projects over the last six months. They’ve proven themselves over and over again. So, now they’re in positions that will make somewhere in the range of $500,000 per year. I’m happy because I’ve got a proven, talented team, and they’re happy because all of the hard work paid off. It works beautifully.

]]> By: Mark Harbottle http://www.sitepoint.com/blogs/2005/06/15/how-to-hook-a-client-with-the-toehold-strategy/#comment-7121 Mark Harbottle Wed, 31 Dec 1969 19:00:00 +0000 136198939#comment-7121 <p>It's best if you can offer something for free to begin with. As long as your offer has some value people will snap it up. E.g. I went to the Mind, Body and Spirit Expo on the weekend and they were offering a free one minute Chinese Massage. Once I sat down they had me, I ended up spending $40 for no more than 15 minutes. Not a very good deal really in the end, but everyone that sat down was sold! </p> It’s best if you can offer something for free to begin with. As long as your offer has some value people will snap it up. E.g. I went to the Mind, Body and Spirit Expo on the weekend and they were offering a free one minute Chinese Massage. Once I sat down they had me, I ended up spending $40 for no more than 15 minutes. Not a very good deal really in the end, but everyone that sat down was sold!

]]> By: DesignOweb.com http://www.sitepoint.com/blogs/2005/06/15/how-to-hook-a-client-with-the-toehold-strategy/#comment-7122 DesignOweb.com Wed, 31 Dec 1969 19:00:00 +0000 136198939#comment-7122 <p>It is very important that you win clients trust/belief that you can handle his job better than others. I offer doing small changes for their existing projects by keep high quality and less turnaround time. Once you prove yourself, clients are coming back with more work. </p> It is very important that you win clients trust/belief that you can handle his job better than others. I offer doing small changes for their existing projects by keep high quality and less turnaround time. Once you prove yourself, clients are coming back with more work.

]]> By: Chris http://www.sitepoint.com/blogs/2005/06/15/how-to-hook-a-client-with-the-toehold-strategy/#comment-7123 Chris Wed, 31 Dec 1969 19:00:00 +0000 136198939#comment-7123 <p>I worked for a marketing and advertising production company for a few months as an account executive. It was perhaps one of the worst experiences of my life. I am a seasoned salesperson and the owner of this company was really annoying me with his micro-management style.</p> <p>All that aside I actually learned something very useful that goes along with your entry. As a salesperson you really want to land those large clients or "big fish" (it helps the wallet), but the biggest problem is everyone is working with someone. The company I worked for had a great arsenal of services at my disposal and I always wanted to share the big picture with potential prospects in hopes of closing the deal of thousands of dollars worth of business.</p> <p>After a few weeks of this the owner of the company sat me down and said, "It's important to understand that you have to sell relationships in order to close the big deal, but in order to sell relationship you have to get an order."</p> <p>Now as basic as that sounds it really rang home with me. You can never develop a strong working relationship or allow a client to truly see the value of your work or service without an order, even a small one. Once an order is placed and filled successfully relationships can be built and expanded upon and larger orders will begin to roll in.</p> I worked for a marketing and advertising production company for a few months as an account executive. It was perhaps one of the worst experiences of my life. I am a seasoned salesperson and the owner of this company was really annoying me with his micro-management style.

All that aside I actually learned something very useful that goes along with your entry. As a salesperson you really want to land those large clients or “big fish” (it helps the wallet), but the biggest problem is everyone is working with someone. The company I worked for had a great arsenal of services at my disposal and I always wanted to share the big picture with potential prospects in hopes of closing the deal of thousands of dollars worth of business.

After a few weeks of this the owner of the company sat me down and said, “It’s important to understand that you have to sell relationships in order to close the big deal, but in order to sell relationship you have to get an order.”

Now as basic as that sounds it really rang home with me. You can never develop a strong working relationship or allow a client to truly see the value of your work or service without an order, even a small one. Once an order is placed and filled successfully relationships can be built and expanded upon and larger orders will begin to roll in.

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