Closing a deal without stepping down on your cost can be challenging, especially when the

client is complaining about the high cost of your services. However, here are some
strategies to help you navigate this situation:

1. Understand their concerns: Take the time to listen actively and understand the client's
concerns about the cost. Ask probing questions to identify their specific pain points and
reasons for objecting to the price. This will help you address their concerns more effectively.

2. Highlight the value: Emphasize the unique value and benefits your services provide.
Clearly articulate how your services can help solve their problems, improve their business,
or achieve their goals. Focus on the return on investment (ROI) they can expect from
working with you.

3. Showcase your expertise and track record: Demonstrate your expertise and showcase
your track record of successful projects. Provide case studies, testimonials, or references
from previous clients who have achieved significant results from your services. This can help
build trust and confidence in your capabilities.

4. Offer alternative solutions: If the client is concerned about the overall cost, explore
alternative solutions that can meet their needs within their budget. This could involve
offering a scaled-down version of your services, providing flexible payment options, or
proposing a phased approach to the project.

5. Highlight long-term benefits: Explain the long-term benefits of investing in your services.
Focus on how your solution can save them money, increase their revenue, or improve their
efficiency in the long run. Help them understand that the initial cost is an investment that
will yield significant returns over time.

6. Provide a breakdown of costs: Break down the pricing structure and explain the value
they will receive for each component of your services. This can help them see the individual
elements that contribute to the overall cost and understand why each component is
necessary.

7. Offer added value or bonuses: To sweeten the deal without reducing your price, consider
offering additional value or bonuses. This could include extended support, additional
features, or complementary services that enhance the overall package. This can make the
client feel like they are getting more for their investment.

8. Negotiate non-price terms: If the client is still hesitant about the cost, explore other
negotiable terms that are not directly related to price. This could involve adjusting the
timeline, scope of work, or deliverables to accommodate their budget while still providing a
high-quality solution.

9. Provide a compelling business case: Prepare a compelling business case that outlines the
potential benefits and ROI of working with you. Use data, statistics, and industry insights to
support your argument and demonstrate the value they will receive from your services.
10. Maintain professionalism and confidence: Throughout the negotiation process, maintain
a professional and confident demeanor. Be empathetic to the client's concerns, but also
assert the value and quality of your services. Show that you are committed to finding a
mutually beneficial solution.

11. Create a flexible payment plan: you can create a flexible payment plan for your client in
a way for them to spared the payment into two or three installments if that works for you
without reducing your cost.

Remember, closing a deal without reducing your price requires effective communication,
understanding the client's needs, and demonstrating the value of your services. Be flexible,
creative, and willing to explore alternative options that can meet their budget while still
delivering a high-quality solution.

Securing an appointment with a decision maker can be challenging, especially when you
don't know them or have limited access. However, here are some strategies to increase
your chances of getting that appointment:

1. Research and identify the decision maker: Conduct thorough research to identify the
specific person who has the authority to make decisions regarding website design services.
Utilize online resources, company websites, and professional networking platforms to
gather information about the decision maker's name, position, and contact details.

2. Leverage your network: Reach out to your existing network and connections to see if
anyone has a connection to the decision maker or can provide an introduction. Utilize
professional networking platforms like LinkedIn to expand your network and connect with
individuals who may have access to the decision maker.

3. Send a personalized and compelling email: Craft a well-written and personalized email to
the decision maker, highlighting the value and benefits of your website design services.
Clearly explain how your services can address their specific challenges or goals. Make sure
to keep the email concise, engaging, and professional.

4. Utilize social media: Connect with the decision maker on social media platforms like
LinkedIn or Twitter. Engage with their posts, share relevant content, and establish a rapport.
This can help you get noticed and increase the chances of securing an appointment.

5. Request a referral or introduction: If you have a contact who knows the decision maker,
ask for a referral or introduction. A warm introduction from a trusted source can
significantly increase your chances of securing an appointment.

6. Attend industry events and conferences: Look for industry events or conferences where
the decision maker might be present. Attend these events and try to network with them in
person. Be prepared with a concise elevator pitch and have your business cards ready to
exchange contact information.
7. Use a professional networking service: Consider using professional networking services or
platforms that connect businesses and professionals. These platforms often provide access
to decision makers and can help facilitate introductions or appointments.

8. Offer something of value: In your initial outreach, offer something of value to the decision
maker, such as a free consultation, a relevant industry report, or a case study showcasing
your successful work. Providing value upfront can increase their interest and willingness to
meet with you.

9. Follow up persistently: If you don't receive a response initially, don't be discouraged.

Follow up with polite and concise emails or phone calls at regular intervals. Persistence and
consistency can demonstrate your commitment and professionalism.

