firewolf08

I'm a real lurker here on the forums, hardly ever post as you can tell from my post count to the left. I've decided I need to take some definite action and am determined to do so. I really like the idea of mobile sites and it's something I believe provides true value --and much needed help -- to any business.

I'm not a cold calling guy at all, hate the thought of it. Instead of cold calling, I've decided to "barge" in on Tuesday morning, starting with downtown businesses, asking to see the owner.

I'm going to keep things really simple with my presentation and my approach. My approach is to tell the business owner that they're going to get a free spot in my mobile business directory (which I have no clue how to create right now, lol, but that's okay), but the only way they are going to get a free spot---actually, a spot at all--- is if they "upgrade" their website to be more mobile-friendly. I'm obviously targeting businesses that already have a desktop website.

Obviously they're probably going to either have questions about it or objections and I figure I'll need to do some explaining about Smartphones and whatnot....if they present objections in any shape or form, I plan to have my Smartphone or iTouch there with a great youtube video that someone posted on a thread here in the WF, a video that basically explains WHY mobile is what they need and also presents some good stats about mobile users.

The free mobile directory that I'd be creating will be advertised via the County's Visitors Bureau, so it'll get exposure...not to mention that I may link the directory to a QR code that may be advertised elsewhere, such as hotels.

I plan to keep the price ridiculously low --- either $150 to $200 (haven't decided which yet) so that almost no one will be able to balk at the price.

Not sure how many business owners/people I'll be able to talk to between the hours of 9am and 12-noon on Tuesday, but those are the hours I plan to do this, to start. Any thoughts/advice generally about my plan of action? Since I'm presenting this as more of a service tourists and visitors who come to the area, I'm thinking I may get less of a resistance than if I was just there to sell something. I could be wrong.

Mark_Austin

It would be a good idea to create a mock up of how their new mobile website will look when they hire you to create one for them.

As you are looking at using QR codes for your project, why not visit businesses with two QR codes already prepared.

One that goes to their current website and the 2nd to the mock up you have created.

Hand your phone to the business owner and let them scan the QR codes themselves. This technique is very powerful in getting across not only the power of QR codes but aslo the need for a mobile website. They can see it there and then.

I think you will find this a more effective way to present your services than trying to get them to watch a Youtube video when they are busy. You need to catch their attention and using the method above can achieve this.

Best of luck tomorrow!
Mark

midasman09

I've done "Barge-In" selling since 1980 and mostly with Advertising programs involving 10 to 20 Advertisers.

The "Main" thing I learned....when trying to sell a Group is..."No one wants to be FIRST!"

It's like "the Train" is sitting still at the Station". Advertisers "wonder" whether "the Train" will get started. However....if they can see that "there are Passenger's already On-Board"....and "the Train" is REALLY going to move....they hop On-Board.

So...what I've done re: Mobile Site Directory is....make up 2 "Sample Mobile Sites" of 2 different businesses....to show prospects what these sites will look like and also showcase YOUR work....so they can see what you are capable of doing.

And....here's another Tip...to get more biz On-Board in your "Start-Up" phase; Use a Pricing that includes a Set-Up Fee....along with a "Monthly Fee" or....if you aren't doing a "Monthly" thing....include a SetUp Fee and the "Regular" price for your Sites.

ex: Monthly; "$150/mo...payable 3 mos in advance with $80 SetUp Fee HOWEVER....if you order right now...I'll drop the SetUp!"

One-Time: "$297 plus $80 SetUp....however....if you order right now...I'll drop the SetUp!"

And....one other tip; If they DON'T BUY, even when you drop the SetUp....Leave and Never Go Back! Why? Because whatever they give you as a reason for NOT buying...now....if you go back...the ONLY response you will get is a...."No!"

Neither I nor you....need to be spending time on "Call-Backs"! They either "Want It...or They Don't!" When you get a "Stall"....cross them off your list and go out and see some "Fresh Blood"!

You are NOT selling "High-Ticket" items here!

In my early days of "Barge-In" selling...I'd get a stall....return and get a "No!" and I'd be "mentally shattered" for awhile. Nowadays, when I get a "Stall"....I'm outa there....never to return Unless they call me back.

Again...in my "Early Days"....when I'd give a good presentation and the response was; "Give me your Card and I'll get back to you!"

My response was; "Whatcha gonna do wit my Card....pick yer teeth wit it?"

Pretty crass BUT....made ME feel "Good"!

I don't suggest you do this. Just thank them for their time and go.

Don Alm...."Barge-In" Sales PRO

TribalStyleMarketing

That's a good call Don about people not wanting to be first! So many situations in life are like that. No one wants to get on the dance floor first, no one wants to speak to the crowd first, & no one wants to be the first to advertise.

That's why when I get back from vacation, I'll be using these strategies for getting advertisers to my coupon club. Fake it till you make it, build a list beforehand, and they'll want to advertise. Groupon has a list of 100 million potential customers, Businesses are receiving $.25cents for each dollar of product/service they provide. Build any kind of list and they will come!

