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Unread 10th Mar 2012, 03:54 AM   #51
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Re: What's the Hardest Part of Selling Mobile for You and What Tips Do You Have To Help Others??
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Originally Posted by midasman09 View Post

2) QR Code that is TRACKABLE (By that I mean you can MEASURE the Number of Scans and send your client a Report on How Many Times the ad has been scanned)

This is great for judging either;
1) Which Ad Pulls Best
or, using the same ad
2) Which Paper Pulls Best
How do you track the QR codes?

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Unread 10th Mar 2012, 03:59 AM   #52
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Re: What's the Hardest Part of Selling Mobile for You and What Tips Do You Have To Help Others??
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[QUOTE=

Two quick examples...

1) Local businesses who advertise on google adwords. They are ALREADY trying to get customers using a paid online media. Did you know google penalizes sites in adwords that are not mobile friendly with a lower quality score? So you help them improve their ppc campaign by offering them a mobile version of the page they're advertising... so their ad spend is cheaper, and their conversion on the ad spend is higher.

2) You find sites who already have a mobile version of their website... but don't automatically redirect mobile users to the mobile version of the site. They don't know what browser detection is... typically the mobile version they have anyway is atrocious so when you combine the fact they are attempting mobile marketing and that they don't know how to do browser detection... little to no selling is required.[/QUOTE]


Now that's excellent advice!

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Unread 10th Mar 2012, 04:02 AM   #53
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Re: What's the Hardest Part of Selling Mobile for You and What Tips Do You Have To Help Others??
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When Will speaks, I listen!

Originally Posted by WillR View Post

Has anyone actually said this to you?

The reason I ask is this. My experience in dealing with a lot of people who are out there trying to sell these offline services is that too many people will sit there and try and come up with every reason why it will not work. What if they say this? What if they say that? What if their current web designer tries to offer them a mobile site? What if I can't get their cpanel details? On and on it goes.

I can tell you the people who have had most success are those who just got right out there are started selling. If any objections came up they would do their best to address them and be better prepared the next time. You don't know what objections you are going to face until they come up. You can end up wasting a lot of time worrying about things that will not happen.

Personally I do not see this objection coming up very often if at all. If a business owner bases their marketing decisions off their competition then they will NEVER be ahead of their competition - and that's exactly what I would tell them.

Show them the third party data:

Mobile Internet usage is set to overtake desktop internet usage by 2014. Many mobile Web users are mobile-only, i.e. they do not, or very rarely use a desktop, laptop or tablet to access the Web. Even in the US 25 percent of mobile Web users are mobile-only. There are now 4 times as many mobile phones sold as PCs. That equates to 4 times as many potential customers for your business. Most mobile device users keep their phones within arm’s reach over 90 percent of waking hours. Apart from games and weather, maps and searches are the third most important thing we use our mobile devices for, even above social networking…

Show them what their current website scores on the mobile W3C validator:
W3C mobileOK Checker

Show them what their current website looks like on a smartphone:
Mobilizer | Springbox

Show them what a mobile optimized website looks like and a few of its features.

If they have Google Analytics already installed on their main website then show them the exact percentage of their visitors who are currently using mobile devices.

As Jason also said above, don't look like a desperate salesmen. You have something this business needs that is going to help make them more money. You shouldn't have to beg them to buy it. You should assume the sale before you even walk in the door. If they don't want it then walk away to the next business and don't be afraid to do so. More often than not the ones you need to beg end up being the most annoying customers anyway.

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Unread 10th Mar 2012, 04:12 AM   #54
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Re: What's the Hardest Part of Selling Mobile for You and What Tips Do You Have To Help Others??
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Originally Posted by JToneyUK View Post

Will that person you described below is exactly me!! I've admitted this several times lately, but for the last month or so I have been looking at this mobile website business, researching, making mock sites, making my own site to direct potential clients to etc.

Anyway, I know that there will be all types of rejections and excuses people will use to not want the services, but for every one of those there will be a very interested party, which is who we are trying to find.

Anyway cheers for your response Will, you are absolutely right. I know what services I can offer to people, I know how to qualify them, I've made a list of possible suiters and I just need to get making calls!!
We're all really just fishermen, aren't we?

If the fish aren't biting (we have to be patient up to a certain point, though), we either change the bait or move down river.

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Unread 10th Mar 2012, 04:15 AM   #55
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Re: What's the Hardest Part of Selling Mobile for You and What Tips Do You Have To Help Others??
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[QUOTE=

I'm gonna man up and just do it! Will start calling in a day or two, I promise!! [/QUOTE]

Make sure you know exactly who you are making this promise to.

