How To Sell Mobile Locally - Step by Step - Best System

Kevin Z · 10th Sep 2012, 07:50 PM

Mobile is a great door opener or up-sell for those who are already offering traditional online marketing services.

Your may be new to mobile marketing or you may be asking yourself how can I sell mobile?

Well below I will share with you what has worked best for me over the years, back when I was selling local mobile marekting solutions and services.

Step 1 - Figure out which mobile services to offer?

IMO Mobile websites are the epicenter of any properly setup mobile marketing campaign. The reason being is that you can use mobile optimized websites to recieve traffic from other mobile marketing traffic drivers such as QR codes and/or SMS text marketing.

Apps are also a great upsell however apps are better for client retention not client acquisition.

Mobile websites are much more effective for lead generation or getting your clients found on Google +Local (acquisition)

Step 2 - Find Leads

Finding mobile marketing leads is easier then you think.

We like to use a system called: City + Need = Lead

It works like this: Go to Google type in a general search for your city:
Example: Italian Restaurant Dallas, Chiropractors London, Comedy Clubs Edmonton etc...

Make note of the top results in Google, as these businesses are already spending on internet marketing and will most likely be open and receptive to a mobile solution.

Using your smartphone to test make a detailed list of which top results are not mobile optimized.

Flipping through local magazines should also turn up all kinds of potential local internet marketing savvy businesses who are using QR codes or promoting their social media.

These types of business are low hanging fruits and should be approached first.

Step 3 - Setup Meeting

Contact the business owner to setup a 15 minute meeting where you will show him/her "How you will get them more business using the latest mobile marketing technologies" try not to mention mobile websites, Apps, SMS or QR if you don't have to at this point, as your main goal is trying to lock up a face to face and you don't want to confuse the business owner.

Remember the key to the phone call is to get a face to face meeting.

Step 4 - Prepare For The Meeting

Some things to make sure you have for your meeting:

Business card - Showing you are a reputable business
Brochure - Detailing the growth and explosion of mobile and how you can help their business take advantage
Mobile Website Demo - Put together a quick demo and show them what their current site looks like compared to what it could look like. It's true what they say "seeing is believing".
Google Mobile Search stats - Using Google adwords search tool filter out mobile only searches for the business name on mobile devices. You will be surprised how many people may be searching for the business name on their smartphone. If the business name is not being searched much on Google mobile do a generic city+need=lead search ie..."Did you know Mr Business Owner that Italian Restaurants Dallas is being search over 4000 times per month on mobile devices."

Step 5 - Up-selling
Once you have locked up the business delivered the mobile site or product as per clients request and they are happy with your work, start planting the seeds of up-sells ie. QR, SMS and Apps.

Tips:
A great strategy mobile marketers like to use is to provide the business with 500 printed business cards that contain a QR code to the website or perhaps to an App download included in the package you offer.

Mobile ad buying is much cheaper then desktop ad buying and is a good way to drive traffic to a newly created mobile site to generate hype and leads.

SMS and QR code campaigns to mobile squeeze pages is a great way to capture users information and increase user engagement and can also be bundled as a separate traffic/lead generation campaign.

Try avoid being a "Designer" who will build you a mobile website (you will be looked at as a commodity).

Position yourself as a "Mobile Marketing Expert" who will make the phone ring using cutting edge mobile technologies.

The steps above have been tried and tested and work quite well when executed properly.

Please share what has worked for you to help land your first mobile client or what you find works best.

I would love to hear some feedback and answer any questions anyone might have.

piney94 · 10th Sep 2012, 08:18 PM

Great info Kevin! Thank you. I'm currently using all the strategies you've listed,except for the stats - which I'll now incorporate.

Jim

Kevin Z · 11th Sep 2012, 07:15 AM

Sounds great Jim, please come back once you have tried and tested the system and let us know what your results are. Good luck !

kmalikis · 11th Sep 2012, 10:51 AM

Hi Kevin, great succinct approach. I'm curious to know...what price range have you found to sell mobile websites in a large metro like Toronto?

Kam

Kevin Z · 11th Sep 2012, 02:43 PM

Originally Posted by kmalikis

Hi Kevin, great succinct approach. I'm curious to know...what price range have you found to sell mobile websites in a large metro like Toronto?

Kam

Hi Kam

There are a number of factors to consider when trying to figure out pricing.

#1 the population of the City/Town
#2 The type of business you are approaching.

I would quote a Lawyer much differently then a Plumber whom I would quote I quote much differently then a Restaurant.

Generally speaking in Toronto we have secured clients who pay us anywhere from $750 - $2000 for the design and set up of a premium mobile website and then a month to month charge of $100 - $300/ month depending on what the service offering entails. We then re-approach with different up-sell options to help the business leverage their mobile website ie.Posters, QR codes, SMS, Apps etc....

