How to negotiate your worth?
Having been in business for over 15 years, one of the most frequent questions in conversations with fellow agency owners is how to negotiate a contract. Generally, we advise most agency owners to set their prices based on the time needed to create the project, outside amounts for any premium plugins needed, and the cost for any other person working on the project. The project cost should never be present during discovery or introduction with a potential client. The reason for this is two-fold, you do not want to make your lead feel like you are a cookie-cutter agency, and secondly, you want to review how long the project going to take and the amount of cost needed to create the project. We always recommend getting all the information during the discovery step, and if pressed about the cost. Then present what a typical website might cost, but you would need to access all that is needed prior to quoting. Also, we strongly recommend your presenting the quote and make sure you have a buy-in prior to working on a contract or proposal. No need to put in that work to be waiting six months for a signature and down payment.
So you have advised the lead of the cost of the project and your agency does not get the project. One of the reasons is you might not have put in front of the lead, what is your value or worth. So how do you put that information in front of your lead?
Demonstrate
Wyour value from the start, during your discovery conversation, and in your proposal make sure your agency points out why they are different. Point out what is included and why it is important. If your agency is going to conduct some keyword research for search engine optimization. Point out the importance of why search engine optimization is important. If your agency is going to make sure the lead’s website is going to be responsive. Make sure your agency is pointing out why responsiveness is important. And so on.
Long Term
Your agency needs to be thinking about long-term projects. Your agency needs to get away from the less than thousand dollar projects. Your agency needs to be confident in quoting five and six-figure websites. Make sure your agency has a maintenance and support plan, and make it mandatory or strongly recommended. Provide a lot of value. Make your new conversion call your agency with questions about the support. Think in terms of a long-term relationship.
What is your worth?
Make sure they know your worth, and use case studies and testimonials from current clients. Ask for referrals and testimonials during the process. Showcase your agency’s work on your agency website. Make sure your agency is very active on community pages, such as Facebook and Linkedin. Have a social media platform policy. Make sure your agency is posting on a constant basis on social media platforms. If your agency can, create a video platform. Create a podcast. Make sure your agency is providing solutions to pain points, especially for your target audience.
Experience
Showcase your experience and make sure your lead understands that your agency is the expert. If your lead is the expert, then the only one who would come to the digital project is your lead. Your agency needs to establish its expertise. Showcase how your agency is going to exceed all your lead’s expectations. And make sure your agency does actually that, blowing the project out of the water. Blog about what your agency knows and try to keep your blog post to solutions.
Conclusion
Your agency is going to have to defend its price point, but defend it with facts to back them up. Remember all leads are not your lead. If someone does not want to pay your agency’s worth, then it is okay to say no to a project. Remember your agency is the expert. Do not allow the fear of will I get another project, allow your agency to take a bad project. Remember to follow your agency’s onboarding process and keep a running tab of all the expenses of the project. If you need help with a digital platform, then your agency can reach out to us at info@jdswebdesign.biz or 678-718-5489.
Image courtesy of Gabrielle Henderson.
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.
Join our mailing list to keep up with JDS WebDesign and find get tutorials and information about how to improve your website or business.
Get Your Mobile Application TODAY!!!
Unlock your next state of growth. Mobile applications that change minds & deliver more!!!
CLICK THE RED BUTTON BELOW TO GET STARTED!!!
