Is an "IT Dept" a door-closer for mobile sales?

piney94 · 22nd Oct 2012, 06:58 PM

Hi Guys -

I went to 2 larger local companies with mobile web design brochures and before/after website mock-ups on my Ipad. I was ready to make my pitch to the gatekeepers and I was told that "we have an IT Dept" that can do that.

Both companies have non-smartphone-friendly websites and have great potential.

So, my question to the group - do I stick w/ small/medium-sized companies? Or do I go for it and contact the IT dept heads and offer my design talents, etc.

I've decided to add to my list of things to do - call the companies and ask if they have an IT dept.

Any input is appreciated. Thanks in advance.

Steve Solem · 22nd Oct 2012, 07:13 PM

Just my opinion, but I like targeting small business owners where you can get to the owner or manager directly. Any organization where you have to go through levels to get to the decision maker just complicates things and isn't something I have an interest in. If my initial research made me think a prospect had their own IT dept, I'd be looking for another prospect.

Of course, that could also be their standard reply to guys who cold call looking to sell it related services, and if so - maybe you can find out just how big they are and find another way around the gatekeeper?

Take a look on manta maybe to see how large they are or find out the name of the owners if you can, and maybe try another approach like direct mail if you think it's work it.

Me, I like the lower hanging fruit of businesses with 50 or less employees and a owner or manager that's visible and not hidden behind layers of complexity.

Nail Yener · 23rd Oct 2012, 12:18 AM

Jim, here is my personal experience about this:

I contacted a lot of businesses offering my mobile website design service in the last year. In some cases, I got replies such as "we have a tech guy that can do this" and all of them were lost sales. In some other cases the guy who I contacted with was the tech guy of that business and I was able to sell my service. Because it is easier to explain your service and what benefits it will bring, to a tech guy.

So, my point is that it doesn't matter much whether they have a tech guy or not, what matters is who you contact with and how they feel about your offer. I think you should try contacting their IT people and see how it will go. Perhaps you will not have success with large-scale businesses with big IT departments but you may have success with smaller businesses that have a tech guy.

Aaron Doud · 23rd Oct 2012, 11:01 AM

Nail sums it up perfectly. If they have an IT Dept or a Marketing Dept that means you need to contact them.

The gatekeeper in your case doesn't have a clue.

gabysanchez225 · 23rd Oct 2012, 03:55 PM

My experience has been identical to Nail's. If the manager/owner likes what you have and has an IT dept/tech guy, they usually just say "Great! Go talk to my tech guy." I believe getting the prior approval from the manager really dissolves the skepticism of the potential tech guy, who may or may not be update on things like mobile, especially if he runs a site/has been offered SEO.

22nd Oct 2012, 06:58 PM	#1
piney94 HyperActive Warrior War Room Member Join Date: 2011 Location: Mishawaka, IN Posts: 128 Thanks: 203 Thanked 56 Times in 46 Posts	Is an "IT Dept" a door-closer for mobile sales? Share on: Hi Guys - I went to 2 larger local companies with mobile web design brochures and before/after website mock-ups on my Ipad. I was ready to make my pitch to the gatekeepers and I was told that "we have an IT Dept" that can do that. Both companies have non-smartphone-friendly websites and have great potential. So, my question to the group - do I stick w/ small/medium-sized companies? Or do I go for it and contact the IT dept heads and offer my design talents, etc. I've decided to add to my list of things to do - call the companies and ask if they have an IT dept. Any input is appreciated. Thanks in advance.
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22nd Oct 2012, 07:13 PM	#2
Steve Solem Senior Warrior Member War Room Member Join Date: 2008 Posts: 1,164 Thanks: 170 Thanked 405 Times in 298 Posts	Re: Is an "IT Dept" a door-closer for mobile sales? Share on: Just my opinion, but I like targeting small business owners where you can get to the owner or manager directly. Any organization where you have to go through levels to get to the decision maker just complicates things and isn't something I have an interest in. If my initial research made me think a prospect had their own IT dept, I'd be looking for another prospect. Of course, that could also be their standard reply to guys who cold call looking to sell it related services, and if so - maybe you can find out just how big they are and find another way around the gatekeeper? Take a look on manta maybe to see how large they are or find out the name of the owners if you can, and maybe try another approach like direct mail if you think it's work it. Me, I like the lower hanging fruit of businesses with 50 or less employees and a owner or manager that's visible and not hidden behind layers of complexity.
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23rd Oct 2012, 12:18 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: Is an "IT Dept" a door-closer for mobile sales? Share on: Jim, here is my personal experience about this: I contacted a lot of businesses offering my mobile website design service in the last year. In some cases, I got replies such as "we have a tech guy that can do this" and all of them were lost sales. In some other cases the guy who I contacted with was the tech guy of that business and I was able to sell my service. Because it is easier to explain your service and what benefits it will bring, to a tech guy. So, my point is that it doesn't matter much whether they have a tech guy or not, what matters is who you contact with and how they feel about your offer. I think you should try contacting their IT people and see how it will go. Perhaps you will not have success with large-scale businesses with big IT departments but you may have success with smaller businesses that have a tech guy.

23rd Oct 2012, 11:01 AM	#4
Aaron Doud Sales & Marketing War Room Member Join Date: 2011 Posts: 2,813 Thanks: 716 Thanked 1,696 Times in 954 Posts	Re: Is an "IT Dept" a door-closer for mobile sales? Share on: Nail sums it up perfectly. If they have an IT Dept or a Marketing Dept that means you need to contact them. The gatekeeper in your case doesn't have a clue.

23rd Oct 2012, 03:55 PM	#5
gabysanchez225 Active Warrior Join Date: 2012 Posts: 92 Thanks: 7 Thanked 18 Times in 16 Posts	Re: Is an "IT Dept" a door-closer for mobile sales? Share on: My experience has been identical to Nail's. If the manager/owner likes what you have and has an IT dept/tech guy, they usually just say "Great! Go talk to my tech guy." I believe getting the prior approval from the manager really dissolves the skepticism of the potential tech guy, who may or may not be update on things like mobile, especially if he runs a site/has been offered SEO.