Gangig · 11th Sep 2012, 04:29 PM

Kevin

Thanks for that, Im just starting our in the mobile area and your suggestions are a great place to start.

tftom · 11th Sep 2012, 07:06 PM

Thanks for the suggestions. I am trying to do this without visiting the business though since I still have a full-time job.

Kevin Z · 12th Sep 2012, 08:39 AM

Originally Posted by Gangig

Kevin

Thanks for that, Im just starting our in the mobile area and your suggestions are a great place to start.

That's great there is lot's of room in the mobile space, and it's growing by the day!

Keep us posted with any big wins! And let us know what worked for you to sell mobile !

smartdept · 12th Sep 2012, 09:58 AM

I have a growing group of referrers selling my product and here is a common piece of feedback I receive:

They love showing off a mobile site with video. We have one site that has a "Watch Our Commercial" button, simply linking to a YouTube video, and they use it at the end of their presentation because it wows prospects the most. They claim it is a deal closer.

Kevin Z · 13th Sep 2012, 07:58 AM

Originally Posted by smartdept

I have a growing group of referrers selling my product and here is a common piece of feedback I receive:

They love showing off a mobile site with video. We have one site that has a "Watch Our Commercial" button, simply linking to a YouTube video, and they use it at the end of their presentation because it wows prospects the most. They claim it is a deal closer.

That is a great idea. Offering video on mobile is a huge value add that businesses should take into consideration. Even if they have Youtube promo videos you want to embed those for your clients on their mobile sites !

JR Rich · 13th Sep 2012, 08:32 AM

Great ideas - all!

I would only add to this that having a direct Facebook link displayed prominently on the client's mobile site pointing to an active Facebook page is a terrific promotional tool.

The more you can keep the client's customers 'engaged', the more customers that client will gather!

Best,
--JR

toddfromboston · 13th Sep 2012, 10:12 AM

Kevin,

That bit about looking up search/ keyword stats is brilliant and I am now doing that for any business I meet with. In fact I put together an info packet that I'm giving to real estate companies and the last 3 pages are filled with screen shots showing how popular keywords like "homes for sale Boston" or "Real Estate MA" really are. I was actually very surprised by some of the findings.

In my experience I have found the most success by simply walking into a business and speaking with some one. I do admit, I nailed one app client and am in talks with another from cold calling, but the rest of the business clients I do have or have worked with have come from simply walking in and if not talking directly to the owner, then talking to the next in command.

My other piece of advice, and I'm sure others have mentioned this, but only talk about info that is important to them (the business owner). Not all business owners will care about the fact that 95% of 25-35 year olds have a smartphone, unless their business caters to that set. In other words, I like to lead with the direct benefits to each business.

Just my $0.02, thanks for the info

-Todd

tac88 · 13th Sep 2012, 10:13 AM

Kevin great post ! Thanks man I needed to be reminded about getting organized, "I am the worst". I have been having success with bundling things together at discount of course.

backlinkneeded · 13th Sep 2012, 10:36 AM

good interesting info. I will give it a shot and let you know how i did it.

Kevin Z · 13th Sep 2012, 09:02 PM

Originally Posted by tac88

Kevin great post ! Thanks man I needed to be reminded about getting organized, "I am the worst". I have been having success with bundling things together at discount of course.

Mobile is a great door opener to up-sell your other services. It's all about the bundle and up-sell, however Mobile Web should always come first!

WillR · 14th Sep 2012, 06:53 PM

Originally Posted by toddfromboston

In my experience I have found the most success by simply walking into a business and speaking with some one. I do admit, I nailed one app client and am in talks with another from cold calling, but the rest of the business clients I do have or have worked with have come from simply walking in and if not talking directly to the owner, then talking to the next in command.

Spot on.

Absolutely NOTHING beats hitting the pavement and showing business owners you are a real person.

Pedersenmt · 16th Sep 2012, 09:32 PM

Todd,

What are you saying when you walk into the business?

I'm sure your first contact is with a reception (non-decision maker).

Do you target certain businesses, because if you are walking in, then you need to hit certain areas that have enough businesses to hit in a short distance, otherwise you'll be driving all over town to hit just a few.

Mike

Originally Posted by toddfromboston

Kevin,

That bit about looking up search/ keyword stats is brilliant and I am now doing that for any business I meet with. In fact I put together an info packet that I'm giving to real estate companies and the last 3 pages are filled with screen shots showing how popular keywords like "homes for sale Boston" or "Real Estate MA" really are. I was actually very surprised by some of the findings.

In my experience I have found the most success by simply walking into a business and speaking with some one. I do admit, I nailed one app client and am in talks with another from cold calling, but the rest of the business clients I do have or have worked with have come from simply walking in and if not talking directly to the owner, then talking to the next in command.

