I'm looking to compile some anecdotal stats and stories about where you guys, active mobile resellers (even if you just started in Mobile), have had the most trouble - especially when you were just breaking into selling Mobile.
I'm seeing a ton of threads taking about the best SMS platform and the best way to build a mobile site business and a lot on the technical end of the Mobile consulting business. I'm also seeing that a lot of people are getting really wrapped up in the technology; missing sales and actually losing sales because they know too much!
I have integrated a way to offer Mobile sites, mobile SEO and SMS in my own consulting practice but others on this forum are still struggling. My intention here is twofold.
1) I think it will be very helpful to report or list some of the objections that you've run into during your prospecting and pitching - the ones that drove you nuts (or still do)
2) and then list solutions you've found... "When they say this... I say this", for example.
As consultants, we see the value of Mobile marketing. And yet, so many consultants are having trouble getting the value proposition across.
Why is that?
That's what I'm asking about.
About a year ago, I had an experience that was a pain in the rear for me, but I did learn something valuable. I have a sales background and a tech background.
What happened was that I got slightly upset that I'd gone back to this particular General Contractor for the 3rd meeting and still, had not gotten a handshake... I had prepared a 51 page PowerPoint that explained Search Engine Marketing and the difference between the Local Business Listing, Paid search and organic search, all leading to a presentation of the cool mobile site I had prepared for him.
You may be shaking your head about now. In retrospect, I realized that what I presented was simply too much to digest. I had focused my pitch on impressing my prospect with what I knew instead of what he needed.
Anyone else done this?
When I changed my presentation to a 5 page powerpoint addressing his perceived need... I got the contract.
My customers don't need to know about SERPs and Google Places... they need to know about leads. They need to get more customers and they are interested if you can show them how you're gonna do it... in about 5 minutes.
My solution was to come back to basic marketing and sales techniques.
Here's the problem.
Here's what I got.
Here's Why You Want It.
Here's How You Can Get It.
I'd love to hear about some classic errors in marketing or sales flow judgment that you've made and especially the solutions you've come up with to avoid doing the same unsuccessful behavior over and over again.
Let 'er rip!