Question

Topic: Strategy

Website Revamp Program

Posted by Anonymous on 1/11/2011 at 9:28 PM ET 250 Points
I am preparing for a meeting next week where I have an opportunity to offer a website revamp program to a funeral association. In my opinion, this industry is in desperate need of a makeover and they have over 60 members so how great could that be for my business :)

So the opportunity to fill a need is there, I have scheduled a meeting with the association president, now my job is to convince him that we must work together to improve the online presence of their associate members. As well as improve their organization as a whole.

We have taken the liberty to design a new site for the association to showcase our ability to plan and create an eye catching website. Next, I created a sales sheet offering the web site revamp program for only 3,750.00, special price for their members only.

I am confident in my sales technique to demonstrate the need, but how do I get them to act fast.

Because of the economy, people aren't investing as much in Marketing. Any suggestions as to what I can do to get them excited about My offer?
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RESPONSES

  • Posted on 1/11/2011 at 9:54 PM Accepted
    It sounds like you've sold yourself a bill of goods. YOU think they need a makeover, but do THEY think so? Are you solving your own problem, or are you solving theirs?

    My approach would be to talk to the individual members and begin to understand what's important to them. What do THEY think they need when it comes to a web presence? What problems to they have that may be more important than the website?

    You may have fallen victim to the "every problem looks like a nail" syndrome because you are a hammer.

    So let's start by understanding why they should want to act fast. What's the rush? Why can't they wait another 6 months or a year? What happens if they don't act fast?

    Put yourself in their shoes and play devil's advocate with your own sales pitch. If you can't give good answers to yourself, you're not likely to do much better with your target audience.
  • Posted by Jay Hamilton-Roth on 1/12/2011 at 8:57 AM Accepted
    Your offer can be great if you prove that your revamp can improve their business. Since you don't have that data (yet), why don't you take on one of members at a deep discount to develop a case study? Show why your idea is the right one for the membership and how much more $ they could make as a result.
  • Posted on 1/13/2011 at 6:08 AM Author
    Thanks for the comments and bringing me back to reality. Sometimes when our cash flow situation is not so great we tend to create urgency situations where there aren't any.

    The main thing here is that it is the first time that I see such a great opportuny
  • Posted on 1/13/2011 at 6:25 AM Author
    Sorry, I didn't finish my: This opportunity could be the break I have been looking for, done properly, it could potentially improve my financial portfolio and help me keep my staff of 4 people. There, now we know my problem ;)

    The good news is that the president of the association agrees there is a need for this program. He is excited to meet with me to see the website we designed for his business, and I can't wait to understand how the association works and what it offers its members.

    Now that I have come back to my senses to focus on the clients needs before my own, I have to figure out the next thing.

    They already have a web developer which in my opinion from the research we conducted, doesn't seem like it their area of specialty. Further research told me that this company actually owns a funeral home themselves. They apparently started this business to create more work for their own family.

    So, my approach was that if they see a need and don't want to leave this current provider, maybe we can find a way to work together. I figure at least this gets me in the door to showcase why I feel my company is better. What are your thoughts?
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