My other piece of advice, and I'm sure others have mentioned this, but only talk about info that is important to them (the business owner). Not all business owners will care about the fact that 95% of 25-35 year olds have a smartphone, unless their business caters to that set. In other words, I like to lead with the direct benefits to each business.

Just my $0.02, thanks for the info

-Todd

RK Corbes · 16th Sep 2012, 10:09 PM

This is the part that I don't know and I should start implementing.

"Try avoid being a "Designer" who will build you a mobile website (you will be looked at as a commodity).

Position yourself as a "Mobile Marketing Expert" who will make the phone ring using cutting edge mobile technologies."

I will start to re-sell mobile websites again as mobile marketing expert not as a web designer. Thanks for that advise, really helpful.

Kevin Z · 16th Sep 2012, 10:40 PM

Originally Posted by tftom

Thanks for the suggestions. I am trying to do this without visiting the business though since I still have a full-time job.

That's the beauty of mobile, you don't even have to be face to face. Try creating a demo site, find the number of a business owner cell phone and text him a shortlink to the demo site you created. If the site is decent you would be surprised how quick you can get their attention !

WillR · 16th Sep 2012, 11:36 PM

Another tip a few of my members have been using successfully is to go after family named businesses. These are more likely to be small owner/operator type businesses where you won't have so many gate keepers to get past and the people you talk to are often the decision makers.

Kevin Z · 17th Sep 2012, 10:00 AM

Originally Posted by WillR

Another tip a few of my members have been using successfully is to go after family named businesses. These are more likely to be small owner/operator type businesses where you won't have so many gate keepers to get past and the people you talk to are often the decision makers.

Great point Will, smaller businesses are the lowest hanging fruit. Larger companies tend to want to do their marketing in-house and usually have a number of gatekeepers blocking the way to get to the decision makers.

toddfromboston · 17th Sep 2012, 10:21 AM

Mike,

I have several "mental scripts" I use depending on the situation. Sometimes places are busy and you must try and close for a real meeting. Other times you need to be able to cut your normal 15 minute presentation down to 5 minutes. As WillR talks about, figure out what they need, not what you want them to have and then make sure you can show them exactly how it will help them increase sales.

I've been targeting automotive based businesses (used car dealers, repair shops, new car dealers etc...) as well as real estate companies. I have experience in both industries.

Typically, I just walk right in and ask for the owner, if the owner isn't around or available, I speak with a manager or whoever. You will get the "email me some info" line a lot and honestly the best thing to do is send them the info and then follow up a few days later, you gotta be persistent.

The line I use that tends to get past the "gatekeeper" is "I want to discuss a potential partnership." Depending on what you are selling (mobile sites, SMS etc..) technically you are partnering with the business, you are providing them services to grow and they provide you with payment and insight into what has and has not worked for them so you can steer them in the right direction.

Hope that helps

-Todd

Kevin Z · 17th Sep 2012, 01:27 PM

Originally Posted by toddfromboston

.

In my experience I have found the most success by simply walking into a business and speaking with some one. I do admit, I nailed one app client and am in talks with another from cold calling, but the rest of the business clients I do have or have worked with have come from simply walking in and if not talking directly to the owner, then talking to the next in command.

When selling local services a face to face is worth gold.

Its critical to cut the crap and seek out the decision maker or else you will be wasting your time.

Keep up the great stuff, and please do share any of your big wins!

Kevin Z · 19th Sep 2012, 10:24 AM

Originally Posted by renancorbes

This is the part that I don't know and I should start implementing.

"Try avoid being a "Designer" who will build you a mobile website (you will be looked at as a commodity).

Position yourself as a "Mobile Marketing Expert" who will make the phone ring using cutting edge mobile technologies."

Its more then just selling mobile websites. It's about selling yourself and your business as the "authority" in mobile marketing. That we you will stay top of mind when someone is thinking of "going mobile" and that is the key to success.

Kevin Z · 21st Sep 2012, 06:42 PM

Originally Posted by backlinkneeded

good interesting info. I will give it a shot and let you know how i did it.

Please keep us posted. I actually PM'd by a fellow warrior who informed me that they tried the system above and locked down their first sales for $1400 setup and $100 per month!!

mark healy · 22nd Sep 2012, 04:22 AM

great information, i will be using this thanks

Vladcanada · 22nd Sep 2012, 04:21 PM

Kevin when you building the websites you using brick solution?

Kevin Z · 23rd Sep 2012, 06:54 PM

Originally Posted by Vladcanada

Kevin when you building the websites you using brick solution?

Yes when building my sites I use the bric&mobile solution. Its very easy to build sites with our platform and the sites are feature rich and work on ALL smartphones.

Kevin Z · 24th Sep 2012, 09:52 AM

Originally Posted by derrickthomas

Its really good and commandant post you have posted. I like you which type you are trying to understand step by step.

