Personally my experience is….. You don’t!
Selling more often than not will backfire on you (unless
your really good at it). So what do you do instead?
My approach is to educate (not lecture, not condescend), and
learn (in other words listen).
Educate: For a client, listen to what they want. Try to
understand all their requirements and wishes. Then educate them on things like
process (how the design process works), how a website works, or various
technological aspects of it. Educate them about choices they may not have
thought about. There’s always something that you can find that they will
appreciate.
All these things can be true of an employer as well.
Research them first, listen to what they say, ask them intelligent questions
and understand their answers. Then don’t just respond but educate them in your
replies. Don’t just describe something actually walk them through it.
Learn: This starts
with researching the client or employer before you meet. Preparing yourself by
studying any material/info they may already have given you.
When you finally meet don’t assume you know, listen and
learn, then when you speak stay on task and address the concerns that have been
expressed. The more you do this, the more they will perceive you as being on
their side, and that you have something to offer, as opposed to something to
sell.
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