Face to Face Mobile Clients

39 replies
Hey guys, Darrett here.

I've just finished my mobile business site and I'm now going to start going into local businesses after I've created them a sample page.

My question is for all those that have done face to face meetings re mobile websites. What is the best way to present it?

I mean I understand the basic idea of entering the business, getting the manager/owner and saying something along the lines of "Hi, I'm Darrett, I tried visiting your website on my mobile phone and had some trouble. I noticed you don't have a mobile optimized version of your website." At this point they'll either be confused as to what that is or they'll say no. Then I show them their site on my phone compared to my sample I made them, and tell them the benefits for the customers that a mobile website brings. Also talk about how they are currently losing potential customers by not being mobile optimized, and the possible customers they could be gaining.

Please criticize, edit, and pick apart my general idea of this because I'm already going to be doing a lot of trial and error as it is, and would LOVE if some fellow warriors could help guide me. I'm nervous because I know my first ones will be horrible, and I have no sales skills. But between the help of you guys, and after I get a few runs at it, I'm positive I can make this work.

Thanks guys,
Darrett
#clients #face #mobile
  • Profile picture of the author WillR
    It sounds a little bit salesy to me already. You want to get them to like you right away. The best thing to do is picture yourself in their shoes. If someone walked in and said...

    "Hi, I'm Darrett, I tried visiting your website on my mobile phone and had some trouble. I noticed you don't have a mobile optimized version of your website."

    What would your response be? Your guard would go up right away, wouldn't it? You would straight away think to yourself, this guy is trying to sell me something and when that happens people are conditioned to be skeptical at every other word you say to them after that. It's just basic human nature.

    You want to catch them off guard. Be casual and non-threatening in your approach.
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    • Profile picture of the author Darrett
      Thanks Will, I agree. It does sound a little sales-y, and it seems like during that sentence they're justifying in their head if I'm trying to help or trying to be a salesman, so maybe not saying my service that early would be a good idea.

      What would be a better way to word it?
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      • Profile picture of the author rlhurst
        Darrett,

        Here's what I did when I first started out.....
        I designed a mobile optimized menu of a pizza place, went in, and when asked what I'd like to order, I pointed to the item on my phone. The girl taking the order called the owner over to take a look. He liked it, I offered the site free in exchange for placing a qr code and MY business name on a counter display. That helped me get over being nervous (offering for free, and it being my first approach to anyone). Yes, I did not get paid for that particular site, but it has resulted in a couple referrals and gave me the experience of the face to face.

        Just an example of how you can approach it. Main thing I'd suggest is just go out and get that experience. It will get easier each time.
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        • Profile picture of the author Darrett
          Thanks rlhurst, that is a great idea. I've done something similar. I made the chiropractor I go to a free mobile site in return for a testimonial. The difference is that I'm on a very friendly basis with him and didn't have to seem like a professional/authority because I know him and because I did it for free.

          I just want to be prepared for when I walk into a business in a normal situation and don't know the manager, to present my service well enough so that he can be thinking about if a mobile website is worth it, and not about the fact that I'm selling him/presenting horribly/etc.
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          • Profile picture of the author rlhurst
            Originally Posted by Darrett View Post

            I just want to be prepared for when I walk into a business in a normal situation and don't know the manager, to present my service well enough so that he can be thinking about if a mobile website is worth it, and not about the fact that I'm selling him/presenting horribly/etc.
            Don't worry too much about "knowing everything" before you go out there. Allow yourself to make mistakes (it's gonna happen anyway). That is how you learn what you need to tweak in your presentation. There are plenty of businesses out there.... especially where you're at! So, if/when you get turned away, you have many more to approach.
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        • Profile picture of the author Mary Wilhite
          Originally Posted by rlhurst View Post

          Darrett,

          Here's what I did when I first started out.....
          I designed a mobile optimized menu of a pizza place, went in, and when asked what I'd like to order, I pointed to the item on my phone. The girl taking the order called the owner over to take a look. He liked it, I offered the site free in exchange for placing a qr code and MY business name on a counter display. That helped me get over being nervous (offering for free, and it being my first approach to anyone). Yes, I did not get paid for that particular site, but it has resulted in a couple referrals and gave me the experience of the face to face.

          Just an example of how you can approach it. Main thing I'd suggest is just go out and get that experience. It will get easier each time.

