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

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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:
  • 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.
#locally #mobile #sell #step #system
  • Profile picture of the author piney94
    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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  • Profile picture of the author Kevin Z
    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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    • Profile picture of the author 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
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      • Profile picture of the author Kevin Z
        Originally Posted by kmalikis View Post

        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....
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        • Profile picture of the author Scott Stevens
          Originally Posted by Kevin Z View Post

          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.
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          • Profile picture of the author Kevin Z
            Originally Posted by Scotty Stevens View Post


            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!
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            • Profile picture of the author Scott Stevens
              Originally Posted by Kevin Z View Post

              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.
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  • Profile picture of the author Gangig
    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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    • Profile picture of the author Kevin Z
      Originally Posted by Gangig View Post

      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 !
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  • Profile picture of the author tftom
    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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    • Profile picture of the author Kevin Z
      Originally Posted by tftom View Post

      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 !
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  • Profile picture of the author 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.
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    • Profile picture of the author Kevin Z
      Originally Posted by smartdept View Post

      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 !
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      • Profile picture of the author JR Rich
        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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  • Profile picture of the author 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
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    • Profile picture of the author WillR
      Originally Posted by toddfromboston View Post

      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.
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    • Profile picture of the author Pedersenmt
      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 View Post

      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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    • Profile picture of the author Kevin Z
      Originally Posted by toddfromboston View Post

      .

      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!
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  • Profile picture of the author 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.
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    • Profile picture of the author Kevin Z
      Originally Posted by tac88 View Post

      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!
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  • Profile picture of the author backlinkneeded
    good interesting info. I will give it a shot and let you know how i did it.
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    • Profile picture of the author Kevin Z
      Originally Posted by backlinkneeded View Post

      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!!
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  • Profile picture of the author RK Corbes
    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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    • Profile picture of the author Kevin Z
      Originally Posted by renancorbes View Post

      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.
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  • Profile picture of the author 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.
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    • Profile picture of the author Kevin Z
      Originally Posted by WillR View Post

      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.
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  • Profile picture of the author toddfromboston
    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
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  • Profile picture of the author mark healy
    great information, i will be using this thanks
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    • Profile picture of the author Kevin Z
      Originally Posted by mark healy View Post

      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!
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  • Profile picture of the author Vladcanada
    Kevin when you building the websites you using brick solution?
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    • Profile picture of the author Kevin Z
      Originally Posted by Vladcanada View Post

      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.
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  • Profile picture of the author derrickthomas
    Banned
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    • Profile picture of the author Kevin Z
      Originally Posted by derrickthomas View Post

      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.
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  • Profile picture of the author PuppyFridayYall
    Meh....

    Jake
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    • Profile picture of the author Kevin Z
      Originally Posted by PuppyFridayYall View Post

      Meh....

      Jake
      Perhaps you could elaborate ?
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  • Profile picture of the author WillR
    Please peeps, use the multi-quote featurrrrrreeeee!
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    • Profile picture of the author Kevin Z
      Originally Posted by WillR View Post

      Please peeps, use the multi-quote featurrrrrreeeee!
      Apologies Will..Will make a note of it
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  • Profile picture of the author kasei
    Great info, thank you !
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    • Profile picture of the author Kevin Z
      Originally Posted by kasei View Post

      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.
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  • Profile picture of the author aaron100
    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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    • Profile picture of the author Kevin Z
      Originally Posted by aaron100 View Post

      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.
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  • Profile picture of the author ElbaneDark
    This is a viable business model and will look into it, thanks op
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  • Profile picture of the author 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
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    • Profile picture of the author Kevin Z
      Originally Posted by YellowGreenMedia View Post

      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
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    • Profile picture of the author Daniel LaRusso
      Originally Posted by YellowGreenMedia View Post

      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.
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      • Profile picture of the author MoBuzz
        Originally Posted by Daniel LaRusso View Post

        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.
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      • Profile picture of the author YellowGreenMedia
        Originally Posted by Daniel LaRusso View Post

        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....
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  • Profile picture of the author Kevin Z
    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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  • Profile picture of the author 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
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    • Profile picture of the author Kevin Z
      Originally Posted by Scott Prock View Post

      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
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  • Profile picture of the author hamcreek
    very very useful information...good job kevin. Now, i focused on mobile site wish me luck!
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    • Profile picture of the author Kevin Z
      Originally Posted by hamcreek View Post

      very very useful information...good job kevin. Now, i focused on mobile site wish me luck!
      No problem my pleasure! Please let us know how things work out for you
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  • Originally Posted by Kevin Z View Post

    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.

