“Where do I find web design clients?”
“How do I keep my sales funnel full?”
“What can I do to get more qualified leads?”
Every agency or freelancer has thought about these topics at some point. Since, despite how enthusiastic you are about what you do, having financial security is wonderful because it validates your decision to work for yourself and supports your competent job (or a boss to many).
But to achieve financial stability, you must have clients.
Below, we’ve outlined seven tactics to find web design clients for your business.
Once you've secured clients, learn how to create a persuasive design brief to maintain the direction of your project.
1. Proposals
Individuals who like making proposals and those who don't are two different kinds of people.
No matter how you feel about them, proposals are an essential part of obtaining new customers for web design and may be a powerful selling tool, especially if you've had a wonderful chat with a prospect and you're trying to close the deal.
Proposals can also be used to introduce new business to cold leads. Requests for Proposals (RFPs) are frequently published online by businesses, which gives your company the opportunity to submit bids on bigger projects, win more lucrative contracts, and get more awareness.
All you need to do is know where to search.
Good proposal writing is equally as important as finding good RFP opportunities.
Below are two of the most popular websites you can use to find, and respond to, RFPs:
1. RFPDB
Let's begin with this giveaway.
The RFP Database (RFPDB) contains a sizable web development section and allows users to view RFPs from a number of sectors without paying a monthly subscription price.
RFPDB is an excellent alternative for companies wishing to start bidding on RFPs or seeking a low-cost method to uncover new RFP possibilities since you can store searches and set up email notifications.
2. FindRFP
FindRFP is a tool that enables both US and Canadian agencies to submit their RFPs online if you're searching for contracts specifically for the government and public sector.
If your company is interested in using FINDRFP, it provides a free trial with a reasonable monthly fee if you decide to keep using the service. There are several site design and development options available here for $19.95/month for up to four states or $29.95/month for US and Canada-wide searches.
BONUS: More Government and Public RFPs
There isn't a single website for all government and public service contracts, but if you visit each website in turn and seek for the procurement part, you can locate more of them without having to pay a subscription price.
There ought to be a wide range of RFPs available for your company to submit a bid on. The American Automobile Association is only one example of an association or membership group that you may utilize this process for (AAA).
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2. Job boards
RFP responses can lead to excellent contracts and new project possibilities, but they take a lot of time. Time is also of the essence for most firms, especially if you're aiming to add several new customers to increase your monthly revenue.
Use a third-party marketplace instead if you'd like.
Potential client projects are listed on these sites, and freelancers can submit bids for them. As an alternative, web developers and designers may list their hourly rates online and accept client inquiries for particular project categories.
If you're very motivated, you could scope client projects for clients while doing a little bit of A and a little bit of B.
Do you think you'd like to attempt this strategy? Check out the following platforms; you're sure to discover one (or more) you enjoy.
Upwork
One of the more well-liked marketplace systems is Upwork, previously Odesk. In contrast to other platforms, Upwork exclusively permits web designers and developers to submit bids on customer projects rather than advertise their own services. This is actually good because there are a lot of projects mentioned here, particularly in the area of web design and development.
And if you have a solid reputation (or are viewed as a premium talent), Upwork may even start hand-picking you for client jobs.
However, this kind of access to good leads does have a cost. For freelancers, the following pricing categories apply:
- 20% of the first $500 billed to the customer.
- 10% for all client lifetime billings between $500.01 and $10,000
- 5% of all customer lifetime billings that are more than $10,000
- If the figures terrify you, remember that you may acquire brand-new and even repeat customers for your small business here, providing the desired level of financial security.
Freelancer
Similar to Upwork, Freelancer is a marketplace for jobs where web designers and developers may search suitable tasks and submit bids.
Freelancer, on the other hand, differs from conventional markets in that it gives prospective clients a choice between two different job types: projects and contests.
Web designers and developers can make competitive bids for jobs through projects, whereas they can submit work for contests with a set payout amount, and the potential customer only selects (and pays for) the submissions they prefer.
Whichever job type you choose to pursue, Freelancer is free for, well, freelancers. You may quickly register using your Facebook account, or you can choose to use your company email instead.
