Selling mobile websites

24 replies
Hi, I am currently using Jason kanigan's script for selling mobile websites to restaurants. I have no doubt that it is a great script.Problem is that I is basing itself upon the fact that a relatively high number amounts of mobile are searching for say an italian restaurant in X city.

This disqualifies a lot of leads right off the bats.

I think it's too hard to get the leads for the restaurants. I taught that there were more then this in the public arena but this is not the case.

I have 2 agents working full-time. The dialer makes about 800 + dials a day.At this rate I will burn out the leads in less then a week. Is there another niche that is great for selling mobile website? Thanks.

I taught about lawyers and dentists, but would like to hear the opinions of others.
#mobile #selling #websites
  • Profile picture of the author Vladcanada
    I think the potential is endless, just try and work on different pitches see what is working for you. I sat down for 40 minutes got 2 guys interested in flooring niche. I think there's no particular niches, you just have to show them the advantages of having mobile site nowadays. From tomorrow im cold calling 9-5 for the next week and will report everyday around 9 EST. But i have a very strong plan! sorry cant share yet, i showed my friend and he said it should be a killer. Im gonna test it starting tomorrow.
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  • Profile picture of the author dennism70
    Originally Posted by LorenaAiacoboaie View Post

    No I just pick out the most relevant bits to the business owner

    i.e estate agents. in Uk 51% of adults have a smart phone 16% use that for browsing properties, so 8% of the adult population browse smart phones for properties. Do you think you should have a mobile presence?

    Answer; YES, I will talk with my webdesigner about it... LOL

    And socialentry...YOU HAVE THE LEADS for restaurants. Just start using them wisely.

    If you like you can team up with me and your agents can close the restaurants easier.

    Dont know until you tried right?
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    • Profile picture of the author socialentry
      Sure man, whatcha got dennis?
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      • Profile picture of the author dennism70
        Originally Posted by socialentry View Post

        Sure man, whatcha got dennis?
        Since its a lot to write down I made a thread for it.Look at my sig.Ohhh, and when you run out of fresh leads you get new ones for free from me
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        • Profile picture of the author socialentry
          Where do you get your leads dennis fella? I just get them from the yellow pages and so far they have been my best leads.
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          • Profile picture of the author dennism70
            Originally Posted by socialentry View Post

            Where do you get your leads dennis fella? I just get them from the yellow pages and so far they have been my best leads.
            I get them by keywords from google Can't do better than that right? Any keywords (greek restaurant) and any place. Even on zipcode!
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  • Profile picture of the author Nail Yener
    If you haven't sold any mobile sites yet, creating a couple of free mobile sites may also be a good starting point. When I first started, I did one free mobile site for a hotel. The owner liked my work a lot and he referred me to another hotel owner and I built a paid mobile site for them. Referral sales are much more easier than direct sales in the offline world.
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  • Profile picture of the author kyusho77
    Restaurant niche could be endless. Don't forget that you can use it globally. I've got a quite good response from hotel owners, pizza places, plumbers, night clubs, beauty places etc.
    The thing is it doesn't really matter what niche you choose but if you can explain to a business owner the benefits of having a mobile site, I think you will have a sale in any niche.
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  • Profile picture of the author sdingram
    I personally don't think there even needs to be a huge number of people searching for Italian restaurant in "city"... We approach restaurant owners and the ones who "get it" will go ahead and buy a mobile site from us. I have found that the ones who argue with you and don;t really understand the importance of a mobile site (no matter how much time you take with them) are just not worth it.

    The ones who truly get it realize that they are missing out on leads by not having a mobile site. Plain and simple. And whether that's 5 potential customers a month or 500, that's still money they'll never see.

    So... have you tried getting your callers to ask the manager (or whomever they connect with on the phone) if you can send them a white paper on the importance of being mobile friendly or something like that? (Sorry I am not familiar with Jason's script).

    Also, it's wonderful that you're going through 800 records a week. Start a new city next week.

    All the best to you!
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    • Profile picture of the author dennism70
      Originally Posted by sdingram View Post

      I personally don't think there even needs to be a huge number of people searching for Italian restaurant in "city"... We approach restaurant owners and the ones who "get it" will go ahead and buy a mobile site from us. I have found that the ones who argue with you and don;t really understand the importance of a mobile site (no matter how much time you take with them) are just not worth it.

      The ones who truly get it realize that they are missing out on leads by not having a mobile site. Plain and simple. And whether that's 5 potential customers a month or 500, that's still money they'll never see.

