Mobile Website Objections - Overcoming Them?

119 replies
I have had some limited success, but I have stepped up the momentum and now I am having a few problems.

Created demo videos and emailed business owners, then followed up a week later when they had opened the email and clicked on the video link. Tracked this using yesware. The companies I am targeting are UK based so VERY narrow minded....

Targeted the ones that had multiple clicks on the youtube stats, called them up and out of 10 calls, I got the following responses:

"Not interested" - I replied - "Could you not handle the extra customers?" They put the phone down.

"Web guy will look at it for me" - Replied - Your web guy is costing you money in lost customers, they agreed and put the phone down!

"Can't see how having a mobile site will benefit my company" (accountant in London), I pointed out that 2,200 searches are done every month on mobile devices for London Accountants, referred him back to the video and he said no, not interested.

Any ideas on overcoming these objections??

Targeted other areas and found USA and Canadian's MUCH more receptive-it's like they care about their business, were the English companies are doing it because no one else will employ them...

Dexter.
#mobile #objections #overcoming #website
  • Profile picture of the author Jarrod
    Re: "Not Interested"

    One of two things are most likely happening here. Either a) you've done a poor job of pre-selling. Remember that selling is a process, and before you get them to be interested, you have to first pique their interest. Also, before you ask them if they are interested, ask them something like "does that make sense, and did you have any questions?" Open-ended questions that get them talking rather than close-ended questions where they can simply say no. b) They're really just not interested (or are broke and avoiding spending any penny they don't absolutely have to) despite you having done a good job on all that. Move on to the next one.

    Re: "Web guy will look into it for me"

    Personally, I would strongly advise NOT in any way insulting or challenging the work the web guy does. A couple reasons for this. One, you don't know how solid their relationship with the web guy is, so the biz owner might take that as an insult to himself and be turned off by it. Two, if you have a web guy out there that is clearly not letting his clients know about mobile, you should be looking to build a relationship with that web guy so he can send you leads of other clients he works with for a share of the profits.

    How I respond to this objection is as follows:

    Let the biz owner know that you value the relationship they have with their web guy and you are not looking to replace him or anything of the sort. Let him know that you just do mobile, and that you would be willing to work with their main web guy to get the mobile site done. Then close saying something like "just to let you know, from my experience a lot of "web guy's" that manage sites for clients like you are not too familiar with mobile websites just yet. After you've had a chance to chat with him, is it ok if I give you a call in a few days to follow up and see if he was able to get you taken care of?"

    Re: Can't see how having mobile website will benefit.


    Ask them how they are getting most of their traffic. Whatever it is (social media, SEO, ads in papers) chances are it's a scenario where the probability of a customer being on a mobile device when they see it is quite high. Then share with him some statistics about how mobile users don't typically spend much time on a mobile site, and show him what some of his competitors websites look like on a mobile device compared to his.

    Just a few thoughts. Hope some of that helps. I'm in Texas and think personalities here are a little different than the UK. But hopefully still some good info there.

    Looking forward to other responses.
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    • Profile picture of the author DexterGallagher
      Thanks for that, interesting.

      I had pointed out the Adwords the Accountant had been paying for and the searches in his area on mobile devices and he still could not understand how it would benefit his company.

      The issue I think is I am targeting UK businesses who have a rather blinkered mind set. I have had some success with US and Canadian businesses but I thought I would try the UK, seeing I am here for a few months.

      Dexter.
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      • Profile picture of the author Scott Stevens
        Originally Posted by DexterGallagher View Post

        Thanks for that, interesting.

        I had pointed out the Adwords the Accountant had been paying for and the searches in his area on mobile devices and he still could not understand how it would benefit his company.

        The issue I think is I am targeting UK businesses who have a rather blinkered mind set. I have had some success with US and Canadian businesses but I thought I would try the UK, seeing I am here for a few months.

        Dexter.
        Where are you from, Dexter?
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        Yours in prosperity,
        Skochy - The Musical Salesman

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        • Profile picture of the author DexterGallagher
          Originally Posted by Scotty Stevens View Post

          Where are you from, Dexter?
          Scotty,

          I am from Charlotte NC, but currently in the UK on secondment for 6 months - hate the weather...

          Dex.
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          • Profile picture of the author Scott Stevens
            Originally Posted by DexterGallagher View Post

            Scotty,

            I am from Charlotte NC, but currently in the UK on secondment for 6 months - hate the weather...

            Dex.
            I hear you, bro.

            Well done on the success.
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            Skochy - The Musical Salesman

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  • Profile picture of the author Carlsbadd
    I understand your frustration and learned something recently that changed things for me. If it helps you great if not then it's no big deal.

    Even though I have been in sales for a long time I looked back at when I was the most successful and found out that I had changed, not the customers.

    I know that a mobile ready website will help my customers but they don't know that.

    When I played back the conversations in my head it was not overcoming objections that was the problem, it was my attitude.

    I was winning a argument without ever building value.

    I know this is wrong but it creeps into your sales presentation..

    Instead of painting a picture of someone searching on their mobile device for the customers business, I was "telling" them that they needed it. without any proof as to why. I was not creating value.

    " Telling is not selling"

    "Win the argument, loose the sale"

    These are really hard for me to get away from because I like to compete, but winning a argument and telling does nothing for my bank account.
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    • Profile picture of the author ronr
      "thanks anyway but I contacted my web person or web host they said they can make a mobile version also so I'm having them do it"

      Get ready because you'll get it.

      You can try the usual responses you hear like "your current web person wasn't looking out for you" or "why didn't they help you with before" or "we specialize in mobile packages that also bring you more visitors" or some variation of this.