10. Consider alternative approaches: If all else fails, explore alternative approaches such as
reaching out to other individuals within the organization who may have influence or
decision-making power. They may be able to provide insights or help facilitate an
introduction to the decision maker.

Remember, securing an appointment with a decision maker requires persistence, patience,

and a strategic approach. Tailor your outreach efforts, be professional and respectful, and
focus on demonstrating the value you can bring to their organization.

To sell website design services to Royal Blue Luxury Hotel in Kaduna, Nigeria, here's a case
study scenario outlining the steps you can take:

1. Research and understand the hotel's needs: Begin by conducting thorough research on
Royal Blue Luxury Hotel. Understand their target audience, unique selling points, and the
challenges they may be facing with their current website or online presence. This will help
you tailor your approach and demonstrate your understanding of their specific
requirements.

2. Showcase your expertise in the hospitality industry: Highlight your experience in

designing websites for luxury hotels and resorts. Showcase examples of your previous work
in the hospitality sector, emphasizing how you have successfully captured the essence of
each brand and created visually appealing and user-friendly websites.

3. Highlight the benefits of a well-designed website: Explain the importance of a well-

designed website for a luxury hotel like Royal Blue. Emphasize how an aesthetically pleasing
and user-friendly website can enhance their brand image, improve user experience, and
drive direct bookings. Showcase the impact of your previous website designs on increasing
conversions and revenue for other hotels.

4. Offer a personalized website design solution: Tailor your website design services to meet
the unique needs and goals of Royal Blue Luxury Hotel. Highlight how you can create a
website that reflects their brand identity, showcases their amenities and services, and
provides a seamless booking experience for their guests. Emphasize the importance of
mobile responsiveness and integration with their property management system.
5. Provide a comprehensive package: Offer a comprehensive website design package that
includes not only the design and development of the website but also ongoing support and
maintenance. Explain how you can provide regular updates, security monitoring, and
technical assistance to ensure their website remains up-to-date and secure.

6. Showcase your local knowledge: Demonstrate your understanding of the local market in
Kaduna, Nigeria. Highlight any experience or knowledge you have about the local hospitality
industry, including trends, customer preferences, and competitor analysis. This will show
Royal Blue Luxury Hotel that you are well-equipped to design a website that caters to their
specific target audience.

7. Incorporate local elements into the design: Propose incorporating local elements and
cultural influences into the website design to create a unique and authentic experience for
Royal Blue Luxury Hotel's guests. This can include using local imagery, showcasing nearby
attractions, or incorporating local language and customs into the website's content.

8. Offer additional digital marketing services: Consider offering additional digital marketing
services to complement the website design. This can include search engine optimization
(SEO), social media marketing, or online advertising. Explain how these services can help
Royal Blue Luxury Hotel increase their online visibility, attract more guests, and drive direct
bookings.

9. Provide a clear pricing structure: Present a transparent and competitive pricing structure
that outlines the cost of your website design services and any additional services or
features. Be prepared to negotiate and customize the package based on Royal Blue Luxury
Hotel's budget and requirements.

10. Schedule a meeting or presentation: Request a meeting or presentation with the hotel
management to discuss your proposal in detail. Use this opportunity to showcase your
portfolio, present case studies of successful website designs for similar hotels, and address
any questions or concerns they may have.

Remember to follow up after the meeting and provide any additional information or
clarification they may need. Building a strong relationship and demonstrating your expertise
and commitment to their success will increase the likelihood of securing Royal Blue Luxury
Hotel as a client.

To sell website design services to startup macro businesses, here are some effective
strategies to engage with them:

1. Research and identify target startups: Conduct market research to identify startups in
your target industry or niche. Look for businesses that have recently launched or are in the
early stages of growth. This will help you focus your efforts and tailor your messaging to
resonate with these specific businesses.
2. Offer a comprehensive solution: Position your website design services as a comprehensive
solution that addresses the unique needs and challenges faced by startup macro businesses.
Emphasize how a well-designed website can help them establish credibility, attract
customers, and differentiate themselves in a competitive market.

3. Showcase your expertise and experience: Highlight your experience in working with
startups and showcase examples of websites you have designed for similar businesses.
Demonstrate your understanding of their industry and target audience, and how your
design solutions can effectively communicate their brand and value proposition.

4. Provide cost-effective options: Recognize that startups often have limited budgets. Offer
flexible pricing options or packages specifically tailored to their needs, such as a basic
website package or a startup bundle that includes additional services like logo design or
social media integration.