PeoplePerHour
PeoplePerHour allows web designers and developers to post jobs that they’d like to do and dictate how much per hour they’d charge to do it. Projects can also be posted at a fixed rate, allowing freelancers to specify exactly how many hours a project requires ahead of time.
Instead than allowing freelancers to compete for client assignments, this job board website allows them to acquire clients based on their areas of expertise. Although this is also possible, prospective clients are encouraged to promote their projects and ask freelancers to submit bids.
Freelancers may build a profile and publish work on PeoplePerHour for free, just like on Freelancer. However, commission fees are charged based on how much the job costs.
Guru
Find new clients and develop your web design and development skills with Guru which houses over 1 million active job postings for web, software, and IT services.
This website allows potential clients to search through Guru’s database of freelancers and businesses, sorting them by speciality. Alternatively, potential clients can post jobs and have freelancers and agencies bid on their project.
Guru has various levels of membership Basic, Basic+, Professional, Business, and Executive. As the levels increase, they offer decreased project fees, increased bidding capabilities, and premium features.
At the free, Basic membership level, projects incur a 9 percent fee.
3. Cold pitching
We've discussed proposals and online job boards, but keep in mind that you also have the option of making a more direct presentation to a possible client. No, we're not referring to cold calling, but you are welcome to attempt that as well.
For companies that can't afford to spend all of their time on the phone, email and in-person pitches are the go-to methods. But there is an art to properly using both, much as with cold calling.
Let's go over how to cold pitch to potential clients for web design via email and in person:
Email
Being able to email prospects is both a benefit and a curse. Having direct contact with your desired customer is a gift. Email, however, may sometimes be a curse since your carefully chosen prospects can regard your outreach as spam.
It occurs. Unless your emails truly appear like spam or have click-bait subject lines, nobody is to blame. If so, you could be mistaken.
Here is an example you can build off of if you've never sent a cold pitch via email or you want to improve your current template:
Subject: Chat about your website? (I’d love to help out)
Hey (prospects name),
My name is (your name) and I work at (job function), if that's okay to introduce myself (your business name). We've assisted several businesses, including (company name), (company name), and (company name), in the past year, in resolving their web design pain problems by (your solution).
I thought we could help (prospect’s business) do the same!
Upon first glance, there are many things that your website is doing well:
- (compliment 1)
- (compliment 2)
- (compliment 3)
But there are also things that could be better:
- (suggestion 1)
- (suggestion 2)
- (suggestion 3)
Here's where (your company name) steps in. Please let me know if you're interested in redesigning your website, and I'd be more than delighted to assist you! I've included a case study for (company name) a business in a comparable situation to get you started so you can understand the advantages of this kind of project.
We appreciate your attention and encourage you to contact us if you have any more inquiries.
I look forward to hearing from you.
Best,
(your name)
In-person
Let's say you recently discovered someone on LinkedIn who appears to be the real-life embodiment of your ideal customer. Since you will get the chance to meet them in person, you must make a pitch that will truly wow them; otherwise, they might not even give you a chance. Ouch.
An elevator pitch is helpful in this situation. An elevator pitch, if you've never heard of it, is a 30-second summary of who you are, what you do, and why the person you're presenting should pay attention. It is predicated on the idea that you only have 30 seconds to make a message to a person in an elevator.
According to MindTools, there are four components of a great elevator pitch:
- Introduce yourself and your objectives
- Explain what it is you do
- Identify what makes you unique (think USP)
- Engage your audience with a question
Put together, your elevator pitch might look a little something like this:
Hello, I'm Tanya Smith. For the purpose of building specialized e-commerce websites and content management systems, my company employs web design and development. As a result, company owners can focus more on creating top-notch items and spend less time managing orders and inventory in their online store.
Unlike other businesses, we spend the time to user-test our finished goods and study the target market for our clients. Because of this, our clients see a 20% increase in sales over the previous year compared to their rivals.
So, how do you manage your online store?
After the first contact
So, you’ve written your email, or practiced your elevator pitch, and you’ve reached out to your prospect. Now what?
Well, one of two things will happen.
If you emailed your prospect:
- You’ll hear back.
- You won’t hear back.
Or…
If you pitched your prospect in-person:
- You’ll get a positive response with a prompt to follow-up regarding your services.