          I like this approach. It is an exceptional way of triggering the law of reciprocity.
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        • Thats a great idea! Gives you some marketing on the side! I will try this as I am having the same issue as the original poster!
          Originally Posted by rlhurst View Post

          Darrett,

          Here's what I did when I first started out.....
          I designed a mobile optimized menu of a pizza place, went in, and when asked what I'd like to order, I pointed to the item on my phone. The girl taking the order called the owner over to take a look. He liked it, I offered the site free in exchange for placing a qr code and MY business name on a counter display. That helped me get over being nervous (offering for free, and it being my first approach to anyone). Yes, I did not get paid for that particular site, but it has resulted in a couple referrals and gave me the experience of the face to face.

          Just an example of how you can approach it. Main thing I'd suggest is just go out and get that experience. It will get easier each time.
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  • Profile picture of the author WillR
    Darrett,

    I really think starting with a business type like Chiropractors is only going to make the journey even harder for you. I would definitely start with a proven winner such as restaurants. Not only is it going to be a more causal atmosphere for you compared to walking into a quiet and empty waiting room, but they also seem to have a better understanding of the importance of a web presence. Most restaurants have some type of web presence whereas I bet a large proportion of chiropractors still don't have their own website. Trying to sell a service like this to someone who doesn't even understand the importance of a regular website is going to be much harder.
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  • Profile picture of the author Darrett
    Thanks for the replies guys. You're right Will I should of thought that, especially since showing them their menu on a page would really help convert them I'm sure.

    Going to have to agree rlhurst, only way I can find out what I'm doing wrong is by embarrassing myself a few times until I realize which parts need to change. (:

    Thank you all again for the feedback.
    Much appreciated.
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  • Profile picture of the author Jarrett
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    Deeds! what's up bro?

    Here's your problem... you're trying to sell, don't!

    Your job is NOT to sell. Your job is simply to meet the biz owner. have a conversation with him. and if you think he can benefit from having a mobile site.. casually mention it to him in the converstaion. If he's interested.. he'll ask you more questions..

    "A mobile site? what's that?!"
    "How does that work?"

    "Oh, let me show ya!" -

    And that's where you can whip out your smart phone and show him how his site looks on there

    Ask questions about him and his business. Show interest in him... and naturally he'll start asking YOU questions.. what do you do? where do you work at?

    and this'll open up tons of doors to mention mobile sites to him
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    • Profile picture of the author Darrett
      Hey brother, thanks for the reply. How's that rainy weather treating you? Feeling like Edward Cullen when the sun finally peeks out? Haha

      That definitely makes sense, because the more personable and more I can relate to them the more comfortable they will be around me and not on their guard.

      I'm just curious how exactly I can come across that way when I'm coming straight into their business without previously knowing them. I mean I can't just head into a business and small talk with the manager, and then casually mention mobile, he'll instantly identify that is the reason I'm there. How could I approach them?

      I completely agree with you guys, I just don't know how to change my approach as far as initial contact when walking in.

      Any replies would be greatly appreciated.
      Thanks
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  • Profile picture of the author Adwizard
    Jarrett's advice was terrific here but realize everyone has a different approach to sales. Some would do no less than a one call close and myself included have made a determination that this potential prospect is not worth wasting my time on so don't go back in which case you would press for the sale while your there.

    If your comfortable using gas and time to make multiple trips then you may want to open with something like "hello, my name is Ed and I'm just in the area todahy meeting local business owners because you see, I am also a small business owner and perhaps one day we may have a need for the others services"

    Ask them lots of questions and get them talking about themselves because people generally like that... and you be genuinely interested. It's a shame to have to even say that but if your not a caring people person than this is not the field for you. While asking questions uncover his pains or challenges...ask him about his marketing and what works best for him etc. Believe me, he will become interested in what you do and ask. If by chance he doesn't you just found out all the info you need to go back to him later as a friend or at least acquaintance now being in a better position to make a sale.

    Remember always these four "W's" in sales... "some Will, some Wont, so What, Who's next!"
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  • Profile picture of the author Steve1776
    Midasman09, WillR and Quentin. Search the Warrior Forum for these guys and read everything they've written. You'll get a masters education in mobile marketing for just the cost of you time. Quentin and WillR both have excellent WSOs on building mobile sites and getting clients.
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    • Profile picture of the author Darrett
      Adwizard, Thanks a lot for the reply!