      It's one of the hardest overcome. If you are face to face you stand a chance but if you are on phone or especially by email it's very, very hard to overcome because they most likely already gave them the ok.
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      • Profile picture of the author Gladiator
        Originally Posted by ronr View Post

        "thanks anyway but I contacted my web person or web host they said they can make a mobile version also so I'm having them do it"
        Objections that you will never over come! ( not for mobi)
        "I have to ask my wife" "I have to ask my accountant" etc

        You can't close every lead or person you speak to, if they give you one of those "I have to speak to..." All you can do is put the person to the test and try a few rebuttal lines ! If they won't move from that then it's most likely that it's a waste of time! Now you need to move on. But leave in a polite way and ask them to check you out if they ever decide to do it!

        You may ask for the web person's contact info. And offer to help his webmaster out
        this is basically to test out the person. But if the person does give you the info great call the web master, work things out! Chances are you will have to talk with the web master to be able to install the mobi site or the re-direct script!

        Andre
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  • Profile picture of the author Mr Bill
    Originally Posted by DexterGallagher View Post

    "Not interested"

    "Web guy will look at it for me" -

    "Can't see how having a mobile site will benefit my company" (accountant in London),
    "Not interested?" - Thanks, good bye. I hang up.

    "Web guy will look after that for me" - Thanks, good bye. I hang up.

    "Can't see how having a mobile site will benefit my company" - Thanks, good bye. I hang up.

    "I'm a big baby and I just **** in my pants, can you come and wipe it for me please?" - Good bye. I hang up.

    I don't have time to argue with fools. I have phone calls to make. My agenda that day is to find someone receptive. The more I argue the more it's takes the edge off my attitude and the more time I've just wasted on idiots who will never buy.

    I sell my custom made beautiful mobile websites in the high hundreds or more (depending on what they want). Let's say $800. If it takes me 20 calls a day to find 2 sales a week. That's $1,600 per week for 100 calls made. I have been paid $16 for every call I made. Each call costs me 50c (because I don't spend it arguing with fools) so I roughly make a 3,200% return on each call.

    Now that's what I call a profitable business! It could be argued that I'm in the phone call business - not the mobile website business. Even if you sold your sites for $400 and sold 2 a week for 20 a day - you still made $8.00 a call which is still a 1,600% profit on each call!

    The websites are incidental, you are there to do what you can to make a profit and eat. Sometimes I hang up on them mid sentence if I can hear they are going to be trouble. It's extremely gratifying, gives me great pleasure, assures me I AM in control and earns me a damn good living.

    Posture - it's everything.
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    • Profile picture of the author ronr
      I like your posture Mr. Bill.

      Ron
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    • Profile picture of the author freeabs
      Originally Posted by Mr Bill View Post

      "Not interested?" - Thanks, good bye. I hang up.

      "Web guy will look after that for me" - Thanks, good bye. I hang up.

      "Can't see how having a mobile site will benefit my company" - Thanks, good bye. I hang up.

      "I'm a big baby and I just **** in my pants, can you come and wipe it for me please?" - Good bye. I hang up.

      I don't have time to argue with fools. I have phone calls to make. My agenda that day is to find someone receptive. The more I argue the more it's takes the edge off my attitude and the more time I've just wasted on idiots who will never buy.

      I sell my custom made beautiful mobile websites in the high hundreds or more (depending on what they want). Let's say $800. If it takes me 20 calls a day to find 2 sales a week. That's $1,600 per week for 100 calls made. I have been paid $16 for every call I made. Each call costs me 50c (because I don't spend it arguing with fools) so I roughly make a 3,200% return on each call.

      Now that's what I call a profitable business! It could be argued that I'm in the phone call business - not the mobile website business. Even if you sold your sites for $400 and sold 2 a week for 20 a day - you still made $8.00 a call which is still a 1,600% profit on each call!

      The websites are incidental, you are there to do what you can to make a profit and eat. Sometimes I hang up on them mid sentence if I can hear they are going to be trouble. It's extremely gratifying, gives me great pleasure, assures me I AM in control and earns me a damn good living.

      Posture - it's everything.
      I completely agree... It may seem like a lost customer but its them that is losing money by NOT hearing you out... Move on to the next one in line...
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      • Profile picture of the author Mr Bill
        I should add that if these are posed as questions to you in a "keep talking" or "sell me on the idea" way then I would of course keep talking. My view is that anyone who asks even one question is already 95% sold.

        No need to be rude, just if they are being dicks then I hang up and move to the next call.
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    • Profile picture of the author Scott Stevens
      Originally Posted by Mr Bill View Post

      "Not interested?" - Thanks, good bye. I hang up.

      "Web guy will look after that for me" - Thanks, good bye. I hang up.

      "Can't see how having a mobile site will benefit my company" - Thanks, good bye. I hang up.

      "I'm a big baby and I just **** in my pants, can you come and wipe it for me please?" - Good bye. I hang up.

      I don't have time to argue with fools. I have phone calls to make. My agenda that day is to find someone receptive. The more I argue the more it's takes the edge off my attitude and the more time I've just wasted on idiots who will never buy.

      I sell my custom made beautiful mobile websites in the high hundreds or more (depending on what they want). Let's say $800. If it takes me 20 calls a day to find 2 sales a week. That's $1,600 per week for 100 calls made. I have been paid $16 for every call I made. Each call costs me 50c (because I don't spend it arguing with fools) so I roughly make a 3,200% return on each call.

      Now that's what I call a profitable business! It could be argued that I'm in the phone call business - not the mobile website business. Even if you sold your sites for $400 and sold 2 a week for 20 a day - you still made $8.00 a call which is still a 1,600% profit on each call!