- You’ll get polite conversation, but no real interest (identified through conversational "blow offs").
If you hear back, or get a positive response, great! That’s the warm lead you need, to get more web design and development clients and work. Now you can move towards identifying if they're a good fit, or at least qualify their potential as a lead.
But, what do you do if you don’t hear back, or get the cold shoulder? How can you be persistent about the benefits of your services, without being annoying to your prospect?
It’s all about timing, personalization, and patience.
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Timing
You may have just met your prospect in person or written your first email. No of how you first approached the prospect, you should always utilize email for follow-ups as it provides you with a paper trail you can use to keep in touch with them.
So, how long should you wait before following up (assuming, of course, that you haven't received a response)?
Generally speaking, you should allow your prospects a week to react. If you know your prospect hasn't been checking your emails, check in every few weeks if you still haven't heard back after that period.
You might now be wondering how it is even conceivable. How can I tell whether my potential customer is reading my emails? ”
So, if you're going to use email for cold pitching, you might want to integrate HubSpot Sales, an email monitoring service that will alert you through desktop whenever a prospect opens your email.
Ta-da! a fresh weapon to add to your chilly throwing arsenal.
But if your potential customer is opening your emails and choosing to ignore them, you might want to change how you handle follow-up. (Skip to "patience" below.)
Personalization
Always push for a meeting time to further explore how your business can benefit theirs in your follow-up emails, and make sure your content is remains personalized and addresses identified trouble spots.
A suggestion that is related to one of your prospect's hobbies or interests, or connecting on a more personal level, can increase your chances of getting a response because it demonstrates that you are paying attention and are interested in more than just their money. If you are aware of your prospect's online presence, do some research.
Connecting on a more personal level can strengthen the odds of receiving a reply because it shows that you’re attentive, and interested in more than just their money.
Patience
Set a calendar reminder to follow up with your prospect once again in six months and once more after a year if you haven't heard from them yet or you know they are ignoring your outreach. Your pitching resources could be devoted to warmer leads because the time might not be ideal for them.
You never know when the opportunity to offer your web design and development services again may arise, so take advantage of this time to continue studying your prospect and staying current on changes to their company.
4. Events
Want to hone your cold pitches in person? We are in the ideal location.
Attending events can help your company gain the awareness it needs to keep expanding if you're seeking for new customers. Who doesn't enjoy traveling, meeting new people, and learning new things? Conferences can also be a lot of fun.
Events are an investment in you and your company, whether they are local or nationwide, free or paid. Here are three tips for making the most of these encounters:
Attend web development conferences
You can find new business networks, prospective alliances, and co-marketing possibilities by attending conferences tailored to your sector.
Making relationships is truly the key.
As an instance, you may have attended a conference (or a local business event) and thought, "Wow, I should join them all on LinkedIn!"
Heed the feeling. You never know who could introduce you to a new customer. If you're a freelancer, your new connection could recommend lesser work to you or use your knowledge for more involved client projects.
If networking is something you're truly passionate about, you can think about making a spreadsheet you can edit after each occasion. Note who you met, what their area of expertise is, and why you ought to stay in touch with them.
In this manner, you may use your external network to find leads if you're seeking for new web design clients.
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Attend client-focused conferences
You could choose to spend money on client-focused conferences where you know your target clients will attend in addition to industry-specific events. Depending on your area of expertise, this may also involve occasions like Shoptalk.
In any case, client-centered conferences provide the ideal chance to introduce fresh ventures to possible customers for web design.
Client-focused conferences offer the perfect opportunity to pitch new business directly to potential web design clients.
It's that face-to-face time when you can pinpoint problems, present solutions, talk about market trends with your customer, and acquire crucial information to advance your company.
Once more, think about making a spreadsheet that you can edit after each incident. Note the contact's name, the name of their company, their position within the firm, a problem they are currently facing, their annual business goals, and an email address you may use to reach them.
When you're looking for new web design jobs for your company, use this data as a potent outreach tool.
Become a public speaker
The more conferences you speak at, the more clout you’ll have in your industry. It’s simple: Public speaking creates brand recognition for your business. So when it comes time to hire someone for a web design and development project, you’ll be top-of-mind for new clients.