      I do have the time and gas, however I'm 19 years old and would be reaching a little far to believe that a successful local business owner would spend his time to sit down with me to have a conversation for no other meaning than to just have one. I agree with what you're saying I just feel like without presenting the mobile website/how I can help them with mobile, I really don't bring anything else to the table.

      Any feedback would be appreciated,
      Darrett
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  • Profile picture of the author beeswarn
    Darrett,

    Here's your problem: You're getting really bad advice here. Reply #9 by Jarrett is the worst.

    Don't walk into a business and pretend to want to make friends with the manager or owner. They hate that.

    Offering your work for free, as in reply #4, isn't an example of making a sale. It's giving away your work for free. It's a good story and it might even be true. But even if it is true, I don't believe it did him much good. If it had, he'd be able to tell you exactly how many referrals he'd gotten from it, not just a vague "couple."

    Your best course of action is to be "salesy." State your business, along the lines you originally said you'd planned, and ask for the order. It isn't true that business people don't like to talk to salesmen. Most do so several times a week, at least. Everything you see inside a business when you walk in was sold to the owner or manager. What business people don't like, at all, is salesmen who try to trick them.

    If you have to give away a site to get started, that's fine. But don't sit back and wait for referrals from it. Generate your own referrals, by continuing to prospect and telling any fence sitters to call the guy you gave the free site to and ask him how he likes it.
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    • Profile picture of the author Darrett
      Beeswarn, thank you for the advice. But I don't like the way you are throwing their advice out the window as if they're amateurs, they're very qualified and know their stuff as well.

      I don't agree that their advice was horrible, as they have much more experience than me and obviously have been in these situations before. But I do think that the mentality of trying to be friends would be something you would do if you were trying to sell a much more expensive service/product, where you are able to spend lots of time building a relationship with someone because it will pay off in the end. Obviously for a $297 mobile website that's probably not the case. I think it would be more efficient to reach much more businesses with salesy approach then much less with more of just a friendly/social approach. But again I have NO experience in doing this and this is purely an opinion.

      I do agree with what you said about salesmen though, sure some get angry when someone comes into their business to sell them something, but for the most part as long as I clearly explain my service and don't try and trick them with anything, a decent amount of them should be okay with me.

      After work tomorrow I'm going to go into 5 businesses with my initial approach that I posted, I'll let you guys know how it goes. At the least I'll get some responses that I can post here and you guys can criticize about why it went that way.

      Thanks again
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    • Profile picture of the author Jarrett
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      Originally Posted by beeswarn View Post

      Darrett,

      Here's your problem: You're getting really bad advice here. Reply #9 by Jarrett is the worst.

      Don't walk into a business and pretend to want to make friends with the manager or owner. They hate that.

      Hey beeswarn.

      His problem is not the advice. His problem is he's not taking action.
      If he simply went out and started talking to business owners right now.. even if he had a terrible pitch.. he'd still get some kind of response.

      He'd have results. something he could measure. and could then find out which approach worked best for him. bottom line.

      But instead, he's afraid of rejection.. And that's what's holding him back. He needs to just face the fear and go at 'em like a spider monkey.

      I like your approach of just being upfront with people. tell it like it is and give your sales pitch.. If they're interested, they'll buy.. if not. next. someone else will be.

      It's all a number's game. if you're out talking to people taking action.. someone will say yes.

      sounds like we got different methods of approach. And I appreciate you sharing your advice here.. but I really encourage you to hold your tongue next time before you fling dirt at anyone.

      Had you done some research, you may have realized that I sell a lot of high ticket products & services.

      That I've also trained some of the top guys in the business. And have landed some 6 figure deals face to face without having to ever 'sell' anyone.

      I use the approach I mentioned. I talk to people like a friend. I get to know them a little bit, and it seems to be working just fine so far.

      So please be a little more respectful next time.
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      • Profile picture of the author Darrett
        Hey Jarrett,

        You're right, the main problem is absolutely the fact that I haven't approached business owners yet and find out what responses I will get and where to work from there. I have been spending too much time trying to learn the "perfect" method to approach people just because I know I have no sales skills and am really relying on the right things to say.

