Feel like I'm getting nowhere ..

[Yelsha64]

Hi Everyone,

I started my first business exactly a month ago specialising in web design for small and local businesses in my county. In the past month I have cold called/emailed around 10-15 businesses almost every day including weekends, have gone to networking events, I am slowly ranking higher in google with my chosen keywords, writing blogs, meeting with other designers, have ran Facebook ads but still nothing. Despite cold emailing getting a bad rep I have had a good response rate around 25-30% with just under 10 people/businesses showing a strong interest or so I thought. I even went to meet with a potential client who I never heard from again. When I spoke to all of them they all said they were very happy with my price and would like to go further but then never hear from them. Maybe I am just being impatient? At one stage I sent an offer out to create 2 websites for free to make my portfolio bigger. one of them didn't even take any interest after a few weeks and couldn't care less. I've been told picking the correct clients is a skill in itself but I am not in a position to do this yet. I started getting paranoid about my own work but some very talented web designers I reached out too said my site and work was great, just need to add a bit more content which I am in the process of doing. I understand the industry I am in is incredibly competitive but I know of a lot of freelance web designers who are turning away work! I haven't utilised google adwords yet which I know is a possibility of generating good leads. Any tips or advice would be greatly appreciated and I feel like I am getting knowhere.

 

[Paul Norman]

I assume you are trying to sell website design and/or construction?

First, that must be just about the most crowded marketing space anywhere in the world.

Secondly, not all the freelancers turning away work are really turning away work.

But being positive, most established website companies are getting work through referrals, I would imagine. Which makes starting out, with no referrals, tricky.

What kind of sites are you wishing to build?

 

[Chris Ashdown]

You are getting to see customers, That is good

They like your work, That's Good

You then walk away and wait for their order, That's Bad

You need to be able to close, when they say I like your work you then say I can fit you in later next week shall we agree on that then, or words to that effect

 

[Yelsha64]

I assume you are trying to sell website design and/or construction?

First, that must be just about the most crowded marketing space anywhere in the world.

Secondly, not all the freelancers turning away work are really turning away work.

But being positive, most established website companies are getting work through referrals, I would imagine. Which makes starting out, with no referrals, tricky.

What kind of sites are you wishing to build?

Yes I think referrals is where the majority get their work from, that's what they told me unless they're a large company with a hefty marketing budget. I don't have anyone to give me referrals yet

I build wordpress & squarespace sites for sole traders and businesses with under around 10 employees for my county. There are so many small businesses without a site or need an update, they just rely soley on their facebook pages. I'm charging a very reasonable amount which the majority agree with. Some designers said I'm mad charging so little

 

[Yelsha64]

You are getting to see customers, That is good

They like your work, That's Good

You then walk away and wait for their order, That's Bad

You need to be able to close, when they say I like your work you then say I can fit you in later next week shall we agree on that then, or words to that effect

At the moment I say I am trying to get them on the phone to have a more formal chat, It's worked a few times. Will try what you suggest, thanks.

 

[Darren C]

Hi Everyone,

I started my first business exactly a month ago ............

......... but I know of a lot of freelance web designers who are turning away work! .

They didn't start a month ago though did they? It could take you years to get to this point.

I don't know if you are the same guy that posted a similar thing a couple of weeks ago but I said then you need to find something that is going to bring in regular money because if you are just waiting for new clients to start coming thick and fast it just isn't going to happen.

 

[Deleted member 300159]

Good luck with your venture - but these guys are right, the days of just opening a business and waiting for customers to bang down the door are well and truly gone. You have to be a 'closer' - someone who sniffs out leads and converts them into customers. From what you've said, you've got the balls to go cold calling and I admire that, most people don't. I highly recommend you read 2 books - one is Sell or Be Sold by Grant Cardone (listen to the audiobook if you prefer), the other is They Ask You Answer. These are both solid manuals on how to A) sell and close a deal, and B) make your website the go-to place.

You're in a tough marketplace and it wouldn't hurt to take some time to design your sales process properly. How does the ideal customer journey look? For example, once you've cold called them, what's the next step? And the next step after that? Find a pattern that works and scale it up. Remember that most companies who buy websites want to get the feeling that you're a true professional, so consider your image - have a good quality business card to give when you get there and consider things like your clothing. You may not be a premium or expensive web designer, but everyone wants to feel like they're in safe and experienced hands, especially when talking about things they don't really understand. Put a portfolio together if you don't already have one, mock up some websites and, if you have the time before each meeting, why not do a 'your website could look like this' type mockup to present? Obviously, make it clear that you are presenting a quick idea based on your telephone call, and it's completely open to change, but it will show that you have had the initiative to look into their branding and do something with it.