For most, this tactic sounds easier than it actually is.
One of the most prevalent anxieties in America is public speaking. far more terrifying than the fear of death. If you're one of the 73 percent of Americans who report experiencing speech anxiety, beginning the conference track might seem overwhelming.
Even if you don't like public speaking, it might be challenging to pursue a speaking profession if you've never given a conference presentation before.
Just remember: you’re great, and your business deserves visibility.
Conference speaking is a great way to promote your business, meet new people, and reap promotional opportunities before, and during, the event so take advantage of it.
Not sure where to begin? In her post Kickstart Your Speaking Career: How To (Metaphorically) Drop The Mic, Cat Hunter provides insightful advice on how to launch a career in public speaking. When you're prepared, of course, Cat also provides some incredible templates you can use to pitch your speeches to event organizers.
Catt Small, a web developer and designer (and, ironically, another ), has produced a blog series explaining how you can become a public speaker in a year if you're seeking for more materials. It provides excellent starting advice and lists several stages you may take to develop into an accomplished public speaker on the conference circuit.
5. Referrals
Branching off of external networking, let’s dive into internal networking: using your existing clientele to find new web design clients.
Have you established a referral process for your web design and development business? If you haven’t, it’s about time you considered it word-of-mouth is one of the most powerful marketing tools available to your business, and you should take advantage of every opportunity you have to get people talking about your work.
Because your work is good, and the world should know it.
People tend to surround themselves with like-minded individuals, after all. So who better to help you find new business than someone you’ve already established to be a desirable and compatible client?
That’s why, when it comes to finding web design clients, it’s important to have a referral strategy to leverage these existing connections in a way that grows your business.
“The most lucrative clients came from referrals. An active referral system allows you to tap on clients’ friends of friends. Word-of-mouth is still unbeatable in gaining the trust of future customers,” Christiaan Huynen, CEO and founder of DesignBro, explains. “There are several strategies we implement to build this network, such as regularly keeping in touch with referral sources. Identify influential people (usually they are past clients), and maintain friendly communication with them. Make them feel valued, and keep them updated on the changes in your business, such as launches, sales, and services.”
The most lucrative clients came from referrals. An active referral system allows you to tap on clients’ friends of friends. Word-of-mouth is still unbeatable in gaining the trust of future customers.
The end product might differ from business to business, but a sustainable, scalable referral system keeps the following considerations in mind:
Timing
When will you ask your client for a referral? Is there such a thing as a “perfect time”? Well, it all depends on what makes the most sense for your business. There are three schools of thought when it comes to identifying an appropriate time to ask:
- Mid-project: Let’s say you’ve finished the prototyping of your client's new ecommerce website and shared it with them, and they’re beyond excited about it (learn how rapid prototyping can help this process, and take a look at some great prototyping tools). You’ve strictly followed your workback schedule, and have consistently contacted your client to reassure them that everything is on track. You have a good working relationship thus far, so why not leverage your client’s excitement by asking them to refer business to you?
- End of the project: There were some hiccups, but you finally made it. You reduced your client's bounce rate, and they're impressed by your work, and have already complimented you on one skill or another. If you think the client is completely happy, and you’ve successfully alleviated their web design pain points, you should consider asking them to refer your business to their professional network.
- When you start a new project: So you’ve already completed a project with your current client, and you’ve cross-sold them on another. Using what you learned working on the first project, you’ve adapted your workflow to really cater to your client. You understand how they work — what makes them tick. And your client also has a better understanding of working with you. Now would be the perfect time to ask them to refer business, given you’ve already established a trusting, productive working relationship.
You don’t always have to ask at the same point in a project — it all depends on your relationship with your client. Identify the right time, based on when your client is most likely to be satisfied.
Existing workload
How many new clients can your business afford to take on? Monitor your WIPs and upcoming project lists to estimate how many referrals you’ll need to maintain (or grow) your current monthly revenue — this information will ensure that you’re able to keep up with the demand generated by your referral program.
Incentives
Will you offer some kind of reward for a client referring new business to you? This is an important question to answer, because though you may receive more referrals, the quality of your referrals might suffer (i.e., your client may refer anyone to get the bonus, instead of carefully considering who might be a good fit for your work).
