lavalink

Hi guys,

So my partner and I are going to begin selling white-label mobile app design and development services to offline businesses using biznessapps.com.

We're trying to get some initial clients, and fortunately as I have many clients from my web design / SEO business we've got several who have made verbal commitments to doing business with us building an app.

My question is - what would be the next step to actually sign them up? What I want is a soft sell approach. I don't want to call them up and say, hey - can we sign a contract now?

You know - move them up the ladder gently. So I was thinking of offering some type of sign up form where they fill in some information to begin the app creation process. I want to get them to sign a written commitment - using a soft-sell approach like this, I could close a lot more deals.

But I'm not quite sure how to go about it. Anyone have some ideas or examples to share?

maxlinks

maybe you should tell them that you are offering a discount this week and that its only temporary, but beforehand you need to let them know what this app will do for their business. you basically have to have them want it,

send them a news clip/article how a similar business is taking advantage of mobile apps,

beeswarn

Here's how I close them. This isn't the answer you want to hear, but it will help you when you get over yourself and get down to business.

I, too, started out with a web design background and portfolio. I principally offer SMS marketing and mobile-optimized websites now.

I make a presentation of whatever length and depth the prospect needs. I do these on the telephone and in person, depending on the potential I see in the prospect's business and what my schedule looks like.

At the end my presentations, but more often during them, I ask them to buy my services. I don't take the first "Not now," for a valid answer, or even the second.

I know my services will help them and I want them to buy them so that they can begin to help them.

I try to persuade them sign up right then and there and I prepare myself to justify my insistence and my persistence. I almost never leave without asking for the order at least three times and I let them know when they're making poor decisions.

I know if I leave the room without their contract, they will take what they learned from me and shop for a lower price while I'm gone.

Also, I don't ever set up presentations with anyone who has to go back to a boss, department head or a committee for approval. I don't present to anyone who can't write or order a check. I make sure to find out if they're qualified before I present to them.

This is how this business is done. At least when it's done for profit. If you don't want to actually ask and persuade people to buy your service and sign contracts, then you should hire or partner with someone who is less dainty and squeamish than you seem to be.

I hope this helps. You're leaving coding and heading into business now and it's tough most of the time. And this isn't the nancy boy forum after all.

maxlinks

Beeswarn

Every comment you write is always dead spot on


I make a presentation of whatever length and depth the prospect needs.

A. how many minutes? you study the business then present a solution ?



I ask them to buy my services. I don't take the first "Not now," for a valid answer, or even the second.

B. What wording do you use to ask for payment.

beeswarn

I qualify them. I ask probing questions about their needs and their present level of knowledge. This is the basic business of sales. It's not specific to mobile, or to the web at all. If you don't do the same, you will waste practically all of your time and you will gain nothing (not even "sales experience," which is mainly learning not to waste your time)

"Are you ready to proceed today?"
"Do you want [this level] for [price] or [that level] for [price]?"
"I need a 50% deposit to begin the work, and the balance when I'm finished. Do you want me to begin today?"

Notice that I do not ask if they can afford it, or they have the budget for it. I already know they do, or I don't present.

These are basic closing questions. Craft your own to suit. Just make sure your asking for it. When they object, and they will, you must be persuasive and persistent.

lavalink

Heheh... thank you for the reply. I chuckled a few times reading your post, particularly your assessment of me

They do say that the difference between a professional salesperson and a professional visitor is asking for the sale. I'll take your advice to heart.

One of the things though is that I travel internationally 8-9 months out of the year and meeting clients face to face is difficult. I was in Buenos Aires and Brazil over the winter, and am leaving for southeast Asia in three weeks.

So I'll have to close these deals mostly via methods such as e-mail and Skype calls. Makes the close a bit more challenging. I like maxlinks' idea of offering a one-time discount to add pressure - I'm actually telling my initial clients that I'm offering a one-time deal for the first ten clients and then the price will double.

Guess I need to quit being squeamish and just get it done!

beeswarn

If you're a jet-setter, perhaps you can afford to hire someone who can make the presentations. I tried to cover that earlier. Good luck.

lavalink

Far from a jet-setter - more like a digital nomad I'd be curious to see how you structure your contracts - your value proposition in particular. Or at least study your business a bit from afar. If my OP sounded timid it's because I know far less about the mobile industry and selling it than I do with my other product offerings.

Don Collier

This is What i do and it work every time with my clients if we spoke about building a app before i just build a sample app for them i pay my assistant $50-$100 to build it he only get paid if the deal close he no that.Then i just stop bye and show them the app and tell them how great it is and show them the flyer i created for them to promote the app and they get 500 of them and i tell them look its yours free for 90 day just pay the activation fee for $225-$300 in 2 payment no refunds
now this pay for
bizapps $90 3 mo
assistant $50-100
500 fryers $40
=180
you keep the rest

they soon feel cool having a app that its hard to break away form it and they pay my fee. It sound easy and it is