You've got the basics right in terms of getting out there and making yourself known, have a little patience and be persistent - good things come to those who do the hard work!

 

[TomJ83]

Work on your image, which has been mentioned in this thread. Impressions mean a lot. As you offer your services locally, you should try to visit some of the businesses in person. Let's say that you go to the local garage to fix your car. You have noticed that they have no website. Then you can use the situation to your favor and tell about the website services you offer.

To visit in person will reduce the barriers. A conversation over the phone or email is easy to shrug off. But a conversation in real life is harder to shrug off. They will see that you are a professional and that you are serious about what you do. Also equip yourself with professionally designed business cards, which you hand out when appropriate, as this will leave a good impression.

 

[Yelsha64]

Good luck with your venture - but these guys are right, the days of just opening a business and waiting for customers to bang down the door are well and truly gone. You have to be a 'closer' - someone who sniffs out leads and converts them into customers. From what you've said, you've got the balls to go cold calling and I admire that, most people don't. I highly recommend you read 2 books - one is Sell or Be Sold by Grant Cardone (listen to the audiobook if you prefer), the other is They Ask You Answer. These are both solid manuals on how to A) sell and close a deal, and B) make your website the go-to place.

You're in a tough marketplace and it wouldn't hurt to take some time to design your sales process properly. How does the ideal customer journey look? For example, once you've cold called them, what's the next step? And the next step after that? Find a pattern that works and scale it up. Remember that most companies who buy websites want to get the feeling that you're a true professional, so consider your image - have a good quality business card to give when you get there and consider things like your clothing. You may not be a premium or expensive web designer, but everyone wants to feel like they're in safe and experienced hands, especially when talking about things they don't really understand. Put a portfolio together if you don't already have one, mock up some websites and, if you have the time before each meeting, why not do a 'your website could look like this' type mockup to present? Obviously, make it clear that you are presenting a quick idea based on your telephone call, and it's completely open to change, but it will show that you have had the initiative to look into their branding and do something with it.

You've got the basics right in terms of getting out there and making yourself known, have a little patience and be persistent - good things come to those who do the hard work!

Thanks for the book recommendations and in regards to cold calling/emailing I am from a recruitment background as am used to this. I actually enjoy it.

Thanks for the tips, will definitely keep those in mind, especially the sales process.

 

[Yelsha64]

Work on your image, which has been mentioned in this thread. Impressions mean a lot. As you offer your services locally, you should try to visit some of the businesses in person. Let's say that you go to the local garage to fix your car. You have noticed that they have no website. Then you can use the situation to your favor and tell about the website services you offer.

To visit in person will reduce the barriers. A conversation over the phone or email is easy to shrug off. But a conversation in real life is harder to shrug off. They will see that you are a professional and that you are serious about what you do. Also equip yourself with professionally designed business cards, which you hand out when appropriate, as this will leave a good impression.

Thanks for the advice, one designer told me they started visiting businesses in person and it worked quite well. This may be the breakthrough I need

 

[Alan]

It was 8 years ago me and my then business partner started in 'local website' business. He literally went out and walked into every shop in the high street and chatted about what he was doing and how he loved to support local businesses. From that he got invited onto the local business association, and started getting websites.

Once all the local sites started drying up, we then resorted to other methods
- business exhibitions - waste of time and money
- mail letters - waste of time and money
- emails - waste of time and money
- cold phone calls - waste of time and money
- print - waste of time and money
- AdWords - works brilliantly if you do it well ( and we did )

So from our learning you can save so much grief - walk into business and build some relationships - join some associations - and do Adwords. Once you have some clients you will get referrals - about 1 in 10 clients refer and referrals are the easiest 'sale'.

 

[The Byre]

Oh beware the ketchup bottle,
First nothing comes
And then a lot 'll!

 

[fisicx]

Stop selling websites and start selling benefits. Tell people about how an improved online presence will bring in new leads, allow them to showcase their products and services, take bookings, provide support and so on.

The website is just the means of delivery. You don't even need to mention websites, wordpress or squarespace in your sales pitch.

People don't want a website, they just want to make more money. you job is to show them how they can do this.

So instead of your homepage saying: 'We Build Squarespace Websites //' change this to something like 'We help you get more leads'. You can then talk about ways this can happen instead of telling them about your 4 steps.

There are loads more things you could to to improve the site - join UKBF as a full member and get a website review.

 

[Yelsha64]

It was 8 years ago me and my then business partner started in 'local website' business. He literally went out and walked into every shop in the high street and chatted about what he was doing and how he loved to support local businesses. From that he got invited onto the local business association, and started getting websites.

