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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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:
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. |
[ Last edited on 10th Sep 2012 at 10:23 PM. Reason: typos | |
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HyperActive Warrior War Room Member Join Date: 2011 Location: Elkhart, IN
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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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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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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HyperActive Warrior Join Date: 2011
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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 |
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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.... | |
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Kevin Thanks for that, Im just starting our in the mobile area and your suggestions are a great place to start. |
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Thanks for the suggestions. I am trying to do this without visiting the business though since I still have a full-time job.
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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Keep us posted with any big wins! And let us know what worked for you to sell mobile ! | |
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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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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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 ! | |
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HyperActive Warrior War Room Member Join Date: 2008 Location: Idaho Falls, ID USA
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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 |
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Local Rock Star Marketer Join Date: 2011 Location: Boston, Ma
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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 |
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) | |
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HyperActive Warrior War Room Member Join Date: 2011 Location: New Jersey
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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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Active Warrior Join Date: 2011
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good interesting info. I will give it a shot and let you know how i did it.
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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!
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Digital Marketer War Room Member Join Date: 2010 Location: Australia
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Absolutely NOTHING beats hitting the pavement and showing business owners you are a real person. | |
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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
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The WP Developer War Room Member Join Date: 2012 Location: Asia
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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. |
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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 !
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Digital Marketer War Room Member Join Date: 2010 Location: Australia
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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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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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Local Rock Star Marketer Join Date: 2011 Location: Boston, Ma
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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) | |
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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! | |
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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Advanced Warrior War Room Member Join Date: 2010 Location: Brazil
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great information, i will be using this thanks
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Active Warrior War Room Member Join Date: 2010 Location: T
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Kevin when you building the websites you using brick solution?
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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! |
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Meh.... Jake |
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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Digital Marketer War Room Member Join Date: 2010 Location: Australia
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Please peeps, use the multi-quote featurrrrrreeeee! ![]() |
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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Active Warrior Join Date: 2012 Location: NYC
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Great info, thank you !
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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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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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Warrior Member War Room Member Join Date: 2012 Location: Texas
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This is a viable business model and will look into it, thanks op
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Dave Zegers War Room Member Join Date: 2011 Location: The Hague
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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 |
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Skochy - Musical Salesman War Room Member Join Date: 2007 Location: Perpetually Travelling...
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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. | |
Yours in prosperity, Skochy - The Musical Salesman | ||
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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 ![]() | |
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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! | |
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Sweep the leg War Room Member Join Date: 2010 Location: Mr Miyagi's Dojo
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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. | |
It is unwise to trust all you read on the internet. - Benjamin Franklin | ||
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Local Marketing Solutions War Room Member Join Date: 2012 Location: Napa, California
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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. | |
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Skochy - Musical Salesman War Room Member Join Date: 2007 Location: Perpetually Travelling...
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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. | |
Yours in prosperity, Skochy - The Musical Salesman | ||
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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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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New Warrior Member Join Date: 2007 Location: Boise, ID
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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 |
Join - Local App Marketers Facebook Group - tips & collaboration for local app marketers. Web / Graphic Design - ProckStar Twitter - @ScottProck Facebook page | |
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brickandmobile.com War Room Member Join Date: 2010 Location: Toronto
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Dave Zegers War Room Member Join Date: 2011 Location: The Hague
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Well i will keep my mouth shut then.... | |
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