5. Focus on user experience and conversion optimization: Highlight how your website design
services can enhance user experience and drive conversions for startup macro businesses.
Emphasize the importance of intuitive navigation, mobile responsiveness, and clear calls-to-
action that can help them convert website visitors into customers.

6. Offer ongoing support and maintenance: Startups may not have the resources or
expertise to manage their website themselves. Position yourself as a reliable partner by
offering ongoing support and maintenance services. This can include regular updates,
security monitoring, and technical assistance.

7. Provide educational content: Create informative blog posts, videos, or webinars that
address common challenges faced by startup macro businesses in their online presence.
Offer valuable insights and tips on optimizing websites for startup success. This positions
you as a thought leader and builds trust with potential clients.

8. Leverage social proof: Collect testimonials and case studies from satisfied startup clients.
Highlight their success stories and the impact your website design services had on their
business growth. This social proof can help build credibility and trust with potential clients.

9. Attend startup events and meetups: Engage with the startup community by attending
relevant events and meetups. Network with entrepreneurs, share your expertise, and offer
advice on website design and digital marketing. This can help you build relationships and
generate leads within the startup ecosystem.

10. Provide a personalized approach: Tailor your communication and proposals to the
specific needs of each startup macro business. Show genuine interest in their goals and
challenges, and provide customized solutions that align with their unique requirements.

Remember to continuously evaluate and adapt your strategies based on feedback and
market trends. Building strong relationships with startup macro businesses can lead to long-
term partnerships and referrals as they grow and scale.
To sell website design services to hundreds of businesses in today's digital space, here are
some effective strategies:

1. Identify your target audience: Determine the specific industries, niches, or types of
businesses that are most likely to benefit from your website design services. This will help
you focus your efforts and tailor your messaging to resonate with your target audience.

2. Develop a compelling value proposition: Clearly articulate the unique value and benefits
that your website design services offer to businesses. Highlight how your services can help
improve their online presence, enhance user experience, generate leads, and drive
conversions.

3. Showcase your portfolio and testimonials: Create a visually appealing and user-friendly
portfolio showcasing your past website design projects. Include case studies and
testimonials from satisfied clients to build credibility and demonstrate the quality of your
work.

4. Offer customized solutions: Tailor your website design services to meet the specific needs
and goals of each business. Show potential clients how you can create a website that aligns
with their brand identity, target audience, and business objectives.

5. Provide a seamless user experience: Ensure that your own website is well-designed, easy
to navigate, and mobile-friendly. This will give potential clients a positive impression of your
skills and attention to detail.

6. Leverage content marketing: Educate your target audience about the importance of a
well-designed website and the benefits it can bring to their business. Create informative
blog posts, videos, or infographics that address common pain points or challenges faced by
businesses in their online presence.

7. Utilize social media: Establish a strong presence on social media platforms where your
target audience is active. Share valuable content, engage with potential clients, and
showcase your expertise in website design. Consider running targeted ads to reach a wider
audience.

8. Network and collaborate: Attend industry events, join relevant online communities, and
network with other professionals in related fields, such as digital marketing or graphic
design. Collaborate with complementary businesses to offer bundled services or referral
partnerships.

9. Offer free consultations or audits: Provide potential clients with a free consultation or
website audit to identify areas for improvement and demonstrate your expertise. Use this
opportunity to showcase how your website design services can address their specific needs.

10. Provide exceptional customer service: Focus on delivering a positive customer

experience from the initial inquiry to the completion of the website design project. Respond
promptly to inquiries, communicate clearly, and exceed expectations to build long-term
relationships and generate referrals.

Remember to continuously evaluate and refine your strategies based on market trends,
customer feedback, and the evolving digital landscape.

To set clear goals and expectations for your team in prospecting and selling digital
products, follow these steps:

1. Define specific targets: Determine the number of clients or sales you want your team to
achieve within a given timeframe. For example, set a goal of acquiring 10 new clients for
website design, 5 new clients for application and software development, and 15 new clients
for digital marketing within the next quarter.

2. Break down the goals: Divide the overall goals into smaller, actionable targets that are
easier to track and measure. For instance, set monthly targets for the number of leads
generated, meetings scheduled, proposals sent, and deals closed for each product category.

3. Establish key performance indicators (KPIs): Identify the metrics that will help you
measure the progress and success of your team. KPIs could include the number of qualified
leads generated, conversion rate, average deal size, revenue generated per product
category, or customer satisfaction ratings.

4. Communicate the goals and expectations: Clearly communicate the goals, targets, and
KPIs to your team. Ensure that everyone understands what is expected of them individually
and collectively. Emphasize the importance of meeting these goals to the success of the
team and the organization.

