Brand & Web Design Sales Call

CLIENT INFO

Hi, thank you so much for your time today! I’ve been looking forward to hearing more about your [type of business], your vision, and chatting about how we could work together. Before we start, I just want to confirm your contact information just to make sure I have everything up to date!

Name

First Name

Last Name

Phone

(###)

###

####

ABOUT THEIR BUSINESS

Can you talk about the types of clients you have today?

And how does that compare to the clients you want?

So, I want to shift to bigger goals. What are you looking to achieve in terms of growing your business?

Why do you feel like now is the time to... (rebrand/redesign/revamp?

ABOUT THEIR WEBSITE

What’s your goal for the website?

What do you like about your current website?

What would you want to improve about your website?

Any specific features/functionalities/website pages you have in mind?

ABOUT THEIR BRAND

How do you feel about your current brand?

Are any of these additional collateral items things you see yourself needing/using?

(brochure, business cards, brand patterns, packaging design, stationery kit, merch design/t-shirts, stickers, PowerPoint/Keynote slides, social media graphics, etc.)

CLOSING

I always want to make sure that my clients are 100% satisfied after working with us, so what would success look like for you for this project?

Okay, let’s talk about what’s next. What I want to do after this call is take what we have here and give you a breakdown. So I want to write out exactly what we’re recommending based on what we’ve covered, and exactly how much we’re quoting you for that.

“Ok, so that’s all of the questions we have for you today. For everything we’ve discussed today, we’re looking at a package that includes roughly [____] deliverables, a timeline of [____] and a project cost around [$___-$____]. Is that about what you are expecting and budgeting for this project?”

(Prepare a price estimate range before the call based on what they said in their inquiry.)

GREEN LIGHT

*If the client says “ok that range rounds good/that’s what I was expecting,” you say: “Great! My next step is putting together a custom proposal for you based on what we’ve discussed today that you need. We will send the proposal to you by [today/tomorrow] in an email. After that, if you confirm the proposal, we will send your contract and invoice and secure your spot in our calendar. And you'll be well on your way to the next chapter of your business! Does that sound good?”

YELLOW LIGHT

*If the client has hesitations/questions/concerns about the price range, here are some questions you could ask: If they say that was a little more money than they were expecting, and they just seem unsure but not totally against it: “I understand this is a big investment. I always want to make sure that my clients see a huge return on their investment, and I believe this custom package will be able to bring you [their desired outcome they expressed].” (Then pause and see what they say to that. The key here is to be so confident that the client will trust in your confidence as well and will not fear booking with you. They may say they want time to think about it.)

RED LIGHT

If they say that price is WAY out of their budget and they seem shocked: “I understand this may be more than you were budgeting for. Is there a different price range you were hoping for?” (Then, depending on the range they say, you could offer to do only part of the proposed package or offer an alternative service at a lower price point if you have one. If you don’t want to split the service or cut anything out though, and you think this is a lost cause and they definitely seem against that price, then thank them for their time and do not say you will send them a proposal. Tell them you wish them the best,

POST-CALL QUESTIONS

Questions to ask yourself after the call and insert into a proposal page to show your client that you understand their needs and goals and show them why they should book now:

What do they want to achieve?

What’s the risk they face if they don’t invest?

Positive outcome/vision they can expect if they work with you?

Great. Now, what questions do you have for me?

FAQ

How much is this all going to cost?

A lot of this is based on the scope of what your firm wants to get done. Which is why the goal of this call is to make sure we’re on the same page regarding what your firm is looking to achieve. That way we can get you a full quote that's based on what it is we’re doing.

How long will it take for you to build the site?

That’s actually the most common question, so we have a pretty standard answer for it. Usually six to eight weeks, but it can really vary based on the scope of work

What about changes? How can we change the site later?

Great question. We’ll set up a content management system or CMS. After we set this up, you can login, your team can login, and make changes to text, to images, you can add client projects to your site, you can do any of this whenever you’d like.

What if we need design changes down the road?

Of course, sometimes there are things that fall outside our original scope of work and we’ll make sure to include an hourly rate upfront for additional work that falls outside of our original agreement. That way, if you need something else you’ll know exactly what that rate is.

Why can’t we build this ourselves?

So, it’s a really good question and I can understand why you're asking and the answer is, you can. If you want to go through the process in-house I can respect that, but I’ll tell you one thing I know both you and I can relate to.

I think there are a lot of your clients who have the same question you just asked me. They ask themselves that same thing when they're budgeting their own projects because it’s a perfectly valid question. And at the end of the day I’d argue your clients get way more value out of the quality of work you do and out of the time they save by not having to become experts in it themselves, and the same thing applies here.

My job is to have the expertise, and do all the heavy lifting in my area so you and your firm can focus on doing the same for your clients.