Once all the local sites started drying up, we then resorted to other methods
- business exhibitions - waste of time and money
- mail letters - waste of time and money
- emails - waste of time and money
- cold phone calls - waste of time and money
- print - waste of time and money
- AdWords - works brilliantly if you do it well ( and we did )

So from our learning you can save so much grief - walk into business and build some relationships - join some associations - and do Adwords. Once you have some clients you will get referrals - about 1 in 10 clients refer and referrals are the easiest 'sale'.

Hi Alan

I greatly appreciate this! really helpful. I will start using Adwords as soon as I can.

 

[Yelsha64]

Stop selling websites and start selling benefits. Tell people about how an improved online presence will bring in new leads, allow them to showcase their products and services, take bookings, provide support and so on.

The website is just the means of delivery. You don't even need to mention websites, wordpress or squarespace in your sales pitch.

People don't want a website, they just want to make more money. you job is to show them how they can do this.

So instead of your homepage saying: 'We Build Squarespace Websites //' change this to something like 'We help you get more leads'. You can then talk about ways this can happen instead of telling them about your 4 steps.

There are loads more things you could to to improve the site - join UKBF as a full member and get a website review.

Sounds very similar to a youtube vid I saw talking about exactly this. I have been trying to 'sell' websites as you say and not the great benefits in regards to making more money. When they are interested I am assuming they already know the benefits but I'm not sure some of them do.

I will join as a member once I get more funds from the business. Thanks again.

 

[makeyourbusinessbetter]

Yes I think referrals is where the majority get their work from, that's what they told me unless they're a large company with a hefty marketing budget. I don't have anyone to give me referrals yet

I build wordpress & squarespace sites for sole traders and businesses with under around 10 employees for my county. There are so many small businesses without a site or need an update, they just rely soley on their facebook pages. I'm charging a very reasonable amount which the majority agree with. Some designers said I'm mad charging so little

Why not focus on website maintenance, upgrade, improvement in the short term? From what you say, your target market is sole traders and businesses with less than 10 employees. These are the very businesses that, in the beginning, build DIY and/or basic websites due to lack of resources. Often these sites have weaknesses such as cyber security or just don't work as the owner would like them to.

Do a review of businesses in your area, say young businesses less than 10 years old. These are businesses which have survived the early years, got up and running, and are now looking to take the next step in their development. Look at their website and email them to introduce yourself and ask if they are having any particular problems they would like fixed and also include three suggestions they should be considering, and you could do, to improve their site. Invite them to contact you to discuss anything in the email. You could also do a non-pushy phone call follow up to see if they would like to chat about their site and your services.

Once you have a clientbase of regular maintenance work, you will then pick up other more lucrative work like building new websites, etc. Also, your customers will refer you to other people and referrals are the best kind of advertising you can have.

Good luck.

 

[The Business Bible]

i'm in the same position, albeit I only started promoting my web design services two weeks ago. Thank you for some great advice. My niche is startup businesses and I haven't quite yet figured out how I can get in front of them. I've tried Adwords and i'm getting a few clicks but no luck so far.

 

[Scott@KarmaContent]

I'm charging a very reasonable amount which the majority agree with. Some designers said I'm mad charging so little

Put your prices up. People are often put off by services that are too cheap. If all other web designers in your area are charging more than you, people's perceptions of your service could very well be one of the following:

• You're not very good at what you do
• You're outsourcing to India or elsewhere
• You're cutting corners

Like @fisicx said, sell the sizzle and not the sausage and the price will become less and less of an issue.

 

[The Byre]

Building small websites is now a consumer activity. I strongly suggest that those pinning their hopes on getting small businesses to sign up for such a thing, to find something else to do.

 

[Alan]

My niche is startup businesses

That isn't a niche. It is what every startup web design business goes for. Waste of time.

 

[Scott@KarmaContent]

That isn't a niche. It is what every startup web design business goes for. Waste of time.

Agreed, and unfortunately web design is one of the areas that many small startups (wrongly) think they can skimp on.

Much better would be to focus on a particular industry. I know web designers who can charge a premium and make a very good living because they are seen as sector specialists in their chosen niche (recruitment, legal, dental, accountancy etc).

It makes your marketing a whole lot easier too.

 

[Paul Norman]

The problem is, if you go into website stuff at the bargain end your competition is not the prices other web companies charge.

Your competition is DIY. So even if you are 7p, you are too expensive.

Whereas, you might want to be recovering rather more than that for a days work!

