Tuesday, July 5, 2011

How to Land a Client

“It doesn’t matter whether your product is information or a flyswatter. If you understand marketing, you can make serious income.” Robert G. Allan,

It doesn’t matter how many times you have heard it – one often forgets a crucial component that will make or break your business. That is showing how you can solve a problem for your website visitor…

What do I mean by that?

Many times I have come across websites that talk about how great the company is and how they have been in business umpteen years. Then they go on and list all the credentials they have on and on and on.

No matter how impressive it may look to you, people visiting your website are looking for something much different than that. Sure they need to know about how experienced you are, but you can talk about that on the "About Us Page". The one thing that you can do to bump up your customer base is so simple and straight forward sometimes it is easy to over look – what is in it for them?

Why would someone want your product or service? What problem will it solve in their life? What will they experience when they buy what you have to offer?

You must first solve a problem for them or give them a reason why they need your product or service. A good way to do this is asking a few questions on the home page and then giving them the answer using your service or product.

Saving money and buying at a lower price are great. However, they must be followed through with benefits, reasons, sound facts and lots more benefits. When designing your copy, stick to the emotionally-gratifying benefits. Bring them into the conversation – once someone see’s where it will be beneficial to them. They will contact you and not just pass through.

Another Important Element - Getting Your Reader's Attention

Endorsements and testimonials are effective ways to dramatize facts and back up the benefits of your product, but don't use testimonials that look or feel transparent. Any testimonials you use must be true, for double the benefits use your client’s picture with their testimonial. I cannot tell you how many times my clients have told me when I saw you testimonial page – it sealed the deal…

Never talk down to the readers as though you know something they don't, or you're better than they are. To you, the potential customer is GOLD. Absolutely STAND BEHIND your word. Be cheerful and expedient in returning a phone call. Let them know that you sincerely appreciate their business and not to hesitate in contacting you, if there is any way you can be of further assistance.

If you give a time limit the product will be offered for sale, or mention a limited supply, or have a reduced price for a certain time, you'll increase the impulse to act. Again, STAND BEHIND your word; and you will find customers come back again and again...


Pamela Jacob is the owner of Artista Design. If you need a website developed or redesigned, project manager, consultant or graphic designer – you have found one. Pamela’s specialty is taking an idea and making it come to fruition. “If you want to own an online business that thrives, if you have a passion for something you want to share, if you have an idea that you want to come to life contact me. My initial consultations are FREE”.

801-910-4825