[Stephen Courtney]

How long does it take 3-4hrs max? £300-£400? But thats swapping time for money.

The point is.


What its going to be worth to them?

So next time its working out how much their average sale is, repeat business over lifetime of customer, ave lifespan of customer etc.  Show them how much just ONE new customer will be worth to them. Come up with a price based on likely increase in revenue.

Now you have done sites there are 15-20 marketing strategy suggestions you can offer at a premium. Tell them to reinvest the free money they get from the sites after your web site fee has been covered.

Good questions to ask are - whats your most profitable product line/service, what would you like to do more of, describe the type of customer you would like to replace the ones you dont, how do you integrate your online/offline marketing currently, ultimately what do you want to do with your business?

This is superb advice, sell them on the benefits of having a website, not on all of the features.

Get them to visualize facts and figures e.g.

If the average sale is £30 and most customers return monthly they would stand to make an extra £360 per year from just 1 customer.

Now if they get 10 new customers per month they are going to be making £3600 per year from the customers from just 1 months sales.