Suggestions to convince a client that mobile web is a good thing

31 replies
I am meeting with a prospective client tomorrow and wanted to get some additional "ammo" from the WF members about offering her a mobile website (and/or other goodies that would benefit her business).

She was out of town last week and I met w/ the person in charge, who told me, "Oh she won't need anything like that! Her website hasn't brought her any business. It was Facebook that has done well for her."

The owner runs a custom-made jewelry business and makes approx 82K a year (Manta.com). It is a small company w/ 1-2 employees and she sells to other gift shops around the country as well as live customers.

What are some things that I can say about the benefits of a mobile website (besides it will make her stand-out from her competitors, make it so customers can find her easily on their smartphones, it might allow her to move up on Google, etc)?

Your comments are appreciated!
#client #convince #good #mobile #suggestions #thing #web
  • Profile picture of the author johntucker300
    Mobile web is the future. You just need to explain her that people are moving to smartphones and large no. of people use internet from their mobile. It has really become a necessity for all website owners. A website MUST work well in mobile platform too.
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  • Profile picture of the author Kevin Z
    Originally Posted by piney94 View Post


    What are some things that I can say about the benefits of a mobile website (besides it will make her stand-out from her competitors, make it so customers can find her easily on their smartphones, it might allow her to move up on Google, etc)?

    Your comments are appreciated!
    Best move we like to use is to bring a report from Google Adwords research tool.

    Run a few reports and filter the results down to mobile devices only in your country.

    You will be surprised how many people may be searching for the business name directly in Google mobile search.

    If there is not much traffic on mobile search for the specific business name then try searching CITY + NEED ie.. Chicago Custom Jewellery.

    A report that shows the business owner how much sales they may be losing due to not being mobile optimized is a powerful weapon for your arsenal!

    Good Luck !
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  • Profile picture of the author saralees
    Google for mobile marketing stats - they are really high in people searching on smart phones before they go to any stores ! go to mobithinking dot com.
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  • Profile picture of the author piney94
    Great suggestions from all of you.

    Kevin - I will bring some stats with me and great idea about honing down the adwords search for mobile devices.

    Saralees - mobithinking is a treasure trove of good stuff!
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  • Profile picture of the author WillR
    Jim,

    You also need to keep in mind that mobile websites are not necessarily going to be the best investment for everyone. You need to look at each business differently and find out what is going to help that particular business. It might mean building them a mobile website, it might not. It mean ramping up their Facebook efforts even more so to take advantage of that. It might not. It might mean doing both.

    But if you need to convince yourself before you can convince your customer then chances are you already know a mobile website is not the best investment that business could be making right now. To be a great offline marketer you need to be able to recognize what one thing that particular business can do right now to ramp up their profits.

    If you recommend a mobile website, they build it, no one comes, then they are going to blame that on you and you'll get no further work from an unsatisfied customer like that. If you are in this for the longhaul then you need to be more adaptive to your customers.

    I am not saying you aren't. Chances are you have done your research and you think a mobile website is THE best single investment that business could be making right now to ramp up their profits. But if you don't truly believe that then don't try and talk the business owner into it either.
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    • Profile picture of the author piney94
      Originally Posted by WillR View Post

      Jim,

      You also need to keep in mind that mobile websites are not necessarily going to be the best investment for everyone. You need to look at each business differently and find out what is going to help that particular business. It might mean building them a mobile website, it might not. It mean ramping up their Facebook efforts even more so to take advantage of that. It might not. It might mean doing both.
      That is what I tend to do now - even though my business is mobile-focused, I have many other services to offer. I ask the owner what they think they could use and I make suggestions. It might even be revising a simple QR code into something more pleasing to the eye.

      This woman seems to be doing well with selling jewelry on her Facebook site. Can she do better with tweaks to her website? Maybe. I need to check with her about HOW she wants to grow her business, but also educate her with SOME stats about the trends that are happening.

      Thanks Will - I always appreciate your keen insight.
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  • Profile picture of the author JustinDupre
    Considering about 20% of all online retail is now on mobile, just let her know that she could be making 20% more than she is now. Here's a neat infographic that should give them some more details: http://mashable.com/2012/05/19/mobil...c-smartphones/
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    • Profile picture of the author WillR
      Originally Posted by JustinDupre View Post

      Considering about 20% of all online retail is now on mobile, just let her know that she could be making 20% more than she is now. Here's a neat infographic that should give them some more details: http://mashable.com/2012/05/19/mobil...c-smartphones/
      That's simply not true. What if the type of customers buying her products are not those that are familiar with buying things online. Creating her a mobile website is NOT necessarily going to instantly jump her sales up by 20% and telling her that would just be misleading.

      As I said above, you need to do more than just assume things. You need to talk to each business owner separately and find out which ways you can help them right away. The answer is not going to be the same for every business.
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  • Profile picture of the author Nail Yener
    If her website hasn't brought any business to her, it is probably because no one knows about her website.

