zimbizee

The biggest challenge i am facing when trying to sell mobile sites is the client insists on speaking to their web guy first which ultimately loses the sale.

On top of that, where i live is a fairly small town (80,000 pop) and most of the companies have their sites with one of the local web design companies.

What i am finding is that once the local web design companies get wind of me offering mobile sites to several of their clients they then start offering it to the rest of their clients which they weren't even doing before.

For instance i found 6 businesses who all had their main site built by 1 web design company in the area. i approached one who said i'll speak to my web guy about that. When i approached the other 5, 4 of them told me their web guy had been in touch in the last 24 hrs offering the same thing. Coincidence? i don't think so!!!

Anyone else seen this? The most frustrating part is 9 out of 10 of the web design companies don't even offer mobile sites, or didn't until they became aware of me trying to poach work from them.

I starting to wonder if it's worth approaching these web design businesses direct and offering to be their mobile website go to guy and split the fee.

Any thoughts?

MaxwellB

It's worth a shot. If they have half a brain they will not work with you and do it themselves. There are so many options for them to get it done cheap.

And I am not in any way saying you have half a brain for wanting to work with them of course you want to work with them and make money. Maybe you'll find a few that don't know anything about mobile that will let you build the site.

lint631

Why not offer something that the other design companies can't with your mobile websites?

Maybe pair it with a Google Places optimization package. Or a SMS package. Of course the other webdesign companies can offer these services too but check out their website to see if they specialize in any of the "local" marketing fields. Analyze the competition and then just make your package better. Go at it as a mobile lead generation site instead of just a mobile website.

Or email the design companies and see if they want to join forces. White label your sites out to them. You wouldn't be able to upsell the client if you white label but you could get some flat fee sites.

How are you approaching these companies?

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zimbizee

Hi

I am using a mix of email, cold calling and walk ins.

Just out of curiosity i emailed a dozen web design companies posing as a client and asked if they designed mobile websites. The overwhelming response was we don't get any enquiries at all regarding mobile sites, but could do it.
So as most of you know already, 99% of businesses don't have a clue about mobile sites and it seems the web design companies are not pushing them at all.

So there is money to be made it seems, just if i can get around the "i'll have my web guy look at that"

Z

Quentin

I always ask them to get a price from their current web designer if they have one and get back to me and if I can I will beat their offer.

If I am a real bad mood I will pull their site to bits and tell them their web designer is doing them no favors. See if they rank for key phrases in their area etc.

Of course you should have done this research before you went to see the.

Quentin

MdJones

I would do one of these 3 things.

1. Offer more then a mobile site, sms, seo, QR codes, etc
2. Do the price battle, as Quentin pointed out.
3. Offer your mobile services to the web/marketing companies. If it's worth it for them and cost efficient, they will outsource. To be honest most of my business comes from ppl outsourcing the work to us.

Good luck!

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HAdrian1239

I would just tell them that unless their "web designer" is familiar with what google considers to be the "best practices" for mobile websites, then they're going to be paying a lot of money for something that will ultimately do them no good, and piss potential customers off by not being usable.

Then I'd say... something like, so you COULD go with your web designer who probably has no idea, since most people don't OR you COULD hire an expert in mobile website optimization and ensure your customers don't go running off to your competitors...

and end it with, either way, the choice is yours.

tigerant

@Zimbizee

How much are you willing to design Mobile sites for? I may be able to use your services soon.

Robert X

I bet you can EASILY beat the price of a WEB DESIGN company. Those guys are crooks! They charge SOOOOO much for their services. Just submit your offer and price and I bet you'll get a response when they see the difference in price between you and their Web crooks. All those college educated kooks thinks they spit gold.

Robert X

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KristofferIM

People will always give you reasons not to buy your services. That's sales.

If they're saying that they'll talk to their web guy, they are basically saying NO THANKS. It's just a nicer way of saying no.

You need to build more value in your pitch and take away the fear.

Are you selling them the site for a one-time cost or do you involve monthly payments?

zimbizee

I am just building the sites for a one off fee as the site will be sitting on their existing hosting.

mojo1

Another warrior alluded to this earlier but if you feel you've maxed out your local region and have kept a record of all the prospects who've given you this answer, I would note the name of the web design firm in the footer of their pages and make those same web design firms an offer to do their mobile site designs on the back end as a strategic/jv/alliance/partnership/reseller (or whatever you want to call it.)

It goes like this, call or email them up find out if they currently provide mobile web designs services ( most will not which is obviously missing from their websites) and offer to upgrade their current client to mobile as well as any new clients they bring on board.

Of course, you will determine what that 'wholesale' price will be for upgrades and new mobile sites.

In this way, the web design co's. will be responsible for paying you your rates UP FRONT and they will have the freedom to mark up the mobile site cost to any rate they want.

Now go make your money!