We have seen this system work over and over with our resellers, but you can apply this with any type of solution.

Kevin Z · 25th Sep 2012, 07:42 AM

Originally Posted by mark healy

great information, i will be using this thanks

The key thing to remember Mark is it will take a few times falling on your face.

However you will see after speaking with more and more business owners that they are starting to turn around on mobile and realize it's importance and how it can help their businesses!

PuppyFridayYall · 25th Sep 2012, 09:25 AM

Meh....

Jake

Kevin Z · 25th Sep 2012, 07:44 PM

Originally Posted by PuppyFridayYall

Meh....

Jake

Perhaps you could elaborate ?

WillR · 26th Sep 2012, 06:21 AM

Please peeps, use the multi-quote featurrrrrreeeee!

Kevin Z · 26th Sep 2012, 11:52 AM

Originally Posted by WillR

Please peeps, use the multi-quote featurrrrrreeeee!

Apologies Will..Will make a note of it

kasei · 26th Sep 2012, 02:49 PM

Great info, thank you !

aaron100 · 27th Sep 2012, 12:26 AM

Nice Information Kevin...I definately try to use these strategies & If these strategies are helpful for me I definately let you know.

Kevin Z · 28th Sep 2012, 01:54 PM

Originally Posted by aaron100

Nice Information Kevin...I definately try to use these strategies & If these strategies are helpful for me I definately let you know.

Yes please keep us posted as you are able to implement these strategies which I've shared.

Kevin Z · 4th Oct 2012, 07:43 AM

Originally Posted by kasei

Great info, thank you !

You are very welcome, don;t be afraid of failure because chances are you will get turned down a bit until you refine and fine tune your pitch.

ElbaneDark · 4th Oct 2012, 08:35 AM

This is a viable business model and will look into it, thanks op

YellowGreenMedia · 5th Oct 2012, 03:33 AM

This post has nothing to do with you pendeling your WSO right?

Is starts to get time that WF did something about these type of "helpful threads", you see them here and in the SEO section after the panda update, guys that are selling SEO services of in this case a WSO posting stuff that has been posted many times before in some shape or form, just to flash their sig (because they have read that in another WSO that this is a great way to promote your shit) it is getting really annoying

Scott Stevens · 7th Oct 2012, 02:27 AM

Originally Posted by Kevin Z

Hi Kam

There are a number of factors to consider when trying to figure out pricing.

#1 the population of the City/Town
#2 The type of business you are approaching.

I would quote a Lawyer much differently then a Plumber whom I would quote I quote much differently then a Restaurant.

Generally speaking in Toronto we have secured clients who pay us anywhere from $750 - $2000 for the design and set up of a premium mobile website and then a month to month charge of $100 - $300/ month depending on what the service offering entails. We then re-approach with different up-sell options to help the business leverage their mobile website ie.Posters, QR codes, SMS, Apps etc....

Hi Kevin,

Great post - thank you.

You mention the monthly fees. I've heard some people say they find it hard to justify monthly fees for mobile, unless it's for SMS, etc. But as far as I'm concerned, what we're providing, in the form of a mobile website, is a wonderful service that will result in an upturn in sales, so a monthly fee IS justified for a mobile website.

So with that said, not to ask you the ins-and-outs of your pricing (because that's none of my business), but how do you justify to the client the monthly fee you charge them for the website?

By the way, I got your WSO, and there's so much in there, it's ridiculous value. I'm waiting for my business cards and 3-panel brochures to be delivered from Vistaprint now, based on your designs - can't wait. Plus, I'll be using other stuff in that pack, too.

Thanks again, Kevin.

Kevin Z · 7th Oct 2012, 12:57 PM

Originally Posted by YellowGreenMedia

This post has nothing to do with you pendeling your WSO right?

Is starts to get time that WF did something about these type of "helpful threads", you see them here and in the SEO section after the panda update, guys that are selling SEO services of in this case a WSO posting stuff that has been posted many times before in some shape or form, just to flash their sig (because they have read that in another WSO that this is a great way to promote your shit) it is getting really annoying

WOW someone isn't a very happy camper...

Perhaps you should check the time stamps on this thread and my WSO.

Perhaps you should say thank you to someone trying to help fellow warriors start their mobile business and sell mobile marketing solutions.

Perhaps you should get out and enjoy life a little so you don't get "annoyed" so easily

Kevin Z · 8th Oct 2012, 09:25 AM

Originally Posted by Scotty Stevens

So with that said, not to ask you the ins-and-outs of your pricing (because that's none of my business), but how do you justify to the client the monthly fee you charge them for the website?

It all depends on what you will be offering your clients. Sure go ahead create a mobile site collect the nice setup fee and charge a few bucks a month and then reach out to the client next year when your hosting is due....

Ass mentioned in the original post this will make you look like the typical "web designer".

