you charge, there is always someone going to be willing to do it
cheaper. Often (as in this case) a LOT cheaper.
Thats why you have to sell VALUE not PRICE. Get them convinced that
it's not just the amount of money you pay to the developer that
counts, but the overall effect.
If they're going to set up a retail store, do they go looking for the
absolute cheapest shop to rent? Do they set up a shop in the cheapest
slum or do they also look for other factors - neighbouring shops,
traffic, atmosphere of the neighbourhood. Do they just buy second
hand shop fittings or do they want the store to look nice and
welcoming to the customers?
Similar arguments apply to web sites. Do they want the cheapest they
can get regardless? or would they rather have good value - sites that
do what they want, are professional in appearance, not just
cut-and-paste copies of other people's sites.
I know it's not easy, but that's the only way to get around
competitors who sell on price.
Look at all the people who have managed to make arguments like this
work: Microsoft, BMW, Nikon, Boeing, Compaq, IBM, Xerox to name a
few. They all sell products at higher prices than their competitors.
If you ask them they'll tell you it's the name that people buy, but I
dont believe that. It's what the name represents - "I'm buying from
someone who knows what he's doing"
The price merchant is going to say "I'll do it just as good as him,
and cheaper" and whether you win over him or not, will depend on how
well you can convince the prospective customer that it's not "just as
good". (and then feel happy that when this price guy competes for
business he has no where to go when someone else comes around saying
"I can do it even cheaper than him, and just as good".
Cheers
Mike Kear
Windsor, NSW, Australia
AFP Webworks
http://afpwebworks.com
.com,.net,.org domains from AUD$20/Year
----- Original Message -----
From: Andy Jarrett <[EMAIL PROTECTED]>
Date: Mon, 4 Oct 2004 09:53:52 +0100
Subject: Re: free web design?
To: CF-Talk <[EMAIL PROTECTED]>
Even by comparison addr.com can be seen as expensive. My friend who
was a freelancer had a couple of 3/4 page static jobs taken of him
last year because they (the client) found a "cheaper alternative"
which tended to be a Frontpage Template. Plus he even heard one client
saying that it was going to cost �50/�60 for site!
How do you compete with that. You don't. You just say here's my card
incase you need me in the future.
Andy
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