Want to win over a new client? or keep the ones you have?

[Cwilk]

1. When you quote a design print project, find out how many pieces the client will be printing. Quote the printing of the project in the same bid to the client. There is a catch. You need to shop around for competitive printing prices because if your printing costs are too high, they client will want to go elsewhere. And clients are pretty saavy now-a-days, so they'll comparison shop for printing costs online too. Printing in general should be something you make the client think about—You are a One-stop shop for everything.

2. If the company is a start-up, throw in the printing and design of their first business cards. And make them full-color. Most clients think that business cards are expensive, but they're not.

3. Give at least 3 different options in different budget ranges. Don't just quote what the client wants, quote what they can afford. If they want a fancy website or catalog, give them affordable options. If they want a 24 page catalog but can't afford it, quote them less pages and give them less designs to choose from in your initial presentation. Same goes for a website. You may want to do this fancy website, but if the client can't afford it, is it worth losing them?

4. We have several clients we allow net 45 with since they've been good clients. Trust them to pay you if they've been with you for a while.

5. Don't penny-pinch for everything the client asks for such as, faxing, emailing or even mailing things every once in a while. Your client should feel that they're important and you're not trying to get every penny you can out of them. Do these things as a service for your client.

6. Network. Join 1 or 2 local groups that can offer you something. Do research and find out how many people are members. Once you've gained the trust of new people, clients will follow when they know what you do.

7. Don't ever say that you don't know how to do something. If you don't know how to do a project, find someone who does and share the project with them. The easier it is for a client to go to you, they will continue to go to you. And it's great for the development of your company.

Written by Christina Wilkinson

[rossable]

good advice!

how many layout options do you suggest?

i usually prepare 3 or 4 drastically different ones.

the less they have in common the better i think.

[Cwilk]

How many layout options you do depends on how much you're getting for a project. For instance, if you're doing a tri-fold for $450, give the client at least 3 concepts of brochures (yes, totally different and only a front cover and one panel of the interior), but don't make the looks different that the styles won't even match the look of the company. Try to keep the feel of your concepts common, but design them to look totally different.

I hope that makes sense.

[rossable]

yep.

[heatherink]

Thanks, that's all really good advice. Great post.

[kip]

Good advice, but a harder balance to keep in this day and age

[Cwilk]

Not sure why this wouldn't help the balance. With the economy being the way it is, most designers can't afford to rely on the same expensive marketing plans.

We have clients from 16 years ago still using our design firm. I think some designers tend to do things that are more difficult to attract clients, but it doesn't need to be rocket science.