    Thanks for the detailed list of tips and tricks!
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    • Profile picture of the author Kevin Z
      Originally Posted by SurfCityMediaGroup View Post

      Thanks for the detailed list of tips and tricks!
      No problem..I will be posting more great tips for helping you sell mobile marketing solutions!
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      • Profile picture of the author LiquidSeo
        Originally Posted by Kevin Z View Post

        No problem..I will be posting more great tips for helping you sell mobile marketing solutions!

        Nice tips Kevin! Another that I use quite well is the demo sites approach inside my networking groups.

        When you are simply sharing something you are passionate about, it's amazing how the business owners react. They just want more! Typically next step is a private meeting where you will close the Mobile Site, App or SMS deal


        Brian
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        • Profile picture of the author Kevin Z
          Originally Posted by LiquidSeo View Post

          Nice tips Kevin! Another that I use quite well is the demo sites approach inside my networking groups.

          When you are simply sharing something you are passionate about, it's amazing how the business owners react. They just want more! Typically next step is a private meeting where you will close the Mobile Site, App or SMS deal

          Brian
          Brian you got it right, its all about the back end up sell. Mobile web is always a great door opener because businesses need to fix a problem...broken site on mobile....

          SMS Apps and QR Codes are great up sell to provide your local clients!
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  • Profile picture of the author Steve L
    Originally Posted by Kevin Z View Post

    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.
    Thanks Kevin. Just one question, how do you set-up the mobile demo? Do you just upload to your site (i.e. yoursite.com/clients-mobile-demo)?
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  • Profile picture of the author mark healy
    great information, i will use this thanks
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  • Profile picture of the author webvidman
    Kevin, your information is priceless. I have just started selling mobile and having a step by step formula to approach and talk to potential clients is truly helpful. When people complain that they are reading rehashed stuff over and over, they should try to remember that not all warriors are on here every day and have the timing to see yours or other posts of such useful iinformation. If you read something that you are already aware of, then move on.

    Again, thank you for the valuable information. I will impliment the stats feature immediately. What a great idea. PS: I have also purchased your marketing literature and use iit regularly. Your website is very clean, easy to navigate and simple to understand. And I have not picked up a single pitch for your products or services in any of your posts. "I'm just saying" Anyway, thanks again.
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    • Profile picture of the author Kevin Z
      Originally Posted by webvidman View Post

      Kevin, your information is priceless. I have just started selling mobile and having a step by step formula to approach and talk to potential clients is truly helpful.
      When approaching potential clients it's always important to stir some interest.

      Even saying something along the lines of "Call me when you're ready to make more money and get better ROI on your advertising".

      Drop a business card and walk away.

      There is no business owner out there who isn't interested in generating more money.

      A fresh and different approach that could pay dividends if executed properly.
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  • Profile picture of the author Mr Bill
    Thanks Kevin (try to ignore the red spiders).

    I had to laugh when one of my new sellers made 3 sales in 3 days (his FIRST 3 days!) by ringing random businesses and saying "Hi, I'm ringing about your mobile website". He ignored all my coaching, all my tips and all my scripts and just started ringing people...lol
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    • Profile picture of the author Kevin Z
      Originally Posted by Mr Bill View Post

      Thanks Kevin (try to ignore the red spiders).

      I had to laugh when one of my new sellers made 3 sales in 3 days (his FIRST 3 days!) by ringing random businesses and saying "Hi, I'm ringing about your mobile website". He ignored all my coaching, all my tips and all my scripts and just started ringing people...lol
      Yes its all about taking action.

