Is there any kind of structured process that professionals follow that beginners don't? I just found your channel 2days ago, best discovery I've made regarding design..
@aidenShajeer welcome to the channel! Yes of course, the process is a key differentiaton between beginners and experts. What process would you like to learn? The sales one, the design one?
Statements like, 'I design websites that help businesses increase their yearly revenue', I personally stay away from. I don't sell SEO, I sell websites. A website won't leave my desk until it has all the foundations to organically grow in SERPs. That said, if the client puts no effort into getting their website out there, it can take a long time in a saturated market for them to see the benefits of the SEO foundations that I've put in place.
You can use that statement even if you don't sell SEO. You're assuming that client has no idea about the traffic part but more often than not, they already have figured it out.
So much value man! Instantly subbed. I have a question that's related to the topic, do you send the client a detailed contract before collecting payment, or do you send the contract afterwords? Because if you're not selling the mechanics, then a super in depth contract that outlines everything that is included with the site build can be overwhelming to the client, and turn the sale into "I want to take time to think about it / I will get back to after I read it". What that does is getting the client "colder" and makes him forget all the emotion that was built during the sales call... The best practice is to collect payment right on the call after you've made the pitch and overcame the objections. But with something like web design where there are a lot of moving parts and contracts are important, it can affect the sales process. Would really like to hear your opinion on this. Do you provide an in depth contract before payment collection?
Imagine someone looking for a job has this on their website - "Reducing your turn-over rate and therefore improving your health by being loyal and dedicated to your company." I'd think, 'Dude, you make e-commerce websites, cut the new-age ad-man BS.' Red flags for me. I don't think the Simon Sinek methodology is the best tool across the board, it probably depends on the client. I guess ad people are used to this jargon so it'll fly with them. Outside of that industry it may work against you.
I hear what you're saying and I agree that some people will see it that way. I think there's a misunderstanding in the value of design and using language that speaks directly to stakeholders could be a useful approach. In this day of one click "website builders" it's essential that designers speak to the results that clients can expect
@@SekundSun1986 Yea I think that's vital - getting to that point as concisely and simply as possible. Eg. 'I help companies design websites that effectively improves the user experience..' Might be more effective than 'Helping companies develop deeper relationships with their clients through engaging websites that earn trust and therefore increase conversion rates.' Surely the client isn't an idiot and knows it will result in higher sales.
9:24 That specific example is emotional manipulation. Probably very effective, but definitely underhanded. Especially if the product underdelivers, this will leave an extremely sour taste in the client's mouth. Maybe it's just me, but I would automatically feel like I'm being scammed or exploited if the person I'm hiring tried to upsell their service by leveraging my own words against me.
There's an ethical consideration to it, for sure. And this could absolutely be exploited by the wrong folks. But humans are naturally cautious and averse to change. When you're pitching big projects like we're talking about here, clients are nervous to pull the trigger. It's a lot of money. They've always done it this way. What if it doesn't work? etc. But if you truly have a solution/process that you're confident will solve their problem, I don't think it's underhanded at all to focus on the benefits the solution will bring like in his example. Maybe his phrasing could have been a little more nuanced, but the concept is perfectly fine. You're connecting with them on a human level and saying "Look, I know this is scary. But there's a light at the end of the tunnel. Fixing this problem is going to make your business, and therefore your life, so much better. Let me help you." You're positioning yourself as the expert, they're putting their trust in you, and because you're an ethical businessperson, you're going to deliver on your promise and leave them singing your praises to everyone they know.
I get what you mean, being that the particular example is very personal and emotionally driven, it might feel underhanded to use that as leverage to make the client choose you over others. However as I understand the point of the video is more about understanding the true reasons for them wanting your services, their goals and the expected outcomes rather than "using your words against you". It's your job as a designer to understand what the client (and their clients in turn) need & what their goals are. Sometimes when the client doesn't know how to articulate it (or even might not know what they need) you have to help them reach that understanding. As long as you don't overpromise based on the aforementioned understanding, you can deliver better products and minimize the risk of underdelivering. Very key is to get good metrics to measure "success". If the client says "I want to spend more time with my family" that's a terrible metric to measure if your deliverable is successful or not. But if you rephrase it for example "% increase in online users scheduling appointments rather than on the phone/in-person" then you work on that goal which can help in the client not having to be so many hours in-person. Terrible example, but I think I make the point a bit clear. Hope this helps!
Adam and "RedBlade3" got it 👏 Your comment Joshua is talking about the extreme of someone dodgy that would see this video and use this technique to steal money from people. I don't think that's a sustainable way to do business. You're shooting yourself in the leg if you would just make promises full of air. I'll work on improving the way I word these type of sales videos. Thank you for sharing your point of view.
