Comments on: Don’t read your prospect’s mind http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/ Sat, 05 Jul 2008 21:40:43 +0000 http://wordpress.org/?v=2.5 By: Eric Shmookler http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-121971 Eric Shmookler Mon, 11 Dec 2006 01:11:55 +0000 http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-121971 In my business, it's really about listening to the customer and understanding (whether they do or not) what they are trying to achieve by having a website. Eric Shmookler In my business, it’s really about listening to the customer and understanding (whether they do or not) what they are trying to achieve by having a website.

Eric Shmookler

]]> By: Matt http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-73494 Matt Tue, 24 Oct 2006 23:59:23 +0000 http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-73494 I own a medium-sized web design company, and after spending hours on the phone with consultants I can say the same thing... Yes, predictability and measurability, yes to getting to know client's needs and preferences (after all, I'm designing the website FOR the client), but most importantly you need to organize your operations. Pricing is 0the ultimate last step. I found a few top-notch consultants through www.lammazing.com and they told me straight up: "You may have the best pricing method, or the ultimate employee screening process, but who takes care of things like compliance management, auditing (pre-emptive), accounting and bookkeeping, and Inernet law? If you cannot organize these operations, you can be the best employee screener, appraiser, etc... and still fail miserably. And that's the reality. I own a medium-sized web design company, and after spending hours on the phone with consultants I can say the same thing… Yes, predictability and measurability, yes to getting to know client’s needs and preferences (after all, I’m designing the website FOR the client), but most importantly you need to organize your operations. Pricing is 0the ultimate last step. I found a few top-notch consultants through http://www.lammazing.com and they told me straight up: “You may have the best pricing method, or the ultimate employee screening process, but who takes care of things like compliance management, auditing (pre-emptive), accounting and bookkeeping, and Inernet law? If you cannot organize these operations, you can be the best employee screener, appraiser, etc… and still fail miserably. And that’s the reality.

]]> By: Anonymous http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41632 Anonymous Mon, 31 Jul 2006 16:46:57 +0000 http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41632 Is not just about honesty. It is about what customer <em>realy</em> need. It is same in life. I been dumped many times beacose I tried to read girld mind. And first thing what I'm saying to prospect is - I do not read mind. When we clear that, I have very open conversation whit him (or her) talking about their needs. And their needs must be fullfiled. If I think that they need something, I call them, discuss about it, count the costs etc... When they pay me, I understand that as prize form making them happy. And when they are happy once, they'll want to be happy again! Is not just about honesty. It is about what customer realy need.

It is same in life. I been dumped many times beacose I tried to read girld mind.

And first thing what I’m saying to prospect is - I do not read mind.

When we clear that, I have very open conversation whit him (or her) talking about their needs. And their needs must be fullfiled. If I think that they need something, I call them, discuss about it, count the costs etc… When they pay me, I understand that as prize form making them happy. And when they are happy once, they’ll want to be happy again!

]]> By: etechsupport http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41626 etechsupport Mon, 31 Jul 2006 16:06:24 +0000 http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41626 It is also important to bring predictability or measurability before you are going to respond a client, they actually expect an intelligent reply rather than a formulaic answers. Make some exception that create long-term win-win situations between you and your customers. It is also important to bring predictability or measurability before you are going to respond a client, they actually expect an intelligent reply rather than a formulaic answers. Make some exception that create long-term win-win situations between you and your customers.

]]> By: Romme http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41586 Romme Mon, 31 Jul 2006 12:01:11 +0000 http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41586 I agree. Honesty is allways the way to go, and don't try to oversell your products. Establish a <em>dialog</em> with clients instead of guessing why they ask for features. Ask what the purpose a specific feature serves for the client and what kind of value this feature has for the client. Don't assume that they acturally want or need a feature just because they mention it. I agree. Honesty is allways the way to go, and don’t try to oversell your products. Establish a dialog with clients instead of guessing why they ask for features. Ask what the purpose a specific feature serves for the client and what kind of value this feature has for the client. Don’t assume that they acturally want or need a feature just because they mention it.

