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How to handle this mobile website sales objection...

by Allustrious
14 replies
So, I have been doing some cold calling and email marketing, in an attempt to work with businesses owners to build then a mobile website.

About 80% of those that I talk to give the same response:

"Thanks for letting me know. I will talk to my web developer, and have them fix this"

I was hoping some other Warriors might have some suggestions to overcome this objection. Thanks in advance.
#handle #mobile #objection #sales #website
  • Profile picture of the author Ruck
    Uhh yea - Talk to the owners of the website. The business owners. Do you really expect to get anywhere with hourly wage peons who just work there?
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    • Profile picture of the author Allustrious
      Originally Posted by Ruck View Post

      Uhh yea - Talk to the owners of the website. The business owners. Do you really expect to get anywhere with hourly wage peons who just work there?
      Thanks for the response, but I HAVE been talking to the business owner! I always start at the top. The response the I mentioned I am getting is from the actual business owner!

      I would appreciate any other feedback! Thanks
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  • Profile picture of the author dantehicks
    What vertical are you calling on? If it's professional services (dentist, lawyer, etc) there is a chance they're contracted with a web platform that specializes in that industry. If that's the case, they may be able to get a mobile website at no additional outlay to them, or a steep discount... and your best bet would be to find a more easily-penetrated market.

    I've seen this question asked several times here, but in my experience this objection is the exception to the rule. For me the overwhelming majority of people I call on never say this. Not to say it's never happened, but it happens less than 5% of the time.

    Here's what I say more or less:

    "I see. Has your web designer ever discussed the benefits of a mobile website with you? (wait for answer... probably a No). Based on what I've shared with you about the benefits of having a mobile website, you would agree this would be valuable for your business, right? (wait for answer... probably a Yes). Well, I can't imagine not sharing this information with my clients — heck, you're not even my client (yet) and I couldn't wait to share it with you! (pause for second). I'm not going to tell you not to call your web designer, but I do want to point out that you're on the phone RIGHT NOW with the VERY PERSON that brought this valuable information to your attention. And darn right, I want to earn your business (pause for second). But it sounds to me like you're loyal to your web guy, and I respect that. While you look into this with your web guy, do you know anyone else whose business might benefit from more leads, new customers, etc?"

    Then wait — I've done this a handful of time, and each time I got referrals, all at but once I got the sale. And one of the sales I actually worked with the customer's web guy which was actually a pretty eye-opening experience. I gave him the respect that it was his client, I wouldn't be taking his client from him, and that if he knew other clients we could do the same for, we could work out a finder's fee for his help.

    Sometimes the most challenging objections turn into the most promising opportunities. All depends on your attitude and how you approach it.

    HTH
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    • Profile picture of the author Allustrious
      Originally Posted by dantehicks View Post

      What vertical are you calling on? If it's professional services (dentist, lawyer, etc) there is a chance they're contracted with a web platform that specializes in that industry. If that's the case, they may be able to get a mobile website at no additional outlay to them, or a steep discount... and your best bet would be to find a more easily-penetrated market.

      I've seen this question asked several times here, but in my experience this objection is the exception to the rule. For me the overwhelming majority of people I call on never say this. Not to say it's never happened, but it happens less than 5% of the time.

      Here's what I say more or less:

      "I see. Has your web designer ever discussed the benefits of a mobile website with you? (wait for answer... probably a No). Based on what I've shared with you about the benefits of having a mobile website, you would agree this would be valuable for your business, right? (wait for answer... probably a Yes). Well, I can't imagine not sharing this information with my clients -- heck, you're not even my client (yet) and I couldn't wait to share it with you! (pause for second). I'm not going to tell you not to call your web designer, but I do want to point out that you're on the phone RIGHT NOW with the VERY PERSON that brought this valuable information to your attention. And darn right, I want to earn your business (pause for second). But it sounds to me like you're loyal to your web guy, and I respect that. While you look into this with your web guy, do you know anyone else whose business might benefit from more leads, new customers, etc?"

      Then wait -- I've done this a handful of time, and each time I got referrals, all at but once I got the sale. And one of the sales I actually worked with the customer's web guy which was actually a pretty eye-opening experience. I gave him the respect that it was his client, I wouldn't be taking his client from him, and that if he knew other clients we could do the same for, we could work out a finder's fee for his help.

      Sometimes the most challenging objections turn into the most promising opportunities. All depends on your attitude and how you approach it.

      HTH
      Thanks for the detailed response! It makes sense. I have been targeting some of the verticals you mention so ill change up my approach
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  • Profile picture of the author d0rhk
    Maybe you could mention that you arent an expensive design firm, that youre a one man show. Your prices reflect this, and youre able to pass the savings on to your clients.