 

[Yelsha64]

Thanks everyone, I've read all your replies and taken it on board, I really have! Since I last posted I have already got my first client and they are very happy with the website and are getting more leads as a result. I am In the process of creating two more websites

My theory was to charge very little so I build my portfolio and increase the price from there. This was advised by other web designers but question whether it is a good approach.

In regards to specialising in a specific industry it does sound interesting and one I am looking into at the moment.

Thanks again!

 

[Chris Salmon]

Have you thought about being a Shopify Expert and working in their ecosystem? That way leads are coming to you. I'm sure the other hosted eCommerce platforms have a similar setup

 

[Yelsha64]

Have you thought about being a Shopify Expert and working in their ecosystem? That way leads are coming to you. I'm sure the other hosted eCommerce platforms have a similar setup

Hi Chris

I saw your post yesterday and checked out your site as well, that's a great niche your in! I have a soft spot for american candy

I am actually nearly qualified as a 'squarespace expert' which I am putting all my hard work into at the moment. Shopify as a great platform, probably the best for e-commerce which I will no doubt look into in the future.

Thanks!

 

[Alexander Sadlier]

Once you have a single customer you are golden, you know you just have to keep working then

 

[Ray272]

Target a range of the same business's and apply a known tactic such as FOC - Fear of competition into them ensure you highlight the basics of what they will engage with. For example get them on Google. Everyone knows google and you can demo that in the shop alongside the website. Getting their co. Name and directions on Google will be glamorous to small proprietors. Independent coffee shops may be up for it.

Maybe you are putting some onus on the prospect that they do not have time for or do not understand.

Hairdressers might be a good one too. Something simple for their home page like a whole home page looking exactly like their shop front for instant identity and appeal.

Keep us updated, try to explain where or how each prospect has gone cold.

Advertise locally if you are aiming to provide locally. If your aiming for small local business's why not go and see someone connected to local enterprise in your area for referrals.

Don't Give up.

 

[David Ross Digital]

I'm just about to throw myself into the same situation and this thread has been really helpful. I think referrals are going to be vital

 

[dvdlocker]

Good luck in your venture it will come with lots of ups and downs but KEEP going!
Here's a few pointers I would say will help you (some have been mentioned previously)
- Build up your brand / Image
- Get Social, Post on various Social Media Channels
- Use Adwords or similar
- Try getting your website on top of google searches
- Stick with it, business takes a while to startup but if you keep going you will reap the rewards

 

[Violinni]

Hi Everyone,

I started my first business exactly a month ago specialising in web design for small and local businesses in my county. In the past month I have cold called/emailed around 10-15 businesses almost every day including weekends, have gone to networking events, I am slowly ranking higher in google with my chosen keywords, writing blogs, meeting with other designers, have ran Facebook ads but still nothing. Despite cold emailing getting a bad rep I have had a good response rate around 25-30% with just under 10 people/businesses showing a strong interest or so I thought. I even went to meet with a potential client who I never heard from again. When I spoke to all of them they all said they were very happy with my price and would like to go further but then never hear from them. Maybe I am just being impatient? At one stage I sent an offer out to create 2 websites for free to make my portfolio bigger. one of them didn't even take any interest after a few weeks and couldn't care less. I've been told picking the correct clients is a skill in itself but I am not in a position to do this yet. I started getting paranoid about my own work but some very talented web designers I reached out too said my site and work was great, just need to add a bit more content which I am in the process of doing. I understand the industry I am in is incredibly competitive but I know of a lot of freelance web designers who are turning away work! I haven't utilised google adwords yet which I know is a possibility of generating good leads. Any tips or advice would be greatly appreciated and I feel like I am getting knowhere.

So you think sending 15 cold emails is a lot? You can try sending 1,500 and I’ll praise you and buy you an English biscuit if you get yourself more than 5 vague responses.

Most of the cold and totally unknown emails go to people’s SPAM folders anyways.

Plus I find highly annoying the cold emails I often get. My inbox is often filled with unwanted shrapnel. I will probably never trust someone sending me a spammy email, or calling me on that matter.

I can trust someone that’s not aggressive in his endeavours.

You can’t just catch the fish by chasing it around. It doesn’t work like that.

 

[TotalWebSolutions]

Thanks everyone, I've read all your replies and taken it on board, I really have! Since I last posted I have already got my first client and they are very happy with the website and are getting more leads as a result. I am In the process of creating two more websites

My theory was to charge very little so I build my portfolio and increase the price from there. This was advised by other web designers but question whether it is a good approach.

In regards to specialising in a specific industry it does sound interesting and one I am looking into at the moment.

Thanks again!