Referral Rock, a referral marketing software provider, goes over the pros and cons of an incentivized referral program. Have a read and decide which type of program works best for your web design and development business.
Referral template
To make it easier for your clients to provide high-quality referrals, you can provide them with a basic email template to use in their outreach. That way, you’re sure they’re sharing the proper information that you feel will best position your services (and quality of services).
Here’s an existing template that you can work off of:
Hey ______,
I recently hired (your name), a (your title), to (summary of objective of project). They suggested (summary of project), and I’m very happy with the solution and quality of work they’ve provided — especially in (area that you’ve received positive feedback on).
When (your name) asked if I knew someone looking for web design and development work, who’s (description of ideal customer), I thought of you.
If you’re interested in acquiring an estimate, or more information, reach out to (your name, your contact details). I’d definitely recommend working with them!
Note: Mentions of “your” in the above example refer to you and your business, not your client’s.
Testimonials
Remember, if you don’t ask, you’ll never know if your client is willing to give you a referral—so don’t hesitate to reach out to your best clients. Worse comes to worst, you’ll get a response like: “Sorry, I don’t know anyone in the market for web design services at the moment.”
In this case, you can ask your client for a testimonial—a form of social proofing you can use on all your sales collateral and owned properties (like your website or portfolio). Kai Davis offers some actionable advice for getting powerful client testimonials using six simple questions.
Keep in touch
Regardless of whether you want a referral or testimonial, it’s incredibly important to maintain good working relationships. This includes being timely in responding to your clients, being considerate of their needs, and going above and beyond to ensure they’re happy.
At the end of the day, you never know where new web design clients might come from.
Put into perspective, here’s some low hanging fruit to fill your sales funnel with: Always keep in touch with your clients.
Who knows? Your point of contact at an organization might leave their role to pursue greener pastures — if you gave them an easy, pleasant working experience, they’re likely to recommend your firm to their new place of business.
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Additional resources:
6. Inbound marketing
You’ve tried all of the above outbound efforts: proposals, job boards, cold pitching, events, and asking your existing customers to refer new web design clients to you.
But wouldn’t it be much easier if these potential clients came directly (and passively) to you?
This is why inbound marketing is important for your business. You’re probably already using inbound marketing tactics and have a solid foundation to build on (like a blog). So let’s maximize your efforts to reel in those desirable web design clients!
Start (or continue) blogging
Let’s not get ahead of ourselves.
If you haven’t started a blog for your business, you should consider devoting some time to identifying your niche and writing about it. Not only will it help secure your position as a thought leader in your industry (backed up by your killer conference speaking skills, of course), but it will also give you a platform to start building your inbound marketing efforts on.
Still not convinced it’s worth the time, effort, and resources? Here are a few reasons you should maintain a blog on your business' website:
Search Engine Optimization
You’ve heard the term “SEO” floating around — heck, you’ve already optimized the rest of your website for it.
You want Google to recognize your business as being the top choice for potential web design clients, looking for similar services. You want to be number one… or at least, in the first few organic results of a search.
A blog will help you continue building this clout, and allow your business the opportunity to rank on more diverse, closely-related keywords — without resorting to black hat SEO tricks, like keyword stuffing (please, don’t do this).
And while we’re on the topic, here’s a quick tip for blogging excellence: Conduct regular keyword research to see how you can expand your audience and draw new web design clients to your website.
Conduct regular keyword research to see how you can expand your audience, and draw new web design clients to your website. Brush up on your digital marketing and SEO skills to be able to expand your repertoire. Understanding the skills used in search engine optimization and digital marketing is helpful in designing a successful website. SEO is a marketing process focused on increasing website traffic. If you design a website that is SEO-friendly, you will create a website that is more likely to be seen. This will help your business or your client’s business reach its goals.
Defining your niche
By including a blog on your company website, you may also identify a niche a particular area of expertise that sets you apart from your rivals.
Your industry of specialization may be this differentiator. Your company may, for instance, be an expert in web design and development for the clothing sector. In truth, you are an authority on the demands and requirements of this specific market and its consumers.
