Using Mobile to Get the Client's Main Website Business?

jnels999 · 17th Sep 2012, 10:10 PM

I've been building Wordpress websites for years, but am just starting to offer mobile websites. It's so easy to add this service for an existing website client that it's a no brainer.

BUT--

When I approach a completely new prospect about a mobile site, what's the best way of upselling to take over their regular website as well? The obvious approach is to point out that the existing provider hadn't addressed the need for a mobile site.

But what's a more in depth or sophisticated explanation of how you've made the upsell from mobile to standard website as well?

Thanks!

GraemeHawley · 19th Sep 2012, 02:01 AM

I suppose it all depends what his current site is like?

Does it need updating?
Is he happy with it?
what does he want to achieve with his website?
Is it optimised for search engines?
does he have access to traffic stats?
how many inquiries is he getting from his website?
is he happy with that?
if not how many inqueries would he need to consider it a success?
what advertising is currently working for him?
what advertising has he tried that didn't work for him?

These are just a few questions I might ask after weighing up the client,
Questions are the key, if you ask the right questions it will position you as a consultant/expert
Don't go in there with a pre-conceived idea of what he should buy from you
Go in there and take the time to find out what he really wants and you will position yourself differently to all the other salespeople who are telling him what he should be buying from them.
do this and I guarantee you'll forge better relationships with your clients as you'll be serving there needs and you'll probably make more money on the process!

Good Luck!

Graeme

kwamster · 21st Sep 2012, 01:40 PM

Originally Posted by jnels999

I've been building Wordpress websites for years, but am just starting to offer mobile websites. It's so easy to add this service for an existing website client that it's a no brainer.

BUT--

When I approach a completely new prospect about a mobile site, what's the best way of upselling to take over their regular website as well? The obvious approach is to point out that the existing provider hadn't addressed the need for a mobile site.

But what's a more in depth or sophisticated explanation of how you've made the upsell from mobile to standard website as well?

Thanks!

When you develop a mobile website for a client that has an existing site, do you find it difficult to get the ftp login info from the owner and/or the original web designer?

jnels999 · 21st Sep 2012, 10:57 PM

Thanks, Graeme. You're right, and the opportunity to talk about the mobile site is really an opportunity to talk about the client's broader goals, and how to reach them.

I think Graeme's point is relevant, too, about ensuring the cooperation of the original designer. If you've only sold a product, that's one thing. But if you're really helping the business owner in a consultative way, he'll make sure the original designer is cooperative...

WillR · 21st Sep 2012, 10:58 PM

Originally Posted by kwamster

When you develop a mobile website for a client that has an existing site, do you find it difficult to get the ftp login info from the owner and/or the original web designer?

Not really. You may come across the odd client who doesn't know the information in which case you help them get it from their hosting company. You may also come across those who already have a web developer who wants to stay in control of everything.

They are the minority though and there is nothing to be achieved by worrying about it. You cross those bridges IF and/or when you come across them.

jnels999 · 21st Sep 2012, 11:05 PM

You're right Will! Because clients will be all over the board on this one, we can choose to focus on potential problems -- or potential opportunities. And the opportunities are more motivating!

Thank you also for you excellent products and training.

John

17th Sep 2012, 10:10 PM	#1
jnels999 Active Warrior Join Date: 2008 Location: Madison, WI Posts: 56 Thanks: 19 Thanked 14 Times in 10 Posts	Using Mobile to Get the Client's Main Website Business? Share on: I've been building Wordpress websites for years, but am just starting to offer mobile websites. It's so easy to add this service for an existing website client that it's a no brainer. BUT-- When I approach a completely new prospect about a mobile site, what's the best way of upselling to take over their regular website as well? The obvious approach is to point out that the existing provider hadn't addressed the need for a mobile site. But what's a more in depth or sophisticated explanation of how you've made the upsell from mobile to standard website as well? Thanks!

19th Sep 2012, 02:01 AM	#2
GraemeHawley HyperActive Warrior Join Date: 2010 Posts: 125 Thanks: 13 Thanked 57 Times in 46 Posts	Re: Using Mobile to Get the Client's Main Website Business? Share on: I suppose it all depends what his current site is like? Does it need updating? Is he happy with it? what does he want to achieve with his website? Is it optimised for search engines? does he have access to traffic stats? how many inquiries is he getting from his website? is he happy with that? if not how many inqueries would he need to consider it a success? what advertising is currently working for him? what advertising has he tried that didn't work for him? These are just a few questions I might ask after weighing up the client, Questions are the key, if you ask the right questions it will position you as a consultant/expert Don't go in there with a pre-conceived idea of what he should buy from you Go in there and take the time to find out what he really wants and you will position yourself differently to all the other salespeople who are telling him what he should be buying from them. do this and I guarantee you'll forge better relationships with your clients as you'll be serving there needs and you'll probably make more money on the process! Good Luck! Graeme

21st Sep 2012, 10:57 PM	#4
jnels999 Active Warrior Join Date: 2008 Location: Madison, WI Posts: 56 Thanks: 19 Thanked 14 Times in 10 Posts	Re: Using Mobile to Get the Client's Main Website Business? Share on: Thanks, Graeme. You're right, and the opportunity to talk about the mobile site is really an opportunity to talk about the client's broader goals, and how to reach them. I think Graeme's point is relevant, too, about ensuring the cooperation of the original designer. If you've only sold a product, that's one thing. But if you're really helping the business owner in a consultative way, he'll make sure the original designer is cooperative...

21st Sep 2012, 11:05 PM	#6
jnels999 Active Warrior Join Date: 2008 Location: Madison, WI Posts: 56 Thanks: 19 Thanked 14 Times in 10 Posts	Re: Using Mobile to Get the Client's Main Website Business? Share on: You're right Will! Because clients will be all over the board on this one, we can choose to focus on potential problems -- or potential opportunities. And the opportunities are more motivating! Thank you also for you excellent products and training. John