Making a Good Impression in Business
Thu, 18 October, 2007 – 10:52 pm
The other day Deron wrote about how web developer's are treated when it comes to payment and essentially respect for the work you do. His main point was how so many clients want to pay very little for their web presence. A few good points were raised about how you usually (not always) get what you pay for, and how can web designers and developers prove that they're worth what they are charging. Sure, it's not always easy, especially for a developer such as myself.
A designer can show off their skills by showing designs of sites and work they've created. It's very hard for me to say "here's some PHP code and it does this" and for a client to understand and realise whether my code is any good or not! Sure I can show an end product of a working website, doesn't mean the code is any good, it just means it works 
So how else can you sell yourself and your business as the one to hire? With so much competition going on these days, be it good or bad, you need to try and ensure that you can prove to clients that you are the best person for the job. Luckily I get most of my work through word of mouth so people are coming to me because I've given a good service to someone they know. However there's still the job of ensuring the client is aware of what they're paying for, why they're paying for it and why they shouldn't go to their 13 year old nephew to do the same job!
Today we were in London for a meeting to, in part, do this with a new client. Besides the 2 hour meeting discussing what he needed to do and think about for improving his website, we spent time explaining all the various methods of marketing and exposing the site to a wider audience. Information on how we would set the site up, why we would ensure the site would conform to accessibility rules and the legalities of this, and how best for them to present their information and content on the site.
I think not only attending a meeting in person can go a long way to make a good impression, attending a meeting in a place 4-5 hours away from where you live makes a very good impression! Also having the confidence in what you do and what you are talking about will definitely shine through. Giving answers by using examples of other jobs or sites you work on is also great as the client can get an understanding of how much work you actually deal with and the type of companies you already work with.
These days, UK Business sites need to ensure compliancy to the Disability Discrimination Act which recommends that your site conforms to WAI Priority level II. Whilst no cases have been brought to court yet in the UK, the Royal National Institute for the Blind are active in contacting site owners when their site fails the guidelines (and it's been brought to their attention). To be honest, we do need a couple of court cases happening here (in my opinion!) so that UK business owners can actually appreciate the importance that who they hire can reflect on them and their legal obligations.
However, I'm deviating 
Making a good impression with a client is the point here. Taking your time to meet in person, actually explain the work involved (without getting too technical), offering advice and information when asked for it. All of these make that good impression, shows your professionalism and puts you in a good light with your potential new client.
Of course, if I had my way I'd rather not meet any clients, not have to talk to them on the telephone and just be left to write PHP code all day! But for the time being I can't do that, so I will go out of my way to go the extra distance when it's needed.
6 Responses to “Making a Good Impression in Business”
Very good article Sarah. Thanks for the linkback too by the way.
Good impressions are key in business. If you give off the wrong impression it could drastically hurt your business or it could really help your business. I can't remember the exact saying but it goes something like a happy customer will tell a couple people, an unhappy customer will tell everyone they know.
It really says a lot about your business that you travel four to five hours away to meet with clients. I would say that's a big reason you are swamped with work. People know when they're getting treated right and you definitely go above and beyond to treat customers right.
By Deron Sizemore on Oct 19, 2007
Thanks for the inspiration for the post
That and obviously spending a day in London helped! You're right, a happy customer will tell a few people and an unhappy one can be dangerous.
People often think they have to be the best at what they do, and of course whilst proficiency is important, the way you treat and deal with clients is a major factor too.
My downfall is that I can't cope with all the work and I start to let people down which stresses me out even more. Once I can afford to hire an extra person I'll be laughing!
By Sarah on Oct 19, 2007
I'm the same way sometimes. I get so much on my plate because I don't know when to tell someone no. I like to try to help everyone out and sometimes I just get overwhelmed with work. I'm getting better though.
By Deron Sizemore on Oct 19, 2007
Good post Sarah. I definitely think a first impression is important and you need it to stand out from the ever growing crowd of web developers. All of our clients are either from word-of-mouth or from the Authorize.net website. In the last year, we've only met two of our clients (of more than 20) because most come to us from all over the US then just where our business is located.
I can say though that you are much nicer in me because there is no way I would have driven 4 hours each way unless I was charging them for my time.
By ses5909 on Oct 20, 2007
Ahh I've driven from home to go to London, but I do get a pitstop and place to stay on the way in the form of my parents place
Yes, we only came down for this meeting and wouldn't have driven down otherwise. I have to admit I could have done with not losing 3 days of work.
Plus there's the drive home this evening. We're planning to do it whilst most of England is watching some rugby match. Should be quiet on the roads
As for the impressions, there are some clients I've never met. I think you'll always get that in this business. Some I meet once and never again. However being readily available by telephone helps too.
By Sarah on Oct 20, 2007
"I think not only attending a meeting in person can go a long way to make a good impression, attending a meeting in a place 4-5 hours away from where you live makes a very good impression!"
I AGREE!!!
By Mikkel B on Feb 18, 2008