      The websites are incidental, you are there to do what you can to make a profit and eat. Sometimes I hang up on them mid sentence if I can hear they are going to be trouble. It's extremely gratifying, gives me great pleasure, assures me I AM in control and earns me a damn good living.

      Posture - it's everything.
      Hi Bill,

      Great post - thank you.

      If you don't mind my asking, where are you getting your leads? Are they paying advertisers?

      Scott
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      Skochy - The Musical Salesman

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      • Profile picture of the author DexterGallagher
        Scott,

        I am getting my leads from a credit source company, these give the MD's name and telephone number, no email or website though I am trialling 2 pieces of software to scrape yellowpages etc and it seems promising - it also emails to the selected businesses pretty cool.

        Dex

        Originally Posted by Scotty Stevens View Post

        Hi Bill,

        Great post - thank you.

        If you don't mind my asking, where are you getting your leads? Are they paying advertisers?

        Scott
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  • Profile picture of the author DexterGallagher
    Excellent, questions answered.
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  • Profile picture of the author RichardDean
    This is the steps you need to do right from my book Car Payment Blue Print
    (It teaches you how to buy a car and never make a payment from your own money)

    You must sell in this order if not you will be just like Mr. Bill (Thanks, good bye. I hang up) That is not the solution below is the solution to making the sale.


    The Approach
    Introduce yourself / company
    Establish rapport
    General benefit
    Reason for needing information
    Ask fact finding questions for current situations

    Securing Desire
    Company Background
    Ask need- discovery questions / problems needs
    Confirm desire to satisfy need
    Features, benefits, proof, visual aids
    Trial close

    Handling Objections
    Acknowledge concern
    Clarify Objections
    Features, benefits, proof, visual aids
    Trial Close

    Closing The Sale
    Ask closing question
    Wait for a response
    Recommend an order or plan of action
    Reassure and state follow-up
    Thank prospect and exit

    Richard

    by the way cold calling walk-ins... I now close 8 out of 10 business for a mobile site, Just by changing one thing.
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    • Profile picture of the author Mr Bill
      Originally Posted by RichardDean View Post

      ...You must sell in this order if not you will be just like Mr. Bill (Thanks, good bye. I hang up) That is not the solution below is the solution to making the sale.
      .
      Yeah, just like Mr Bill who sells more sites than he can build.

      I have never once gone through that much "sell". It's just not necessary. If you start a call by introducing yourself then start to go through all that you will be left talking to a dial tone faster than you can say "what the **** just happened?". Around here you'll be abused before you can even get past the first line on the first step. I'm sorry (and it might work for you) but I can't imagine this approach ever working with a small business owner - who are the people who need us more than anyone and medium and large businesses will just waste your time because that's their sport.

      I'm speaking from my direct experience selling mobile websites only. I sold two last week like this and have sold at least 2 a week for almost the last year. I've used nothing but the direct fast approach and it gets me more work than I can handle because busy business owners appreciate that you are not wasting your time being fake, officious and "best-friendy". They appreciate it when you can get your entire solution to them in 20 seconds or less.

      1) Ring them up,
      2) tell them you've been to their website on your smart phone,
      3) tell that they need a mobile website,
      4) tell them you can sort it out for them,
      5) ask them if they want one.

      30 seconds MAXIMUM.

      THAT will not only save your (and the business owner's) time but it will get you some respect for not wasting everyone's time trying to be their best friend.

      I sell sites, I sell lots, I sell for a premium and I make a fantastic living and within 20 seconds I either have a sale or we wish each other a good day. No one's time is wasted.
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      • Profile picture of the author RichardDean
        Originally Posted by Mr Bill View Post

        Yeah, just like Mr Bill who sells more sites than he can build.

        I have never once gone through that much "sell". It's just not necessary. If you start a call by introducing yourself then start to go through all that you will be left talking to a dial tone faster than you can say "what the **** just happened?". Around here you'll be abused before you can even get past the first line on the first step. I'm sorry (and it might work for you) but I can't imagine this approach ever working with a small business owner - who are the people who need us more than anyone and medium and large businesses will just waste your time because that's their sport.

        I'm speaking from my direct experience selling mobile websites only. I sold two last week like this and have sold at least 2 a week for almost the last year. I've used nothing but the direct fast approach and it gets me more work than I can handle because busy business owners appreciate that you are not wasting your time being fake, officious and "best-friendy". They appreciate it when you can get your entire solution to them in 20 seconds or less.

        1) Ring them up,
        2) tell them you've been to their website on your smart phone,
        3) tell that they need a mobile website,
        4) tell them you can sort it out for them,
        5) ask them if they want one.

        30 seconds MAXIMUM.

        THAT will not only save your (and the business owner's) time but it will get you some respect for not wasting everyone's time trying to be their best friend.

        I sell sites, I sell lots, I sell for a premium and I make a fantastic living and within 20 seconds I either have a sale or we wish each other a good day. No one's time is wasted.

        I guarantee you lose more sales than you get... The ones you hang up on are all mine.

        Richard

        I'm with ronrule videos are like testimonials there not going to tell you the real truth.
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        • Profile picture of the author WillR
          Originally Posted by RichardDean View Post

          I guarantee you lose more sales than you get... The ones you hang up on are all mine.

          Richard

          I'm with ronrule videos are like testimonials there not going to tell you the real truth.
          Rich,

          You need to understand this is a little different to trying to sell pizzas at Rich's Countryside Pizza.

          There's an art to this.
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          • Profile picture of the author RichardDean
            Originally Posted by WillR View Post

            Rich,

            You need to understand this is a little different to trying to sell pizzas at Rich's Countryside Pizza.

            There's an art to this.
            There is no art to what mr.bill says he is doing... I hang up on people like that everyday. The ones that really get the business are the real sales men.

