How would I overcome THIS objection?

14 replies
A prospective client asked why he should get a mobile site when the main thing I'm selling (phone & map) are already in the Google search results. When a search is done on a mobile device, up comes 3 buttons - CALL, MAP and DIRECTIONS.

So then why should a user click on their web link if the info is right there in front of them with 3 big buttons?!

And I realize that mobile sites can be much more than just phone and map, but my main pitch is how easy someone can get in contact with them while driving nearby.

Any comebacks I can use for this objection?

Thanks all...
#objection #overcome
  • Profile picture of the author Aaron Doud
    What kind of business is he? How much traffic is his site getting from mobile devices right now?

    Depending on his business there are many business specific things you can point out like a mobile menu for resturants. If his traffic shows mobile browsers already he could be giving them a subpar experence.

    Without knowing more details it is hard to tell you how I would personally overcome the objection.

    It's part of what my company was considering when we decided to do a mobile site. But ours will show all our inventory besides just the action buttons so it makes sense. Also in our case many people looking for us would search for us directly and not just an RV Dealer so having the buttons on our site makes sense.

    Overcome his objection by showing him the benefits to his business. If all you are pitching is the buttons and he comes up well in places he is quite correct to say it doesn't have value for him. Though considering your pricing and his budget even a small benefit may make it worth wild.

    For example our web company is doing ours for $300 and it will just be part of our normal monthly budget otherwise so $300 bucks is worth it even if it only brings one sale.
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  • Profile picture of the author syncjam
    Sorry - the type of business is restaurant. He appears on page 1 of Google organic.

    But my question could be a general question for any business ranking on the first page (that's who I am targeting). Business types will be anything that people want NOW (food, etc.)
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    • Profile picture of the author carsonben
      Originally Posted by syncjam View Post

      Sorry - the type of business is restaurant. He appears on page 1 of Google organic.

      But my question could be a general question for any business ranking on the first page (that's who I am targeting). Business types will be anything that people want NOW (food, etc.)
      My client has a restaurant/night club and on his mobile site - which is icon based, we have icons for the menu, weekly events, holiday party venue space, party reservations, coupons, facebook, free offers, directions, call, map.

      His concern is for people that already know they want to go there and want the basics. But what about the people that want to know more about the place while they are in the decision process?

      I added a plugin to where when someone accesses his site with a mobile device it automatically redirects to the mobile site. Pulling up a mobile site with all relevant info will not use up so much of a customer's data plan. Regular sites on mobile phones uses alot of data. The mobile site is not just a mini version of the full site - it has it's own platform and look. People want all info quickly.

      Hope this helps.
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  • Profile picture of the author Aaron Doud
    Well the overcoming would be specific to each business. Even more than just each kind of business.

    For a resturant I would talk to him about a mobile menu. Mobile pictures of the resturant and food. So that people travelling who came upon the site could see what he offered.

    And I would really get him to find out how much traffic he is already getting from mobile browsers. This could be a great way to show value especially if it shows they get off the site quickly.

    Depending on where he ranks on google places and his clear love of that it might even be a good idea to use this as a chance to sell google places optimization.

    Maybe he isn't a good customer to get a mobile site. But if you can get him on another service and he learns to trust you down the road you can get him to add that service.

    Remember to think beyond what you plan to sell him. Sometimes an objection like this tells you what to sell him. Does that make sense?

    A lot depends on how the questions went during the interview process. What you learned about his business. How he uses marketing to grow. Where he spends those marketing dollars. Things like that. Because different answer can give you points to use when you get to the pitch part. The what is in it for him.

    How does your service intergrate and enhance his current marketing. Can it replace some of his marketing to lower his budget and increase ROI? While his objection was to a specific point the objection behind the scenes is that he does not see the value in a mobile website. Will a mobile website give him value? The answer does have to be yes. if the answer is no sometimes it is better to sell another service vs what you planned when going into the meeting. But you hopefully can answer yes and tell him why.

    Based on what he told you during the interview part of the sales process put yourself in his shoes. If it was your resturant how would a mobile website help bring in more customers and/or get more repeat business. How much business do you think it would add a month? How much is that worth per month? And how many months of this increase would be needed to pay back the intial investment? If you can do the math with him(you want him to do it) that is how you can often help him see the value.

    Maybe suggest things like a special mobile coupon(show your phone type). So much depends on what he is doing and how you can enhance or replace that. I hope some of this gave you ideas to help. I tried just to toss out ideas as they came to me in hopes they would spark an idea in your based on what you two spoke about.
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  • Profile picture of the author WillR
    That objection is VERY easily overcome since it's not really a legitimate objection at all.

    So let me get this right? This business owner is only ever planning on getting people to his website through Google? If that's the case, great. But he's missing out on a big trick by doing so.

