Selling Design Services to Your Customers
Identifying customers who are in need of design services is the first step to selling. How do you do this? In four simple ways.
What do you see?
Your biggest clue is the document that the customer wants printed or copied.
- What is the condition of the customer's original document? Is it well-designed or do you see obvious problems: stretched or blurred images, difficult-to-read text?
- If the customer wants a copy of a printed document, is the original in good shape? Does it have markings on it or things taped onto it?
- Did the customer provide only hand-written copy that they want you to type up and create a document for?
- Does the customer own a business, but doesn't have a logo?
Run an expert eye over the document, and if you can identify problems, gently point them out to the customer and ask if they would like a redesign.
What do you hear?
Asking your customers the right questions can also uncover needs for design services.
- "How do you get your documents designed?"
- "What kind of logo or business identity do you have for your business?"
- "How are you marketing/promoting your business?"
- "How many of your business documents do you have only in hard copy form? Did you know we can recreate documents so you have a digital copy?"
Asking good open-ended questions can lead to opportunities. Don't bulldoze the customer with a lot of questions, but try to learn more about their business and listen carefully.
What do you say?
Explaining the benefits of utilizing a professional design service to your customers can convince them to commit.