        Also agree with you regarding beeswarn, I thank him for the advice that he gave me but he doesn't need to come off as such an arrogant prick. He could of easily said that he disagrees with your guys' approach and prefers his method instead, without disregarding the other advice and disrespecting you guys.

        Thanks for the reply brotha'
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    • Profile picture of the author YellowGreenMedia
      Originally Posted by beeswarn View Post

      Darrett,

      Here's your problem: You're getting really bad advice here. Reply #9 by Jarrett is the worst.

      Don't walk into a business and pretend to want to make friends with the manager or owner. They hate that.
      This is so true, and another problem with these so called walkins is that it cost a lot of time, first you have to qualify leads, then you have to build them a mock up and then you have to go and visit them one by one... But he, if you're time is worthless then this is a good approach...
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  • Profile picture of the author ellaharris
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    • Profile picture of the author Darrett
      I have thought of a new approach and would love to see what you guys think. This example would be when I approach a chiropractic office, so I'm speaking to the office manager.

      "Hi I'm Darrett Stevenson. Do you have a minute?(Either get shutdown immediately and move on or get later time to call/come in) Have you visited your office's website from a mobile phone? If it's okay I'd love to show you what it looks like.(I would then navigate through their current site on my phone and show them how hard and frustrating it is for customers to view their site.) All this makes it very difficult for your customers to visit your site from a mobile phone, and if they're frustrated they will leave and go to your competitors. If you could show this to the Dr.(my flyer) I would greatly appreciate it, thank you for your time and I look forward to hearing from you.(Then I would leave my flyer which has a side by side comparison of their current site vs my mobile version of their site and then a few benefits that a mobile site would give. Then my name/phone number/website.

      What do you guys think?
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      • Profile picture of the author HypeText
        Originally Posted by Darrett View Post

        I have thought of a new approach and would love to see what you guys think. This example would be when I approach a chiropractic office, so I'm speaking to the office manager.

        "Hi I'm Darrett Stevenson. Do you have a minute?(Either get shutdown immediately and move on or get later time to call/come in) Have you visited your office's website from a mobile phone? If it's okay I'd love to show you what it looks like.(I would then navigate through their current site on my phone and show them how hard and frustrating it is for customers to view their site.) All this makes it very difficult for your customers to visit your site from a mobile phone, and if they're frustrated they will leave and go to your competitors. If you could show this to the Dr.(my flyer) I would greatly appreciate it, thank you for your time and I look forward to hearing from you.(Then I would leave my flyer which has a side by side comparison of their current site vs my mobile version of their site and then a few benefits that a mobile site would give. Then my name/phone number/website.

        What do you guys think?
        First, I am saying this from actual real life experience, lose the "Do you have a minute" part of your approach. Medial Office Managers are generally insanely busy and usually fon't "have a minute" to give to an apparent salesman.

        Walking in is fine, I am just saying that if you ask an open ended question like that you are giving them a built in escape route...and they will take it...

        Telemarketing to Medial Offices is a science in and of itself. I have always found walking in during their slower times of day where you might physically catch the Office Manager is a much better way to go!
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      • Profile picture of the author Steve Solem
        Hey Darrett,

        I'm not speaking from experience here, but read a few months back about someone here having great luck while out shopping in some retail shops with his wife. While she was shopping, he was checking out their website on his mobile and chatting up the owner or manager and made a few sales on one afternoon I believe. In a retail business I think you stand a better chance of getting a decision makers attention than you would in a professional service like a chiropractor or a dentist, but it's certainly worth trying and having a flyer printed up as a backup to leave behind.

        I also think restaurants are ideal prospects too, and you do need to eat lunch every day, so why not visit a few restaurants throughout the week - spend $10 on lunch and ask to speak with the owner/manager before you leave? Do you think they'll hear you out after you've complimented them on their food and service? Even if you only closed one out of five restaurants a week, you'll spend $50 to eat (which could probably written off as a business expense...ask your accountant) and made a $300+ sale - worth it in my book if you ask me!

        Also, most business owners would hate to be outdone by their competitors, so even if you have to do one or two for free, if you can show them what their terrible site looks like compared to the beautiful mobile site you developed for the guy up the road, that's another thing in your favor that can only increase the likelihood of your making the sale.

        Hope your prospecting goes well and keep us posted here!

