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Answer from our Guest Expert Laura Wiegert of Creative Consultants

PAGE 2

Overcoming Those "Frugal Gourmets"

Now let's talk about the "frugal" clients. You know, those who want your services, but don't want to pay for them. Again, I've been down this road, plagued by potential clients who mistakenly think that what professionals (such as you and me) do is a piece of cake and don't understand why we're worth the money.

I use this as an opportunity to educate people on the importance of my services, stressing that by having their marketing done right and by a professional goes a long way toward building a positive image for their company. It will help position them better among their customers, and this can ultimately lead to increased sales. The same holds true for your web site development services. Take the time to explain how vital a well-designed, efficient web site will build on their image and give them a strong marketing position and presence. Do they want it done right the first time, or not? Point out some of the costly mistakes you've seen on other web sites done by do-it-yourselfers or "discount developers." Emphasize how you can save them money in the long run with your expertise.

Sometimes, you may get clients who belabor the money issue, perhaps reminding you that they have a nephew or cousin who does the same thing for a lot cheaper. When this happens, gently remind the clients that they get what they pay for and seriously consider whether or not you want to work with them. Remember: you always have the right to choose who you work with, and someone who's already giving you a hard time about your price before the project even starts may not be worth the hassle.

With that said, here's a rule of thumb I never break! (continued)

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