• 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 21 years, 12 months ago 2 Members · 2 Replies
  • 2 Replies
  • Robert Lambie 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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