Win more jobs and increase the scope of those jobs by focusing on business outcomes rather than technology. As web designers we know that Joomla! is the best, most secure, easiest to use CMS available. Unfortunately, the popularity of Wordpress often wins out over what is best for the client. In this session, learn ways to overcome client objections, become an integral part of your client's business and engage them as fans of Joomla!

1. WINNING WEB DESIGN CLIENTS
W I T H O U T C O M P E T I N G O N T E C H N O L O G Y

2. About Me – Sharon Dibb
• Building websites with Joomla! since 2007
• 358th Joomla! Website went live on Friday
• Had a design business, got burnt out, sold it, took a job for a couple of
years, got made redundant, now I’m back as a freelancer
• Google Adwords Certified across all 5 specialisations
• Joomla! Certified Administrator

3. WINNING WEB DESIGN CLIENTS
W I T H O U T C O M P E T I N G O N T E C H N O L O G Y

4. TWO STAGES OF WINNING BUSINESS
•Lead Generation
•Conversion

5. THE FIRST 5
YEARS WAS
HARD –
FEAST OR
FAMINE

6. TYPICAL SCENARIO
• A Prospect calls asking for website services
• I ask what they need – a little info about their business and what kind of features and
functionality they are thinking about
• I demo what we can do (mock up a few wireframes and maybe a Joomla! site)
• I deep dive into the different functionality they need on their project and show them
how it can be done
• I send a dodgy one page proposal from WHMCS
• I start the follow up process

7. THE TECHNOLOGY DEBATE
1 I’ve never heard of
Joomla!
3
The other guy I’m getting
a quote off says I need
WP for SEO
5 Can I edit the site
myself?
7 How is the site backed
up?
2 Is it as good as
Wordpress?
4 Is open source any
good
6 Where is the site
hosted?
8 Are you sure you can’t
build the site in
Wordpress?

8. One day, I
started noticing
a pattern

9. WHAT AM I ACTUALLY DOING FOR MY
CLIENTS?
• Was I just designing web pages and loading content?
• Was it programming and open source and PHP this and .NET
that?
• Or am I doing something much bigger for people?

10. WHAT DOES THE CLIENT REALLY WANT?
I always assumed when a customer
called for a new website, their problem
was that they want a new website.

11. WHY DO I THINK LIKE THAT?
HBDI -
Hermann Brain
Dominance Index

12. Businesses are looking to solve sales, marketing, logistics,
customer service or public relations problems.
WHAT DOES THE CLIENT REALLY
WANT?

13. NEW SCENARIO
• A Prospect calls asking for website services
• I ask what they need – I listen…REALLY listen
• They say “We need to be able to update the content on our website”
• I ask “What kind of content do you plan on updating?”
• They say “Our products change quarterly. We also want to blog.”
• I ask “Why do your products change quarterly? And who is responsible for blogging?”
• They say “That is when our catalog gets updated. We haven’t thought about who will
blog, we just know we need one.”

14. NEW SCENARIO
• I ask “Is it necessary for anyone to be aware of your catalog being updated, or do you
just need the content changed? And besides knowing you need a blog, what is the
problem that needs solving?”
• They say “Yes! We’d love our customers to get an email for a promotion each time our
catalog is updated. We’d like to attract more customers through our blog – you know,
let people know what we’re up to.”

15. THE POWER OF A CONVERSATION
We’ve created a compelling solution for:
• A dynamic website project
• Content management training
• Ghost writer with SEO strategy for blog content
• Email marketing (ACYMailing) with hosting solution
• Custom content development
• May even need to freshen up and re-launch their brand
• Traffic generation - PPC campaigns – Google Adwords and/or Facebook, Social
You’ve gone from an order taker to a valuable business partner in a single conversation.

16. STOP TAKING THEIR
STATED NEEDS AS
ABSOLUTE

17. NO ONE ELSE TALKS
LIKE THIS – EVERYONE
SELLS ON TECHNOLOGY

18. THE CHALLENGE
See how long you can go without
talking about technology

19. One To Many Digital
Sharon@onetomany.digital
0419 648 479
Questions?
More Information?
Looking to partner?