You are not going to ever make money this way. Which seems like the majority of the people out there.

You have to provide value to your clients on a month to month basis. Monthly reports and analysis, monthly lead reports, monthly traffic reports, strategies on how to improve user engagement, traffic and opt-ins these are just a few examples of ways to up sell your clients on a month to month basis.

Hope this helps!

Daniel LaRusso · 8th Oct 2012, 07:39 PM

Originally Posted by YellowGreenMedia

This post has nothing to do with you pendeling your WSO right?

Is starts to get time that WF did something about these type of "helpful threads", you see them here and in the SEO section after the panda update, guys that are selling SEO services of in this case a WSO posting stuff that has been posted many times before in some shape or form, just to flash their sig (because they have read that in another WSO that this is a great way to promote your shit) it is getting really annoying

Honestly, the dude hasn't, to my knowledge, promoted his WSO in this thread at all. Sure, he has the big pics and link in his signature, but I think that's a paid feature available to anyone on this forum.

I actually learned some new concepts that I can apply from this thread, where Kevin actually gave away more ideas for free than some people do in their paid WSOs. Actually, there are a few well known warriors who are notorious, at least from my perspective, of hyping up their launch, getting everybody and their brother to do a pre-launch email, and launch some damn dimesale WSO with worthless garbage only to try and get you on a webinar to pitch you their latest and greatest product for hundreds of dollars, of which there have been several from the same warrior within the last year or so.

On the contrary, if you look at people like Kevin here, and especially WillR, these people give far more valuable information as free advice than they do selling WSOs.

MoBuzz · 8th Oct 2012, 08:18 PM

Originally Posted by Daniel LaRusso

Honestly, the dude hasn't, to my knowledge, promoted his WSO in this thread at all. Sure, he has the big pics and link in his signature, but I think that's a paid feature available to anyone on this forum.

I actually learned some new concepts that I can apply from this thread, where Kevin actually gave away more ideas for free than some people do in their paid WSOs. Actually, there are a few well known warriors who are notorious, at least from my perspective, of hyping up their launch, getting everybody and their brother to do a pre-launch email, and launch some damn dimesale WSO with worthless garbage only to try and get you on a webinar to pitch you their latest and greatest product for hundreds of dollars, of which there have been several from the same warrior within the last year or so.

On the contrary, if you look at people like Kevin here, and especially WillR, these people give far more valuable information as free advice than they do selling WSOs.

Great point.

As well I will add that there should be nothing wrong with creating a thread that will help you promote your product, as long as it is done in the signature and the info is helpful. I do not think anyone can argue the fact that this thread would be very helpful to a beginner in mobile marketing.

You mentioned WillR above. He seems like a generally helpful guy but I am sure he does not mind the business he gets off of his threads/post either. It is just the nature of forums.

Now the people that go around posting "great post" all over to promote there product in their sig is another story.

Scott Stevens · 9th Oct 2012, 06:03 AM

Originally Posted by Kevin Z

It all depends on what you will be offering your clients. Sure go ahead create a mobile site collect the nice setup fee and charge a few bucks a month and then reach out to the client next year when your hosting is due....

Ass mentioned in the original post this will make you look like the typical "web designer".

You are not going to ever make money this way. Which seems like the majority of the people out there.

You have to provide value to your clients on a month to month basis. Monthly reports and analysis, monthly lead reports, monthly traffic reports, strategies on how to improve user engagement, traffic and opt-ins these are just a few examples of ways to up sell your clients on a month to month basis.

Hope this helps!

Hi kevin,

Thanks for your time. I've taken this into consideration.

By the way, I've just received my 3-panl brochures from Vistaprint, using your design from your WSO, and they look tasty. Really good.

That's really going to help me sell this mobile stuff, so thank you for making that product available, and for a ridiculous price.

Slightly off-topic, but worthy of mention.

Kevin Z · 9th Oct 2012, 11:34 AM

Thanks Scotty!

But remember the materials will only take you so far. Eventually it comes down to yours and your teams ability to sell.

I read your other post with your business goals. I love the excitement and ambition you are showing and wish you lots of success!

Please be sure to share your big wins with us!

Scott Prock · 10th Oct 2012, 01:14 AM

Great stuff Kevin, really appreciate the information. I certainly picked up a few pointers I will be adding to my strategies.

Would love to have you as a member in our Facebook group, we need more people who have had success. To many of us are noobs ;-)

Thanks again ... Scott

Kevin Z · 10th Oct 2012, 05:50 PM

Originally Posted by Scott Prock

Great stuff Kevin, really appreciate the information. I certainly picked up a few pointers I will be adding to my strategies.

