7 Questions You Forgot to Ask Your Web Client
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Isn’t it heartbreaking to go through the process of writing a proposal and not getting the project? I’ll help you ask stronger questions up front to really understand your potential clients’ projects. Oh, and as a bonus, I’ll share how I find out what they are really willing to pay before I write a proposal. Since this was a WordCamp (Denver 2016) talk, here is the link to WordPress.TV: https://wordpress.tv/2016/11/08/bethany-siegler-7-questions-you-forgot-to-ask-your-web-client/ This way, you can hear additional insights and information that wasn't included on the slides. Focusing on the possibilities... Bethany
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7 Questions You Forgot to Ask Your Web Client
- 1. .com (720) 771.3271 #WCDENVER 7 QUESTIONS YOU FORGOT TO ASK YOUR WEB CLIENT
- 2. .com (720) 771.3271 #wcdenver What Does She Know?
- 3. .com (720) 771.3271 #wcdenver What Does She Know? about 90%Success proposal process
- 4. .com (720) 771.3271 #wcdenver What Does She Know? about 90%Success Signed, and Paid!
- 5. .com (720) 771.3271 #wcdenver Who am I… Bethany Siegler Founder of: UniqueThink.com WordPress since 2005
- 6. .com (720) 771.3271 #wcdenver Talk, Talk Talked at: WordCamp Boulder & WordCamp Denver LOTS MORE…
- 7. .com (720) 771.3271 #wcdenver Yeah, but can she teach? Instructor at: • Boulder Digital Arts (BDA) • University of Colorado (The Department of University Communications)
- 8. .com (720) 771.3271 #wcdenver To Be Fair… I’m always learning and improving my own process
- 9. .com (720) 771.3271 #wcdenver OK, So What Were You Saying? It’s About The 7 Question Process
- 10. .com (720) 771.3271 #wcdenver YIPPIE, PROPOSAL SENT!
- 11. .com (720) 771.3271 #wcdenver UGH, THEY SAID NO!
- 12. .com (720) 771.3271 #wcdenver
- 13. .com (720) 771.3271 #wcdenver
- 14. .com (720) 771.3271 #wcdenver #1 Ask More Questions (in person) What Can You Do
- 15. .com (720) 771.3271 #wcdenver #2 Dig Deeper (what do they really need) What Can You Do
- 16. .com (720) 771.3271 #wcdenver #3 Explain Your Process (how it all works) What Can You Do
- 17. .com (720) 771.3271 #wcdenver #4 Set Expectations (avoid scope creep) What Can You Do
- 18. .com (720) 771.3271 #wcdenver #5 Talk about Budget and Timeline (helps you both) What Can You Do
- 19. .com (720) 771.3271 #wcdenver #6 Don’t write a proposal until you have the facts (to avoid the NO) What Can You Do
- 20. .com (720) 771.3271 #wcdenver #7 Review the Proposal WITH THEM (Know Right Away - Get Signed & Paid) What Can You Do
- 21. .com (720) 771.3271 #wcdenver 7 Questions
- 22. .com (720) 771.3271 #wcdenver Get Slides 1. GO TO: UniqueThink.com/wordcamp16 2. LEAVE ME YOUR BIZ CARD 3. WRITE YOUR EMAIL ON YELLOW PAD
- 23. .com (720) 771.3271 #wcdenver 7 Questions • That sounds easy!
- 24. .com (720) 771.3271 #wcdenver Did I Mention • Every question you think to ask your client, there are at least 7 more you should be asking
- 25. .com (720) 771.3271 #wcdenver 7 Questions • More questions, the more accurate your proposal • Sell by listening 7 & 7
- 26. .com (720) 771.3271 #wcdenver But Why So Many Questions? • Because the more questions you ask up front, the more accurate your proposal
- 27. .com (720) 771.3271 #wcdenver Hello I’m an Introvert • Sell By Listening
- 28. .com (720) 771.3271 #wcdenver How I start: FREE 1/2 Hr Consult (when possible, in person)
- 29. .com (720) 771.3271 #wcdenver Begin with: “I have a list of questions to walk you through, but is there anything you would like to let me know or ask me?”
- 30. .com (720) 771.3271 #wcdenver I let them know: • I am there to listen • I also come prepared with my process
- 31. .com (720) 771.3271 #wcdenver 7 Questions
- 32. .com (720) 771.3271 #wcdenver 7 Questions
- 33. .com (720) 771.3271 #wcdenver You Choose the Order
- 34. .com (720) 771.3271 #wcdenver 7 Questions Really! I promise, You’ll GET The SLIDES LATER!
- 35. .com (720) 771.3271 #wcdenver #1: Tell Me About Your Company, Team, Products/Services… 1. Share your Cocktail Party answer 2. What do you do/make? 3. What is your price point? 4. Who does what on your team? 5. Company Identity/Promise You Make? 6. Do you have a mailing list? 7. How active are you on social media?
- 36. .com (720) 771.3271 #wcdenver Why is this important? • It tells you how much they have thought about their own company!