Or perhaps you're the only Shopify-focused company in your neighborhood. You are the go-to person for all of a potential client's theming and app development needs if they want an e-commerce solution.
Choosing a niche will influence your clientele and the blog posts you decide to publish, in addition to helping you be more effective in your SEO efforts. This will help you develop subjects that are pertinent to your audience and pre-qualify your potential customers for web design.
Audience building
You'll begin developing an audience that reacts to that niche after you've identified it.
Returning to our earlier example of the fashion sector, you are more likely to develop a following of potential fashion customers if you start creating material that tackles the challenges and possibilities associated with web design for the industry.
Downloadable content
Now, how will you convert this newfound audience?
As you’re working, you might identify common pain points that recur from client to client, project to project. Or maybe you get asked some questions more frequently than others, and find yourself offering similar solutions to many different clients.
Write down all of this precious information. Keep it safe.
It’ll come in handy, we promise.
This information will help your business create valuable content guidebooks, templates, and other resources that current and potential clients can download in exchange for some basic information and their email address. Content can be long-form or short-form, as long as it provides value to your prospects and aims to solve a problem.
Below is an example of how Shopify Plus Partners WeMakeWebsites use content downloads to encourage blog sign-ups:
Think of it this way: your blog and publicly available content will attract visitors. You’ll then use downloadable content to collect their information, convert them, and nurture them into being a new web design client for your business.
Email newsletter
If you’re producing content, be it in the form of resources or blog posts, your business should create an email newsletter. It’s an opt-in experience that passively educates current and potential clients on your area of expertise.
They’re also really easy to automate.
Using your RSS feed and an email automation client, you can collate blog articles into a daily, weekly, or monthly email newsletter to your list. This will save your business both time and resources, and provide your clients and clients-to-be with valuable content. And as you build this list, you can include promotional content and more information regarding your services.
Social media
Amazing!
You now have all of this great content that you can use to convert your blog’s visitors but have you considered how you’ll get them there?
SEO aside, you’ll want to consider using social media to extend your blog’s reach.
Not only is it another avenue to continue building your audience, social media is also a channel that you can use to nurture your community (of clients or like-minded professionals), participate in industry-related discussions, and grow your brand outside of your owned properties (like your portfolio site).
Use free social automation tools like HootSuite, Buffer, and Tweetdeck to schedule a few social media posts a day that way you’ll stay top-of-mind for your followers, and consistently expose them to your new content.
Facebook
Facebook is still the most used social media platform in the world. There are currently 2.9 billion monthly active Facebook users in the world today. So if you want to build your audience, this is a great platform to utilize.Tips:- Create a Facebook page for your web design services or web design agency. You can use the page to post videos and materials to educate your audience and showcase your abilities. Use your page to reach these 2.9 billion Facebook users.
- Organize events using Facebook. Once you gain a following, you can host networking events, like meetups, or host seminars and webinars. These events will educate your audience and make them appreciate what it is you can do. Though it may be a lot of work initially, this method can lead to some real web design leads in the long run.
- Join web design Facebook groups. You can find out what your target market wants and needs. And the advice and expertise you offer to the group discussion can result in lead generation. Listen to 1,000 True Fans: Tapping Into Facebook Groups to Generate Sales for more tips on how to effectively use Facebook groups.
- Create Facebook ads for your services. You can target the audience you want to reach and track how well your digital marketing campaigns are working. This method brings the leads to you.
Webinopoly is a web design company that specializes in working with Shopify stores. They do a stellar job of using their Facebook page to educate, advertise, and cultivate their target demographic. They also host webinars from time to time to get their name out there.
Instagram
Instagram has more than one billion monthly worldwide users, and their main demographic are people between 18 and 35 years old.According to Super Founders by Ali Tamaseb, most startups are started by people in their twenties. The median age of all startups valued at $1 billion or more in the last 15 years is 34 years old.And what does every startup need? A website. So your ideal clients are using Instagram.Tips:- Create a business Instagram account. This will allow you to promote your posts and get your account more visible to those ideal clients.
- Post regularly. By creating regular content, you’re keeping your company and services visible to your target demographic. You can use the social media automation apps we mentioned earlier, like Hootsuite and Buffer, to make it easier.