WillR

As Quentin said, I have made several clients leave their current web designers just by pointing out serious flaws those same designers have made with the clients standard website. It's also a great way to build instant trust and rapport with your client. Most 'webmasters' actually know very little about Internet Marketing. These days anyone with a little basic Wordpress knowledge can call themselves a 'webmaster'.

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moneylab

"The biggest challenge i am facing when trying to sell mobile sites is the client insists on speaking to their web guy first which ultimately loses the sale."

This is a primary reason I didn't continue into the Mobile Website market; most businesses (at least in my area) just don't 'get it' yet, as far as the importance of having a mobile version of their website. Those that do, wanted to 'check with their web guy', and of course that was the end of that.

WillR

I hate to say it but... it's YOUR job to make them 'get it'. That's what ANY type of sales it about. Making a person believe they need your product or service.

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martbost

I couldn't agree more WillR. It is your job to help the prospect "Get It". A lot of people didn't "Get" this whole Interweb thingie either...it was just a fad that would pass eventually. Helping the prospect visualize ROI and how they are losing out by NOT having a Mobile Website is a key factor.

Just my two cents

MKaren

1.Try to offer great value like what "QRlicious" did, they innovate QR codes.
2.Try to focus on untap niches
3.Try emailing not less than 100 Leads per day to offer your service..10% would be interested.
4.Try businesses that doesn't have a website yet.more likely persuade them

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moneylab

With all due respect: I've been in sales and marketing (mostly local business-to-business) for over 20 years; there ARE people who just 'don't get it', especially when it comes to new technologies and early adoption - and no amount of arm twisting, objection-overcoming, value-justification or presentation finesse will get them to say yes.

I know what I'm talking about; I remember trying to sell the earliest Motorola "brick" cell phones with the huge long black rubber antenna to business people who would tell me, "why the hell do I need a cell phone? What could be so important that I couldn't wait to get back to the office or find a pay phone to call"? That person didn't get it.

barbotoole

I hear you on the businesses "not getting it!" What I have found is that many small biz owners are still trying to figure out how to open attachments in their email or how to work their phone! They still think that search engine rankings are all about "keywords." They are anywhere from 2 - 5 years behind. I think it might be wise to offer a prospect education first. If someone does not want the education, you'll know not to waste your time trying to "sell" them either.

Barbara O'Toole
http://irishlionmedia.com

WillR

I understand what you are saying but it's still up to you to make them 'get it'. Some won't and you move on but from my own experience, when you are sitting right infront of the business owner and show them what their website looks like on a mobile phone, you then show them a mobile version and walk them through the features and benefits... most of them 'get it' very quickly.

This also has a LOT to do with the type of people YOU are targeting in the first place. Using your example above...

If you were to target the average business men then sure, you would have had a hard time convincing them of the benefits. Had you instead chosen people like Doctors, Heart Surgeons, people who would see the benefit of being contactable out of the office. You would have had a much easier time selling to them.

So as you can see a lot of the selling is done BEFORE you even talk to the person. You need to choose the right people to target. If selling a mobile website then you would want to target businesses who would have a lot of mobile traffic -- think places like restaurants, taxi companies, etc. These people are going to 'get it' a lot easier than the local funeral parlor or air conditioning company.

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barbotoole

Good point, WillR, about targeting the best audience.

And, for anyone who has NOT made a mobile site sale yet, and is wondering what to say to that doctor or pizza parlor owner, I saw a great tip about this yesterday. Once you target the business, look up a case study that you can recite. It doesn't even have to be YOUR case study. You don't have to pretend that it IS your case study. Just use it to illumine the possibilities.

Talking about the successful case study or studies gives you something to TALK about. Once you're talking about success that another pizza parlor had, you look like an EXPERT in pizza parlor marketing!

Go to Google and search for the type of social and/or mobile success case study you need. Then go for it!!

Barbara O'Toole
http://irishlionmedia.com

moneylab

That is the precise point I've been trying to get across. It is not my job to waste my time in front of those who refuse to 'get it' - but rather, spend my productive time in front of those who do.

I have always done a lot of 'prep' before calls, targeting the right prospects. My first cell phone sale in fact, was to a doctor.

WillR

Spot on. If done correctly, half the sale is made before you even meet the business owner.

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dennism70

Okay, here we go again!

It's all about offering something unique that their current "designer" cant offer. That way, YOU DONT HAVE TO COMPETE. And don't come with things like SMS, QR-codes, etc. For whatever tool you use, that current designer can get as well. And if asked by your suspect, they will always say...YES WE CAN!

There are various ways to do so, but do something they DO GET ALREADY. Most of the local businesses are already LISTED on directory sites. Not even with the BEST keywordrich domain. So grab yourself a LOCAL KEYWORDRICH domain and call them up to be listed on it. And if they want to be listed on the mobile listing part of the directory they should have a mobile friendly website for you will also offer coupons to the list of users of that mobile listingpage thru SMS and QR. And that your mobile clients will also have extra benefits in that way but NEED TO BE mobile friendly.