Wild

Very True - (about not wanting to be first). As much as we would like to think we are Not sheep there is a tremendous herd mentality in any type of buying. And don't think that $150 is so low you won't get price objections. If you aren't giving it away you had better be prepared for price objections. There are a lot of directories out there.

Business owners are going to want to know how many people will see their listing on your service and how many of their likely prospects are in those numbers. The best way to handle objections is to prevent them by telling them why your program is the best way for them to spend $150.

Another thing you will hear is - "Well let me know when you get it all set up and I'll take a look." You need an earlybird special.
Goodluck.

TycoonRob

Couldn't agree more! My partner and I have had some presentations lately where they were all on board - or so it seemed - and wanted to think it over on the weekend or whatever. They were chomping at the bit during the presentation. But that was 4-5 weeks ago, and still no sale.

I've written them off at this point, but I followed up for a couple of weeks. To no avail. Next!

And I'm usually not one for the bulls**t high-pressure "buy now or pay more tomorrow" strategy (I hate that and I won't do ever buy if I get pitched that way), but honestly you have to give potential customers a reason to buy NOW. Maybe you can say "buy today save $100, buy this week save $50" or whatever so they're still getting a "deal". Dunno. What I DO know is that Don is right that if they throw up a roadblock, move on!

Doubt everything you believe.

Mamba79

After you have your free mobile directory and you offer a free spot what will make him interested if the directory is empty at first?

philboy uk

Another slight variation of this technique is to use a url rotator, only one QR code needed. I discovered this plugin a couple of days ago URL Rotator Plugin for Wordpress | Ad.Ventures in Internet Marketing

the first link could be to their website, a second to the demo site and the third to the consultants mobile website.

KingMedia

Personally firewolf08, I think you should be charging more on the set up fee as these are more of a PITA than standard WordPress, etc. AND I think you devalue yourself by charging so low and making the rest of us marketers look bad and make the client think it is not such a "needed" thing if it cost next to nothing. At least $500 on a special w/recurring! That is more than fair...

Make it seem like a hard thing to accomplish (which it is really). If they have a "webmaster" and he/she is more of a graphic designer than a marketer than they will not know how to tie it all together.

A more important question I do not see anyone bringing up is:
What kind of contract are you using? Payment system? Checks, or some type of electronic billing for recurring payments?

firewolf08

Hey, thanks everyone, for chiming in here. You've given me a lot to think about.

@KingMedia -- you're absolutely right, I should be charging more and I will definitely be doing that after I get a better, decently thought out plan. For the sites, though, I was basically just going to use the templates given in the WSO I saw the other day. Sorry I can't remember the name of it..just tried to look it up real quick...it was basically a "mobile business in a box" WSO.

@MidasMan -- thank YOU for weighing in here. I love all your posts and you've given me some great advice here.

Overall, I actually NOT going to go out and do this exact thing tomorrow. I thought about it---I need to have more of a plan in place before I go out and sell mobile---even though I love the thought of it, I think it'll just be too difficult to do the explaining or convincing, especially when I really haven't sold anything face-to-face before. I don't wanna mess anything up.

SO....I'm stealing one of your money-makers, MidasMan---the pizza box flyer program. I got my sample printed up, have my pizza places picked out and my plan for what I'm going to say. I've got your pieces of advice and tidbits all bookmarked, Don Alm, plan to read them before I go out. After I get a pizza place to sign off, I'm hittin' the streets to get advertisers for the flyer. Goal is to get 3-6 of the 12 advertisers tomorrow by noon.

TOTALLY different from selling mobile websites, but I think it may be a bit easier sell--and quicker one, too. Basically, if the advertiser/business I approach isn't interested, move on.

At LEAST I'll be doing something, taking much needed action, lol. And after I finish the pizza box campaign successfully, then I'm going to start on the mobile marketing. I think I'll be more comfortable with face-to-face by then to do that.

annemarieb

Go for it FireWolf! Take action...work through the "fear" and don't take "no's" personally. It's not personal...most business owners just don't get it...that's all!
Move on the the ones that DO get it...there are plenty of them too!

All the best to you!!
AM

T1J2Marketing

Agree whole-heartedly with KingMedia. Selling mobile sites for 149, 199, etc tells the business owner you are talking to that there is NO VALUE in what you are selling.

Take a look at what else they are doing, like YP. Online people will tell you YP is dead, but restaurants still spend huge. Know the rates for YP in your town and make the comparison. You'll be amazed at what people are spending.

Show value in having a mobile site. Provide examples of ways to promote, possibly through other things you offer, and how they can make more money.

Even if you are selling for more, make the barrier to entry low. $40 a month to "host" his mobile site, once it is built, is $480 per year. It also gets your client on board for more than just the build. It makes them a long term client, @ $40 per month.

Hope everything goes well.

MrCake420

My buddy owns a flooring company where I was in sales for a bit with, the company spends $1100/Month for yellowpage advertising, that was a 1/8th page size ad in 3 categories.



just to give you an idea of what business are actually throwin out there for advertising and marketing

Huskerdarren

MrCake.
Yes, YP and other ads are expensive. An insert in Valpak is $1600 where I live. They come out once a month. I see the same ones every month so I know it has value or they'd stop.