A good buddy of mine runs a photobooth company, hollywoodphotobooth.com We love getting together to talk business. We’re in completely different industries but it’s always interesting to compare notes on our various work projects and clients. What I have learned, regardless of industry, is that our grievances and challenges always seem the same.
He told me about someone who called him and immediately asked, “how much?”
One challenge we face as small business owners is prospecting new clients. Learning what questions to ask, learning the difference between clients that are serious about buying, and those who have just come to waste your time. If someone calls you and the first thing out of their mouth is, “how much?” then safe to say they’re not really looking for anything but the cheapest price. They are not asking any qualified questions, they are
not giving you any info, they simply want to know, how much.
Of course, “how much”, depends on what and how. What kind of website are we building, what is the functionality and how will it be built. Are we going with a, from scratch custom CMS, or are we going the more convenient and cost effective WordPress route? How many pages, forms and how many images do we need to treat and prep. What is the time frame? The client should already have some answers to these questions. If they don’t they haven’t done their research and are expecting you to do it; which is fine, so long as they are willing to pay you for consulting time. If they don’t seem organized and are just calling to ask random questions, always be courteous, but be respectful of your own time.
Cost is crucial component, and a client’s budget should be respected, even if it falls well below your going rate. It’s not the concern of cost that’s the issue, but that cost is the ONLY concern. Not quality of work, nor ability or experience. If the only concern is about price, chances are you won’t make the sale. You won’t make the sale, because you shouldn’t make the sale.
So if there’s no consideration given to the dozen or so variables that go into determining a final quote, it puts you in a corner. And NOBODY put baby in a corner.