      So... have you tried getting your callers to ask the manager (or whomever they connect with on the phone) if you can send them a white paper on the importance of being mobile friendly or something like that? (Sorry I am not familiar with Jason's script).

      Also, it's wonderful that you're going through 800 records a week. Start a new city next week.

      All the best to you!
      Exactly! Like you say, the ones who argue DONT get the need for a mobile website. That's something normal in any early adopt stage in marketing.

      So it would help to be able to wheel them in with something they DO KNOW;
      Their Online Presence, Findability and Interactability They didn't get a website in the first place becuase they didn't get that They are already ONLINE because they get the importance of it. Next step to show them is that mobile marketing is the ONLY WAY to stay in touch with their online target group who's moving from DESKTOP to PHONE. if they DONT go in to mobile marketing they WILL LOOSE that target group!

      I show them their is a way to LOOSE LESS and get MORE CUSTOMERS, but they do need a mobile website for optimal performance and ROI. Trust me, they GET THAT even if they don't understand the importance of a mobile website yet.
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      • Originally Posted by dennism70 View Post

        Exactly! Like you say, the ones who argue DONT get the need for a mobile website. That's something normal in any early adopt stage in marketing.

        So it would help to be able to wheel them in with something they DO KNOW;
        Their Online Presence, Findability and Interactability They didn't get a website in the first place becuase they didn't get that They are already ONLINE because they get the importance of it. Next step to show them is that mobile marketing is the ONLY WAY to stay in touch with their online target group who's moving from DESKTOP to PHONE. if they DONT go in to mobile marketing they WILL LOOSE that target group!

        I show them their is a way to LOOSE LESS and get MORE CUSTOMERS, but they do need a mobile website for optimal performance and ROI. Trust me, they GET THAT even if they don't understand the importance of a mobile website yet.

        Well put Dennis. Another thing to consider is that every business owner is different. While many will share certain qualities, it's their persona that you need to consider when you reach out to them. Some people are analytical, and need to see the finest detail from A-Z. You don't want to skip over things when dealing with this kind of person, you must be very thorough in your presentation. Some people have a "driver" personality, which means they are usually in a rush, and want you to get to the point. They don't want fluff, they want to know how much it's going to cost, what type of results they can expect, and why they should entrust this operation to YOU. Some people are more emotionally driven, where it's okay to do some small-talk with them and see what keeps them going. Find out about their family, or their passions, and remind them why it's so important to stay on top of their game.

        There is no fool-proof approach in this business. You need to learn, and adapt to the situation at hand. Train yourself to pick up vibes from your potential clients, and when you feel that you understand what kind of person they are, USE that to your advantage.
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        • Profile picture of the author dennism70
          Originally Posted by ChristopherGabriel View Post

          Well put Dennis. Another thing to consider is that every business owner is different. While many will share certain qualities, it's their persona that you need to consider when you reach out to them. Some people are analytical, and need to see the finest detail from A-Z. You don't want to skip over things when dealing with this kind of person, you must be very thorough in your presentation. Some people have a "driver" personality, which means they are usually in a rush, and want you to get to the point. They don't want fluff, they want to know how much it's going to cost, what type of results they can expect, and why they should entrust this operation to YOU. Some people are more emotionally driven, where it's okay to do some small-talk with them and see what keeps them going. Find out about their family, or their passions, and remind them why it's so important to stay on top of their game.

          There is no fool-proof approach in this business. You need to learn, and adapt to the situation at hand. Train yourself to pick up vibes from your potential clients, and when you feel that you understand what kind of person they are, USE that to your advantage.
          Exactly right. Different people, different approach. And you wont find out unless you ask. That's why sending emails WONT work! Onesided and impersonal...

          You should not SELL, but HELP THEM BUY! For that you need to find out what would be there reason to want/need your offered solution.

          There are basically 3 kinds of people. With Visual or Audio or emotion related dicisionmaking. So for the Visual guy/girl you need to draw a picture for them in their head or provide real pictures. The Audio needs you to let the voice in his head say why he needs it (asking mode) and for the emotional you need to let him/her feel what it means.

          You can find out what kind of person you're dealing with by the words they will use in speaking with you. Something looks, sounds or feels good/bad

          So I usually tell they don't have and ask why! Depending on what kind of person I have I will mail them more info (3 different versions) instead of claiming to much time the first time. The different version have to do with pictures, numbers or a combination.