Would love to have you as a member in our Facebook group, we need more people who have had success. To many of us are noobs ;-)

Thanks again ... Scott

Thanks for the invite I will check it out! Would love to help if needed

YellowGreenMedia · 11th Oct 2012, 01:19 AM

Originally Posted by Daniel LaRusso

Honestly, the dude hasn't, to my knowledge, promoted his WSO in this thread at all. Sure, he has the big pics and link in his signature, but I think that's a paid feature available to anyone on this forum.

I actually learned some new concepts that I can apply from this thread, where Kevin actually gave away more ideas for free than some people do in their paid WSOs. Actually, there are a few well known warriors who are notorious, at least from my perspective, of hyping up their launch, getting everybody and their brother to do a pre-launch email, and launch some damn dimesale WSO with worthless garbage only to try and get you on a webinar to pitch you their latest and greatest product for hundreds of dollars, of which there have been several from the same warrior within the last year or so.

On the contrary, if you look at people like Kevin here, and especially WillR, these people give far more valuable information as free advice than they do selling WSOs.

The thing is that every point he is making, has been sad like a 100 times over, but it seems to be the practice here, give some rehashed info in exchange to flash your sig with a fitting WSO.

Well i will keep my mouth shut then....

10th Sep 2012, 07:50 PM	#1
Kevin Z brickandmobile.com War Room Member Join Date: 2010 Location: Toronto Posts: 309 Thanks: 60 Thanked 106 Times in 64 Posts	How To Sell Mobile Locally - Step by Step - Best System Share on: Mobile is a great door opener or up-sell for those who are already offering traditional online marketing services. Your may be new to mobile marketing or you may be asking yourself how can I sell mobile? Well below I will share with you what has worked best for me over the years, back when I was selling local mobile marekting solutions and services. Step 1 - Figure out which mobile services to offer? IMO Mobile websites are the epicenter of any properly setup mobile marketing campaign. The reason being is that you can use mobile optimized websites to recieve traffic from other mobile marketing traffic drivers such as QR codes and/or SMS text marketing. Apps are also a great upsell however apps are better for client retention not client acquisition. Mobile websites are much more effective for lead generation or getting your clients found on Google +Local (acquisition) Step 2 - Find Leads Finding mobile marketing leads is easier then you think. We like to use a system called: City + Need = Lead It works like this: Go to Google type in a general search for your city: Example: Italian Restaurant Dallas, Chiropractors London, Comedy Clubs Edmonton etc... Make note of the top results in Google, as these businesses are already spending on internet marketing and will most likely be open and receptive to a mobile solution. Using your smartphone to test make a detailed list of which top results are not mobile optimized. Flipping through local magazines should also turn up all kinds of potential local internet marketing savvy businesses who are using QR codes or promoting their social media. These types of business are low hanging fruits and should be approached first. Step 3 - Setup Meeting Contact the business owner to setup a 15 minute meeting where you will show him/her "How you will get them more business using the latest mobile marketing technologies" try not to mention mobile websites, Apps, SMS or QR if you don't have to at this point, as your main goal is trying to lock up a face to face and you don't want to confuse the business owner. Remember the key to the phone call is to get a face to face meeting. Step 4 - Prepare For The Meeting Some things to make sure you have for your meeting: Business card - Showing you are a reputable business Brochure - Detailing the growth and explosion of mobile and how you can help their business take advantage Mobile Website Demo - Put together a quick demo and show them what their current site looks like compared to what it could look like. It's true what they say "seeing is believing". Google Mobile Search stats - Using Google adwords search tool filter out mobile only searches for the business name on mobile devices. You will be surprised how many people may be searching for the business name on their smartphone. If the business name is not being searched much on Google mobile do a generic city+need=lead search ie..."Did you know Mr Business Owner that Italian Restaurants Dallas is being search over 4000 times per month on mobile devices." Step 5 - Up-selling Once you have locked up the business delivered the mobile site or product as per clients request and they are happy with your work, start planting the seeds of up-sells ie. QR, SMS and Apps. Tips: A great strategy mobile marketers like to use is to provide the business with 500 printed business cards that contain a QR code to the website or perhaps to an App download included in the package you offer. Mobile ad buying is much cheaper then desktop ad buying and is a good way to drive traffic to a newly created mobile site to generate hype and leads. SMS and QR code campaigns to mobile squeeze pages is a great way to capture users information and increase user engagement and can also be bundled as a separate traffic/lead generation campaign. Try avoid being a "Designer" who will build you a mobile website (you will be looked at as a commodity). Position yourself as a "Mobile Marketing Expert" who will make the phone ring using cutting edge mobile technologies. The steps above have been tried and tested and work quite well when executed properly. Please share what has worked for you to help land your first mobile client or what you find works best. I would love to hear some feedback and answer any questions anyone might have.
	[ brick&mobile Click here to start your Mobile Marketing business Last edited on 10th Sep 2012 at 10:23 PM. Reason: typos

