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.
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.