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

 

 

Prospects – Meetings 101 or Why You Were Invited

Un-ideally, and usually, the meeting  takes place after you have submitted the quotation. In other words, your prospect has shuffled a bunch of quotes together and for reasons unknown, you have ended up on his little pile.

Why You Are There

The reasons could be a low price (Ugh!) or, you hope, the professional service you offer. Or anything else. But, you need to go into this meeting with a good mental picture of what you quoted for and the amount you quoted. Take any emails because for sure, he will have them. Look through the correspondence in relation to the quote. Have I missed something?

angrymanIn most cases it’s the price that got you there and not your fancy quote form so expect some horsetrading.

At the meeting, additional functionality/pages will be brought up either by your prospect (to squeeze the quote) or yourself  (to increase the quote).

The Curve Ball

He has had the chance to look at several quotes and thought to himself – “Hmm, didn’t think of that!”, “Ooh, I want LOTS of those!’ or “That would be nice”.

He will try and get you to commit your price to this additional functionality, which may be significant – (“Oh, we thought we’d have a database driving those extra 20 pages”).

Your Response

Resist, although things may may otherwise going swimmingly. There are probably a bunch of people round the table BTW so there may be a little pressure. He may ask you there and then – “Well, how much extra do you think this will cost?”.

interrogationResist – although there may be some pressure. Tell your prospect that you need to evaluate the new spec. and you’ll submit a new quote tomorrow.

Tell him that your quotations are prepared very thoroughly. Get your breath back when you get to the office – and don’t leave it too long before reissuing the quote. I have done this and even got mixed up with what client wants what.

When You Get Back

No matter how much you impress him with the approximate-ness of the figure, this figure gets itself set in concrete between the meeting and your quote submission. What you’re going to do is have a relook at the quote, add stuff from the meeting and have a REAL thorough inspection of the existing website in case that content is going to be reused.

The devil is in the detail. Too true.  I have found some horrific stuff in the basement over the years.  Some little, weeny text link leads to a whole new 30 page website.

quote_timeOnce you have done this, put the quote together making sure that the new stuff from the meeting is itemized in there together with the unpleasant discoveries from the resent website.

If there was stuff discussed that was optional, include them and quote for them separately so your prospect has a choice.

Cover Yourself

In your quotation make sure you specify exactly what you are going to do for what fee and that extra pages/functionality will be quoted separately.

Don’t submit the new quote ‘tomorrow’ – leave it a day or two. Chances are, he will be seeing other webbies so get your quote in after theirs JUST after, before he chooses. Otherwise he may use your quote to get a lower quote at a subsequent meeting.

Next Post

What to take to the meeting.