One of the most common situations in IT sales is this:
Client: “I just need a simple website.”
But after project delivery, the same client says:
“Why am I not getting inquiries?”
The problem is not development — it is design and user experience. Most clients do not understand UI/UX design, and many IT BDEs also struggle to explain it. As a result, companies sell only development, not value.
Selling UI/UX services is a powerful opportunity because good design directly affects user trust, engagement, and conversions. A skilled BDE knows how to present design as a business investment, not a decoration.
What is UI/UX? (Explain in Client Language)
Never explain UI/UX using technical terms.
Instead:
- UI (User Interface) = How the website/app looks
- (colors, buttons, layout, typography)
- UX (User Experience) = How easy and comfortable it is to use
- (navigation, speed, steps to complete an action)
Simple explanation you can tell clients:
“UI is appearance, UX is experience.”
Why Clients Don’t Want to Pay for Design
Clients often:
- compare with cheap templates
- think design is just colors
- don’t see direct ROI
- focus only on development cost
Your job as a BDE is to connect design with business results.
How UI/UX Impacts Business (Key Selling Point)
Instead of saying “better design”, explain outcomes:
Good UI/UX leads to:
- more inquiries
- longer user time on website
- higher conversion rate
- reduced bounce rate
- stronger brand trust
- more repeat users
Example explanation:
“If customers cannot quickly understand your service within 5 seconds, they leave. UI/UX design helps them understand and take action.”
How to Introduce UI/UX During Discussion
Do not push design immediately. First understand client goal.
Then position design as solution.
Wrong approach:
“Sir you should also take UI/UX package.”
Correct approach:
“You mentioned you want more leads. The layout and user flow of your website plays a big role in whether visitors contact you or leave. That’s why we recommend proper UI/UX planning before development.”
Practical Selling Method (3-Step Strategy)
Step 1: Show Problem
Review their current website or reference.
Explain issues:
- cluttered layout
- confusing navigation
- no clear call-to-action
- slow mobile usability
Step 2: Show Impact
Explain what happens because of these issues:
- users get confused
- trust reduces
- fewer inquiries
Step 3: Show Solution
Present UI/UX service:
- wireframes
- user flow planning
- conversion-focused layout
- mobile-first design
Now client understands the value.
Using Examples (Very Important)
Always ask:
“Do you have any reference website/app you like?”
Then explain:
Why that website feels premium
Why navigation is simple
Why buttons are placed properly
Clients understand design better through comparison than explanation.
Handling Pricing Objections
Most common objection:
“Why design cost extra?”
Best response:
“Development builds the system. UI/UX ensures users actually use it.”
You can also say:
“A well-designed website can increase inquiries by 2–3 times. It’s a one-time investment but long-term benefit.”
Avoid saying “it looks good.”
Always say “it performs better.”
Deliverables You Should Mention
When selling UI/UX, clearly explain what client receives:
- wireframes
- user journey planning
- design mockups
- responsive layouts
- clickable prototype (optional)
Clear deliverables increase trust and justify pricing.
Upselling UI/UX (Smart Strategy)
Perfect moment to sell design:
- website redesign inquiries
- startup founders
- e-commerce businesses
- mobile app ideas
You can bundle:
Development + UI/UX + basic SEO
This increases project value and company revenue.
Common Mistakes BDEs Make
Avoid these:
- explaining UI/UX technically
- using design jargon
- sending only portfolio without explanation
- not connecting design with business results
- discounting design first
Remember:
Clients don’t buy design — they buy results.
Best Practices
To successfully sell UI/UX:
- speak in business language
- focus on conversion
- use examples and comparisons
- show before/after cases
- connect design to user behavior
- explain mobile importance
- never skip discovery questions
Conclusion
UI/UX services are one of the most valuable offerings an IT company can sell. A strong BDE does not just sell a website or app—they sell a solution that works. When you explain UI/UX in terms of leads, engagement, and trust, clients understand its importance and are willing to invest.
In IT sales, development delivers the product — but UI/UX delivers the success.