]]> By: webnology http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41539 webnology Mon, 31 Jul 2006 07:42:07 +0000 http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41539 I recently had this same experience. I made a quote for a financial magazine, and there were some features taht the client wanted which I could not deliver. He also asked to lower the price. Bith my answers were 'no' (with a bit of explanation of course), and we happily went on with the project, which will still be a perfect fit for his goals. And the price stayed. Clients always try to lower the price, and they should, they're in business too. But stick to your price, if it's a fair one. I recently had this same experience. I made a quote for a financial magazine, and there were some features taht the client wanted which I could not deliver. He also asked to lower the price. Bith my answers were ‘no’ (with a bit of explanation of course), and we happily went on with the project, which will still be a perfect fit for his goals. And the price stayed. Clients always try to lower the price, and they should, they’re in business too. But stick to your price, if it’s a fair one.

]]> By: Lola_Designa http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41516 Lola_Designa Mon, 31 Jul 2006 03:26:19 +0000 http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41516 Agree totally-I used to fudge my pricing depending on what I thought a client would or wouldn't pay, or what I thought was a lot of money, and I found myself working hard making little.My turning point was when a client asked me to do an additional project for her, and I took a while to get back to her because frankly I was uncomfortable with the amount of money the new project would cost her (she had already spent quite a bit with me), and she emailed me and said, "I need to hear back-cost is a non issue, but time is an issue. Bill me what it costs and let's get to it"-a pleasant kick in the pants that made me realize it was better to be upfront than to be self-sacrificing. She's still one of my best clients years later! Agree totally-I used to fudge my pricing depending on what I thought a client would or wouldn’t pay, or what I thought was a lot of money, and I found myself working hard making little.My turning point was when a client asked me to do an additional project for her, and I took a while to get back to her because frankly I was uncomfortable with the amount of money the new project would cost her (she had already spent quite a bit with me), and she emailed me and said, “I need to hear back-cost is a non issue, but time is an issue. Bill me what it costs and let’s get to it”-a pleasant kick in the pants that made me realize it was better to be upfront than to be self-sacrificing. She’s still one of my best clients years later!

]]> By: 3PointRoss http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41505 3PointRoss Mon, 31 Jul 2006 02:41:44 +0000 http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41505 I have a hard time saying no, I often think that even if I do drop my price or have to spend more time doing additional features that it will pay off in the end (by getting the client, and their referals). However, I am finding out now that I am getting burnt out on all the extra features and attention and having a hard time catering to the new clients all together... I have a hard time saying no, I often think that even if I do drop my price or have to spend more time doing additional features that it will pay off in the end (by getting the client, and their referals). However, I am finding out now that I am getting burnt out on all the extra features and attention and having a hard time catering to the new clients all together…

]]> By: Anon http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41468 Anon Sun, 30 Jul 2006 22:21:23 +0000 http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41468 Great way of doing things. I have seen way too many cowboys before who will say yes to anything just to get a sale, then spend more time developing excuses than solutions Great way of doing things. I have seen way too many cowboys before who will say yes to anything just to get a sale, then spend more time developing excuses than solutions

]]> By: Shreef http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41274 Shreef Sun, 30 Jul 2006 01:47:56 +0000 http://www.sitepoint.com/blogs/2006/07/29/dont-read-your-prospects-mind/#comment-41274 beeing honest when you talk to the prospects makes them take the right decision (they will know if you are lieing or not from your face or the tone of your voice). so they will get what they were told about. and they will be happy for using your service. so all that can get you more customers. on the other hand, the others who lie about what they provide as a service, will get a very bad reputation and will lose customers. thank you andrew. beeing honest when you talk to the prospects makes them take the right decision (they will know if you are lieing or not from your face or the tone of your voice). so they will get what they were told about. and they will be happy for using your service. so all that can get you more customers.
on the other hand, the others who lie about what they provide as a service, will get a very bad reputation and will lose customers.

thank you andrew.

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