Selling Subjective Services?
There are some things that are purchased that are subjective and open to personal interpretation and taste. In other words, no practical method has evolved to write a set of specifications to cover the purchase of subjective items that are normally open to personal interpretation and judgment. While a website falls into this category, isn't website development itself at the head of the list?
The Purchasing Agent buying for a company or business must consider exact specifications for whatever he or she buys. Because Purchasing Agents are responsible for obtaining goods and services at the lowest cost consistent with the required specifications, you may be able to deduce that the Purchasing Agent may not be in the position to determine if your product meets any specifications. This makes it necessary for you to find the person within the company or business who uses what it is you offer so he or she can specify your product. The point is this, in many cases it is not necessary or even desirable to contact the Purchasing Agent when approaching a company or business for the first time.
However, there is no hard or fast rule. Take getting paid for what you deliver as an example. In one company it is required that the Accounting Department have a signed copy of a Purchase Order before they will start to process your bill for payment. Therefore, it is to your advantage to see to it that you have a signed Purchase Order. You may need a Purchasing Agent for that signature. While in another company, all that is necessary for you to get paid is for you to send your invoice to that company. It will go to the Accounting Department. They will send it to the person that received what you delivered. He or she will acknowledge that he or she got it; then they in turn will send you a check.
It is a good idea to make sure that the person you are dealing with has buying authority. The way you find out is to ask questions. You must be informed about company policy. In any case, if you have any doubts whatsoever, you can insist on a Purchase Order, or that they sign an agreement you have written out or some other written instrument showing intent.
In many companies or business the Purchasing Agent is not responsible or even has knowledge that subjective services are being purchased. This is why, when you contact the Receptionist, you ask for the names or try to find out the names of all persons who buys or used what it is you are selling at that company. She or he (the Receptionist) can be most helpful to you.