            I'm over helping out a friend in his office and they get 5 times the calls I get and people dropping in.

            I was in the mortgage business for years I seen them come and go and the ones that did it like my post they were the ones that made the big sales and money like me.

            The mr. bills they all left or made very little money to the true ones because in the long run that does not pay off.

            No art in his way at all

            Richard
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            • Profile picture of the author WillR
              Originally Posted by RichardDean View Post

              There is no art to what mr.bill says he is doing... I hang up on people like that everyday. The ones that really get the business are the real sales men.

              I'm over helping out a friend in his office and they get 5 times the calls I get and people dropping in.

              I was in the mortgage business for years I seen them come and go and the ones that did it like my post they were the ones that made the big sales and money like me.

              The mr. bills they all left or made very little money to the true ones because in the long run that does not pay off.

              No art in his way at all

              Richard
              Fair call Runles.
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            • Profile picture of the author ronr
              I don't understand the hostility.

              Mr. Bill has a system that works for him, makes sale and has done it for awhile. He was willing to share it and I can see it helping people. While it's not hard core sales, so what. It's a lot less intimidating for people who want to do cold calling but who are afraid or feel they aren't hard core sales people. In fact I shared what he was doing with a family member who was afraid to pick up the phone and make cold calls but because of what he was doing was simple they started doing it and didn't procrastinate.

              There are different techniques and as long as they work so what. There are all different levels of selling. Just because you do it one way or isn't as high of level of selling as you doesn't mean the other one is wrong.

              Ron

              Originally Posted by RichardDean View Post

              There is no art to what mr.bill says he is doing... I hang up on people like that everyday. The ones that really get the business are the real sales men.

              I'm over helping out a friend in his office and they get 5 times the calls I get and people dropping in.

              I was in the mortgage business for years I seen them come and go and the ones that did it like my post they were the ones that made the big sales and money like me.

              The mr. bills they all left or made very little money to the true ones because in the long run that does not pay off.

              No art in his way at all

              Richard
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            • Profile picture of the author WillR
              Originally Posted by RichardDean View Post

              There is no art to what mr.bill says he is doing... I hang up on people like that everyday. The ones that really get the business are the real sales men.

              I'm over helping out a friend in his office and they get 5 times the calls I get and people dropping in.

              I was in the mortgage business for years I seen them come and go and the ones that did it like my post they were the ones that made the big sales and money like me.

              The mr. bills they all left or made very little money to the true ones because in the long run that does not pay off.

              No art in his way at all

              Richard
              To those reading this thread, who would you rather listen to?

              Richard who makes pizzas for a living...

              OR

              Bill who is actually doing this stuff.

              Bill began as a member of my course and has since been showing me all of the websites he has been creating for these local businesses in Australia. I have actually been very surprised by his success. The difference between him and most is that he just got right out there and started doing it. He didn't talk about things or worry about what might happen -- he just did it. He has been showing me the sites he has been creating for clients week after week. He is actively making these sites and banking on them each and every week. I've seen more than enough proof of that.

              Don't listen to those who are not actually doing what you are wanting to do. The fastest way to suceed is to follow those that are already doing what it is you want to do. Richard isn't and Bill is. So I'm sure you can all make an informed decision as to who you should really be listening to here. If you want to flip pizzas then listen to Richard. If you want to sell mobile sites then listen to Mr Bill because he definitely has a method that is working VERY well for him.
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        • Profile picture of the author Mr Bill
          Originally Posted by RichardDean View Post

          I guarantee you lose more sales than you get... The ones you hang up on are all mine.

          Richard

          I'm with ronrule videos are like testimonials there not going to tell you the real truth.
          Great! You see I don't care about the sales I lose. I have no ego on this at all. The point is that I make an exceptional income with the sales I DO get and I'm more than happy with the thousands I'm making every week (I'm not a greedy man) so really I couldn't give a toss about the idiots I lose and get picked up by others. More luck to you. We all win, I drop the losers, you pick them up by pandering to their ego and everyone wins. I refuse to deal with fools and idiots though so I take great pleasure in hanging up on them mid-insult.

          My life and lifestyle is worth more than that to me so I deal with the pleasant people who are not rude, trying to be smart and trying to prove they are better than others by talking down to complete strangers. I make my offer, I don't waste their time, and I treat people with respect instead of wasting their time trying to fake being their best friend. If that works for you then I can respect that and I'm glad you can make a living. I think that's excellent.
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        • Profile picture of the author DexterGallagher
          Richard - You are wrong regarding video...it depends what is in the video, social proof from Google and the customers OPEN THEIR EYES, EARS AND WALLET...

          Because they think ALL salesmen are liars, providing proof from Google makes them think, "sugar I am missing out on XX,000 searches PER MONTH for MY keyword in MY location".

          An old sales coach told me, "if you say it, they don't believe you - but if an external third party says it, it must be true!"

          I am trying 2 approaches to see what is working best and I am finding the cold calling works best, however the emails are bringing in lots of inquiries, that I follow up with on the phone and close.

          Emailed out in the past 24 hours 150 emails, 75 had a video link in them and 75 only had an image of the website in question - same subject line.

          The emails with just the image got 27 opened and 3 inquiries.

          Emails with video got 25 open, 15 clicks for the video link and 7 inquiries.

          Go figure.

          Proof in itself, if you are saying it doesn't work you must be doing something wrong. We all must use every sales tool we have to maximize profit.








          Originally Posted by RichardDean View Post

          I guarantee you lose more sales than you get... The ones you hang up on are all mine.

          Richard

          I'm with ronrule videos are like testimonials there not going to tell you the real truth.
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          • Profile picture of the author ronr
            Derek were the videos custom or generic mobile videos?