    Tell him you SPECIALIZE in mobile sites. You don't do desktop sites, ONLY mobile sites. You know them inside and out and can create a stunning premium site that "general" designers dont have the skillset for.

    Hopefully that gives you some ideas.. thats what I usually do. Doesnt work 100% of the time obviously, but it shows the business owner you specialize in this and that you know it better than his web designer would.
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    • Profile picture of the author dantehicks
      Originally Posted by d0rhk View Post

      Tell him you SPECIALIZE in mobile sites. You don't do desktop sites, ONLY mobile sites. You know them inside and out and can create a stunning premium site that "general" designers dont have the skillset for.
      Great point. This approach might be easier once you've got a solid portfolio under your belt, but it's definitely a clear way to differentiate yourself from the competition.
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      • Profile picture of the author d0rhk
        Originally Posted by dantehicks View Post

        Great point. This approach might be easier once you've got a solid portfolio under your belt, but it's definitely a clear way to differentiate yourself from the competition.
        Thanks.

        I find it sort of resonates with small business owners. They typically specialize in one thing too. Eg plumbing, carpentry, carpet cleaning, fitness. You don't see a small business that does locksmith work while also offering to fix your roof.

        If you go in offering a thousand different services it makes it seem like youre the "jack of all trades, master of none" ... Market yourself as the specialist. Once you get that trust with your client, upsell services that compliment what they're doing or that go along with their mobile site.
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  • Profile picture of the author toddfromboston
    Originally Posted by Allustrious View Post

    "Thanks for letting me know. I will talk to my web developer, and have them fix this"mobile
    you: "Oh, you already have a web developer? Well it's good that you have someone who can take care of your web presence for you. I just have to ask... if he is your web developer why hasn't he suggested the idea to you and built a mobile site for your business already? He must know that one in five Google searches is now done from a mobile device. And that, in a survey done by Google back in July out of 1000 people, 48% took a businesses website not working well on their mobile device as an indication that the company didn't care about their business" (or any other facts you want to spit).

    (then continue on) I am a mobile web specialist and I can have a mobile website ready to go for you in under a week. In fact I'd be more than happy to drop by at a time that works for you and show you a mock up of how it could look. Do you have your calender close by? What does your schedule look like for the rest of the week? How does Tuesday at 1pm sound? (or whatever time works, give them options)"

    Hope that helps

    -Todd
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    • Profile picture of the author Dan Hower
      Hi,

      some days ago I read about somebody who just builds the mobile websites for a potential customers, shows it to them and asks, if he likes it and gives him two weeks to decide if he wants it. Costs xxx dollars.

      If they don't want it delete the website and move on.

      The customer could then talk to his web designer and find out that would cost more.

      There are two risks with this method:

      If the percentage of potential customers who say no is to high it will not be profitable.

      If the customer's web designer gets involved he could just steal the source code.

      Cheers
      Dan Hower
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  • Profile picture of the author Hooked
    Originally Posted by Allustrious View Post

    So, I have been doing some cold calling and email marketing, in an attempt to work with businesses owners to build then a mobile website.

    About 80% of those that I talk to give the same response:

    "Thanks for letting me know. I will talk to my web developer, and have them fix this"

    I was hoping some other Warriors might have some suggestions to overcome this objection. Thanks in advance.
    How do you do email marketing, are you just scrapping their emails and mailing them off a gmail account, or do you use a service to send these emails, and if so which ones? Do you know of any way to do mass tracking of emails?
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    • Profile picture of the author Dan Hower
      Originally Posted by Hooked View Post

      How do you do email marketing, are you just scrapping their emails and mailing them off a gmail account, or do you use a service to send these emails, and if so which ones? Do you know of any way to do mass tracking of emails?
      What would you need for mass tracking?

      I have written myself a software that finds targetted email adresses and sends them my mails automatically. I use my regular email account and thunderbird for that. I think using Gmail would give a very unprofessional impression.

      Cheers
      Dan Hower
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    • Profile picture of the author Allustrious
      Originally Posted by Hooked View Post

      How do you do email marketing, are you just scrapping their emails and mailing them off a gmail account, or do you use a service to send these emails, and if so which ones? Do you know of any way to do mass tracking of emails?
      Good qeustion. I use a program called atomic mail sender. Its won several awards for reliability. The nice thing is that I can use my corporate email, and set it up to go through the system. The software is a one time cost, and have been such a time saver. I also use their tracking service, so I can see who opened the email, and who clicked on my links. I use these metrics as a basis for my callbacks.

      Hope this helps
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  • Profile picture of the author jamtrading
    basic point here let them know you are the expert not their web developer, as in, if they have a web developer why has he not set up a mobile site already?
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