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Is it possible to break up the quote and give a fixed price the strategy and launch pad phases separate from the continuous improvement phase?

 

• No – You should not sell a fixed price, rather, you should charge for time and materials.
• Yes – This is the only way you should quote Growth-Driven Design engagements.
• Yes – This approach typically works best for medium sized companies and websites.
• No – We do not want to complicate and confuse the prospect. It is best to simply have one monthly amount.

 

You are talking to a prospect who is not currently interested in marketing services. They only want help building a new website. Should you continue to try and close them as a client?

 

• No – Only building the website is a waste of time and will not likely result in any future business.
• Yes – You should only sell them the traditional web design process, though.
• No – Website work is often not profitable and will not help your agency grow.
• Yes – As long as you set the right expectations, you can start them on a Growth-Driven Design only retainer and look to upsell them into marketing services later down the road.

 

You’re explaining the Growth-Driven Design methodology to a prospect. Overall they love the methodology, however, they ask you, “I don’t want a half-built website to start”. What is the BEST response to your prospect?

 

• “No problem. We can build your website using traditional web design and then move to the continuous improvement phase after it’s live.”
• “The launch pad website is a complete website that will both look and perform better than your website today. However, it is not the end-all-be-all and will not be perfect, because there is no such thing as perfect.”
• “It is ok if the website is not complete because we can always build onto it after it launches because we have an on-going service retainer.”
• “The launch pad website is a fully built website, we just need to cut out many of the pages to ensure we can launch quickly.”

 

 

True or false? Using a point-based system with Growth-Driven Design retainers makes the process more confusing and is not recommended.

 

True

 

False

 

Which of the following is the BEST question to ask your prospects in the sales process in order to understand their pain points they’ve experienced in the past?

 

• “When was the last time you did a website redesign for your business?
• “Did you involve a user experience designer in your last website redesign?”
• “Tell me about your previous website redesigns? What went well and not so well?”
• “How much did your previous redesign cost?”

 

In which of the following scenarios would it be a good idea to pitch both traditional web design and Growth-Driven Design and allow prospects to choose? Choose the BEST option.

 

• The prospect loves the Growth-Driven Design concept, but you are pitching against two traditional web design agencies.
• The prospect’s business is focused on a boring, slow-moving industry.
• The prospect needs two websites built for two different divisions of the company.
• The prospect who is unsure about Growth-Driven Design because they don’t fully understand why the process is better.