Agree that by charging much less than your competitors in the area there could be a negative perception as to the reason for it. Also, if you start at less and increase the price you could find those clients that got on board at the 'cheaper' price start to recommend you to others, which is good in one respect, but not so good if the referred client expects the same sort of price...

 

[HazelC]

I do social media management and website content (similar sort of industry); started 4.5 years ago and the first year wasn't the easiest. I networked by bum off - people buy people and this is even more true when it comes to new and small businesses so you have to meet them. Whether that means knocking on doors or attending every network event you can!

Cold calling doesn't work for me (on the receiving end) - you say you call people at the weekend? That would be a massive turnoff for me and your name would be mud. The weekends are for me, not work.

I sent a lot of monthly newsletters with a special offer (never free - as I feel that 'leaks desperation') and always emailed people after meeting them at networking.

I share a blog on my website every other day which helps with my SEO and keywords too.

I am on social media all the time, not selling what I do but instead sharing how what I do can help as well as free tips and advice for people that may want my services in the future.

When I first started I did work through FiveSquid and similar sites, not a lot of work and only stuff I wanted to. I didn't do it for the money, I did it for the testimonials that I could then post on my website - this then gave viewers of my website trust that I could do a good job (I now have over 100 testimonials from 'real clients' and this REALLY helps and is a highly viewed page of my website).

Make sure you have a landline number and email address that isn't hotmail / yahoo as this will instil trust that you are serious about what you do.

I hope that helps?

Hazel

 

[Chris Ashdown]

Make sure you have a landline number and email address that isn't hotmail / yahoo as this will instil trust that you are serious about what you do.

I hope that helps?

Hazel

Agree 100% always have a dedicated domain to use otherwise you look like a cowboy or girl

 

[HazelC]

Agree 100% always have a dedicated domain to use otherwise you look like a cowboy or girl

Agreed - especially when it comes to online stuff! (in my opinion)

 

[HazelC]

So you think sending 15 cold emails is a lot? You can try sending 1,500 and I’ll praise you and buy you an English biscuit if you get yourself more than 5 vague responses.

Most of the cold and totally unknown emails go to people’s SPAM folders anyways.

Plus I find highly annoying the cold emails I often get. My inbox is often filled with unwanted shrapnel. I will probably never trust someone sending me a spammy email, or calling me on that matter.

I can trust someone that’s not aggressive in his endeavours.

You can’t just catch the fish by chasing it around. It doesn’t work like that.

I have to differ on this one - I have an email list I bought about 18 months ago, it's got about 1,500 on it. I send an email every 3 months and get 2-5 sales every time. This is an on-going client sale (monthly blogs, etc)

I also have lists of people I have met networking and send a monthly email to them (although sometimes miss a month so I need to get better at this - please don't beat me with a stick for the honesty) - The list is about 800 people long (some of them already clients, past clients but most are just people that have given me their business card). I get 1-2 sales per every newsletter and again this is a regular client.

I do it through MailChimp and this works for me!

(just my 2 pence)

 

[Yelsha64]

Thanks for all the replies guys, much appreciated

 

[fisicx]

I have to differ on this one - I have an email list I bought about 18 months ago, it's got about 1,500 on it.

You do know you can't use that list anymore unless you have explicit consent from each recipient.

Buying lists is going to be much more restricted once GDPR comes into force.

 

[Chris Ashdown]

We have all been there, Read the books, Understand the difference between SEO and Pay per Click

What does the small business owner or shop owner understand of web sites, probably very little

You can explain that once the ecommerce site is up and running it's very easy to run by simply downloading orders and dispatching them hopefully the same day,
Collecting money via a payment company direct to your bank, you can even get a card reader that you can use in the shop and take telephone orders,
If you have a image (supplied normally by the supplier) or take a photo yourself you can put new products on the site in about 5-10 minutes
Your designer can handle making the web site, setting it up to be user friendly to search engines and also advertise using pay per click
Whilst the retail market in shops is going down the market for e-commerce shops is growing all the time and can be run together with little additional work

That would be my position on selling designs

 

[Matt_Market_Boosters]

Very interesting to read - ultimately I think you have to take a step back occasionally and realise how early into your journey you are. Rome wasn't built in a day still rings true, and as the majority of advice has suggested, find your niche, give it time and you'll be just fine! Genuine referalls are often make or break; unless you harness the power of AdWords and other paid elements, your online inbound will be very limited, initially at least. Best of luck going forward!

 

[HazelC]

You do know you can't use that list anymore unless you have explicit consent from each recipient.

Buying lists is going to be much more restricted once GDPR comes into force.

yes - very aware! lol