- Follow and tag businesses/people you’d like to work with. Following them means you’ll stay updated on their body of work and their needs. When you tag them in your own posts, you’re more likely to get them and their followers to pay attention to your work.
- Use hashtags wisely. Make sure to use hashtags that will target the audience you’re trying to reach. You can check out Get Seen on IG: 370+ Top and Trending Instagram Hashtags to Increase Likes and Follows to learn more about hashtags.
Have a look at reactjs1, who does this really well. They regularly post educational material and follow other web developers and use hashtags sparingly. Their social network platform is a way to show off their expertise so as to gain web design leads.
LinkedIn
LinkedIn is a social media platform geared toward professional networking. You can post your resume, references, and certifications. What’s more, past clients and existing clients can endorse you and refer you to new clients.Tips:- Fill out your profile completely. When people come across your LinkedIn profile, they will take you more seriously if you have a complete profile. This is also their first impression of you, so make sure it accurately represents you and your skills.
- Endorse, engage, and be active. The more engaged you are, the more likely people will engage with you. So make sure to endorse people you’ve worked with, and post regularly.
Robin Clapp is an example of a web designer using LinkedIn to its full potential. She has a comprehensive profile, posts regularly, and has a slew of recommendations and endorsements she’s both received and given. It’s no wonder she has more than 500 connections.
Portfolio and case studies
Content marketing is great, but your portfolio is one of your most valuable marketing assets. It demonstrates the beautiful web design and development you do on a daily basis, and allows potential web design clients to decide if your business is the one they’d like to work with.
It’s also an area that you can optimize to capture valuable information from prospects.
Though we can spend all day discussing this topic, we’ll refer you to a handy article: How to Create a Compelling Web Design Portfolio. In this, Shopify’s Simon Heaton goes in depth about what makes a good web design portfolio, and how you can make it accessible for your potential clients. Use his tips to spruce up your current portfolio site and prime it for your inbound marketing efforts.
And you know what they say: Behind every good portfolio is a good case study.
Okay, that might not be the exact saying, but there is truth to it. Alongside your portfolio, your website should showcase actionable, data-driven case studies. This is the tangible proof that potential web design clients need to make concrete decisions on whether or not they’ll hire your business. And, if written well (and optimized for search engines), this landing page can be a goldmine of new clients.
Speak on podcasts
In 2021, there were an estimated 120 million podcast listeners in the United States alone, and that figure is forecast to continue to rise by 20 million every year. People are listening, and there are podcasts for just about everything.Before choosing a podcast to lend your voice to, be sure to do your research. Make sure it’s in line with how you want to represent yourself and that its listenership is your target demographic.If you can, practice what you want to say, but most importantly, have fun. If you sound engaging, knowledgeable, and personable, people will be more likely to absorb what you’re saying and trust you. That can also lead to you being asked back by the hosts. More airtime for you can mean more sales leads for your company.You can also host a podcast yourself. It’s a tactic that Chase Clymer, co-founder at Shopify web development and marketing agency Electric Eye, uses. “We've been running Honest Ecommerce for over three years now, and I've been using it as an easy way to break the ice and get to know merchants,” he explains. “Through these conversations, they naturally learn who we are, what we do, and if they currently have a pain point, they absolutely let us know.”Create a lead magnet
A lead magnet is a free item or service that’s given away by a business in order to get potential clients’ contact details. A lead magnet can be anything from a free consultation, to a coupon, to a trial membership.
Around 96 percent of visitors to your website or social media page aren’t ready to buy; they’re simply doing research. But they might be willing to give you their contact details if the offer is tantalizing enough. And when lead magnets are used well, they can become sales leads that turn into sales.
Remember that a lead magnet must be cost effective for you, attractive to potential leads, and a good representation of your services. You’re trying to show people one, how good you are, and two, how much they need and want your skills.
Do not abuse lead magnets. There is a temptation to trick customers into quasi free trial memberships or even to spam people who’ve volunteered their information. Though those may still turn into sales leads, they will most likely not turn into actual sales—or if they do, you won’t be getting repeat customers.
Designs Raptor offers a clear example of a lead magnet. When you click on their website, you’re immediately presented with an offer for a special discount in exchange for either a chat or an email address. This allows Designs Raptor to get potential customers’ contact information while also getting the opportunity to answer any questions a visitor might have.
