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raquellbell · #10 (**permalink**) 01-21-2005, 12:57 PM

First I would like to thank GreenEagle for being the main reason why my business has been so successful. Companies today are looking for solutions that are engaging, dynamic, and cost effective while at the same time giving them the power to provide higher quality on demad information for today's Internet users. Companies today are fed up with having to turn to a Web developer every time they need copy changed or they need to add information of any kind. By combining the right mix of technology and business strategy when developing a solution you customer will become a customer for life. With the fast pace of technology there is always something new to add to an existing customers Web site. We like to call the up selling... It works great. So again thanks GreenEagle for being one of those "Old School" minded people who are not willing to see opportunity when it jumps up and bites you on the @ss. Good luck to you though.

Second, content management is one of the easiest sells I ever make, I hardly ever even need to sell it. Customers are so fed up with having to wait for content to be updated. When they can do it themselves it becomes very attractive especially if you can show the ROI over time. The most important thing about selling features is that they provide control. Clients love control, find out how your customer runs their business, who their clients are, and what internal systems they have to complete processes. Whether it is automated, administrative, or non existant. Because of the advances in technology there are many online solutions that will help your clients, help their clients more efficiently through time saving technologies, availability of information, or collaboration with vendors, and strategic business partners. There are a million reasons why a client needs what you are selling, if you approach their problem as an opportunity to make their business better, they will sell themselves on features. If the features you have are not what they are looking for, listen to them and suggest other features that might fit their busines model. Get them thinking about their business, and what they do on a daily basis. Then you can suggest solutions that will facilitate those processes.

In any regard, I find that my clients once they get going get so far ahead of the original plan that by the end of the strategy & discovery meeting we have either increased our original offering, or turned it into a phased approach that the client will see a return on investment and an increase in productivity with each phase.

My company is called 23 Degrees, and this month alone we have made more than we did all last year just by taking a different sales approach. In addition we re-use good code, and build our solutions by using modules. That way we can reuse the modules in the future increasing our productivity, and reducing the time and costs associated with creating custom solutions. This we pass on to our clients.. They really like that.

Good luck