10th Sep 2012, 08:18 PM	#2
piney94 HyperActive Warrior War Room Member Join Date: 2011 Location: Mishawaka, IN Posts: 128 Thanks: 203 Thanked 56 Times in 46 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Great info Kevin! Thank you. I'm currently using all the strategies you've listed,except for the stats - which I'll now incorporate. Jim
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11th Sep 2012, 07:15 AM	#3
Kevin Z brickandmobile.com War Room Member Join Date: 2010 Location: Toronto Posts: 309 Thanks: 60 Thanked 106 Times in 64 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Sounds great Jim, please come back once you have tried and tested the system and let us know what your results are. Good luck !
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11th Sep 2012, 10:51 AM	#4
kmalikis HyperActive Warrior Join Date: 2011 Posts: 120 Thanks: 95 Thanked 15 Times in 10 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Hi Kevin, great succinct approach. I'm curious to know...what price range have you found to sell mobile websites in a large metro like Toronto? Kam

11th Sep 2012, 04:29 PM	#6
Gangig Warrior Member Join Date: 2011 Posts: 8 Thanks: 1 Thanked 2 Times in 2 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Kevin Thanks for that, Im just starting our in the mobile area and your suggestions are a great place to start.

11th Sep 2012, 07:06 PM	#7
tftom Active Warrior Join Date: 2011 Posts: 52 Thanks: 15 Thanked 35 Times in 31 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Thanks for the suggestions. I am trying to do this without visiting the business though since I still have a full-time job.

12th Sep 2012, 09:58 AM	#9
smartdept Austen Join Date: 2011 Posts: 100 Thanks: 12 Thanked 9 Times in 9 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: I have a growing group of referrers selling my product and here is a common piece of feedback I receive: They love showing off a mobile site with video. We have one site that has a "Watch Our Commercial" button, simply linking to a YouTube video, and they use it at the end of their presentation because it wows prospects the most. They claim it is a deal closer.
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13th Sep 2012, 08:32 AM	#11
JR Rich HyperActive Warrior War Room Member Join Date: 2008 Location: Idaho Falls, ID USA Posts: 209 Thanks: 21 Thanked 126 Times in 58 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Great ideas - all! I would only add to this that having a direct Facebook link displayed prominently on the client's mobile site pointing to an active Facebook page is a terrific promotional tool. The more you can keep the client's customers 'engaged', the more customers that client will gather! Best, --JR

13th Sep 2012, 10:12 AM	#12
toddfromboston Local Rock Star Marketer Join Date: 2011 Location: Boston, Ma Posts: 65 Thanks: 29 Thanked 26 Times in 17 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Kevin, That bit about looking up search/ keyword stats is brilliant and I am now doing that for any business I meet with. In fact I put together an info packet that I'm giving to real estate companies and the last 3 pages are filled with screen shots showing how popular keywords like "homes for sale Boston" or "Real Estate MA" really are. I was actually very surprised by some of the findings. In my experience I have found the most success by simply walking into a business and speaking with some one. I do admit, I nailed one app client and am in talks with another from cold calling, but the rest of the business clients I do have or have worked with have come from simply walking in and if not talking directly to the owner, then talking to the next in command. My other piece of advice, and I'm sure others have mentioned this, but only talk about info that is important to them (the business owner). Not all business owners will care about the fact that 95% of 25-35 year olds have a smartphone, unless their business caters to that set. In other words, I like to lead with the direct benefits to each business. Just my $0.02, thanks for the info -Todd
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13th Sep 2012, 10:13 AM	#13
tac88 HyperActive Warrior War Room Member Join Date: 2011 Location: New Jersey Posts: 188 Thanks: 1 Thanked 41 Times in 29 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Kevin great post ! Thanks man I needed to be reminded about getting organized, "I am the worst". I have been having success with bundling things together at discount of course.
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13th Sep 2012, 10:36 AM	#14
backlinkneeded Active Warrior Join Date: 2011 Posts: 99 Thanks: 0 Thanked 2 Times in 2 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: good interesting info. I will give it a shot and let you know how i did it.

16th Sep 2012, 10:09 PM	#18
RK Corbes The WP Developer War Room Member Join Date: 2012 Location: Asia Posts: 120 Thanks: 14 Thanked 16 Times in 12 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: This is the part that I don't know and I should start implementing. "Try avoid being a "Designer" who will build you a mobile website (you will be looked at as a commodity). Position yourself as a "Mobile Marketing Expert" who will make the phone ring using cutting edge mobile technologies." I will start to re-sell mobile websites again as mobile marketing expert not as a web designer. Thanks for that advise, really helpful.