        Steve

        P.S. If you do a site or two for free, print up some inexpensive business cards with the restaurants website and a QR code on one side, and your business information on the other, and ask them to pass them out to their diners so they can easily bookmark their website...and you can hopefully get some referrals from that too!

        Originally Posted by Darrett View Post

        I have thought of a new approach and would love to see what you guys think. This example would be when I approach a chiropractic office, so I'm speaking to the office manager.

        "Hi I'm Darrett Stevenson. Do you have a minute?(Either get shutdown immediately and move on or get later time to call/come in) Have you visited your office's website from a mobile phone? If it's okay I'd love to show you what it looks like.(I would then navigate through their current site on my phone and show them how hard and frustrating it is for customers to view their site.) All this makes it very difficult for your customers to visit your site from a mobile phone, and if they're frustrated they will leave and go to your competitors. If you could show this to the Dr.(my flyer) I would greatly appreciate it, thank you for your time and I look forward to hearing from you.(Then I would leave my flyer which has a side by side comparison of their current site vs my mobile version of their site and then a few benefits that a mobile site would give. Then my name/phone number/website.

        What do you guys think?
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        • Profile picture of the author Lee M
          Originally Posted by Steve Solem View Post

          I also think restaurants are ideal prospects too, and you do need to eat lunch every day, so why not visit a few restaurants throughout the week - spend $10 on lunch and ask to speak with the owner/manager before you leave? Do you think they'll hear you out after you've complimented them on their food and service? Even if you only closed one out of five restaurants a week, you'll spend $50 to eat (which could probably written off as a business expense...ask your accountant) and made a $300+ sale - worth it in my book if you ask me!
          I have used this exact approach outlined by Steve and can tell you that it works! In fact, as recently as this past Monday to land a deal. You suddenly go from being perceived as a "salesperson" to a "welcome guest."

          Here's proof: As I was leaving the business the owner was writing down his cell phone number and glanced over at the wall (where you could tell a phone once hung there) and said: "My partner and I just use our cell phones now, we ripped the landline right out. Plus, we couldn't stand how many sales calls we were getting!"

          Not a bad way to get a foot in the door, especially if you're a bit nervous, or unsure of yourself at the beginning. Tensions are immediately reduced on both sides.
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  • Profile picture of the author Adwizard
    Darrett I would never suggest a fake approach... what I said is genuinely be interested in helping them. You don't have to be friends, just friendly and care because they will know it. The main purpose also of building a good rapport with them is because you are going to come back and sell them other services later. Dont listen to much to someone who spews negativity in 90% of the posts they write. Remember the saying you only have one chance to build a first impression! It is very true so leave everyone you approach with a positive impression of you.

    You say because of your age you don't have anything else to offer except mobile website. I understand you mean knowledge of marketing, etc. What you do have to offer is a genuine smile... leave them with one!!!
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    • Profile picture of the author Darrett
      Thanks for reply Adwizard, I understand and do agree that no matter what I do need to come off as genuine, because that's how I really am. I really want them to see that my services are to THEM which will in turn help me. That's also true that I will be later upselling so I do want my relationship with them to be as friendly as possible.

      Yes I did mean the mobile website, and SMS marketing, I just meant I'm really not on the same wavelength as a local successful business owner and would definitely have to bring up my services/skills quickly or else I would be disregarded pretty fast I'm sure.

      Thank you, no matter what I will be leaving with a smile in hopes that they atleast appreciated the time I took to prepare for them.
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      • Profile picture of the author WillR
        Darret,

        Have you approached your first client yet? If not then that's where I would start. Having a game plan is great but if you're always sitting on the bench then you won't sell anything. If sales is new to you, which I am guessing it is, you'll find even your best plans go out the door in your first contact. You'll be nervous, you'll forget your plan, and things just barely ever go to plan.

        That's not a bad thing but I'm just saying you should get out there and get going rather than over planning this whole thing. Having a plan is great but there comes a time when you need to stop learning and start earning. Most of what I learnt in sales I learnt by just doing. It's the quickest way to find out what works. If something is not working you'll know pretty quickly. The trick is to not give up. Modify your pitch and move on to the next person. Eventually you'll find that sweet spot and you'll wonder what all the worry was about.

