Objections/questions from business owners

polishstorm · 12th Jan 2012, 06:43 PM

Hey guys,

I am stating out in the selling of mobile websites. I am after some advice before I go out full song and full time approaching business owners.

What are the objections/questions you commonly get and how do you answer these?

Your input will be greatly appreciated here.

Cheers

YellowGreenMedia · 13th Jan 2012, 12:56 AM

That a mobile website is a gadget and they don't need gadgets, just show them on our own phone that a mobile website is far from just a gadget but is essential to their bottom line. And show them that their competitors do understand the power of mobile marketing... If they feel they are losing out they will buy your phone or marking package of both.

Nail Yener · 13th Jan 2012, 01:54 AM

This question was asked and answered several times on the forum, you can find some nice discussions if you browse the "Mobile Marketing" forum, it is only 13 pages.

Anyway, here is a list of questions and comments I got when I offered mobile websites to businesses and my responses:

I already have a web designer guy I am happy with and I'd prefer him to do this.
I have been making mobile sites for a long time and now I know all the important points of a mobile website that your web designer may not know. (Show previous work if you have and talk about specific details, such as mobile usability, fitting to screen, redirection etc.)

My site looks just fine on iPhone.
It may look fine on iPhone, but there are countless of other smartphones and this is not just about how it looks. Is it fast loading? Does it require excessive zooming and sliding? Does it fit to the device screen? Is it easy to navigate? Do all the features of your site work on the mobile devices as well?

Never heard any complaints from my customers about how my site looks on a mobile device.
Probably because they didn't visit your site on a mobile device yet and they don't know how better it could be with a properly designed mobile version. (You can create a demo for him and tell him to ask his customers to compare both sites, his full site and your demo mobile site for his place.)

I don't have a budget for this right now.
You may be losing customers just because your site doesn't perform well on a mobile device and the cost of this will be much more than the cost of the mobile site.

These are my responses and they sometimes worked, sometimes didn't; you just cannot sell to everyone. I am sure you can add your own twist to close the deal.

Nail

polishstorm · 15th Jan 2012, 04:04 AM

Thanks for the feedback so far. I have already performed a search but I didn't get the answers I was after so I will clarify it....

What I am after is:

Xxx objection is xxx, and my common respone is xxx,

I can see and read through the 13 pages of mobile marketing threads but it is all vague... I would like to know what the objections are and what you respond to them.

Cheers

WillR · 15th Jan 2012, 07:41 PM

Originally Posted by polishstorm

Thanks for the feedback so far. I have already performed a search but I didn't get the answers I was after so I will clarify it....

What I am after is:

Xxx objection is xxx, and my common respone is xxx,

I can see and read through the 13 pages of mobile marketing threads but it is all vague... I would like to know what the objections are and what you respond to them.

Cheers

Nail could not have answered your question anymore clearly in his post above.

HypeText · 16th Jan 2012, 01:11 PM

Originally Posted by polishstorm

Thanks for the feedback so far. I have already performed a search but I didn't get the answers I was after so I will clarify it....

What I am after is:

Xxx objection is xxx, and my common respone is xxx,

I can see and read through the 13 pages of mobile marketing threads but it is all vague... I would like to know what the objections are and what you respond to them.

Cheers

Nail did give you some good answers however I will comment on his response in regards to:

"Never heard any complaints from my customers about how my site looks on a mobile device.
Probably because they didn't visit your site on a mobile device yet and they don't know how better it could be with a properly designed mobile version. (You can create a demo for him and tell him to ask his customers to compare both sites, his full site and your demo mobile site for his place.)"

I would be careful using this one due to the fact that you are there telling the Business Owner that they need a mobile website but then tell him his customers didn't view his/her site on a Smartphone. That could kind of defeat the need for any kind of urgency.

I know I have visited any number of "Bad Websites" but do not make a point of informing the business owner of my observation.

Often just showing them the difference with a Mock Up can defeat that objection.

I will often compare them having a Mobile Version of their website to things like signage.

Is there a Reason why their Signage is so Large? Of course...it has to do with how it is viewed.

If it was too small it would be inneffective and the same applies to a website being viewed on a smartphone. If the Customer cannot properly view it and navigate it they will just leave...