      You can sit on the fence and get analysis paralysis or you can get up and DO IT !
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  • Profile picture of the author noahamsterdam
    Thanks for this, gave me an idea on what to do next.
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  • Profile picture of the author LivingCovers
    Hey Kevin, I've been meaning to ask this question for some time now and I think you're the right person to answer this. As you can see, I'm domiciled in Africa, Ghana to be precise and really interested in going into Mobile Site Design, however I'm not sure how I can provide SMS services to local businesses in overseas countries like the USA, UK, Canada and others.
    Don't ask me to start here though cos this new technology has not reached here yet.
    So do you think it's possible for me to start this business and target countries overseas?

    Need your help. This is URGENT. Thanks again.
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    • Profile picture of the author Kevin Z
      Originally Posted by LivingCovers View Post

      Hey Kevin, I've been meaning to ask this question for some time now and I think you're the right person to answer this. As you can see, I'm domiciled in Africa, Ghana to be precise and really interested in going into Mobile Site Design, however I'm not sure how I can provide SMS services to local businesses in overseas countries like the USA, UK, Canada and others.
      Don't ask me to start here though cos this new technology has not reached here yet.
      So do you think it's possible for me to start this business and target countries overseas?

      Need your help. This is URGENT. Thanks again.
      Yes of course it is possible!

      There are a number of SMS and Mobile Site providers who cater to the American crowd. Just because you live in Africa does not mean you can't do business anywhere in the world in today's day and age.

      The same way there is no reason why I can't do business in Africa even though I live in Canada.

      Your biggest issue would be client acquisition so you would rely heavily on internet traffic for signups.

      Your website would have to be properly setup to cater to an overseas market with strong calls to action to entice sign ups and registrations.

      Hope this helps!
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      • Profile picture of the author LivingCovers
        Originally Posted by Kevin Z View Post

        Yes of course it is possible!

        There are a number of SMS and Mobile Site providers who cater to the American crowd. Just because you live in Africa does not mean you can't do business anywhere in the world in today's day and age.

        The same way there is no reason why I can't do business in Africa even though I live in Canada.

        Your biggest issue would be client acquisition so you would rely heavily on internet traffic for signups.

        Your website would have to be properly setup to cater to an overseas market with strong calls to action to entice sign ups and registrations.

        Hope this helps!
        Thanks a lot Kevin, very helpful info.
        Yes, I have it mind to redesign my website and set up an opt-in to collect names in exchange for a free report on why businesses need Mobile Sites designed for them.

        When they now opt-in, I'll be sending invaluable info to them about the mobile industry and when they eventually sign up to my services, I'll let them know we can also provide SMS services within their locality (whether in the USA, UK, New Zealand...etc) using the 'SMS and Mobile Site providers' you mentioned above.

        Please do you know of any 'SMS and Mobile Site providers' and can you please send me links to the sites so I can find out how much it costs?

        Thanks for this fresh burst of insight...
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        • Profile picture of the author Kevin Z
          Originally Posted by LivingCovers View Post

          Thanks a lot Kevin, very helpful info.
          Yes, I have it mind to redesign my website and set up an opt-in to collect names in exchange for a free report on why businesses need Mobile Sites designed for them.

          When they now opt-in, I'll be sending invaluable info to them about the mobile industry and when they eventually sign up to my services, I'll let them know we can also provide SMS services within their locality (whether in the USA, UK, New Zealand...etc) using the 'SMS and Mobile Site providers' you mentioned above.

          Please do you know of any 'SMS and Mobile Site providers' and can you please send me links to the sites so I can find out how much it costs?