5. Provide resources and support: Equip your team with the necessary resources, tools, and
training to effectively prospect and sell digital products. This could include providing access
to lead generation tools, marketing materials, training on product knowledge and sales
techniques, and ongoing support from subject matter experts.

6. Set deadlines and milestones: Establish deadlines for achieving specific milestones along
the way. This will help create a sense of urgency and keep the team focused on their
targets. Regularly review progress and make any necessary adjustments to stay on track.

7. Foster collaboration and teamwork: Encourage collaboration among team members to

share best practices, strategies, and success stories. Foster a supportive environment where
team members can learn from each other and work together to achieve the common goals.

8. Monitor and provide feedback: Continuously monitor the performance of your team
members and provide regular feedback. Offer constructive criticism and guidance to help
them improve their prospecting and selling techniques. Recognize and celebrate individual
and team achievements to boost morale and motivation.
9. Conduct regular performance reviews: Schedule periodic performance reviews to assess
individual and team progress. Use these reviews to discuss strengths, areas for
improvement, and any additional support or training needed to meet the goals.

10. Adjust and adapt as necessary: Be flexible and willing to adjust your goals and
expectations based on market conditions, feedback from customers, or changes in the
business landscape. Encourage your team to provide input and suggestions for
improvement to ensure continuous growth and success.

Here are some strategies you can implement as a team head to improve the productivity
level of your team in the areas of prospecting and marketing:

1. Set clear goals and expectations: Clearly define the goals and targets for the team in
terms of prospecting and marketing. Ensure that every team member understands what is
expected of them and what they need to achieve.

2. Provide proper training and resources: Invest in training programs and resources that can
help your team improve their prospecting and marketing skills. This could include
workshops, webinars, online courses, or hiring external experts to provide training.

3. Regularly communicate and provide feedback: Maintain open and frequent

communication with your team members. Provide constructive feedback on their
performance, highlighting areas of improvement and recognizing their successes. This will
help them understand their strengths and weaknesses and motivate them to improve.

4. Encourage collaboration and knowledge sharing: Foster a collaborative environment

where team members can share their experiences, strategies, and best practices with each
other. This will not only enhance their individual skills but also create a collective pool of
knowledge that can benefit the entire team.

5. Implement effective prospecting and marketing tools: Utilize technology and software
tools that can streamline and automate the prospecting and marketing processes. This can
include CRM systems, email marketing platforms, social media management tools, and
analytics software. These tools can help your team work more efficiently and effectively.

6. Provide incentives and recognition: Encourage and motivate your team members by
offering incentives and recognition for their achievements in prospecting and marketing.
This could be in the form of bonuses, promotions, or public recognition within the team or
organization.

7. Foster a positive work culture: Create a positive and supportive work culture that values
teamwork, creativity, and innovation. Encourage your team members to share ideas and
take calculated risks in their prospecting and marketing efforts. This will boost their morale
and productivity.

8. Monitor and track performance: Regularly monitor and track the performance of your
team members in prospecting and marketing. Use key performance indicators (KPIs) to
measure their progress and identify areas that need improvement. Provide coaching and
support to help them overcome any challenges they may face.

9. Continuously learn and adapt: Stay updated with the latest trends and developments in
prospecting and marketing. Encourage your team members to attend industry conferences,
seminars, or webinars to enhance their knowledge and skills. Emphasize the importance of
continuous learning and adaptation to stay ahead in the competitive landscape.

10. Lead by example: As a team head, lead by example in your own prospecting and
marketing efforts. Show your team members that you are actively involved and committed
to achieving the goals. This will inspire them to follow your lead and strive for excellence.

The following are listed items that can help increase productivity for every team member of
COMS

- Continuous Learning (Internal Training)

o Sales Conversion
o Marketing Digital Products
o Marketing Digital Services
o Retention Strategy
o Deal closing

- Focus on high-priority clients and tasks

Use the Eisenhower Matrix to help us organize tasks to decide what our highest-
priority, most important tasks are and which things we should delegate and
eliminate. Here is an example of what it looks like:
 Do: Do this task now.
 Decide: Schedule a time to do it.
 Delegate: Who can do it for you?
 Eliminate: Eliminate it.

- Reserve 20% of our day for Brainstorming, identifying problem and proffering
solutions
Block out 20% of every day to focus on
o New Business Model
o Value Prepositions for client
o our highest-priority tasks and client. Even if we aren't able to focus on those
high-priority tasks throughout the remainder of your day, you'll still have
spent 90 minutes on your top priorities.

- Create Work systems

Systemize your work as much as possible to increase efficiency. This eliminates the
need to spend time making decisions, which can improve your day-to-day
performance and productivity.