Would you go for gold or play it long ?

6 replies
Hello mobile warriors,

After a lot of diversions & unnecessary delays(on my part) - I finally emailed a few companies with a screencast video demo of a mobile site in action, using willr's template. Basically a comparison of a site (not their own) & the advantages an optimized site brings.

Anyways - I've got a guy interested who left his name & tel. number that I've now got to call back.

The question is do I;

(A) Play the 'lets sit down and talk it through' type response and aim only to get an appointment / live demo from this phone call or

(B) Go for gold and ask him if he would like to go ahead with it, saying I'll email him the details of the packages available.

I dont know what else to talk about if I did meet him(apart from a mock up of what his own site would look like)

I'm due to call him tomorrow, what would you do (A) / (B) or something else ?
#gold #long #play
  • Profile picture of the author mahoney12
    I don't think that option B will work right away. When you've approached someone via email, they have taken the bait by replying but now you need to instil some trust. Talk it all over on the phone, be friendly and at the end of the conversation they may go for it. If not, ask if they'd like a meeting. You may just go over the same things again but they'll know you're legit and you'll get the sale.
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  • Profile picture of the author Aaron Doud
    I don't think you know which way to go until you call them. If the customer is ready to buty close them but plan for a meeting.

    Have a 5 min talk with the customer and feel them out. Be ready for both. Sales isn't aboput having a script. Sales is about having a good ability to read customers and base what you say and do on them. No two sales are the same. Sales people who act like they are play a numbers game. Numbers work in telemarketing and cold calling. It's the reason so many have scripts. You are not trying to land 50% but get 1%. Well with real prospects you need a lot higher ratio so scripts won't work. You need to learn what a company I used to work for called the Q&L process. Basically it was a formal way of following a pattern where the customer's answers lead you to more questions and final to choosing items to show them based on what those answers were. Very powerful sales training for n00bs. And a great tool to add for those who were old hats at it.

    The guys who were good at sales before training realized how much their natural selling was like that. Remember the customer should be the one doing most of the talking. You should know what they need and than you tailor your presentation to them.
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  • Profile picture of the author shane_k

    I would go with option A

    The reason is you want to “qualify him/them” through each part of the sales process.

    Your first goal was to get a response, someone putting their hand up in the air and saying, “I would like to know more.” You accomplished this with your email.

    So you then move to the next goal which is now to “get the appointment”
    You ask 1-2 questions about his business, and give him 1-2 facts on how a mobile site can help, and then tell him, “You know what? There are many ways a mobile optimized website can help out businesses, and I know that there are other people out there who will try and sell to you over the phone, because that’s what they are more concerned about, making the sale. But I feel it would be wrong of me to assume that I know enough about what’s important to you and your business to do that. What I prefer is to meet you face to face, where I can ask you some questions and find out what is important to you about your business, and how I can help you with your goals. So how about we meet Tuesday at 4pm.?

    They will either agree to that time, or offer another time, or object. If they object then you ask them questions about that. If they agree then once again they have raised their hands and said, “I want to know more” and you are continuing to have them move down that path “qualifying” them step by step through the sales process.

    Once you have the appointment then you can move to your (B) strategy. Bring your details of each package to the meeting, and some facts showing how many people are searching on mobile, and how mobile can help, etc would help. Remember that if you have gotten this far, the person is interested!

    Hope this helps, let us know how things go

    Shane_K
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  • Profile picture of the author apolwar
    Originally Posted by itsallhere View Post

    Hello mobile warriors,

    After a lot of diversions & unnecessary delays(on my part) - I finally emailed a few companies with a screencast video demo of a mobile site in action, using willr's template. Basically a comparison of a site (not their own) & the advantages an optimized site brings.

    Anyways - I've got a guy interested who left his name & tel. number that I've now got to call back.

    The question is do I;

    (A) Play the 'lets sit down and talk it through' type response and aim only to get an appointment / live demo from this phone call or

    (B) Go for gold and ask him if he would like to go ahead with it, saying I'll email him the details of the packages available.

    I dont know what else to talk about if I did meet him(apart from a mock up of what his own site would look like)

    I'm due to call him tomorrow, what would you do (A) / (B) or something else ?
    Option A. The best would option A. It would give you a chance to get to know the customer better and probably convince him to be a regular client of yours.
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