Your job is not to be a credit manager!

In the midst of Covid-19 (Corona Virus), we at JDS WebDesign hope everyone is safe, washing their hands frequently, sneezing and coughing on their elbow, and practicing social distancing. Over the next several weeks, we plan on blogging about making your website more business-friendly. We will have some tutorials on our favorite plugins and features, which will make your site more efficient.

One of my favorite web designers, April Wier, Sugar Five Design Digital Agency told me a long time ago to not be a credit manager. Like most, I was a little confused.

Then April provides me with a really interesting story. Prior to opening her design agency, April sold above-ground swimming pools. Well one day, on a typical sales call, she was sent to a prospective client. It was in a rural area, an older gentleman in an overall…with no shirt, and some worn-over boots. There were several old, beat-up cars in the driveway. The house was a wooden shack, and a couple of homily-looking animals were running around.

April called her boss to see “why, was she sent to this appointment ?”. It was obvious that this prospective client could not afford an above-ground swimming pool. She was greeted with you are a sales representative and not the “credit manager”. She closed the deal and sold the older gentlemen, the biggest and most expensive pools. Later when pressed, April would tell us that the older gentlemen’s wife was about twenty years younger and he like to see his wife in a bikini.

How many of us go into credit manager mode?

You are close to making a sale. Will quoting what I am worth kill the deal? Instead of quoting what you are worth, you give a price of what you think the prospective can pay. You underbid your services and while you might get some new business. The numbers in the end, just do not add up.

I have done this !!! So how do you stop being the credit manager, and keep yourself in sales mode? My advice would be to not get into sales mode…stay in problem-solving mode. Obviously, your perspective has a problem or situation. You need to offer solutions and find out what that solution is worth to them. If it is a minor (at least for them) issue, then make sure you offer a minor solution. However, if you can create some value, then charge or submit a bid for adding the value.

If you are looking for a web designer, and/or brand developer, then I am available. I can be reached at info@jdswebdesign.biz or 678-718-5489.

The image is courtesy of Rawpixel.

JDS WebDesign is a Web Design and Brand Marketing Agency located in Marietta, Georgia. We create AWESOME on line presence for Start-ups and Influential People/Organizations. To learn more about us or how we can help you and your organization, you can contact us or schedule a meeting.

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