Yeah, I know–you're reading this just for the title. Stick with me though.
Two weeks ago I landed a new client. She embodies my ideal client description–all the traits that indicate she would be a great fit for me and my services.
Getting her as a client was a bit of a challenge. First, we had a one-on-one call to talk about her project–totally normal, except for the part where she said “Excuse the background noise, I'm having to feed the chickens.” That caught me off guard!
After our call, she sent me an email with several in-depth questions. These are questions I suggest that ANYONE looking to hire a web designer (or any other type of help) should ask potential designers before they sign the paper work. I'm going to share them with you here:
1) Can you share links to 3 live projects that you've completed and explain what your role was on each project?
2) What were your favorite and least favorite projects to work on and why?
3) What hours/days do you work?
4) What are you most talented at?
5) What kinds of projects or clients do you stay away from?
6) What do people most like about working with you?
7) Why do your clients choose you over the competition?
This was like a pop-quiz essay test for me, but it was a pivotal exercise. It really got me thinking about my past work, how I work with clients, and where my strengths lie.
So I promptly sat down at my desk and replied to each one with an open heart, and emailed them back to her.
And another email came from her–more questions!
8) What happens if I'm not happy with the work you provide?
9) What do you need from me to get started?
10) How do we handle revisions?
11) Who owns the creative to any graphic work done?
12) Will I get copies of image files and what file types do you provide?
So after more writing and responding, I got the green light from her. Hooray!
Now, I didn't just toss all those answers away. Are you kidding? I spent serious soul-searching time on each answer. I'm maximizing my effort.
I created an FAQs page for my website that defines how I work with clients, what they can expect, and lets them get to know me a little better.
I even did something unconventional.
I put pricing information in my FAQs.
I'm bucking the system! I'm running with scissors! Why the heck would I do that?
I am being up front and honest about what the costs are for web design work. I'm a fair market value price–not a hacker on Fiverr. I know not everyone can afford my prices, so being clear about the costs involved helps keep those who can engaged and let the others keep searching for their right fit.
Internalize the Golden Rule of sales that says;
All things being equal, people will do business with, and refer business to,
those people they know, like and trust.
-Bob Burg
People who know, like and trust you will be more likely to hand you their hard earned money for your particular talent.
Maximizing your FAQs page for your business can help people to get to know you better and understand that you have clear guidelines around the work that you provide. Overcome common objections and sales resistance barriers by being crystal clear about what you offer.
It doesn't matter if you are a business to business selling services or a business to consumer selling products. Take some time to really focus your energy on not only what common questions your clients ask you, but also any additional questions that they should be asking you.
Pimp it, baby. And once they get to know, like and trust you, they'll be a buyer with cash money. Word.
Do you have an FAQs page? What are some of your pimptastic questions you answer on your page? Leave a comment below and share!