          And in my case I always send a before and after picture if they sound interested and use something like this since its showing THE URLS which are the leverage for having their mobile site with us. I also ask if all domainnames would be free which one they would take now. Most of the times they answer; 1 with their major KEYWORDS in it

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    • Profile picture of the author gohicks
      Good read, thanks Nick
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  • Profile picture of the author NerdGary
    What about any niche.. more like mobile business card apps.
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  • Profile picture of the author lint631
    I find having a nice sample template you can show them seems to work best. You can use the same template and simply swap out the logo for a demo.

    A good niche I found is divorce attorneys. If someone is getting a divorce they are more likely to look on their phone rather then their home computer.

    Also niches that are needed asap (plumbers, locksmiths, tow companies).
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  • Profile picture of the author anneshirley
    If you haven't sold any mobile sites yet, creating a couple of free mobile sites may also be a good starting point. When I first started, I did one free mobile site for a hotel.
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  • Profile picture of the author shoopt
    Linkedin and Sales force are real good platforms to get leads for your business. Try them.
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    I am Daniel Jones, working in a Mobile Application Development Company as a Mobile App Developer. I enjoys exploring apps on iOS, blackberry, android and other mobile platforms.

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  • Profile picture of the author bragi
    I agree-try Linkedin-it is a great place to get leads.
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  • Profile picture of the author martbost
    Here's a real prospect scenario I just finished up with yesterday. I now have an appointment set to provide a quote tomorrow at 4pm.

    As I prospect local businesses, I employ a number of methods, whether it be email, video sales letter, drop-off proposals after hours or simply face to face. This particular example is one where I walked into a local Italian restaurant, paid for my takeout food and gave my "elevator pitch".

    At the register, the owners wife was the one ringing me up. I told her after I paid that I needed a takeout menu. I tried finding them on my mobile phone, but couldn't locate them anywhere. She said that they had a paper menu I could have. I then mentioned to her that I might be able to help them so that others like myself didn't run into the same issue. I explained to her that I actually specialize in helping local businesses like hers by getting them visibility with mobile phones. I rattled off a couple of mobile statistics on usage for search, buyer intent, etc. I then asked her if I could stop by some time and show her what I was talking about....hence, the verbal contract and letting them set the appointment. She said, "sure, we're closed on Mondays, but any time between 2 - 5pm Tuesday through Friday would work."

    Next, I came back in two days with three items in hand. The first was a custom mobile flyer with a before and after preview of their website. In this particular case, they didn't have one at all and I used a mockup I put together on Dudamobile as a reseller. The second piece of information was the first page of results in Urbanspoon.com that should reviews of their restaurant. The reason that I ALWAYS use Urbanspoon reviews is because they show a mobile phone icon next to the reviews that came in from mobile customers. This is powerful. In the report, I had previously circled all the mobile reviews with a red ink pen. The last piece of information was a quick screenprint of Google Mobile searches in the area for Italian food.

    These three items allowed me to have a sit down meeting for about 10 minutes with the business owner and his wife (co-owner) of the restaurant. We didn't talk price. We talked about what THEY wanted to do. I asked several leading questions around how they advertise today, any mailings, success/redemption rates, etc.

    The 10 minute meeting ended with them asking for a quote to get this up and running for them. What I will be be quoting is now for Text Message Marketing, Mobile Website Design and Local Mobile Optimization in Google Places to start tying everything together.

    I guess my long-winded point here is that you shouldn't lock yourself into a price or service offering until you understand the needs of a prospect. Just take the time to walk in and approach them. I didn't come across as a salesperson in the slightest. No barriers were put up or high pressure speech. You would be surprised at the response rate I get with the owners setting followup appointments.

    I hope this helps someone.
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  • Profile picture of the author Andrea Rillo
    Guys I have some questions for you:
    1- How much could cost a mobile website?For how much should I sell them?
    2- Socialentry , are you Italian?I'm Italian too .
    3- I'm already a "normal-website" maker and I know alot of web programming languages(such as html,css,javascript,jquery,php,sql,etc). Is it hard to learn about making website for mobile?
    4- How do you check if your website is compatible with the major part of telephones?
    Thanks in advance for the replies (sorry for my bad english)
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  • Profile picture of the author jamesmorrison80
    Good on u. I totally agree with what he is saying
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  • Profile picture of the author jamesmorrison80
    Though it wa a bit hight tec for me
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  • Profile picture of the author kcom
    Good niche for mobile is locksmiths, think about when people need them. Also my keyword research shows that a lot of people are searching on their cell phones for this.
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