WillR · 16th Jan 2012, 03:57 PM

Originally Posted by HypeText

"Never heard any complaints from my customers about how my site looks on a mobile device.
Probably because they didn't visit your site on a mobile device yet and they don't know how better it could be with a properly designed mobile version. (You can create a demo for him and tell him to ask his customers to compare both sites, his full site and your demo mobile site for his place.)"

Yes, you don't want to say that your customers are not visiting your site on a mobile device, that's like shooting yourself in the foot.

If you get this kind of 'objection' then you are best to tell them the truth. The truth being that a customer who has a bad mobile experience on your website is NOT going to bother contacting you and letting you know about it -- they are simply going to move on to the next website (your competitor) and won't give it a second thought.

PH1 · 16th Jan 2012, 06:27 PM

Originally Posted by HypeText

Nail did give you some good answers however I will comment on his response in regards to:

........... I will often compare them having a Mobile Version of their website to things like signage.

Is there a Reason why their Signage is so Large? Of course...it has to do with how it is viewed.

If it was too small it would be inneffective and the same applies to a website being viewed on a smartphone. If the Customer cannot properly view it and navigate it they will just leave...

Love this and will use. Many thanks.

polishstorm · 20th Jan 2012, 12:33 AM

any more guys? Seriously??? It seems that everyone here has no issues with tech talk or linking to WSO's but when the push comes to shove on selling, no one has any advice apart from "you go get them tiger" and "talk to them like they are loosing customers" Blah Blah Blah.

I would really like to have a box of answers to the most common questions that business owners ask so lets have them!!!

rlhurst · 20th Jan 2012, 08:21 AM

Originally Posted by polishstorm

but when the push comes to shove on selling, no one has any advice apart from "you go get them tiger" and "talk to them like they are loosing customers" Blah Blah Blah.

I would really like to have a box of answers to the most common questions that business owners ask so lets have them!!!

Have you read through the threads here? There's plenty of tips beyond the "go get em, tiger" and "losing customers... blah, blah".

Here's one I did for a real estate property...

I saw a qr code on a for sale sign, scanned it and it went to a regular site showing the details. So, I created a site using the pics, details from the flyer... went into the office and praised them for using a qr code on their sign, then showed them their site on my phone and said I couldn't really see the details. (This is before they even knew the reason I was there). The agent took my phone and said "all you have to do is spread the screen with your fingers", and showed me how the site expanded/enlarged so I could better view the content. When I responded that I needed to scroll back and forth to see everything, the agent's response was pretty much, "well, at least you can read it". Then I went to the page I designed and said "what if your potential buyers saw your content like this"......I then showed my phone and watched her face as she looked at the mobile optimized version of the site. You need to watch the reaction (light bulb moment) when they view the difference...

I did the same sort of thing with a restaurant. I went in, and when asked what I'd like, I looked at my phone, scrolled down to the item on the menu (that I had prepared ahead of time) and showed the phone to the cashier and pointed to what I wanted. She called the owner over to see the mobile site........ another positive reaction.

I've emailed before/after pics of sites on phones to show the difference. This has resulted in a lot less response, which reinforces my opinion that nothing is better than a face to face. (or I need to improve my email technique!)

I am currently in the process of putting together a mobile restaurant directory for a town. I have the permission from a hotel and rv park to place the flyers in each room (hotel). I have a few restaurants on board so far. Letting the businesses know that they will be promoted to every guest in every room, every day, is a great selling point.

These are just a few examples..... some, more effective than others, some resulted in sales and some not. But, all have been a great learning experience for me. Just go out and start. You can "read" about what to do all day on these forums, but getting out there, screwing up, tweaking your pitch, learning first hand what the objections are, and then coming up with your response is what really gives you confidence for the next meeting. I hope this is more than just "blah, blah"!!

Go read through more threads if you need to.... then just "go do it"!

WillR · 20th Jan 2012, 09:54 PM

Originally Posted by polishstorm

any more guys? Seriously??? It seems that everyone here has no issues with tech talk or linking to WSO's but when the push comes to shove on selling, no one has any advice apart from "you go get them tiger" and "talk to them like they are loosing customers" Blah Blah Blah.

I would really like to have a box of answers to the most common questions that business owners ask so lets have them!!!

If you expect to have everything served up to you on a platter then you will fail from the get go. There is a ton of information in this Mobile Marketing forum and I have seen countless threads where people are talking about common objections and how they overcome them.

I suggest you have a read through a lot of the information that is already available. You are going to learn a lot more that way.

polishstorm · 20th Jan 2012, 11:58 PM

ok I have read through all 14 pages of the Mobile marketing sub forum. I wouldnt create a topic here unless the info I was looking for was already listed.

