When I started Atlantic Webfitters in 2005, I knew only one thing: I needed to get through to the decision-makers, and in order to do that, I needed to be bang on with the secretaries. So, my pitch was really simple... "Hi, I'm Gifford, may I please talk to the person responsible for your website?" That got me the decision-maker and a chance to send a simple one-page document to the front desk.
Sometimes you get lucky, and I reckon that's what happened when I made my first appointment. I called up a company called Fundy Grinding (it was a long shot, they are an hour away from Halifax), and said "are you guys interested in a website you can update yourself?" When the answer came back, "yes, we were just quoted over $10,000 for a website we can't update", I bout flipped my lid and assured them if they wanted a site they could update inhouse, I could do it for 60-70% less than their quote.
Within a month, Fundy Grinding had a full inventory of machines and were probing European markets... it was a wild success. To give you an idea of what we did... this is Fundy Grindings old site. www.fundygrinding.ca and this is the new inventory site: www.fundygrinding.com (we've actually just upgraded the software again for them; they just love it).
I've told Gary, Scott and Mary Gale they are responsible for not only their own success, but also my success. Fundy Grinding has been around for over 30 years and have established one of the best reputations in the marketplace. To put a content management system in for them has helped them invite tens of thousands of people into their showroom... and allowed me to brag about their success as a result.
Since bringing Fundy Grinding onboard as a client, I have had to choose my clients very carefully. I don't mind putting in a portal for someone as long as they understand my criteria for bringing them onboard. 1. They MUST save thousands of dollars updating the content of their own site... 2. They MUST show me how the technology will earn tens (if not hundreds) of thousands of dollars. Saving clients money and earning clients money will ensure the only people who talk about me are wildly successful.
Do you choose your clients carefully? I've made a few mistakes... and boy, were they ever costly.
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