• Posted by Joe McNamara on February 19, 2002 at 10:27 pm

    Hi again to the dozen who post……sorry and you 388 viewers 🙂
    Here’s a sales technique oyu probably know already:
    When you do mock ups for a job, do 3 – each slightly different:
    1. plain, black on white, uninspiring….tell the customer that this is what you usually do for the economy end of the market (by saying that – 9 times out of ten they won’t pick that design, because no one wants to look cheap)
    2. A nice design to suit their budget – 4 colours maybe, with a shadow or something similar, "this type is most popular with medium sized companies giving a good balance of colour and excellent value for money" – They will go for this 80% of the time
    3. Do a "mike the sign " style for them and charge top money for it. Saying something like…."this is what we usually do to cater for the higher end of the market – this draws the highest response from customers because of the visual appeal and the impact it creates "………sometimes they’ll go for this.
    The moral of the story is:
    They won’t choose no.1 – because no one wants to be seen to be cheap.
    They usually pick no.2 because it’s a happy medium – cost versus appeal.
    They may surprise you from time to time and choose no.3 – be inspirational with this one and charge enough too!
    Now post something for christs sake…..I’m getting fed up reading my own rubbish every day!

    Vic Adair replied 22 years, 3 months ago 2 Members · 2 Replies
  • 2 Replies
  • Robert Lambie

    February 19, 2002 at 10:44 pm

    hello joe
    and thanks for all the good posts mate. well pleased here!
    just a thought mate, when are you sending your picture for me to include in your posts… 😆
    now now dont be shy! "mikethesign" aint.
    but paul "D" maybe aint seen the bloke in a wee while. must be busy with corel draw again. come to think of it hes right next to the telewest order. 😛 wassup way yeh man. 😆

  • Vic Adair

    March 5, 2002 at 12:56 pm

    Sounds fine in theory but it could drive a prospective customer, on a tight budget at the time, away to your competitor who will then get all the future work from the customer.
    Just a thought!!

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