            Originally Posted by DexterGallagher View Post

            Richard - You are wrong regarding video...it depends what is in the video, social proof from Google and the customers OPEN THEIR EYES, EARS AND WALLET...

            Because they think ALL salesmen are liars, providing proof from Google makes them think, "sugar I am missing out on XX,000 searches PER MONTH for MY keyword in MY location".

            An old sales coach told me, "if you say it, they don't believe you - but if an external third party says it, it must be true!"

            I am trying 2 approaches to see what is working best and I am finding the cold calling works best, however the emails are bringing in lots of inquiries, that I follow up with on the phone and close.

            Emailed out in the past 24 hours 150 emails, 75 had a video link in them and 75 only had an image of the website in question - same subject line.

            The emails with just the image got 27 opened and 3 inquiries.

            Emails with video got 25 open, 15 clicks for the video link and 7 inquiries.

            Go figure.

            Proof in itself, if you are saying it doesn't work you must be doing something wrong. We all must use every sales tool we have to maximize profit.
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            • Profile picture of the author DexterGallagher
              Who's Derek? :confused: I'm called Dexter

              The video I created is in 3 parts, the intro showing the specific customers site (around 30 seconds), mid section on social proof as well as keyword tool (5 minutes) and the end part using WillRs MMM (1 minute)

              The bulk of the video was in the mid section, I had someone create the mock ups and I created the the intro's, we can churn out 500 videos per day (for 3 days then have 1 day off).

              I split tested and I find if you add a titles page to the video end that can be used on all videos the inquiry response is 7% higher when the contact page is there.

              I offer a toll free number for US/Canadian Prospects, and a free phone number for UK, with my skype ID too, company name, website url and I put clearly our office hours, been disturbed twice at 3am last week! My wife was not too happy!



              Originally Posted by ronr View Post

              Derek were the videos custom or generic mobile videos?
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              • Profile picture of the author ronr
                oops thanks Dexter


                Originally Posted by DexterGallagher View Post

                Who's Derek? :confused: I'm called Dexter

                The video I created is in 3 parts, the intro showing the specific customers site (around 30 seconds), mid section on social proof as well as keyword tool (5 minutes) and the end part using WillRs MMM (1 minute)

                The bulk of the video was in the mid section, I had someone create the mock ups and I created the the intro's, we can churn out 500 videos per day (for 3 days then have 1 day off).

                I split tested and I find if you add a titles page to the video end that can be used on all videos the inquiry response is 7% higher when the contact page is there.

                I offer a toll free number for US/Canadian Prospects, and a free phone number for UK, with my skype ID too, company name, website url and I put clearly our office hours, been disturbed twice at 3am last week! My wife was not too happy!
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      • Profile picture of the author ken5000
        Originally Posted by Mr Bill View Post


        1) Ring them up,
        2) tell them you've been to their website on your smart phone,
        3) tell that they need a mobile website,
        4) tell them you can sort it out for them,
        5) ask them if they want one.
        I love this approach...quick and simple. I am now ready to sell mobile sites, but wasn't sure how to approach it. I was debating whether to make phone calls or send emails. I'm out in the country, so doing walk-in's isn't really an option for me.

        So regarding your approach, Mr. Bill, I just have a few questions if you don't mind...

        1) Do you ask for the business owner when you call?

        2) If interested, do you send them an email with a paypal button to pay you before building their mobile site?

        3) Do you target dentists, restaurants, or who?

        4) What do you say when they ask about pricing?

        5) Do you give them the option to pay you monthly for hosting?

        6) Have you thought about outsourcing the calling?
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        • Profile picture of the author mrtrance
          Originally Posted by ken5000 View Post

          I love this approach...quick and simple. I am now ready to sell mobile sites, but wasn't sure how to approach it. I was debating whether to make phone calls or send emails. I'm out in the country, so doing walk-in's isn't really an option for me.

          So regarding your approach, Mr. Bill, I just have a few questions if you don't mind...

          1) Do you ask for the business owner when you call?

          2) If interested, do you send them an email with a paypal button to pay you before building their mobile site?

          3) Do you target dentists, restaurants, or who?

          4) What do you say when they ask about pricing?

          5) Do you give them the option to pay you monthly for hosting?

          6) Have you thought about outsourcing the calling?
          Mr.Bill,

          I'd also like to get your feedback on these questions.
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      • Profile picture of the author Gladiator
        I agree with Mr bill on the on the basic formula here. You have to quickly qualify the client and stir up their interested. You have to get their attention and not be like the other 10 calls they just got! However I will never offend or get obnoxious! Even they are being an ars!
        Originally Posted by Mr Bill View Post

        1) Ring them up,
        2) tell them you've been to their website on your smart phone,
        3) tell that they need a mobile website,
        4) tell them you can sort it out for them,
        5) ask them if they want one.

        30 seconds MAXIMUM.

        THAT will not only save your (and the business owner's) time but it will get you some respect for not wasting everyone's time trying to be their best friend.
        If the potential client is not interested and they just won't play with you and if you can't control the conversation to a certain point then that guy/woman is Wood and you guys can have all those cause they wont buy!

        Now video is good if you used on your site or an email followed buy a phone call cause now you can bang the phone and have them look at what you are talking about!

        Ok but are all talking about one call close or a 2-3 calls? Are you trying to just sell a mobi site or are you trying to get a client and sell many other services? This is important to think about as you start to make the calls. You may just want to get some one in - by offering a low price on a mobi site and then sell other more expensive services., there are many ways to do this but use your third ear and see and hear if it's worth spending more calls and time with the call!

        Andre
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      • Profile picture of the author Bizzoom
        Bill is the Man!