I am not after everything to be served up to me on a platter. I am after a base of answers that I can confidently and quickly provide the potential customer/business owner. I am not a techie and half of the techno talk goes over my head. So hense the reason I came here to ask for some help.

polishstorm · 21st Jan 2012, 04:43 PM

Great! Thanks for that.

What about the tech side of things, do you guys ever get customers asking about how it's built or how does it integrate with their current site?

I am planning to build them under the .mobi URL firstly to increase their online real estate but also so I can keep control over the site, and then giving customers the log ins for front end.

What questions should I expect going this way?

karenadele · 23rd Jan 2012, 05:34 AM

Hi Polishstorm,

I recommend you to first research that which is your targeted market and then select the domain because Market does matter a lot.

polishstorm · 26th Jan 2012, 06:28 AM

Huh? Sorry I don't understand karenadele????

mojo1 · 4th Feb 2012, 01:13 AM

I think what Karen was trying to say was spend some time researching the business industry first that you're targeting.

Once you do this, find a few of their most commonly pressing problems first and then prepare your rebuttals/objections based on that.

T1J2Marketing · 4th Feb 2012, 10:27 AM

polishstorm,

In addition to looking through this mobile marketing forum I would highly suggest subscribing to some email newsletters put out by people who have been writing about this topic, sales objections, for a LONG time!

In the U.S. there are literally hundreds to choose from. Try Buy Gitomer: Sales training, books, seminars, and consulting - sales techniques to motivate your sales force , sign up, then go through the archives. There are 11 years worth of a weekly newsletter. This should give you pretty good insight.

The main thing to keep in mind when you start hearing objections is that these are BUYING signals. Experience in selling, if you don't currently have much, will be an outstanding teacher as well. I would strongly consider keeping a journal of your sales calls and writing notes about what was said by the client, and your response and the outcome at that point. This way you will have a record of what works and what doesn't.

Best of luck in your endeavors! Here's to your next post talking about the sale you just made!!!

12th Jan 2012, 06:43 PM	#1
polishstorm Warrior Member Join Date: 2011 Posts: 20 Thanks: 0 Thanked 0 Times in 0 Posts	Objections/questions from business owners Share on: Hey guys, I am stating out in the selling of mobile websites. I am after some advice before I go out full song and full time approaching business owners. What are the objections/questions you commonly get and how do you answer these? Your input will be greatly appreciated here. Cheers

13th Jan 2012, 12:56 AM	#2
YellowGreenMedia Dave Zegers War Room Member Join Date: 2011 Location: The Hague Posts: 559 Thanks: 229 Thanked 207 Times in 118 Posts	Re: Objections/questions from business owners Share on: That a mobile website is a gadget and they don't need gadgets, just show them on our own phone that a mobile website is far from just a gadget but is essential to their bottom line. And show them that their competitors do understand the power of mobile marketing... If they feel they are losing out they will buy your phone or marking package of both.
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13th Jan 2012, 01:54 AM	#3
Nail Yener You reap what you sow. War Room Member Join Date: 2008 Location: Sometimes you don't. Posts: 1,078 Thanks: 196 Thanked 411 Times in 243 Posts	Re: Objections/questions from business owners Share on: This question was asked and answered several times on the forum, you can find some nice discussions if you browse the "Mobile Marketing" forum, it is only 13 pages. Anyway, here is a list of questions and comments I got when I offered mobile websites to businesses and my responses: I already have a web designer guy I am happy with and I'd prefer him to do this. I have been making mobile sites for a long time and now I know all the important points of a mobile website that your web designer may not know. (Show previous work if you have and talk about specific details, such as mobile usability, fitting to screen, redirection etc.) My site looks just fine on iPhone. It may look fine on iPhone, but there are countless of other smartphones and this is not just about how it looks. Is it fast loading? Does it require excessive zooming and sliding? Does it fit to the device screen? Is it easy to navigate? Do all the features of your site work on the mobile devices as well? Never heard any complaints from my customers about how my site looks on a mobile device. Probably because they didn't visit your site on a mobile device yet and they don't know how better it could be with a properly designed mobile version. (You can create a demo for him and tell him to ask his customers to compare both sites, his full site and your demo mobile site for his place.) I don't have a budget for this right now. You may be losing customers just because your site doesn't perform well on a mobile device and the cost of this will be much more than the cost of the mobile site. These are my responses and they sometimes worked, sometimes didn't; you just cannot sell to everyone. I am sure you can add your own twist to close the deal. Nail