Become a niche expert
A niche expert is someone who is considered an authority on a specific subject. Becoming an authority in your niche will help you do your job better, generate sales leads, and allow you to up your rates.
Becoming a recognized expert isn’t easy, but it will pay off in the long run. First you have to learn everything you can about your niche. Read everything, attend conferences, listen to podcasts, follow other experts on Twitter consume it all. Social media is your friend. Post regularly, use hashtags and tags wisely, and engage with your demographic.
The next step is to connect with people also interested in your niche. Through them, find opportunities to guest post, appear on podcasts, and create content that will engage with your audience. You’re trying to build up your credentials and show people that you know what you’re talking about.
This one is going to take time, so make sure you’re interested in this niche of yours. You’re going to be centering a lot of your time and energy around it.
Know your good client types
In order to market to your ideal client, you need to know who that is. So before you start putting in all that time and energy into generating leads, figure out who would be in the market for your services.
If you already have some clients, take a look at who they are and what they’ve asked of you. Then, if you feel comfortable, ask them to either fill out a survey or see if they’ll answer some questions. This way, you can see who you’re attracting. If these are the clients you want, awesome! If not, then you can use this opportunity to pivot and change tactics.
If you don’t have clients yet, look at companies offering the type of services you’re planning to offer. See what sort of clients they’re bringing in, and take note of what it is that company has done for them.
Then, see if you can do a similar version of that on your own. Take a look at their lead magnets and read any reviews you can find; that way, you can find out what did and didn’t work for their clients.
Solve your client's problems
Your client is coming to you because they have a problem and they believe you can solve it. That’s the gist of this relationship.
One thing you can do to help accomplish this is to stay up to date on web design trends and advancements. That way, you’ll have access to all the latest tools to solve whatever problem may come up.
Something else that helps is to stay connected to other web designers and developers so you have a network of people to help if you get stumped. Keeping a healthy social network not only helps generate sales leads, but it also gives you support. And remember, if you can solve your clients’ problems, that can also lead to referrals and endorsements.
Overdeliver
In 2021, the Pew Research Center conducted a study on the U.S. public’s trust in government, and since 1958, it has fallen over 50 percentage points. A large part of that is the tendency of politicians to overpromise and underdeliver when running for office.
Don’t do that.A much better option is to overdeliver. Doing the bare minimum won’t win you any points or recognition from your clients.Take note of anything particular in your correspondence or consultation with your clients. Any personal touches you think they might like will go a long way toward making them feel appreciated.For example, let’s say your client is trying to set up a website for her raw dog food business. She mentions that she has two corgis and loves them to death, and that’s what got her started in this business. She then says that she wants interesting icons for the menu buttons, so you make them corgi faces. That is a simple and effective way to overdeliver.Another way to overdeliver, while also protecting yourself, is to be realistic with your timeframes and deadlines. Especially in web design, it’s a good idea to give yourself a day or two of cushion just in case something unexpected happens. And if you happen to deliver your project ahead of schedule, that’s a surefire way to impress your clients.Follow up with leads
According to Invesp market research, 70 percent of salespeople stop at one email, but if they sent more emails, they’d have a 25 percent chance of hearing back. If you have a sales lead, take it.The reason you put in all that work with lead magnets, sending out cold emails, and marketing your services was so you could turn these leads into sales. Just because someone may not have been ready to take advantage of your skills last month doesn’t mean the same is true this month.But don’t be pushy. Find unobtrusive and friendly ways to keep yourself visible and remind people that you’re here.A great way to do that is through social media. Staying active on your social media accounts keeps you visible. If you want to take it a step further, tag sales leads on posts you think they would be interested in.Another way to follow up on sales leads is by sending newsletters, updates, and special offers to the email list you’ve compiled. This will keep them in the loop and give them the opportunity to take advantage of any deals, which can encourage them to enlist your products and services.Get more clients for your web design business today
Time and resources will be the two main factors that will determine how you choose to discover new web design customers for your company.
In order to continue expanding your web design and development company, we hope that this advice has assisted you in discovering fresh concepts and considering new possibilities.
