Comments on: Getting your clients to pay more for web services

By: Rob

Rob — Sat, 23 Jan 2010 11:29:44 +0000

Absolutely great article, am showing this my boss first thing Monday morning. Unfortunately, the following is quite common nowadays:

“Since your client doesn’t know why, they will pay for a website designed by the lowest bidder because all bidders make websites.”

By: Steve

Steve — Wed, 02 Dec 2009 00:25:02 +0000

Great article. Your content is a very refreshing blend of technical and practical business….

By: Dhane Diesil

Dhane Diesil — Sun, 20 Sep 2009 16:21:12 +0000

Great post Brian. And awesome comments from everyone else.

IMO it all depends on what you want as a designer/developer/consultant. Once you’ve established what YOU want, then your role in the project will be much clearer.

Although I originally started as a website builder, I’ve realized I’m more of a consultant in that I spent the majority of my time asking questions and giving out advice. That’s easier and fun for me because I don’t have to spend hours in front of the laptop screen changing designs and code as my clients project scope fluctuates.

Overall, even if you just build websites or only do code, you’re better off wearing the consultant cap from time to time as it will uncover new opportunities for work with your prospects and clients.

My two cents!

By: miles

miles — Wed, 16 Sep 2009 22:56:12 +0000

And this is why I dont want to do consulting

By: johnmsanchez

johnmsanchez — Wed, 16 Sep 2009 22:13:57 +0000

Great post! Although my colleagues and I jokingly call this “philosophical marketing” it is apparent that providing that extra value is what captures the big business.

By: Toby

Toby — Wed, 16 Sep 2009 17:05:59 +0000

Great post, Brian. Price is never an issue a long as value > cost.

Baba: If your client’s business suffers after you’re done, you haven’t done your job (either in terms of deliverables, or in defining what success will look like and how to measure it). When you provide value (which necessitates being able to measure it, preferably through results metrics and not just activity metrics), the discussion about cost becomes secondary.

By: RobsonB

RobsonB — Wed, 16 Sep 2009 16:38:57 +0000

There’s two kind of client.

The first, pay you to delivery it when they want just to have it. This one does not believe that that web can do more for then. They don’t care about what do you do or about your skills or information. You’ll bore then if you try to delivery something better, just because they think that you’re doing it just to your portfolio. Do what I say, not what I do about these… You’ll notice this when a projec just stand to long and what you need don’t came when you need, but if someone ask him, he’ll ask you about the site. Usually this kind wish to pay LESS. (always)

The second, pay you as a professional, wish to learn something about and ask you what more could be done to delivery a better site to his clients. It’s not usual, but this one is a gold mine client, DO (and DO WELL) what he ask, do a little more when does not take much time and talk him about new stuff. This will update the site and, if you do a great job, it will be with you. It will negociate about prices, but usually PAY what you ask, just because you do it WELL and understand him.

By: Jeremy

Jeremy — Wed, 16 Sep 2009 15:42:24 +0000

I would have to agree with Brian on this one as well. If you are not thinking about what effects the overall website is going to have on the future of the clients business then you are not making informed design decisions. Further if you are simply building a website to clients demand then I don’t believe that you are completely rendering the service that the client came to you for in the first place. In my opinion the client is there to establish guidelines, and more importantly goals. It is your job to interpret the goals and design a website that will achieve those goals, going way beyond the aesthetic. Of course you are going to have clients that are not going to agree with every bit of advice that you pass off to them. You will more than likely have to give in to some of the demands with which you do not agree, but overall you should be taking the rains in the planning, consulting and construction of their web presence. That is after all what they are paying for. In the case that they are simply asking you to “build them a website” with no clear cut purpose in mind other than the fact that “their competitor has one”, you need to step in and use your expertise and professionalism to help them understand the why. – That’s my opinion.

By: Jacques

Jacques — Wed, 16 Sep 2009 15:26:22 +0000

Good stuff Brian, I agree with your response to Baba and would like to add my 2c’s. You can either be the guy who just builds what the client thinks they need and in this case you are just a average run of the mill code monkey that executes and churns out code or “systems”. A consultant is someone that understands the business and marketing objectives of a client and that adds value to that process by bringing in their expertise and making the website support these objective by generating leads, supporting the brand or actually converting directly to on-line sales.

By: Brian Cray

Brian Cray — Wed, 16 Sep 2009 15:04:18 +0000

Baba: I come to my clients as a consultant. To me it’s normal business practice to ask advice from consultants. If you aren’t showing your clients (or bosses for that matter) the benefit of your work, you will be replaced by someone who can articulate the impact of their work on business.