    Before making her a mobile site, I would definitely start with improving her regular website in terms of design and traffic.

    A mobile website will not magically bring in customers. If a business doesn't get any web traffic to their regular website, having a mobile version of it will hardly make a change in their life unless the mobile site is marketed in some way. On the other hand, if a business gets traffic to their regular website and some of this traffic is coming from the mobile devices, a mobile version of their regular website will provide a better representation of their business and a better communication with the mobile visitors (assuming that the mobile site is properly designed).

    Having said that, if I was going to make a mobile site for such a jewelry store, I would create and distribute flyers with QR codes pointing to their mobile site a couple of times until people know about their mobile site and start visiting them on their mobile devices.

    One more thing, I never promise any guaranteed increase in sales due to a mobile website. It simply may happen or not depending on the specific case.
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    • Profile picture of the author piney94
      Originally Posted by Nail Yener View Post

      If her website hasn't brought any business to her, it is probably because no one knows about her website.

      Having said that, if I was going to make a mobile site for such a jewelry store, I would create and distribute flyers with QR codes pointing to their mobile site a couple of times until people know about their mobile site and start visiting them on their mobile devices.

      One more thing, I never promise any guaranteed increase in sales due to a mobile website. It simply may happen or not depending on the specific case.
      Hi Nail -

      I will suggest in the near future about QR codes - designer ones!

      I agree with you about promising things I can't deliver. I don't do this. I suggest that these improvements may bring more customers.

      Thanks for your suggestions.
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  • Profile picture of the author SarahJoy
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    • Profile picture of the author piney94
      Originally Posted by SarahJoy View Post

      With the new Timeline feature, a lot of small businesses are gaining traction online with:
      - Facebook Tabs (these act like additional info buttons on a Page where she can offer more detailed information about sales, featured jewelry, or even jewelry customization options for her customers)
      - Facebook Like-gating (this tool would help her get more "Likes" on Facebook -- increasing her word-of-mouth marketing and visibility)
      - Facebook Coupons (she can create a coupon to publish on her Page and share it with her Facebook audience to boost sales)
      Thanks Sarah - great suggestions that I can possibly use with her.

      Jim
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      • Profile picture of the author piney94
        Well, I met with the owner today and gave her a brochure, explained the mobile web process and how I'd like to be the person to help her improve sales and even showed her a mock-up on my Ipad.

        She was nice, but didn't seem to have a lot of time to talk. I even got in a quick statement about her Google ranking. She said, "Ok, thanks - we'll talk about it and get back to you."

        I was left with the TBNT (thanks but no thanks) feeling. BUT, I will send her a thank you email and dive a bit more into how I can help and how some of my services can possibly improve her website and Facebook sales.

        Thanks for everyone's input. Very appreciated!

        Jim
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        • Profile picture of the author lint631
          Originally Posted by piney94 View Post

          Well, I met with the owner today and gave her a brochure, explained the mobile web process and how I'd like to be the person to help her improve sales and even showed her a mock-up on my Ipad.

          She was nice, but didn't seem to have a lot of time to talk. I even got in a quick statement about her Google ranking. She said, "Ok, thanks - we'll talk about it and get back to you."

          I was left with the TBNT (thanks but no thanks) feeling. BUT, I will send her a thank you email and dive a bit more into how I can help and how some of my services can possibly improve her website and Facebook sales.

          Thanks for everyone's input. Very appreciated!

          Jim
          You never know she might want it down the road. At least she has your information.

          A little late but another tactic could be to show her a competitor that is using a mobile site. It's put a little fear in a owner that they their competitor is one step ahead of them.
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  • Profile picture of the author Gary M.
    Show them statistics about how much internet browsing is done from mobile phones in modern times.
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  • Profile picture of the author WillR
    Jim,

    Just keep at it. In this game you need to realize you will never sell to everyone. It's a numbers game and your 'pitch' will get better the more you do it.

    Keep up the good work and keep us all updated on your progress.
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  • Profile picture of the author barbaramoore225
    Get data on some of the successful businesses who have used mobile websites to drive traffic and business. Make a good presentation and that should work.
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  • Profile picture of the author Al Andrews
    I would first try to find out if she periodically offers any sales or specials… I would then try to find out if she has a customer data base… Depending on the answers I would explain to her the benefits of SMS text marketing.

    I would let her know that 95% of all text messages are opened and read as opposed to only 31% of emails. Also on average, emails are read within 48 hours as opposed to on average, text messages are read within 4 minutes.
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  • Profile picture of the author shoopt
    Hey Piney
    Gather some stats from web like the number of people using smart phone devices, applications usage stats, mobile website surfing stats, number of people making contact to small businesses through devices and finally show them how a mobile website will bring reputation and revenue.