Life is emotional manipulation, of one sort or another. Even if the manipulation seems non-emotional, it becomes so once detected. The age old mantra in sales has been sell on emotion, justify with logic. If this very small example bothered you enough to comment on specifically, you must hate politics! LOL (yea, retired ppl using LOL still bothers me too) I get it. I hate manipulative sales, but in this case you're not really being manipulative as you are restating their own desire. Are you pulling the 'heart strings' of desire? Sure, but it's not being manipulative. Besides all that, one could easily 'leave out the kids' and remind Mr. Prospect how much more free time he's going to have..etc, the standard stuff. Once a point is reached in a prospects mind that 'whatever' issue they have, needs a solution; they're already emotionally invested for a plethora of reasons. There may be emotional conflicts you can't see. It's all a minefield of sorts. Transparency and honesty is the best route. At least for me.
This is perfectly timed! I'm a new website designer and I have been so curious about creating for conversion. What kinds of copy would you recommend I write that include outcomes despite my being new and not having data to back my claims up yet???
I think you can talk about what you could do for a business if they hired you, given you know what it is your prospects are looking for because you've done your good share of research and you feel confident that you have the Web Design skills to actually solve their problems. I would also look for businesses who don't have a website, and they are high-ticket. So if you help them get ONE client, you can help them get their money back easily. Hope this helps?
@@hellobont Thanks so much for your recs! I have been binging your content. I see why niching down early could be useful at a time like this during researching.
Any follow up questions?
Is there any kind of structured process that professionals follow that beginners don't? I just found your channel 2days ago, best discovery I've made regarding design..
@aidenShajeer welcome to the channel! Yes of course, the process is a key differentiaton between beginners and experts. What process would you like to learn? The sales one, the design one?
@@hellobont Would love both, It seems like it will benefit people. I guess.. And again thanks for thee awesome content!
About the plane, I would be definitely worried if is the Boeing Max 7
Statements like, 'I design websites that help businesses increase their yearly revenue', I personally stay away from. I don't sell SEO, I sell websites. A website won't leave my desk until it has all the foundations to organically grow in SERPs. That said, if the client puts no effort into getting their website out there, it can take a long time in a saturated market for them to see the benefits of the SEO foundations that I've put in place.
You can use that statement even if you don't sell SEO. You're assuming that client has no idea about the traffic part but more often than not, they already have figured it out.
i care that it's not a Boeing 737 max :p
So much value man! Instantly subbed.
I have a question that's related to the topic, do you send the client a detailed contract before collecting payment, or do you send the contract afterwords?
Because if you're not selling the mechanics, then a super in depth contract that outlines everything that is included with the site build can be overwhelming to the client, and turn the sale into "I want to take time to think about it / I will get back to after I read it".
What that does is getting the client "colder" and makes him forget all the emotion that was built during the sales call...
The best practice is to collect payment right on the call after you've made the pitch and overcame the objections. But with something like web design where there are a lot of moving parts and contracts are important, it can affect the sales process.
Would really like to hear your opinion on this. Do you provide an in depth contract before payment collection?
Great question! I think you're on point with what you said. I recommend sending the contract once the first payment is done.
@@hellobont Thank you so much for the extra clarity man!
Imagine someone looking for a job has this on their website - "Reducing your turn-over rate and therefore improving your health by being loyal and dedicated to your company." I'd think, 'Dude, you make e-commerce websites, cut the new-age ad-man BS.' Red flags for me. I don't think the Simon Sinek methodology is the best tool across the board, it probably depends on the client. I guess ad people are used to this jargon so it'll fly with them. Outside of that industry it may work against you.
I hear what you're saying and I agree that some people will see it that way. I think there's a misunderstanding in the value of design and using language that speaks directly to stakeholders could be a useful approach. In this day of one click "website builders" it's essential that designers speak to the results that clients can expect
@@SekundSun1986 Yea I think that's vital - getting to that point as concisely and simply as possible. Eg. 'I help companies design websites that effectively improves the user experience..' Might be more effective than 'Helping companies develop deeper relationships with their clients through engaging websites that earn trust and therefore increase conversion rates.' Surely the client isn't an idiot and knows it will result in higher sales.
@@taunado Haha! Yeah, I agree. Copy is very important.
Let me get on that Boeing 747 with high efficiency fuel consumption, I don't care about that trip to Italy, only here for the engineering!! 😂
There's nothing better than those wings that have a high sweep angle of 37.5° for a fast, efficient cruise speed of Mach 0.84 to 0.88, am I right? 😝
9:24
That specific example is emotional manipulation. Probably very effective, but definitely underhanded. Especially if the product underdelivers, this will leave an extremely sour taste in the client's mouth.