        The KISS Principle works every time. Keep It Simple - Stupid. In this case Keep It Simple for the Stressed!

        Business owners are stressed. Get to the point quickly. Cut out all the crap and ask the question immediately after you set off their loss alarm. They need to see the potential loss if they don't have a mobile website. They are already channeling their thoughts in a certain manner and struggling to achieve gain, and they see a green light in their current thought processes. Trying to add to that flow is a nuisance to them because it is just traffic getting in the way of the progress of their current thoughts, and those are the thoughts that are driving their business.

        They need a red light to cause them to pause for a moment and hear your brief and to the point pitch, then off they go again putting their foot to the peddle. No time to waste, so don't waste it.

        "Excuse me sir. Your website is not functioning for multiple millions of mobile web users. You are going to lose business, if not now, soon. This is a certainty. I can fix this for you real quick. When do you want to see me?"

        Also, price point is a big killer for new media. Not all SMBs have the flow to gamble on the mobile web. When the price of mobile sites come down to an offer they cannot refuse, then the flood gates will open for mobile website sales. Sure, a small percentage have the flow and take the gamble and spend $7-800 (or pounds), but this will always be the exception, and not the rule. Sites need to become ridiculously affordable before the majority jumps on the bandwagon, and the owners want the power to edit them themselves to coordinate the mobile site with their marketing efforts that change weekly, monthly etc.

        Mobile marketers are not thinking like business owners. This is a big mistake.
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        • Profile picture of the author ken5000
          Originally Posted by Bizzoom View Post


          Also, price point is a big killer for new media. Not all SMBs have the flow to gamble on the mobile web. When the price of mobile sites come down to an offer they cannot refuse, then the flood gates will open for mobile website sales. Sure, a small percentage have the flow and take the gamble and spend $7-800 (or pounds), but this will always be the exception, and not the rule. Sites need to become ridiculously affordable before the majority jumps on the bandwagon, and the owners want the power to edit them themselves to coordinate the mobile site with their marketing efforts that change weekly, monthly etc.
          Mobile sites have already become ridiculously affordable if you look in the right place. You can even get one off of fiverr. Mobile website builders are just hoping that businesses don't discover our much cheaper competition out there.
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          • Profile picture of the author mak25
            Originally Posted by ken5000 View Post

            Mobile sites have already become ridiculously affordable if you look in the right place. You can even get one off of fiverr. Mobile website builders are just hoping that businesses don't discover our much cheaper competition out there.
            I laugh at that. A mobile website builder that can spit them out quickly? And cheaply?

            My package for restaurants includes so much more than just spitting out a cookie cutter site.

            Mine are coded by hand, with custom made graphics, that look and act just like a native app. With their own homepage icon and splash screen.

            Right in front is an incredible offer to save them money with a mobile coupon that gives their customers an incentive to keep their site/app on their phone. Plus that mobile coupon acts as a tracking device.

            All the meta tags are done with local seo in mind, to get their mobile site/web app to the top of Google for various keywords.

            Their Google + Local listing is verified and optimized with the url for their mobile site/web app included. Also the link to their mobile site/web app is spread around the web in places such as Yelp, Yellowpages, Urbanspoon, Menuism etc.

            Not to mention getting a drop card template with a custom qr code to be given out with every order, that puts their mobile site/web app right on peoples phones.

            A full package for my restaurant clients, and in doing so they are getting between 500-600 people visiting their mobile site/web app per month.

            With Google saying that about 87% of mobile users that visit a mobile site place an order and buy, that equates to about 522 orders on 600 visits a month.

            With an average ticket of say $20, that equates to $10,000 a month in sales.

            Do you think they have a difficult time in paying me $1000 or more for a mobile site/web app?

            And do you think a gig from Fiverr, or some quickie mobile website builder is going to do all that I do?

            I don't think so.

            Create big value, and deliver that value and you will get paid well for it.
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      • Profile picture of the author okdelivered
        Great work, do you have resistance with their existing web developer, for script insertion and redirection
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        • Profile picture of the author DexterGallagher
          Not really, as I try to help them and I even offer them commission if they get me a lead that turns into a sale....

          Originally Posted by okdelivered View Post

          Great work, do you have resistance with their existing web developer, for script insertion and redirection
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          • Profile picture of the author Scott Stevens
            Originally Posted by DexterGallagher View Post

            Not really, as I try to help them and I even offer them commission if they get me a lead that turns into a sale....
            Great idea. I'd thought about doing this.
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            Skochy - The Musical Salesman

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  • Profile picture of the author DexterGallagher
    Took your advice, created a list over the weekend, checked their sites to make sure not mobile optimized then called 30 up and sold 4 mobile websites at $879 each! WOW what a day....
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    • Profile picture of the author Mr Bill
      Originally Posted by DexterGallagher View Post

      Took your advice, created a list over the weekend, checked their sites to make sure not mobile optimized then called 30 up and sold 4 mobile websites at $879 each! WOW what a day....
      Excellent! Now THAT'S how you do it!
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    • Profile picture of the author ken5000
      Originally Posted by DexterGallagher View Post

      Took your advice, created a list over the weekend, checked their sites to make sure not mobile optimized then called 30 up and sold 4 mobile websites at $879 each! WOW what a day....
      That's awesome! What do you say to the people? Do you try to make sure you have a business owner on the phone? Are you targeting any particular group, for example, dentists or restaurants?
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      • Profile picture of the author DexterGallagher
        Ken,

        I have several approaches as follows:

        1) I make sure the emails I send has the persons name in it...then once I have emailed them I track it with yesware until it is opened - if after 48 hours it has not been opened I telephone and ask to be put through to "Joe", if the gatekeeper asks "what is it about?" I tell them "it is regarding the email exchange Joe and I have had"...then I am put through. Then I'm in!

