8 Questions that WILL Turn Website Prospects into Clients

Are you still a little bit scared or worried or maybe a lot scared or worried how AI is going to impact your ability to sell your services? Well, you’re not alone and you’re absolutely right to be concerned. Now, if you haven’t already watched them, it might be helpful if you watch the three previous videos that are linked below this one. To learn why most unique value propositions that are tied to technology are not sustainable. How going forward from 2025 and beyond, you’re going to need a unique value proposition that stands the test of time, regardless of technology changes.

But in this video, I’m going to be sharing with you eight questions that turn prospects into clients in spite of ai. But before we jump in, let me clarify this. These are not questions that you ask the client. These are not questions that you necessarily expect the client to ask you the answers to these questions are sprinkled throughout your proposal, your project brief, your project documents that the client signs and agrees to at the beginning of the project. So, I’ll explain as we move forward through these questions.

Question number one is really a two-part question. How did you arrive at this estimate, and does your estimate include a pad? When estimating a project to ensure that you get paid for all you do and that you’re estimating properly, you need a mathematical equation based on a real project plan. and if you’re adding pads to your estimate for unknowns or to deal with scope creep, the problem with that is that you never know what actually caused the problem so that you can prevent it from happening in the future. Question number two, how do you discover and document the requirements for the project?

If you don’t have a written process that you follow every time in order to gather requirements from the client, you’re shooting yourself in the foot. And the client needs to know upfront what’s expected of them during this discovery process. Question number three, how do you manage the content activities that really should be? How do you manage the creation, the collection, and the organization of the content for the website and who’s responsible for it? And then what happens if the content’s not ready at the time it was planned?

Okay, so that’s like a three-part question. The way that we handle it is first we start with wire frames to. Establish a rough order of magnitude of the content, and then we actually estimate how much time that is going to take for each one of those blocks of text or visuals of some kind. And then depending on actually who’s creating the content, we add that to the schedule with an assignment of who would be responsible for that, whether it’s the client, whether you’re doing it, or a third party. And then finally what happens if the content’s not ready which is one of the biggest problems that website providers struggle with.

Getting that content from the client. So what if it doesn’t come when it’s supposed to? Well, the way that you handle that is through a solid change control procedure that you start with right from the beginning and you invoke for every single deviation from the original plan. Question number four, how do you manage changes? How do you define change?

Who can request a change? How is the cost of change determined? Where does the money come from to pay for a change? All of these can be answered with a really, really good change control process, which will be the subject of a future video on this channel. Question number five, how do you handle missed deadlines?

Same answer, change control process. We tend to think that the schedule we outline at the beginning of the project is unchangeable, and that any change to that is like a huge, big deal. But that’s one of the things you need to establish with your clients upfront that look, everything is fluid. Depending on changes that may occur. As we move forward, whether you think of something new, we think of something new.

We encounter something we weren’t expecting. That’s part of what just happens on a project. So it’s better to plan for that than to just kind of wait and wing it whenever it happens. Question number six, what are the criteria for the approval of the project? How do you know when you’re done?

If that’s not clearly defined, you’re gonna get into endless revision cycles at the very end of the project. How do you ensure that your project will be completed on time with budget, with the right features? Meet the client’s business requirements, and this is the big one, but it’s a compilation of all the answers to all the questions that we’ve already been through. If you do all of those things. Then your project’s gonna get done on time within budget with the right features.

And then finally, number eight, what is your unique value proposition? What makes you the best provider? You should be able to answer this in a sentence or two. Now here’s the thing about these eight questions, as I’ve said before, and I need to reiterate, these are not questions that you then go through one by one with your client and answer the questions. The answers to these questions are embedded in your proposal so that when you do the walkthrough, you can cover these things in a subtle way, but it educates the client.

It gives them the proper expectations. It tells them how website projects really work because they have no clue. They’ve been told through TV commercials and online ads that come up that websites aren’t that really hard. You can create one in an hour, so their expectations are quite different than reality, but it’s your responsibility to help them understand because the more they understand the less problems you’re gonna have during the project . But why do we have this list of questions then?

If, if they’re just like scattered through the documents, because the kicker is at the end of that proposal walkthrough where you have given your answers to these questions. You then give these questions to the client and say, as you consider other providers, I wanna help make sure that you get the right fit. So, you’re coming across as somebody that wants to help whether you win the project or not, and you give them that list of eight questions. ’cause I guarantee you that most of the other providers they go to either can’t or won’t answer those questions and they will circle back around to you because you look like the most professional candidate. So, there’s a link below this video where you can go and download those eight questions, and there’s even a worksheet where you can practice and then there’s one where you can print it off and use it with your client.

https://www.allsolutionsnetwork.com/cgi-bin/d2.cgi/JA72661/vitamin_info.htm

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