Maybe it's just me, but I would automatically feel like I'm being scammed or exploited if the person I'm hiring tried to upsell their service by leveraging my own words against me.
There's an ethical consideration to it, for sure. And this could absolutely be exploited by the wrong folks. But humans are naturally cautious and averse to change. When you're pitching big projects like we're talking about here, clients are nervous to pull the trigger. It's a lot of money. They've always done it this way. What if it doesn't work? etc. But if you truly have a solution/process that you're confident will solve their problem, I don't think it's underhanded at all to focus on the benefits the solution will bring like in his example. Maybe his phrasing could have been a little more nuanced, but the concept is perfectly fine. You're connecting with them on a human level and saying "Look, I know this is scary. But there's a light at the end of the tunnel. Fixing this problem is going to make your business, and therefore your life, so much better. Let me help you." You're positioning yourself as the expert, they're putting their trust in you, and because you're an ethical businessperson, you're going to deliver on your promise and leave them singing your praises to everyone they know.
I get what you mean, being that the particular example is very personal and emotionally driven, it might feel underhanded to use that as leverage to make the client choose you over others.
However as I understand the point of the video is more about understanding the true reasons for them wanting your services, their goals and the expected outcomes rather than "using your words against you".
It's your job as a designer to understand what the client (and their clients in turn) need & what their goals are. Sometimes when the client doesn't know how to articulate it (or even might not know what they need) you have to help them reach that understanding.
As long as you don't overpromise based on the aforementioned understanding, you can deliver better products and minimize the risk of underdelivering.
Very key is to get good metrics to measure "success". If the client says "I want to spend more time with my family" that's a terrible metric to measure if your deliverable is successful or not.
But if you rephrase it for example "% increase in online users scheduling appointments rather than on the phone/in-person" then you work on that goal which can help in the client not having to be so many hours in-person.
Terrible example, but I think I make the point a bit clear.
Hope this helps!
Absolutely agree with you. I'd keep it to the client's business and those needs. Never the person's personal life.
Adam and "RedBlade3" got it 👏 Your comment Joshua is talking about the extreme of someone dodgy that would see this video and use this technique to steal money from people. I don't think that's a sustainable way to do business. You're shooting yourself in the leg if you would just make promises full of air. I'll work on improving the way I word these type of sales videos. Thank you for sharing your point of view.
Life is emotional manipulation, of one sort or another. Even if the manipulation seems non-emotional, it becomes so once detected.
The age old mantra in sales has been sell on emotion, justify with logic.
If this very small example bothered you enough to comment on specifically, you must hate politics! LOL (yea, retired ppl using LOL still bothers me too)
I get it. I hate manipulative sales, but in this case you're not really being manipulative as you are restating their own desire. Are you pulling the 'heart strings' of desire? Sure, but it's not being manipulative.
Besides all that, one could easily 'leave out the kids' and remind Mr. Prospect how much more free time he's going to have..etc, the standard stuff. Once a point is reached in a prospects mind that 'whatever' issue they have, needs a solution; they're already emotionally invested for a plethora of reasons. There may be emotional conflicts you can't see. It's all a minefield of sorts. Transparency and honesty is the best route. At least for me.
This channel is so underrated....the amount of content you give is awesome... Keep it up🖤
Thanks a ton! Glad you enjoy the content!
404 likes?😂
This is perfectly timed! I'm a new website designer and I have been so curious about creating for conversion.
What kinds of copy would you recommend I write that include outcomes despite my being new and not having data to back my claims up yet???
I think you can talk about what you could do for a business if they hired you, given you know what it is your prospects are looking for because you've done your good share of research and you feel confident that you have the Web Design skills to actually solve their problems. I would also look for businesses who don't have a website, and they are high-ticket. So if you help them get ONE client, you can help them get their money back easily. Hope this helps?
@@hellobont Thanks so much for your recs! I have been binging your content. I see why niching down early could be useful at a time like this during researching.
I've just found your content and it's very helpful. Suscribed!
Glad we could connect and have a chat man :)
Great insights, much love for your work. Gained a subscriber 🔥
Thanks and welcome aboard!
do you have any paid course or info ? i would be more than happy to pay for you information
I do, the link is in the description. I talk about it at the end of the video ;)
Great video mate! Definitely starting to use some of these tips 🙌
Awesome man, let's gooo!
great business insight
Awesome content - great breakdown
Happy to hear that! :)