          Thanks for this fresh burst of insight...
          Sounds like a great idea and seems like you are on spot with your lead generation and list building methods. There are many different mobile website builders and SMS platforms it just depends on the functionality you are looking for and in SMS the countries you want to operate in. Please keep us posted as you progress with your offerings !
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          • Profile picture of the author LivingCovers
            Originally Posted by Kevin Z View Post

            Sounds like a great idea and seems like you are on spot with your lead generation and list building methods. There are many different mobile website builders and SMS platforms it just depends on the functionality you are looking for and in SMS the countries you want to operate in. Please keep us posted as you progress with your offerings !
            I'm over at your site right now Kevin...it's awesome. I'm getting busy watching the webinars on QR Codes because I just discovered I can create attractive, custom QR Codes for my clients (not the usual black and white colored QR Codes)...the attraction draws clients and causes them to scan the code and that increases the scan rate...Good for businesses right? I'm still thinking about how I can merge these services together as a bundle and offer them to clients world over. That's the challenge I'm facing right now...
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            • Profile picture of the author Kevin Z
              Originally Posted by LivingCovers View Post

              I'm still thinking about how I can merge these services together as a bundle and offer them to clients world over. That's the challenge I'm facing right now...
              You can very easily create a complete mobile marketing campaign for your clients by combining Mobile Web, SMS Text Message Marketing and QR Codes.

              The key is to use QR and SMS as traffic drivers to some sort of landing or squeeze page on your mobile sites. In regards to SMS as mentioned you need to pick and choose the markets/countries you intend to target but Mobile Web and QR are global solutions that can work anywhere. Combine them all together to build very powerful mobile marketing campaigns.
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              • Profile picture of the author LivingCovers
                Originally Posted by Kevin Z View Post

                You can very easily create a complete mobile marketing campaign for your clients by combining Mobile Web, SMS Text Message Marketing and QR Codes.

                The key is to use QR and SMS as traffic drivers to some sort of landing or squeeze page on your mobile sites. In regards to SMS as mentioned you need to pick and choose the markets/countries you intend to target but Mobile Web and QR are global solutions that can work anywhere. Combine them all together to build very powerful mobile marketing campaigns.
                Thanks again Kevin for the tips. I know your platform offers all these services....are all these tips you mentioned above also taught to your resellers? As in pdfs or videos on how to combine them together and offer them as a bundle? Thanks much!:rolleyes:
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                • Profile picture of the author Kevin Z
                  Originally Posted by LivingCovers View Post

                  Thanks again Kevin for the tips. I know your platform offers all these services....are all these tips you mentioned above also taught to your resellers? As in pdfs or videos on how to combine them together and offer them as a bundle? Thanks much!:rolleyes:
                  Anytime! Yes we have over 40 hrs of video, checklists and "campaign formulas" in our Members Area (available to our active partners). I'm planning a series of webinars next week as well that will show you exactly how to combine mobile websites, text messaging and QR codes into a killer campaign!
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  • Profile picture of the author wasel
    Walk in is for sure the best way to the prospects attentiion. Although it is the most scary thing for some people. I have yet to overcome this. Anyway, the ideas given is great Kevin. I will definitely try them out.
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  • Profile picture of the author ih8themall
    This was very helpful to me. Thank you for sharing!
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  • Profile picture of the author LivingCovers
    Your active partners, does that mean your resellers or are they different? Will you keep updating your platform as new technologies arrive? Thanks again!
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    • Profile picture of the author Kevin Z
      Originally Posted by LivingCovers View Post

      Your active partners, does that mean your resellers or are they different? Will you keep updating your platform as new technologies arrive? Thanks again!
      Yes! Sorry, our "resellers" are also known as "active partners" (as in, paying clients)
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      • Profile picture of the author LivingCovers
        Originally Posted by Kevin Z View Post

        Yes! Sorry, our "resellers" are also known as "active partners" (as in, paying clients)
        Oh yeah...thot as much. Will you keep updating your platform as new technologies in the mobile industry emerge?
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  • Profile picture of the author RogerzWorld
    Wow this is really great info! Thanks
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  • Profile picture of the author emarrufo
    Hello Kevin and thank you for your time and tips here.

    I am looking to start in this business I like how you structure starting with Mobile Sites then up sell the rest, makes one great package. How about Facebook Fan pages and twitter pages to match their website and mobile site?