        2) Call them up ask for name on email Joe, and once I am put through after following above points in 1 - I just ask "Joe, I sent you an email asking if you could you handle 2 or 3 more customers every week - did you get it?" 90% of the time they say no they didn't get it (this could be to do with their spam settings etc), and they usually get the conversation back to how they can get these extra customers.

        I am targeting various niches such as restaurants, dentists and lawyers.

        Dexter


        Originally Posted by ken5000 View Post

        That's awesome! What do you say to the people? Do you try to make sure you have a business owner on the phone? Are you targeting any particular group, for example, dentists or restaurants?
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        • Profile picture of the author mrtrance
          Originally Posted by DexterGallagher View Post

          Ken,

          I have several approaches as follows:

          1) I make sure the emails I send has the persons name in it...then once I have emailed them I track it with yesware until it is opened - if after 48 hours it has not been opened I telephone and ask to be put through to "Joe", if the gatekeeper asks "what is it about?" I tell them "it is regarding the email exchange Joe and I have had"...then I am put through. Then I'm in!

          2) Call them up ask for name on email Joe, and once I am put through after following above points in 1 - I just ask "Joe, I sent you an email asking if you could you handle 2 or 3 more customers every week - did you get it?" 90% of the time they say no they didn't get it (this could be to do with their spam settings etc), and they usually get the conversation back to how they can get these extra customers.

          I am targeting various niches such as restaurants, dentists and lawyers.

          Dexter
          What if we bypass the email route and just did the cold calling to these businesses. How or what sort of opening would be good to bypass the GK and then once we are connected to the person who is the DM. Since we did not sent them an email what sort of opening do we use here? Have you just done the straight cold calling with no prior emails and what was your success rate and what did you say to get to the DM and then close the sale?
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          • Profile picture of the author DexterGallagher
            I have been trying something without email, just cold calling and it has been working rather well.

            When I call, I listen and usually the GK answers the phone and includes their name, if they don't I sometimes say, "sorry I didn't catch your name?"

            As I have some software that draws the business, business owners email and website I have their name usually in the email or on their "about us" page.

            I then asked to be put through to "Joe", if she asks what's the call for, I just tell her it's regarding the email exchange I have had with Joe. The only time I get a no is when Joe is not in! I try not to use their full name as this SHOUTS OUT - SALES CALL!

            Been working for 2 hours this morning and closed 3 up to now at $895 each and I have 5 mock ups to do for tomorrow, not even half way through the day!

            You have to separate yourself from the "other sales calls" and the best way is not to sound like a salesman. :rolleyes:

            It you get caught out, an old sales coach once told me, just ask the gate keeper, "if you were I, what would you do to speak to Joe?" They will then tell you the best way.

            Hope it helps.

            Dexter.



            Originally Posted by mrtrance View Post

            What if we bypass the email route and just did the cold calling to these businesses. How or what sort of opening would be good to bypass the GK and then once we are connected to the person who is the DM. Since we did not sent them an email what sort of opening do we use here? Have you just done the straight cold calling with no prior emails and what was your success rate and what did you say to get to the DM and then close the sale?
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            • Profile picture of the author mrtrance
              Originally Posted by DexterGallagher View Post

              I have been trying something without email, just cold calling and it has been working rather well.

              When I call, I listen and usually the GK answers the phone and includes their name, if they don't I sometimes say, "sorry I didn't catch your name?"

              As I have some software that draws the business, business owners email and website I have their name usually in the email or on their "about us" page.

              I then asked to be put through to "Joe", if she asks what's the call for, I just tell her it's regarding the email exchange I have had with Joe. The only time I get a no is when Joe is not in! I try not to use their full name as this SHOUTS OUT - SALES CALL!

              Been working for 2 hours this morning and closed 3 up to now at $895 each and I have 5 mock ups to do for tomorrow, not even half way through the day!

              You have to separate yourself from the "other sales calls" and the best way is not to sound like a salesman. :rolleyes:

              It you get caught out, an old sales coach once told me, just ask the gate keeper, "if you were I, what would you do to speak to Joe?" They will then tell you the best way.

              Hope it helps.

              Dexter.
              Thanks for the info.

              If you are saying trying to reach a dentist, chiropractor, surgeon, etc. that are in the professional fields do you still use their "first" name as well? And for these types of businesses do you try to call like after 5pm or before 9am since anytime during the day most are busy with patients and the GK will most likely tell you that and try to take a message (at this point we can't really say that we are calling about an email exchange since she will be writing that info down and giving it to the dentist, chiropractor, etc. and then they might figure out that they never had any sort of email exchange with you). If they say they are not available do you ask what is the best time to reach them, but then at that time you might come off as a salesperson.

              Once you get connected to the DM do you use a quick approach by just saying that you navigated to their website on your mobile phone it is hard or difficult to navigate or not mobile friendly? What do you say at this point to close the sale and get payment info? Is it pretty short (i.e. MrBill approach) and to the point or do you have to explain a bit before they are onboard?
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              • Profile picture of the author mrtrance
                Dexter,

                Could I get your feedback on this?



                Originally Posted by mrtrance View Post

                Thanks for the info.

                If you are saying trying to reach a dentist, chiropractor, surgeon, etc. that are in the professional fields do you still use their "first" name as well? And for these types of businesses do you try to call like after 5pm or before 9am since anytime during the day most are busy with patients and the GK will most likely tell you that and try to take a message (at this point we can't really say that we are calling about an email exchange since she will be writing that info down and giving it to the dentist, chiropractor, etc. and then they might figure out that they never had any sort of email exchange with you). If they say they are not available do you ask what is the best time to reach them, but then at that time you might come off as a salesperson.

