Sales

Fixed Price, Time and Materials, or Recurring Revenue: The Great Debate

In 2007, at the depths of struggling to make ends meet, my business partner sat down with me and presented a…

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How to Take Charge of Delivering Project Proposals and Sales Follow Up

We’ve all been there… You have a great phone call, amazing meeting, go over your pitch, and then email off the…

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7 Proposal Steps to Help You Close More Sales Contracts

Many marketing and web design agencies are great at pitching a potential client, but often they lose focus or back off…

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3 Simple Techniques to Get a YES on a Website Proposal

Sales are the driver of your business—of any business. Nothing happens until a sale is made. Without sales, we would have…

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3 Ways to Get New Clients Without Having Strong Sales Skills

I remember the very day I started my agency, almost 13 years ago. After my employer shuttered and laid all of…

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How to Get Your First Paying Client in 24 Hours or Less

I hate web developers. Not because we’re boring–we’re some of the most creative people I know. And no…not because we’re not…

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Lorraine Ball of Roundpeg Talks Teaching, Inbound Marketing, and Getting Clients from Competitors

Creative Director and Owner of Indianapolis-based Roundpeg, Lorraine Ball joins our program to discuss her agency, growth, marketing, talent, and how…

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How LinkedIn Can Grow Your List of Qualified Sales Leads

The freelance web designer’s dream is to work with clients they love on projects that excite them for the fees they…

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How to Build Value in the Web Design Sales Process

Recently, I wrote a blog post published over at Tuts+ about 3 things to help you sell $3k+ website projects. A…

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How to Get Your First Web Design Client

My first client was a chocolatier in Michigan. Steve and I built the original site for $500. It included a homepage,…

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Arif Gangji of Neon Rain Interactive Talks App Development, Product vs Service, and Hiring Great Talent

Founder and President of Denver-based Neon Rain Interactive, Arif Gangji, sits down with me to discuss his agency, growth, and his…

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How to Leverage Google’s Hummingbird Update to Make Money

Leveraging hot topics from around the web will do a couple things for your brand. First, it keeps you relevant. Second,…

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How to Explain Paid Sales Discovery to Your Web Design Prospects

This year we started charging for discovery work. Not only has it improved our bottom line, it’s allowed us to increase…

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How to Handle Request for Proposals (RFPs) Like a Champ

Request for proposals, or more popularly called RFPs, have a bad name in the web business. I have fallen victim, on…

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Which is Better: Selling Websites In Person or Over the Phone?

A lot of my sales courses teach how to sell through meetings with your prospects. Namely, multiple meetings (or interactions) over…

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President of EffectiveUI Anthony Franco Talks Service, Acquisition, and Great User Experience

Sitting at my desk, I daily drink from an EffectiveUI water bottle I so graciously got at Adobe MAX in 2009.…

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The Promise of Future Work is Seductive

I can’t tell you how many times I’ve heard some version of this sentence: “If this goes well, we have a…

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3 Reasons Great Design Isn’t Enough to Get Higher Prices

I love great design. My team, over the years, has often given me a hard time because I can tell if…

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How to Overcome the Dark Side of Cold Calling

Cold calling sucks. But… It’s the only tactic that you can turn on any second of any day and start having…

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How I Taught A Web Designer to Sell $10k+ Projects

About a year ago, I offered a friend of mine some consulting in exchange for customer research. Essentially I wanted to…

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How to Overcome Low Self Confidence When Selling Websites

There is a big stereotype out there that links selling and the art of sales to self confidence. If I am…

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How to Charge for Sales Time

Walking out of a prospective customer meeting, I realized that I had just laid out exactly what their online strategy should…

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Getting Clients to Follow Up After Sending a Website Proposal

We’ve all been there… You spend hours with a prospective client. Magic is in the air and they say, “can you…

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Tracy Schloss on Why Word of Mouth, Networking, and Meetups Grow Her Web Design Business

I always enjoy sitting down with other web design entrepreneurs. My latest interview at the uGurus HQ is with another local…

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Tips for Hiring Sales People for Your Web Design Business

I get asked all the time, “How can I hire a salesperson?” My quick answer: “It’s really hard.” But it’s not…

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Website Design Client Contract Basics (and Template)

Any significant project you produce will most likely be accompanied by a contract. If you don’t have a boilerplate contract, I…

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Sales, Marketing, and Growing a Virtual Web Design Agency with Jon Hinshaw

A couple of weeks ago, I had an opportunity to invite a close friend of mine, Jonathan Hinshaw, into the uGurus…

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Are You Lacking Clients Because You Suck at Sales?

Before you rush to judgment on your sales abilities (even if those need a little work), you might be lacking clients…

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How to Talk About Pricing with Your Web Design Clients

In my early days, I got really hung up on clients wanting to know about price. They would say, “we need…

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My First [Big] Web Design Pitch was a Complete Failure

I started making websites in 1997. I received money for the first time in 1999. From 2000 to 2004 I was…

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