Now toss up a monthly fee. Make clear that all mobile websites build by you will be listed for free on the mobile listingpage and are listed for free during a certain period for their regular site as well so they can get extra visitors to their main site as well...

Also ask them how come their "designer" didn't call them up yet to offer a mobile site, since they are LOSING MONEY by NOT having a mobile site. Ask them that when they would walk somewhere in the city and need an address of a local place/business how they would search for that address. And ask if they do like most of the people do, by USING THEIR CELLPHONE???

Suggest that most "designers" are indeed designers and dont know much about online marketing and for sure not about mobile marketing, so you understand that their "designer" didn't call them up yet. This is a little evil because you're discrediting their current "trusted" business relation who in fact isn't trustworthy since he/she DIDN"T CALL THEM UP YET to stop them from losing money...

Then start asking if they would like to be able to build a list of mobile numbers and be able to blast a "special" offer on a slow day, so they can fill up... I'm now talking about businesses like restaurants, bars, etc. You get my point

But most important...DONT SELL, HELP THEM BUY!!!

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midasman09

Offer something they CAN'T GET from anyone else;

Either their own Unique Domain name (as mentioned above) or....a place in a Mobi-Directory (ChicagoMobile, MiamiMobile...or ChicagoMobi, MiamiMobi) where YOU control WHO gets in!

Don Alm

cybercopy

Proof sells!! Not promises, not statistics and certainly not predictions.

Build them either a personalized demo, and/or a generic demo you can actually show them live and in action. Let them hold it in their hands and use the tabs and functions in REAL time. You can talk and pitch them till you're blue in the face - nothing sells like proof!!

Show them their current site on a mobile, and the mobile optimized demo!

You should be asking - what is the best way to put proof in front of the prospect? There as lots of WSO's on the matter- figure out the method that suits you best.

By using a method like this, I'm sure you can think of many ways this would circumvent the "webmaster".

Number one being the time a business owner would save - it's already half way there, they are holding it in their hands. The list goes on and on..... show them proof.

Good luck!!

KingMedia

You need to be "The Webmaster", so when other companies try and solicit their services, they will call upon YOU 1st.

jakebvs85

Just try to offer your customer little lower price than the other offer, I mean beat their price first then if the customer will like your job I'm pretty sure that they will recommend you to other too in that way you will have a lot of customer. Just saying.

twersk

Also, you may want to go to Fiverr.com...most people don't know about it and you can throw in 20,000 backlinks for $5. Very few companiews can compete with that...

WillR

There's no point throwing in a backlink blast though if it actually does more harm than good which is what a lot of those cheap fiverr services seem to do.

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HappyGayleen

A lot of businesses don't get it right now, but in six months to a year they will be begging to have a mobile site done. So, if they know you offer that -- and you stay in touch -- you will land some of them at that time.

In the meantime focus on teaching them how a regular website is built very differently than a mobile sites -- and they need someone who specializes in mobile sites.

In staying in touch dribble on them about why they need a mobile site...

WillR

Life's too short to work with people who don't 'get it' -- even after having it explained to them. I much prefer to work with those businesses and people who love all this technology and are always forward thinking. It's a much happier bunch of people to work with and there's plenty of them out there.

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lint631

I have to agree with this. I have been recently networking with people on Linkedin and they seem to know a little more about the new technology (or are willing to learn/listen about it). It's really a great place to network but you have to put your time in to contribute. Join some groups and get in on the discussion.

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Dan Hower

Very well said, Will, completely agree. Thanks for reminding me anyway, to often I tend to forget that and waste time with people who are sceptical.
cheers
dtm

zoro

But ask them if they would like a Mobile App for their business and they will "GET IT", and they will want one now!
So if there was an easy way to turn your Mobile Websites into Apps they will quickly stop saying, "thanks my web master will take care of that."

HostWind

I will admit there may be people who simply 'do not get it'. However, if you are working with a business in a niche that can genuinely benefit from the service, then it should not be hard to communicate to them how it will help them.
For example, text marketing. Let them know they build a list of fans, shoot a text before lunch time, and watch the people roll in. They dont need to understand cell phones, or texting, they simply need to understand that you are making them money!

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Born to Earn

Are you selling sites for one-time cost?

Jason Kanigan

"Oh you have a web guy? Hey that's great. ...say, when did you last talk about a mobile site with him?"

"Oh. So...can I ask you a question? Promise me you won't get mad? OK? Why hasn't anything been done about it so far?"

Now you're uncovering some reasons. Too lazy, no expertise, doesn't trust the guy to do it right, no money, whatever. Now you're getting somewhere.

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jhanley

You're such a smooth operator Jason :-)

Rip57

Damn straight, Will.

Zimbizee, don't let clueless prospects devalue your work. What you offer is an absolute money-maker for them. If the right setup and a reasonable amount of objection handling doesn't open their eyes, move on.