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Unread 10th Mar 2012, 07:35 AM   #56
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Re: What's the Hardest Part of Selling Mobile for You and What Tips Do You Have To Help Others??
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Will tells it like it is.

I hesitated for a long time before I went out to pitch prospects on my mobile services because I was always afraid of what objection they might throw at me, when in reality most of those things never came up. So I spent too much time worrying in my house when I could have been out selling. Sure there is going to be the ocasional question that may stump you. Do your best, take your time and think through it, answer the question, then next time you'll be more prepared if it ever comes up again. It's part of the growth.
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Unread 10th Mar 2012, 10:32 PM   #57
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Re: What's the Hardest Part of Selling Mobile for You and What Tips Do You Have To Help Others??
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Jason and Will R have flushed out a lot of the key things here.

I would like to add to this by telling you my mistakes and what I did to overcome them. I did like a lot of you have done or are doing. I sat around, bought a bunch of WSOs, theorized, built test sites, built high end demo sites, tried to learn all the facts and figures, and maybe contacted one warm prospect a week.

Prospecting avoidance.

It's not why I was failing just in mobile consulting, it's why I failed as a financial advisor, insurance agent, and now, mobile consultant. I never learned my lesson, after reading books, learning all sorts of stuff, and never learning the true lesson.

It doesn't matter what you say, for the most part. It doesn't matter who you say it to, for the most part. Having a flawless pitch is great, but you can't get until you talk to enough people to really find your "voice", and understand what needs to be in a flawless pitch. And again, it really doesn't matter what happens on any one call (literal call, sales visit, email, whatever).

So, what I did to get over my prospecting avoidance is I found a system that works for me, and I stuck to it. And I don't mean stuck to it by contacting a couple of people a day or a week, I mean doing it day in and day out. It's mostly Will R's system with some things I learned on my own, but I do it all the time.

And it's become kind of fun to see what's going to happen. I used to spend an hour or more finding the perfect prospect, and totally building a perfect mockup site, then never aggressively pursuing them.

Now, it takes me an average of 3 minutes and 14 seconds to find a qualified prospect, build them a custom mobile site that matches the color and feel of their desktop site (non functioning, but I do send a "before and after" pic), and email them a personal email with all this information, plus a decent call to action. It's not the best call to action, but I don't care. I send out as many as I can in a day, and I love the results. I'm not making tens of thousands of dollars a month yet, but I'm on my way.

Because I have a method that works for me, and I do not avoid prospecting.

I know this is getting long, but I want to end with my most recent story. Friday night, I attended a sporting event near me. A BIG sponsor of the event was a local dentist group, which has three dentists in the group. I found out later that manta.com said they have a 1.5 - 2.0 million annual revenue - sweet.

So anyway, this dental clinic had THOUSANDS of nice relevant to the event large cards printed up, with lots of info about their group in great color on the back. Also, they had a booth, with a professional banner, and some other great marketing material. ALSO, they were announced to the whole event of giving away a $5,000 dental makeover to a fan, and before and after pics were shown. Bottom line - these people dropped a LOT of money advertising, and, you guessed it, their website was NOT mobile optimized.

I sent them an email from the even, and will build them out a mockup (fully functioning this time) and QR code, which they could put on their marketing material. I don't know how this will end up, but I feel like I have an obligation to give this dental group the information I have, because they aren't doing what their prospects are begging them to do.

At the event, there were around 15,000 people, and most of them had smartphones. If they had a QR code campaign that got people to opt in to an SMS system, or led them to a mobile website with a call to action, THEN this clinic would be completing their marketing.

Again, I say that I feel it's my obligation to give these people the opportunity to grow their business using what I can help them with.

So, sorry for the long post, but, bottom line, what ended my prospecting avoidance was to get out there and share what I do. I've had some great conversations with some really good people, and yes, I've been turned down, which doesn't bother me.

I just wish I did this six months ago.

It is unwise to trust all you read on the internet.
- Benjamin Franklin
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Unread 16th May 2012, 10:37 AM   #58
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Re: What's the Hardest Part of Selling Mobile for You and What Tips Do You Have To Help Others??
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Just wanted to say "thank you" to everyone who has contributed to this thread. There were some real gems shared here... from tools & tricks to personal experiences, that I found to be very helpful.

A friend and I have developed a Q & R (question and response) to motivate each other:

"What business are you in?"
"I'm in the taking action business!"

Thanks again everyone,

Neil
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