    Sure, anyone who searches Google might see those buttons but let me ask you this:

    1. Is he planning on advertising his website anywhere other than Google - say on flyers, coupons, instore, etc? If he is (and he should) then a lot of people going to his website from those promotional materials will be doing so on a mobile phone. They will not be going to his website via Google, they will be typing in his website url and going straight to his website thus a mobile optimized version is very important.

    2. If I am browsing for a restaurant in Google, do you think I am going to want to call or look at a map for that restaurant if I haven't yet had a chance to check out their menu? Sure, those 3 buttons might come up in Google but am I going to click on any of them? No. I am going to want to go to their website first to check out what sort of food they have, prices, things like that. Only then if the 'price is right' will I want to call or look for their location. I won't need to go back to Google to do this if it's all clearly displayed on their mobile optimized website. You don't want to send people back to Google because they could just as easily see the next restaurant in the list and decide to check them out as well and before you know it, you've lost that customer.

    This guy has got things a little wrong. It's ok. That's what you are there for. That's why he runs a restaurant and you are a marketer. You need to set him straight.
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  • Profile picture of the author dozer3060
    also check to on a mobile device if his site ranks in google for the same keyword. sometime the listing are different.
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  • Profile picture of the author fitz10
    You're assuming the only thing that's important here is a phone and a map. While phones and maps are important, they're certainly not the only thing I look for when going to a mobile website. Depending on the business he could add a variety of modules like hours, menu or services, or more information. Hope that helps.
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    • Profile picture of the author Stephanie Henry
      I don't have the link handy, but I'm sure a good ole Google search will find this exact quote for you But Google has said themselves that mobile search will give preference to mobile optimized websites.

      For a restaurant it's a nobrainer as to why he should have a mobile site. At the ABSOLUTE very least it should be one hell of an optimized Google Places listing, which I'm going to guess he'd still need you for
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    • Profile picture of the author syncjam
      Originally Posted by fitz10 View Post

      You're assuming the only thing that's important here is a phone and a map. .
      What I meant was, if I'm personally driving and want to find a pizza place nearby, all I really want is the phone number to call, or directions to drive there.

      My assumption is that most mobile users will only want that info. Again, that is what I've gathered from all the info I've read. I'm sure I could be wrong.

      But when I say objection, I mean the business owner who has that same mindset - that most mobile users will only need phone or map. How do I convince that business owner to get a mobile site if he already doesn't think people want more info than the basics?

      Thanks...
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      • Profile picture of the author WillR
        Originally Posted by syncjam View Post

        How do I convince that business owner to get a mobile site if he already doesn't think people want more info than the basics?

        Thanks...
        This has been answered above. By saying what he is saying, this business owner is clearly relying on Google to bring in every visitor to his website. That's crazy, he's crazy. Tell him he's crazy.

        If I was relying solely on Google for traffic to my website then I would be worried. This guy obviously needs to rethink his marketing plan. He never sends out flyers? He never sends out menus? What a wasted opportunity.
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  • Profile picture of the author Big Gee
    WillR, Dozer3060, & SMHenrietta information is more than enough to squash any concerns. Top notch advice.
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    • Profile picture of the author syncjam
      Originally Posted by Big Gee View Post

      WillR, Dozer3060, & SMHenrietta information is more than enough to squash any concerns. Top notch advice.

      DEFINITELY!!
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  • Profile picture of the author Big Gee
    Just one more to add. Branding. The mobile site is a nice way to brand their image by having a custom built reflection of their website on a mobile device.
    My local saver newspaper has their clients setup with WP sites+ WPTouch so they all are functional for mobile device needs, but my angle at least is that it's very generic, not very customized or branded.
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  • Profile picture of the author webass
    Originally Posted by syncjam View Post


    So then why should a user click on their web link if the info is right there in front of them with 3 big buttons?!
    I think the best argument is the statistics, they say, 89% of the people surfing by leave the site immediately, if it s not mobilized, because mobile surfing of normal websites is uncomfortable. If they have a fluid layout they look ridiculous, if they have a normal layout, too. With the normal layout the navigation is bad, with the fluid layout You have to use a magnifying glass.


    It is simple the question:
    "Dear customer, You could step on as normal, now. But do You want to, when You know, that mobile surfers are scared of not mobilized pages?"

    I mean, to have the contacts right in front is the one thing, the other is the impression he leaves, when the mobile surfer clicks through his pages. And why shouldnt they click through?
    Thats why they surf the web with a mobile.

    The surfer then leaves in most cases. That ain't nice, right?


    I have read anywhere else on the forum, that not having a mobil page today, is like not having a webpage, like years before, when nearly every company went out to get one.

    I hope that helped.
    Cheers.
    Andre
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