15th Jan 2012, 04:04 AM	#4
polishstorm Warrior Member Join Date: 2011 Posts: 20 Thanks: 0 Thanked 0 Times in 0 Posts	Re: Objections/questions from business owners Share on: Thanks for the feedback so far. I have already performed a search but I didn't get the answers I was after so I will clarify it.... What I am after is: Xxx objection is xxx, and my common respone is xxx, I can see and read through the 13 pages of mobile marketing threads but it is all vague... I would like to know what the objections are and what you respond to them. Cheers

20th Jan 2012, 12:33 AM	#9
polishstorm Warrior Member Join Date: 2011 Posts: 20 Thanks: 0 Thanked 0 Times in 0 Posts	Re: Objections/questions from business owners Share on: any more guys? Seriously??? It seems that everyone here has no issues with tech talk or linking to WSO's but when the push comes to shove on selling, no one has any advice apart from "you go get them tiger" and "talk to them like they are loosing customers" Blah Blah Blah. I would really like to have a box of answers to the most common questions that business owners ask so lets have them!!!

20th Jan 2012, 11:58 PM	#12
polishstorm Warrior Member Join Date: 2011 Posts: 20 Thanks: 0 Thanked 0 Times in 0 Posts	Re: Objections/questions from business owners Share on: ok I have read through all 14 pages of the Mobile marketing sub forum. I wouldnt create a topic here unless the info I was looking for was already listed. I am not after everything to be served up to me on a platter. I am after a base of answers that I can confidently and quickly provide the potential customer/business owner. I am not a techie and half of the techno talk goes over my head. So hense the reason I came here to ask for some help.

21st Jan 2012, 04:43 PM	#13
polishstorm Warrior Member Join Date: 2011 Posts: 20 Thanks: 0 Thanked 0 Times in 0 Posts	Re: Objections/questions from business owners Share on: Great! Thanks for that. What about the tech side of things, do you guys ever get customers asking about how it's built or how does it integrate with their current site? I am planning to build them under the .mobi URL firstly to increase their online real estate but also so I can keep control over the site, and then giving customers the log ins for front end. What questions should I expect going this way?

23rd Jan 2012, 05:34 AM	#14
karenadele Warrior Member Join Date: 2012 Posts: 7 Thanks: 0 Thanked 1 Time in 1 Post	Re: Objections/questions from business owners Share on: Hi Polishstorm, I recommend you to first research that which is your targeted market and then select the domain because Market does matter a lot.
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26th Jan 2012, 06:28 AM	#15
polishstorm Warrior Member Join Date: 2011 Posts: 20 Thanks: 0 Thanked 0 Times in 0 Posts	Re: Objections/questions from business owners Share on: Huh? Sorry I don't understand karenadele????

4th Feb 2012, 01:13 AM	#16
mojo1 Advanced Warrior Join Date: 2007 Posts: 789 Thanks: 1,015 Thanked 279 Times in 222 Posts	Re: Objections/questions from business owners Share on: I think what Karen was trying to say was spend some time researching the business industry first that you're targeting. Once you do this, find a few of their most commonly pressing problems first and then prepare your rebuttals/objections based on that.

4th Feb 2012, 10:27 AM	#17
T1J2Marketing Warrior Member Join Date: 2011 Posts: 6 Thanks: 1 Thanked 1 Time in 1 Post	Re: Objections/questions from business owners Share on: polishstorm, In addition to looking through this mobile marketing forum I would highly suggest subscribing to some email newsletters put out by people who have been writing about this topic, sales objections, for a LONG time! In the U.S. there are literally hundreds to choose from. Try Buy Gitomer: Sales training, books, seminars, and consulting - sales techniques to motivate your sales force , sign up, then go through the archives. There are 11 years worth of a weekly newsletter. This should give you pretty good insight. The main thing to keep in mind when you start hearing objections is that these are BUYING signals. Experience in selling, if you don't currently have much, will be an outstanding teacher as well. I would strongly consider keeping a journal of your sales calls and writing notes about what was said by the client, and your response and the outcome at that point. This way you will have a record of what works and what doesn't. Best of luck in your endeavors! Here's to your next post talking about the sale you just made!!!