    Also, for someone like me with little money and/or time which of your package would you recommend to start with,
    Mobile Business in a Box
    Reseller - Brick and Mobile
    or Mobile Marketing Agency 2

    I have some money to start and maintain until sales come in, just your opinion which is better to start with for a budget of say $1000. Keep in mind cost of marketing your business, normal business expenses and other overhead costs?

    If not too much to ask?

    Thanks
    Rick
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    • Profile picture of the author Kevin Z
      Originally Posted by emarrufo View Post

      I am looking to start in this business I like how you structure starting with Mobile Sites then up sell the rest, makes one great package. How about Facebook Fan pages and twitter pages to match their website and mobile site?
      This is a great upsell. It doesn't matter if you get in the door with local marketing services or Internet Marketing services such as SMO (Social Media Optimization). Mobile is the perfect fit and extension for all.

      SEO and Social is a very diluted these days where Mobile is still fresh and an easy sell because people are not doing and the majority who are doing it are not doing it right.

      My point being, get in the door with Mobile and upsell your social and other services!
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      • Profile picture of the author LivingCovers
        Originally Posted by Kevin Z View Post

        This is a great upsell. It doesn't matter if you get in the door with local marketing services or Internet Marketing services such as SMO (Social Media Optimization). Mobile is the perfect fit and extension for all.

        SEO and Social is a very diluted these days where Mobile is still fresh and an easy sell because people are not doing and the majority who are doing it are not doing it right.

        My point being, get in the door with Mobile and upsell your social and other services!
        I've just sent you a PM. Hoping to hear from you soon!
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    • Profile picture of the author WillR
      Originally Posted by emarrufo View Post

      Hello Kevin and thank you for your time and tips here.

      I am looking to start in this business I like how you structure starting with Mobile Sites then up sell the rest, makes one great package. How about Facebook Fan pages and twitter pages to match their website and mobile site?

      Also, for someone like me with little money and/or time which of your package would you recommend to start with,
      Mobile Business in a Box
      Reseller - Brick and Mobile
      or Mobile Marketing Agency 2

      I have some money to start and maintain until sales come in, just your opinion which is better to start with for a budget of say $1000. Keep in mind cost of marketing your business, normal business expenses and other overhead costs?

      If not too much to ask?

      Thanks
      Rick
      Rick,

      The most important thing is that you start selling the mobile websites. You can purchase all the tools you like but if you can't sell any sites then it's all a waste of your time and money.

      For that reason I wouldn't recommend getting into any monthly programs or website builders until you have proven you can work the concept. The hardest part of this whole business is you getting out there and making the sales.

      To do that all you need is a couple of quick mock-up sites which can be done quickly with any simple sort of template... there's plenty of them around. If you start selling some sites then by all means look into more advanced tools if you require them.

      I see too many people enter this business, spend all their money purchasing all the latest tools and platforms, and then they fail to go out and sell anything.
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      • Profile picture of the author Kevin Z
        Originally Posted by WillR View Post

        Rick,

        The most important thing is that you start selling the mobile websites. You can purchase all the tools you like but if you can't sell any sites then it's all a waste of your time and money.

        For that reason I wouldn't recommend getting into any monthly programs or website builders until you have proven you can work the concept. The hardest part of this whole business is you getting out there and making the sales.

        To do that all you need is a couple of quick mock-up sites which can be done quickly with any simple sort of template... there's plenty of them around. If you start selling some sites then by all means look into more advanced tools if you require them.

        I see too many people enter this business, spend all their money purchasing all the latest tools and platforms, and then they fail to go out and sell anything.
        All great points Will. key take away, it will never just come to you on a silver platter, you have to go out and MAKE it happen!
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  • Profile picture of the author aaron786
    Good information , I will use it these methods next time ,
    thanks for sharing ,
    best regards ,
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  • Profile picture of the author Roberto F Carrera
    Banned
    Kevin, nice read and something for all people to possibly take action with...

    Roberto
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