        Originally Posted by HypeText View Post

        First, I am saying this from actual real life experience, lose the "Do you have a minute" part of your approach. Medial Office Managers are generally insanely busy and usually fon't "have a minute" to give to an apparent salesman.
        This is true. When asking questions only ever ask questions that will get the answer you want. By asking the question above you are giving them an opportunity to say "no" right away. This is not good. Only ask questions that are going to bring positive responses from them.

        Originally Posted by Adwizard View Post

        Darrett I would never suggest a fake approach... what I said is genuinely be interested in helping them. You don't have to be friends, just friendly and care because they will know it. The main purpose also of building a good rapport with them is because you are going to come back and sell them other services later.
        ^^ This. There is a big difference between trying to be their friend and being genuine and friendly. I'm not saying you should not try and build a good relationship with your offline clients but it's very unlikely that is going to happen right away so don't push it. Just be friendly, courteous and genuine in your approach. When was the last time you were rude to someone who was nothing but friendly to you? It very rarely happens. If you are nice to them they will be nice to you -- even if they are not interested in your services.

        Don't take it personally though. Just move on and remember that each rejection is not a bad thing, it just means you are now one step closer to the person who says "yes!".
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        • Profile picture of the author Darrett
          Thanks for the reply Will, it means a lot to me for you to take your time and help me out.

          You're right, I've been so worried about being prepared and the right things to say, but the truth is I will be choking on the first few and I really need to just get some under my belt by doing trial and error. Yes sales is brand new to me, that's why I'm over thinking everything so much because I know I have no skills and it's going to take me time to learn, but that's the only way to do it! I've also been overplanning since I work all week days except Friday so I'm trying to decide when to go about approaching businesses.

          I'm going to be kind and sincere no matter what, because that's just who I am. As long as I'm polite and give a good smile, the worst I'm probably going to get is "No" or "Leave" in a frustrated voice, so I just need to realize that and get out there.
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          • Profile picture of the author jlazarus17
            Darett, if it makes you feel any better, I'm twice your age, with years of corporate experience with clients, but I was a *closer* - not a salesperson. As a product development director, I was the one called in to give the warm fuzzies with the stakeholders/decision makers once the salesmen were in the door. Yet the thought of cold calling sometimes makes my stomach go in knots!!

            I've been thinking about this, and I was very, very good and very, very successful at what I did - but I was considered an expert, and that made me very confident, as I knew I could answer the client's questions, solve their problems, create very targeted solutions, and look like a hero at the end of the day - BUT, that was after the really hard stuff had taken place (namely, getting the decision maker to even recognize they *had* an issue, or something that could be improved - that's the salesperson's job, to get that initial recognition). I was always humbled when the sales people I worked with would give me adulation - I loved what I did, it seemed easy to me and I was in awe of their ability to "get in the door". But looking back, I now realize that what I did *was* very valuable, and therein lies the key.

            I can't offer advice on that to you yet, since I am still green behind the ears in this aspect as well, but I can tell you this: You seem eager to succeed, and not come off as a fraud. Your posts remind me of myself 20 years ago - you do seem genuine, and that will be your biggest asset I believe. But do not worry so much about your age, and being intimidated by "successful business men". As a 23 year old young lady, sitting in a board room in Detroit at Ford with a bunch of much older (and very intimidating/successful businessmen), I felt like that for....about 2 seconds. Then I realized they were just people, just like me - they a) had been "green" once as well but b) (and more important): I *knew* my product and they didn't, I *knew* (and believed) in the solution I was offering and I *knew* how to make it work precisely *for them* - that gave me quite an advantage, since at that point *I* had knowledge they did not posses (it's a subtle power exchange, but it is what it is). As I embark on my first cold calling experiences in the near future, I will be reminding myself of that again. Sometimes just realizing that what you have to offer IS VALUABLE can really help your confidence, without coming off too "salesy", but instead, as a genuine proposition to help them. And think about it - these decision makers do the same thing with *their* product all day long. Pizza Joe offers a solution for a quick, convenient way to stop hunger pains, lol! Nancy at the Hair Salon offers solutions for covering gray hair - they are no different than you, their expertise is simply in a different category. You wouldn't offer Nancy advice on how to mix color, or offer Joe advice on kneading dough, but you can offer them advice on how to easily (and more efficiently) communicate to a specific audience (mobile users). Think of yourself as a consultant offering them *value* - not as a peddler of unnecessary goods. That's my game plan anyway - I'll let you know if that works!! ;-)
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  • Profile picture of the author AlisonTaylor
    There are a different number of ways, some people go for the straight shooter approach and some like to offer free mobile sites then ask for a ref feral with a cut for the biz owner. If you do go for the straight shooter approach make sure to offer a today only discount and perhaps emphasize how other fellow non-competors are benefiting from the site.

