When a prospective client contacts me regarding a web site or web application they want developed I pride myself in educating them in the world of web design and development. Explaining the process and what makes a successful site or application in terms they can understand and listening to them to ensure I understand their business and objectives. Although I can sell I don’t consider myself a “sales guy” as I have a strong technical background. As a result my proposals tend to be more detailed, not to the point of overkill on tech terms but a solid definition of the client’s requirements and a blue print of the proposed solution.
Sometimes I feel as if I am giving away too much info. After all, you spend time understanding what it is the client is looking to accomplish and in many cases it is customized. Then you give them a spec and blueprint that they would have never been able to put together on their own and now they can shop it to any web development firm out there. I had a case where I put together a solid proposal for a custom secure web app. I followed up with the prospect who told me: “Your proposal was great, excellent detail, maybe to a fault. The president gave it to his cousin as a spec and now he is doing the project.” At least he was candid with me, others I am sure have not.
This brings me to another case. A prospect calls, an established firm that specializes in commercial real estate investments. Great, right up our alley, we have built some great web sites and apps for commercial real estate brokers, investment firms, etc. They wanted new logo/identity, website and more. “I hate to put you to such a tough timeline but you are the last firm I’m looking at. I need the proposal tomorrow.” So I have a good conversation with him, get a handle on everything they are after and then hustle and turn the spec/proposal around. I have a great rapport with the guy, this is in the bag I am thinking, it’s a great fit. He comes back and tells me that I am clearly superior to the others he has spoken too. He asks for samples of work, etc. To my surprise he comes back and says one of the principals has a friend who owns a firm and he has dealt with them in the past, that is who they are going with. What!?! And you were not aware of this?!?! BS I am thinking. I have been scammed. I put together great spec only to have it shopped and given to someone else.
2 months later I get a call from him. “Do you remember me?”. Oh yeah I remember you. Turns out the firm they went with wasn’t meeting their expectations. While I was wary I agreed to take on the project. They are ecstatic with what we have delivered thus far! Good karma I’m thinking, your good efforts come back to reward you.
When they went with another firm initially I was talking to my colleague Lisa who said “Do you sometimes think we are too detailed, that we give too much away for free?”. At the end of the conversation we both came to the same conclusion: Yes we do but we will not change it. It’s our style. To be thorough, to be a straight talker where so many are not. To take the time to understand and educate. Have a need for a web site, web marketing or secure web application? Contact us for advice and guidance. We give it away with the understanding that if you are serious, you will want it done right and will become a client. Good karma.