16th Sep 2012, 11:36 PM	#20
WillR Digital Marketer War Room Member Join Date: 2010 Location: Australia Posts: 12,475 Thanks: 1,984 Thanked 8,187 Times in 4,079 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Another tip a few of my members have been using successfully is to go after family named businesses. These are more likely to be small owner/operator type businesses where you won't have so many gate keepers to get past and the people you talk to are often the decision makers.
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17th Sep 2012, 10:21 AM	#22
toddfromboston Local Rock Star Marketer Join Date: 2011 Location: Boston, Ma Posts: 65 Thanks: 29 Thanked 26 Times in 17 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Mike, I have several "mental scripts" I use depending on the situation. Sometimes places are busy and you must try and close for a real meeting. Other times you need to be able to cut your normal 15 minute presentation down to 5 minutes. As WillR talks about, figure out what they need, not what you want them to have and then make sure you can show them exactly how it will help them increase sales. I've been targeting automotive based businesses (used car dealers, repair shops, new car dealers etc...) as well as real estate companies. I have experience in both industries. Typically, I just walk right in and ask for the owner, if the owner isn't around or available, I speak with a manager or whoever. You will get the "email me some info" line a lot and honestly the best thing to do is send them the info and then follow up a few days later, you gotta be persistent. The line I use that tends to get past the "gatekeeper" is "I want to discuss a potential partnership." Depending on what you are selling (mobile sites, SMS etc..) technically you are partnering with the business, you are providing them services to grow and they provide you with payment and insight into what has and has not worked for them so you can steer them in the right direction. Hope that helps -Todd
	Rock n Roll is BACK! Best piece of advice I've ever received... "Listen, just shut the F*#^ up and listen!" (Because there's always going to be people who have been doing what you do/ want to do for much longer. Shut up, listen to them and learn from them)

22nd Sep 2012, 04:22 AM	#26
mark healy Advanced Warrior War Room Member Join Date: 2010 Location: Brazil Posts: 551 Thanks: 121 Thanked 241 Times in 91 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: great information, i will be using this thanks
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22nd Sep 2012, 04:21 PM	#27
Vladcanada Active Warrior War Room Member Join Date: 2010 Location: T Posts: 88 Thanks: 3 Thanked 9 Times in 7 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Kevin when you building the websites you using brick solution?

25th Sep 2012, 09:25 AM	#31
PuppyFridayYall Warrior Member Join Date: 2010 Posts: 29 Thanks: 45 Thanked 0 Times in 0 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Meh.... Jake

26th Sep 2012, 06:21 AM	#33
WillR Digital Marketer War Room Member Join Date: 2010 Location: Australia Posts: 12,475 Thanks: 1,984 Thanked 8,187 Times in 4,079 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Please peeps, use the multi-quote featurrrrrreeeee!
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26th Sep 2012, 02:49 PM	#35
kasei Active Warrior Join Date: 2012 Location: NYC Posts: 42 Thanks: 8 Thanked 5 Times in 5 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Great info, thank you !

27th Sep 2012, 12:26 AM	#36
aaron100 Warrior Member Join Date: 2012 Posts: 8 Thanks: 0 Thanked 0 Times in 0 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Nice Information Kevin...I definately try to use these strategies & If these strategies are helpful for me I definately let you know.
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4th Oct 2012, 08:35 AM	#39
ElbaneDark Warrior Member War Room Member Join Date: 2012 Location: Texas Posts: 16 Thanks: 0 Thanked 0 Times in 0 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: This is a viable business model and will look into it, thanks op

5th Oct 2012, 03:33 AM	#40
YellowGreenMedia Dave Zegers War Room Member Join Date: 2011 Location: The Hague Posts: 559 Thanks: 229 Thanked 207 Times in 118 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: This post has nothing to do with you pendeling your WSO right? Is starts to get time that WF did something about these type of "helpful threads", you see them here and in the SEO section after the panda update, guys that are selling SEO services of in this case a WSO posting stuff that has been posted many times before in some shape or form, just to flash their sig (because they have read that in another WSO that this is a great way to promote your shit) it is getting really annoying

9th Oct 2012, 11:34 AM	#47
Kevin Z brickandmobile.com War Room Member Join Date: 2010 Location: Toronto Posts: 309 Thanks: 60 Thanked 106 Times in 64 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Thanks Scotty! But remember the materials will only take you so far. Eventually it comes down to yours and your teams ability to sell. I read your other post with your business goals. I love the excitement and ambition you are showing and wish you lots of success! Please be sure to share your big wins with us!
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10th Oct 2012, 01:14 AM	#48
Scott Prock New Warrior Member Join Date: 2007 Location: Boise, ID Posts: 21 Thanks: 0 Thanked 4 Times in 4 Posts	Re: How To Sell Mobile Locally - Step by Step - Best System Share on: Great stuff Kevin, really appreciate the information. I certainly picked up a few pointers I will be adding to my strategies. Would love to have you as a member in our Facebook group, we need more people who have had success. To many of us are noobs ;-) Thanks again ... Scott
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