- 37. .com (720) 771.3271 #wcdenver #2: What is the purpose of your site… 1. Why should someone come to the site? 2. What does it offer them? 3. Have you every done a focus group? 4. What goals do you have set up? 5. What do you want to accomplish? 6. Is that what they want to accomplish/learn? 7. How will the site navigation work - how will you get them to what they want?
- 38. .com (720) 771.3271 #wcdenver Why is this important? • “I find that if they can’t answer that question, then there is a LOT more upfront work helping them discover that before figuring out what the website should look like, be organized, designed, etc.” • - Ron Broome (Boulder WP developers and Artist)
- 39. .com (720) 771.3271 #wcdenver #3: Who Does the Site Serve… 1. What’s their occupation and income? 2. How do they dress? 3. How old are they? 4. What do they like/dislike? 5. What is the current state of your relationship with them? 6. Who are they currently or potentially buying from? 7. What makes them ideal?
- 40. .com (720) 771.3271 #wcdenver Why is this important • Too many times first time web clients build to their tastes, instead of their audiences
- 41. .com (720) 771.3271 #wcdenver #4: What Content do you have and/ or who will create it… 1. Do you have existing content? 2. Do we need to do an audit/review? 3. Do you have images and/or video? 4. Will you be Blogging? 5. Will you be offering downloadable content (PDFs, Infographics)? 6. Do you have a logo/artwork/graphics/images? 7. How many pages of content do you expect?
- 42. .com (720) 771.3271 #wcdenver Why is this important • Too often the client doesn’t think about how to fill the site, so it’s your job to think for them.
- 43. .com (720) 771.3271 #wcdenver #5: Do you have a vision for the site… 1. Do you have specific branding we need to be aware of - colors, logos…? 2. Are there sites you like? What specifically do you like about those sites? 3. If you have an existing site, what is or is not working on it? 4. What, if any, unique DESIGN elements will be on INDIVIDUAL PAGES? 5. What functionality/integrations do you know you need - like contact forms or a way to capture email addresses? 6. Are you planning on selling anything on the site? 7. Are you familiar with responsible design?
- 44. .com (720) 771.3271 #wcdenver Why is this important • It helps to avoid scope creep!
- 45. .com (720) 771.3271 #wcdenver #6: Do you already have hosting… 1. Where is your domain name registered? 2. Will you require custom domain related email addresses? Such as: theirname@theirdomain.com 3. Do you currently have stats (Google Analytics)? 4. Do you have and Google Search Console (formerly Google Webmaster Tools) & sitemaps? 5. Do we need your current site to stay up, while we build? 6. Let’s discuss redirecting urls and SEO needs? 7. Who will be handling future software updates, backups and security?
- 46. .com (720) 771.3271 #wcdenver Why is this important • The client probably has no clue the site is an ongoing thing that needs ongoing attention.
- 47. .com (720) 771.3271 #wcdenver #7: Do you have budget and timeline parameters… 1. Let’s look at examples of where costs/time can impact the project 2. Can we talk about possible ways to stay within your parameters by simplifying things? 3. If your budget is tight, have you considered doing things in phases? 4. Have you done a project like this in the past? 5. If so, what worked and did not work? 6. Are you the final decision maker? 7. When are you planning on making the final decision and how can we help you?
- 48. .com (720) 771.3271 #wcdenver Why is this important • You want to make sure you aren’t wasting time • You want to get paid your worth
- 49. .com (720) 771.3271 #wcdenver Does it REALLY work? "I have always been terrified to ask about a client's budget during an initial consultation phone call. Today I followed Bethany's advice and asked 'What's your ballpark budget for this project?' after they explained a detailed copywriting job. I was blown away when the client said his budget was around $10,000 -- because that is THREE TIMES what I was planning on (under) estimating for the job (because it sounded like a cool project). I will never again end a consultation call without asking this question.” - Beth Hayden
- 50. .com (720) 771.3271 #wcdenver When to Ask About Budget and WHY? That’s up to you, but you MUST ask it before you spend time writing a proposal! Because, unless you check, you won’t know if you are in the right ballpark!
- 51. .com (720) 771.3271 #wcdenver Wrap Up • For Every Question You Ask: There are probably 7 more questions you should be asking • If you take the time upfront, you can: • Show You Are Listening • Show Your Interest/Investment • Make a Better Proposal • Establish a Relationship • Win More Proposals
- 52. .com (720) 771.3271 #wcdenver Your WC Challenge • Ask someone at WordCamp to lunch • Learn About Yourself: Have them Ask You these Questions • Then Practice on them: Ask The Questions to Them
- 53. .com (720) 771.3271 #wcdenver What Questions Do You Have? Is it Time for those 7 & 7s, yet?
- 54. .com (720) 771.3271 #wcdenver Connect with me Twitter.com/UniqueThink UniqueThink.com
- 55. .com (720) 771.3271 #wcdenver Want More Tips? Sign Up for More Insights on Getting Better Client Projects: http://UniqueThink.com/clienttips