    There is also the issue of what medium you use. Going in person can be costly especially if your prospects operate in other regions. Direct mail is probably worth a go too.
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    • Profile picture of the author Darrett
      Originally Posted by AlisonTaylor View Post

      There are a different number of ways, some people go for the straight shooter approach and some like to offer free mobile sites then ask for a ref feral with a cut for the biz owner. If you do go for the straight shooter approach make sure to offer a today only discount and perhaps emphasize how other fellow non-competors are benefiting from the site.

      There is also the issue of what medium you use. Going in person can be costly especially if your prospects operate in other regions. Direct mail is probably worth a go too.

      Thanks for the help Alison, I appreciate it. The discount idea and listing others benefits should be a major factor in getting clients.
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      • Profile picture of the author Darrett
        jlazarus17, that was an amazing post, thank you very much!

        It was very inspiring and helpful to me, considering that you've been in the same situation. You're right, I'm sure after a short period of time those intimidating business men will seem just like any other person to me, and I'll be able to converse with them fine.

        Without trying to boast, I definitely would consider myself a very genuine person, and I'm very eager to succeed. Thank you for the compliment, and I hope these factors will really help me get to where I want to be.

        Unfortunately I majorly lack in confidence, but the only way to gain it is by learning my stuff in and out, and presenting it to enough people where I can comfortably answer any question and help anybody out.

        Thanks again for the reply (:
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  • Profile picture of the author patking76
    Well...there was a lot of great advice given so I don't know how much more I have to offer, but i can tell you where I started.

    I started off with a powerpoint preso and tried to go in and impress them with my knowledge....MISTAKE!!

    1. Do a little research on each business before you go in. The more you know about there business, the better the conversation is going to go.

    2. Don't try to sell them. Get them to want to buy from you. Build lots of value by offering them some free stuff that can help their business whether sign up or not. Come from a position of service, you are there to help them.

    3. Share other customers successes with them. Tell them what other businesses that you are working with and how they are doing well with your service. It provides some social proof. If you don't have any then simply make something up. In sales sometimes we tell little white lie lol

    4. Show them! Show them some of the work that you have done.

    5. Help them understand the benefits of what you are offering. Have statistics and a facts sheet with solid research info that will give your business value. People will buy from people they like....(if they understand why they should buy it)

    6. Be personable. People buy from people they like. This is where knowing a little about their business and if possible know a little about the owner or manager will help you.

    7. Have a one liner. You always have to have a phrase that you use when you walk in the door to break the ice with the initial person that you speak with. I personally say "Hi my name is Pat, I was wondering who is in charge of your website?" Simple to the point and it will get me to the decision maker. Use it every time as it will help you become more comfortable quicker.

    8. Have fun! Being an entrepreneur is fun. Enjoy what you do. It's fun going out and meeting people, having conversations and interacting with people. If they don't buy from you that day, then leave a lasting impression. They will remember you and when it comes time to make a decision regarding your service they will call you. I can't tell you how many times months later people call me or email me after I thought they were a lost cause and would never buy anything from me lol. When they are ready, you want them to call you.

    9. Be prepared. Always be prepared when you go in. Know about this business as I stated before, have whatever paperwork you need handy, know your product, have some FAQ's that you can reference.

    10. Leave behinds. Make sure you have a flyer or brochure to leave behind so they have something to reference later when they think about and become ready. This is a HUGE....mistake not to leave something behind. In most cases people will hang on to whatever you give them and may stumble upon it several times as they're organizing or looking for other things. Most importantly if they decide they want to use a service like yours, they need to have your info handy!

    Get out there and have fun! Don't let all the no's scare you and make you give up. People give up so easily when it comes to starting their own business. They don't see immediate results, they get frustrated and then throw in the towel......trust me I know, I've been there. I have given up on so many ventures because I wasn't seeing results. I used to be real estate investor....I worked my butt off for 6 months before I made a dime and I only made 283 dollars off my first flip lol! I could have easily given up but I didn't and I ended up making a TON of money...until the market crashed a few years ago lol


    Hope my ramblings help. If you have any questions or want to chat I would be more than happy to help you out.
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  • Profile picture of the author TigerFish
    Here's the deal Darrett, do what you love and the money will follow~
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    • Profile picture of the author Darrett
      Steve Solem and patking76, thank you guys for the great responses!

