How to convince a client to order a website in a crisis?

Question

Marketing

In a crisis, no one wants to take risks, but how to convey to the client that his current crappy site burns money on the RK and it is better to spend money on a normal site than slowly die.

Answer 1

You can explain by what the client understands best - money and specifics.
That is, not just "your site is shit, you are losing money, I will make it for you on Bitrix and you will get rich", but "support for this costs so much, it's a lot, after reworking it will be so much (or not needed at all)"

Answer 2

Let's start with the fact that, judging by the question, this is YOUR opinion about "burns and slowly dies." From the client's point of view, this may not be the case at all. He didn't show you the numbers. It could easily be that he does not have these figures. And he doesn't know them at all. And no one in his office knows. This happens very often when the site is one of several sales channels and there is no segmentation for these channels. They simply look at the "share plan", so that the total income is higher than the costs.
Yes, and the cost of the site can be many times less than other costs. Accordingly, the attitude towards them.
Ultimately, any sale comes down to satisfying a customer's need. It is not worth reducing all the needs of the client only to financial gain.
Do you know what inspired one of my clients to order? Partners laugh! Laugh, Carl! What profit, what money... It's not about that at all. And you don't need any profit from it. Just do something different!
By default, the first meeting is just what is needed in order to understand what the client needs. You need profit - you have numbers. Need an image - you design. It happens that you need competence - you have a short lecture on CMS, SEO, etc. If you find yourself in need, then it's a matter of technology.

Answer 3

Now it's full of work. The market lacks skilled workers.
Why convince someone who doesn't really need it.

Answer 4

"No money" is a standard objection.
You need to learn how to deal with objections. Look at YouTube videos on the topic "Working with objections", "Working with refusals". There is an emphasis on working with calls, but everything is easily transferred to a personal meeting / communication over the Internet.

Answer 5

You must have done a detailed analysis of the profit that the site brings in, and you also calculated the profit that your rework will bring, if you say so. So what's the problem then? Show the results of your analysis and forecast to the customer, he will immediately conclude a contract with you.
If there is no analysis, your statements from the point of view of the customer look like this: "piss, soar, give me money!"

Answer 6

Your client does not need your site. Your client cares about his business and his earnings.
Can you prove that you can make a site that will bring profit to the client, or reduce his costs of maintaining the site in such a way that the money invested in development will pay off in xx time?
If you can, give him the calculations and go ahead.

Answer 7

1. Do not sell, but share cases - successful solutions to problems with the same Customers from the same market, preferably well-known ones. Act as an expert. Talk not to henchmen, but to people who make decisions in reality.
2. The customer is always interested in INHALE (incoming money), a normal Customer will always make an EXHAUST (pay a share), from which helpers, associates, creators can breathe.
One of the extreme situations in a crisis (provide a service to the Customer at his own expense (knowledge, skills, etc., except for personal money) with mandatory insurance for himself for the result). The customer is interested in the conversion of site visitors into buyers of services/products. The website is just a part of this lead generation process.
Here, offer the Customer live orders (companies, people) who are ready to buy from him and he will discuss all the questions of interest to him and you.

Answer 8

On fingers. Give calculations and make a forecast. But keep in mind that you will have to answer for the market (forecast)! Will it work?

Answer 9

He will understand soon.

Answer 10

Give an example of competitors, try "now or never".

Answer 11

Prove that the money for the advertising campaign is spent inefficiently precisely because of the site. Show how the situation will change if you do your job. Back it up with guarantees or successful solutions from other clients.

Answer 12

so they will fire the topic for you

Answer 13

Crisis - it's time to buy, hire, etc. because firstly, it is cheaper (normal people try to buy at the bottom, sell at the peak), and secondly
, during a crisis, the issue of attracting and retaining customers is even more acute, and on the way out of the crisis, it is necessary to "catch the wave".

Answer 14

1. Competitive analysis - see which competitors are in the top, why they are there, and then think about whether the forces (costs) of your customer will last. If suddenly all competitors are shit, then this is far from a reason to be the same.
2. Making a website is not enough, you need to offer marketing solutions that can be implemented through the design or functionality of the site. Cost calculations, special conditions, leads
3. Analytics, conversions, numbers, who is the target audience. All this needs to be combined and demonstrated (if, of course, we can do it). It often happens that a new site in bad hands ruins everything. For example, to make a hipster website for people over 40...
PS Of course, we are talking about the conditions when there is contact with a potential client of an outdated site, and not mythical clients somewhere in the spam mailing lists

Answer 15

For the vast majority of businesses, a website on the Internet does not give anything in any way , no matter how cool it is.
If the business is built on the Internet, then the client himself understands perfectly well what exactly is important to him .