Prospect Meetings – Down to Brass Tacks

bargainingmanIn most meetings, there’s a dealmaker/dealbreaker moment when you see how the prospect is going to choose who gets the gig. The raising of the price issue, getting you to quote before the meeting indicates that cost is going to be an important deciding factor. Stare back at the prospect and ask him what the budget is for the web development. He’ll have it in his mind for sure.

If he says “We don’t have one” – untrue. It’s probably a very low figure. If he says “R10,000” you know what you can provide even though the quote may be less than R10,000. Does this figure include hosting etc.?

If he comes out with “Not more than R4,000” then think of asking him how much a working website – one that brings new customers – is worth to his business? If he sells items at R50 then maybe not too much. But if it’s an engineering company, could be a great deal. So why the nickel and diming?

The prospect has to have some idea of the cost but if you and others have already submitted quotations he has a good idea and is prepared to pay around that rate. But, he may try and get you to include a bunch of extras for the same price.

Prospects – Getting to the Gig

OK, what are you wearing? There is one rule. Be the best dressed person in the room.

007I work in Durban which is very humid in summer. Wear a suit and you look like a sloppy journalist just out of the pub. Have the aircon in the car turned up high.

If you wear a jacket, leave it on the car hook. Don’t forget that the guys you are meeting probably work in air conditioned offices.There is a workaround though.

Most young male company men have a uniform. Blue long sleeve shirt, brown long pants, brown shoes. I wear something similar – a different coloured shirt – and a tie. It doesn’t hurt and you can leave it loose until just before you get out the car.

Getting to the Gig

Never be late. If I have never been to meetings there before I always allow an extra twenty minutes even if I get there OK and have to sit in the car for a few minutes. Park in the shade if there is any. I’m a Luddite and don’t have a GPS although should invest in one.

GPS or not, get a ding on the freeway and you will be 30 minutes late.

traffic

I limit site visits to within 10kms of Durban CBD. I have driven plenty further on the odd occasion but you are in no way regarded as enthusiastic, more as pathetic and desperate.

Your Wheels

vetteI know this is not an easy thing to change but the wheels should display authority and sufficient cash. Not a beach buggy.  And make sure it’s not covered in bird shit and full of baby things and supermarket bags.

I use a somewhat geriatric Audi A4. It’s enough, I hope to distinguish me as a discerning motorist. I used to have a 1976 Corvette which was guaranteed to get the conversation started.

External Evaluation

Right, we’ve done some detective work and have now arrived at the prospects. Big operation? Small? How many staff about?

Look in the staff car park. A row of luxury cars will also tell you something about the company’s largesse. Lots of Dough?

luxurycars

Maybe but the row of SUVs will all probably be on lease which may mean they have no money for a website – can go either way. But you may find out during the meeting.

Turned Up Early?

Always be on time – obvious really.  Late for a meeting may also imply late replies to website queries. I have found that if you arrive early, it’s taken as a sign of professionalism rather than desperation.

Internal Evaluation

You’ll get a good idea of what the prospect might pay by simply looking around. Expensive fixtures, plants, hardware like computers, maybe even a server will indicate that they are looking for a top end website. The boardroom, where most meetings are held will tell you a great deal.

If you are ushered to a tiny room packed with product or piles of paper then it’s likely the prospect wants ‘just a web page’ and is looking for the lowest possible price. You don’t know however, often until you get to the place but when I see this sort of operation, I’ve pretty well wasted a couple of hours.

office