      That's a great idea Steve, and makes total sense. Retail would definitely seem like an easier venue as far as getting a hold of a manager/owner. Restaurants also a good idea because I do eat at plenty of local places and could compliment them about the great meals I've enjoyed which should get me on a very friendly basis with them right away.

      patking76, that was very helpful information I can't thank you enough. Leaving flyers is exactly what I'm going to do. I will be leaving a flyer which has my company name, side by side comparison of their current vs mobile sample I've made, then few benefits/stats about mobile and my contact info.

      As far as one liners, I was thinking of entering and saying "Hi I'm Darrett, have you visited your office's site from a mobile phone?" But I also really like yours asking who's in charge of their website. This has inspired some brainstorming from me now lol.
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    • Profile picture of the author Darrett
      Hey guys, I started today by visiting the 5 chiropractic offices that I made sample pages for. 3 of them went great, the office managers were kind and seemed interested in my service. I left them with a flyer and asked that they show it to the doctor when they get the chance. One of them said I should of read the sign re "no soliciting" and one was closed, so I just slipped my flyer under the door.

      It was a good learning experience and I feel a lot more comfortable now going approaching businesses and explaining it to them.

      Just wanted to keep you all posted, thanks again for the advice!
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      • Profile picture of the author WillR
        Originally Posted by Darrett View Post

        Hey guys, I started today by visiting the 5 chiropractic offices that I made sample pages for. 3 of them went great, the office managers were kind and seemed interested in my service. I left them with a flyer and asked that they show it to the doctor when they get the chance. One of them said I should of read the sign re "no soliciting" and one was closed, so I just slipped my flyer under the door.

        It was a good learning experience and I feel a lot more comfortable now going approaching businesses and explaining it to them.

        Just wanted to keep you all posted, thanks again for the advice!
        Darrett,

        Great stuff. I still can't help but think you have probably chosen one of the more difficult businesses to start targeting for your first go. It's totally up to you but I just think there are a number of businesses that are going to be a lot more receptive to an offer like this than a chiropractor... think bars, restaurants, bowling alleys, car wash. The thing with a chiropractor is the same people are not going in and visiting them week after week after week.

        You want to try and target those businesses that have repeat customers. Think of those places that you visit each and every week -- things like your favorite restaurant, your favorite bar, car wash, hair salons, etc. The last few examples there are not places you visit every week but you do still visit them on a regular and recurring basis.

        Just a thought...
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        • Profile picture of the author Darrett
          Thanks Will!

          I agree with you, I just already had all these chiros info that I gathered before you informed me that it is a much more difficult route. I will probably make my next sample pages be for local restaurants though, as that does seem like an easier venue.

          The flyer I made has a side by side of their standard site vs my mobile version(just the home page obviously) and then I bullet point some facts and benefits about mobile, and then my contact info. Would it be worth making these personalized flyers and direct mailing them? Or just making a generalized one and mailing out much more.

          Any feedback would be great.
          Thanks again
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  • Profile picture of the author unovision
    Good luck Darrett, its really good to read your story as there will be so many others in your shoes and hearing about you makes a great read, also some great advice coming from the guys on this thread that have been out there and cold called businesses.

    I'm starting out in another field of internet marketing but once I've got it all up and running I'll have more time to explore mobile websites as it sounds right up my street, I can design websites but with so much competition out there I gave up with that business a while back, mobile websites do sound just what lots of businesses would be interested in especially when you show them how it can benefit their business.

    Anyway good luck on your business and wish you well.
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    • Profile picture of the author Steve1776
      Darrett

      If you want to give away free websites make it a win win. Make some for charities, like a food bank. Put "Donated & designed by Darrett" in the footer with a link to your contact info or website. The nonprofit gets a website. You get publicity and a tax deduction. A lot of businesses support charities and like to do business with others who also support their causes.

      Join the War Room. Then go here for some really good free software from Brandon Tanner. It took me 5 minutes to make these.

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