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Unread 14th Dec 2011, 05:08 PM   #1
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The "Key" to selling "Mobile" stuff
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In selling anything....especially "Mobile Web Sites" I'd like to toss in some "advice":

Instead of trying to sell a product or service that is SIMILAR to what MOST people in your Target Market are trying to sell....offer something that.... ONLY YOU CAN PROVIDE!

Instead of phoning businesses or professionals and saying;
"Hi....I see you don't have a Mobile Ready Website! I can create one for you for "$X"....and it includes X!

Whoppeee Fizzz! You're the 10th phone call this week offering the SAME STUFF!

So....why don't you come up with something that others are NOT....offering! A different program...a different way of getting Leads...etc!

To give you an example;

Pretend for a minute that you own a Pizza Shop. If I were to phone you and say;

+++++++++++++++++++++++++++++++++++++++++++++
"Hi Sam! 50 Tourists check into the local Motel 6 (or whatever motel near you) .....every day! None of these Travelers carry Food with them and MANY would LOVE to have one of YOUR Mouth-Watering Pizzas delivered to their room!

MOST of these Motel Guests carry a Mobile Device with them. I have a way for them to SEE your Menu and Order....right on their Phone!

I'm looking for ONE Pizza Shop that would like to capture this "Hungry Audience" of Travelers!

Can you handle and extra 10 to 20 Pizzas a Day? (Wait for response!)

(If response is positive, say) It's too hard to explain on the phone...however...I have some time tomorrow morn at 9:30 or would 1:30 be better?"
++++++++++++++++++++++++++++++++++++++++++

If you have to make more than 3 phone calls to get an Apptment....you're either slurring your words (so they can't understand you) or .....you're in a "poverty-stricken slum" where the pizza shops are about ready to go under.

That's IT! Speak those words to ANY Pizza Shop Owner and you WILL get an Appt.

Make a 1-Page MockUp of a Mobile Site for them and go show them!

Don Alm.....sales guy
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Unread 14th Dec 2011, 05:30 PM   #2
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Re: The "Key" to selling "Mobile" stuff
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Hi Don Alm,Great advise.. Thanks.

Yes, the way you do is by selling the BENEFITS, and not the FEATURES.
The benefits of mobile site are getting more orders. That's what the pizza owner want!

If you sell the features of mobile site.. since most likely the pizza owner is not an internet savvy, he/she will ignore you. The intrinsic goal of any business is to gain more profits.
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Unread 14th Dec 2011, 05:41 PM   #3
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Re: The "Key" to selling "Mobile" stuff
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Good advice on focusing on the benefits, it also comes across as you wanting to help their business instead of just hard selling to them.

Good stuff

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Unread 15th Dec 2011, 01:00 AM   #4
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Re: The "Key" to selling "Mobile" stuff
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Great script Don. This is definitely the way to go! I'll be putting this into practice.

"You can have everything you want in life if you'll just help enough other people get what they want" Zig Ziglar
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Unread 15th Dec 2011, 01:16 AM   #5
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Re: The "Key" to selling "Mobile" stuff
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By the way Don, how are the 50 hungry travelers going to see the pizza owner's mobile website?
Would the pizza owner have to already have a high ranking site on Google?

Or would you put cards or whatever at the motel for the guest to scan or send a text for a link?

Thx
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Unread 15th Dec 2011, 05:53 AM   #6
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Re: The "Key" to selling "Mobile" stuff
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Seen a fair few of these types of ideas from you Midas and they're all about selling benefits rather than products which is a way to go. I'd like to know how do you then approach the hotel in question about getting this pizza guys business website/QR code into hotel rooms?

Would you need to offer the hotel a cut of your profits from the deal?
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Unread 15th Dec 2011, 08:06 AM   #7
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Re: The "Key" to selling "Mobile" stuff
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Originally Posted by JToneyUK View Post

Seen a fair few of these types of ideas from you Midas and they're all about selling benefits rather than products which is a way to go. I'd like to know how do you then approach the hotel in question about getting this pizza guys business website/QR code into hotel rooms?

Would you need to offer the hotel a cut of your profits from the deal?
I have a reply to this question... (even though it's not directed at me)

I recently approached a hotel and showed the manager my mock up site of a local restaurant directory.... with THEIR logo/header I designed. Explained about how her guests could scan a code, or enter a url to gain access to it. The table tents in each room would provide the info. I also had a couple restaurants listed with full mobile sites, AND I put a video of the owners themselves talking to the visitors of the town and offering them a discount if they came in.

I told her it was absolutely FREE to her, and her guests, and explained how her guests would appreciate the FREE service that they are providing. She really liked the idea.... unfortunately, it was on a busy Friday afternoon that I had "cold" stopped in. She said she would get her "promotions" guy to come out. He came out and I explained to him about it, left my card and said I'd call in a couple of days.

After I left, and did some research, I found out that the "promotions" guy was actually a web designer in town..... I thought I was screwed. BUT, he agreed to meet with me, and actually agreed to let me go forward with my idea! So, I am now in the process of reaching out to all the other restaurants in town to sign up. It's a sloooooooow process, but one that will bring in a residual income for some time once complete.

Now, I had gone in with a backup plan of offering a cut, but didn't need to go that route.

They REALLY liked the branding I put in the header. I explained that their guests would appreciate the free service from THEM as they would think the hotel put together the site.... I did however, put my link at the bottom of each page!! Hope this helps.

I do voice over work... here's a SAMPLE
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Unread 15th Dec 2011, 01:57 PM   #8
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Re: The "Key" to selling "Mobile" stuff
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RLHurst, thanks that does help and is a good way around it. I take it you charge the restaurants to feature in these "hotel directories" monthly and of course charge them for the video and sell them a mobile site to compliment it?
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