    Search for some good blogs over the web showing comparison and use those stats in your presentation. This will definitely help you to get a few good points during the meeting.
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  • Profile picture of the author MobiDev
    Tell your client that while he is thinking over creating the mobile app, his competitors are already using it for increasing interaction, awareness and incomes. In the nearest future every company will have a mobile website or a mobile application, thus it's not only a trend, but also a necessity.
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    • Profile picture of the author alritch.merin
      Originally Posted by MobiDev View Post

      Tell your client that while he is thinking over creating the mobile app, his competitors are already using it for increasing interaction, awareness and incomes. In the nearest future every company will have a mobile website or a mobile application, thus it's not only a trend, but also a necessity.
      I couldn't agree more. Gone are the days when websites are mostly made of flash sites. Every entrepreneur should also have a mobile-friendly version of their website. A website that is made to fit the small screens of mobile devices, usually simplified with the important information and a link to the desktop website. Because it is a more basic version, it loads quickly and is easily navigated. You can attract more customers if you have a mobile version of your site.
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  • Profile picture of the author DexterGallagher
    Take an example of one of their competitors (do a mock up if you have to) then show them on your smartphone their site and then show them the competitors site and them go WOW!

    Then just explain that more users are using mobile browsing than desktop by mid next year and would they benefit from a couple of extra customers per month? (They will definitely say YES) then just tell them you can host it yourself and "can I call back on Monday/Tuesday etc with mock up?"
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  • Profile picture of the author piney94
    I typically go in businesses after I do a mock-up of THEIR site. But...maybe, like you said, I should test and try to just show them a competitor site and then ask for an appt for a mock-up for theirs. Thanks
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    • Profile picture of the author MoBuzz
      Personally I have not had great results using a "mock-up" as my strategy with selling mobile sites. I have found that doing this will give the impression that you are a "designer". Most of the time I have got the "looks great but I will have my designer take a look" response which in all honesty is a legitimate response. If this is going to be your main approach I would follow others suggestions here and use a mock-up of a competitors site that is doing well.

      My suggestion is to approach prospects as someone who can bring them in more business using the latest mobile technology. Do a good needs analysis to find out where they are hurting. Then look in your tool box and figure out what you have that best addresses their needs.

      If all you offer is mobile sites I think it could be a tough road. Unless you are already established as a designer, have a large client list or are just one heck of a sales person, I would consider incorporating other services to what you are offering.



      Originally Posted by piney94 View Post

      I typically go in businesses after I do a mock-up of THEIR site. But...maybe, like you said, I should test and try to just show them a competitor site and then ask for an appt for a mock-up for theirs. Thanks
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  • Profile picture of the author networkempire
    I always get great ideas in this forum. All experienced warriors' suggestions on convincing the client are great
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  • Profile picture of the author Everyonemobi
    We've always found showing competition or a leader in the industry as opposed to their own mock-up is more powerful... plus it saves you time! When we showed their own mockup it automatically led to how their existing looks, is it good enough... When we showed a competitor it becomes more urgent as others are already the wagon.
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    • Profile picture of the author WillR
      Originally Posted by Everyonemobi View Post

      We've always found showing competition or a leader in the industry as opposed to their own mock-up is more powerful... plus it saves you time! When we showed their own mockup it automatically led to how their existing looks, is it good enough... When we showed a competitor it becomes more urgent as others are already the wagon.
      I've also found using a competitors site can often do much better than showing them there own. It needs to be a competitor that is doing better than they are so it's someone they are likely to want to replicate.
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  • Profile picture of the author TimPiazza
    Interesting comments. I have tried demo mock-ups for similar businesses to show functionality, but I think they might be more responsive to a mock-up of their own site, because they would scrutinize it more carefully, give it more attention--which means it has to be good, and has to leave the door open to "can I do this" type questions.

    I would not make a mock-up before walking in the door. That seems like a waste of time, unless it is your best approach to actually get in the door.
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    • Profile picture of the author OnlineStoreHelp
      Its hard to know how she was pulling them in from Facebook but I would have looked at a few things that seem to work for me.

      What type of promotions is she doing on Facebook? Giveaways, sweepstakes and contests? I would have tried to ramp it up. Lots of third parties let you work as resellers. Custom page header.

      Lots of sales through third party stores? A perfect candidate for email marketing and as an older business owner, it is something they understand. Plus you can add a sign up form to a Facebook tab.

      Main website - Even if you are driving your traffic through social media, people still look towards your website for information. Can they go there to find out where people can buy? Does she sell direct (i.e. is it a commerce or informational site)? My biggest thing is finding customers that are on flash based sites and tell them, even if you don't do a lot through your website, it still needs to be seen on tablet devices (over 100 million iPads sold).

      I may be in the minority here but my take is, if you need to have a Mobile website created, it means your site is so out of date you need an entirely new website created. SMS works but not for businesses that are selling mainly through third parties.
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  • Profile picture of the author piney94
    OnlineStoreHelp - Lots of great suggestions! I will try to ramp up some of these suggestions with her, especially focusing on her Facebook account.
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