                Once you get connected to the DM do you use a quick approach by just saying that you navigated to their website on your mobile phone it is hard or difficult to navigate or not mobile friendly? What do you say at this point to close the sale and get payment info? Is it pretty short (i.e. MrBill approach) and to the point or do you have to explain a bit before they are onboard?
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                • Profile picture of the author DexterGallagher
                  I don't target this type of client...so cannot comment.

                  The only ones I have limited contact with are dentists and I use their FULL name.

                  Dexter

                  Originally Posted by mrtrance View Post

                  Dexter,

                  Could I get your feedback on this?
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            • Profile picture of the author J23
              Originally Posted by DexterGallagher View Post

              Been working for 2 hours this morning and closed 3 up to now at $895 each and I have 5 mock ups to do for tomorrow, not even half way through the day!
              Hey Dexter,

              Glad to see you having success with this. I just had a quick question about your strategy. I see you mentioned mock ups. Do you make these mock ups before even contacting the business owners to show them what their site will look like once it's mobile optimized, or do you wait until actually getting them signed up?

              I've heard of people doing it both ways, so not sure how you were going about it.
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              • Profile picture of the author DexterGallagher
                As first I did, it took me half of the day to complete 50 mockups and the rest of the day creating emails and videos.

                Now I am trying ways, the first is a cold call and if they want to go ahead I email over a full working mobile site.

                The second is to email out say 100 leads using gmail, track them using yesware and in the email I put that I have created a mock up of their mobile optimized site, if they want to take a look email me back - and they do!

                Out of these I can get between 4-7 asking to see the mock up, then I use WillR's Minute Mobile Mockup, once that is emailed over and it is opened (yesware tracks that the email has been opened and the link clicked to the mock up), I then call them and ask what they think? This way out of 7 I can close 5. They pay me using their credit card (I don't use Paypal) and I create the full blown site (outsourced costs me $10 per site) and upload it to our hosting.

                With the cold calling, I can call more people than 100 and sales is a numbers game - don't let anyone tell you different!

                Dexter.

                Originally Posted by J23 View Post

                Hey Dexter,

                Glad to see you having success with this. I just had a quick question about your strategy. I see you mentioned mock ups. Do you make these mock ups before even contacting the business owners to show them what their site will look like once it's mobile optimized, or do you wait until actually getting them signed up?

                I've heard of people doing it both ways, so not sure how you were going about it.
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                • Profile picture of the author J23
                  Originally Posted by DexterGallagher View Post

                  As first I did, it took me half of the day to complete 50 mockups and the rest of the day creating emails and videos.

                  Now I am trying ways, the first is a cold call and if they want to go ahead I email over a full working mobile site.

                  The second is to email out say 100 leads using gmail, track them using yesware and in the email I put that I have created a mock up of their mobile optimized site, if they want to take a look email me back - and they do!

                  Out of these I can get between 4-7 asking to see the mock up, then I use WillR's Minute Mobile Mockup, once that is emailed over and it is opened (yesware tracks that the email has been opened and the link clicked to the mock up), I then call them and ask what they think? This way out of 7 I can close 5. They pay me using their credit card (I don't use Paypal) and I create the full blown site (outsourced costs me $10 per site) and upload it to our hosting.

                  With the cold calling, I can call more people than 100 and sales is a numbers game - don't let anyone tell you different!

                  Dexter.
                  Thanks for the response. I like the idea of emailing them and telling them you already have the mobile mockup ready, so that way you don't waste time making mocks for people who aren't even gonna respond.

                  Who exactly do you outsource the full site to? If it's a personal source, do you mind sharing where you hired him from (I'm guessing oDesk or something like that?)

                  Do you use Will's templates for the full site too or does your outsourcer do something different?

                  Lastly, it sounds like you host all of your clients site's on your own servers. Howcome you do it that way instead of hosting it on the clients server?

                  Thanks!
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                  • Profile picture of the author DexterGallagher
                    I outsource to someone on Odesk, all the software is on my website that the outsourcer accesses, it is backed up before they start work and after in 2 separate locations - just in case...

                    I use WillR's MMM and Jump Mobi (got in when it was $67)

                    2 months ago I targeted a particular niche in the UK and I secured 3 sites who all wanted to host the mobi site on their own hosting, so I agreed! Within the first week I had to reinstall the sites for the 3 of them AND they would not pay me for this...even though in the contract it states only minor 3 line amendments are free on 6 occasions.

                    If you let your clients near it and they mess up AND THEY WILL, you will be the first person they call! So to avoid this situation I host them.



                    Originally Posted by J23 View Post

                    Thanks for the response. I like the idea of emailing them and telling them you already have the mobile mockup ready, so that way you don't waste time making mocks for people who aren't even gonna respond.

                    Who exactly do you outsource the full site to? If it's a personal source, do you mind sharing where you hired him from (I'm guessing oDesk or something like that?)

                    Do you use Will's templates for the full site too or does your outsourcer do something different?

                    Lastly, it sounds like you host all of your clients site's on your own servers. Howcome you do it that way instead of hosting it on the clients server?

                    Thanks!
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                    • Profile picture of the author J23
                      Originally Posted by DexterGallagher View Post

                      I outsource to someone on Odesk, all the software is on my website that the outsourcer accesses, it is backed up before they start work and after in 2 separate locations - just in case...

                      I use WillR's MMM and Jump Mobi (got in when it was $67)

                      2 months ago I targeted a particular niche in the UK and I secured 3 sites who all wanted to host the mobi site on their own hosting, so I agreed! Within the first week I had to reinstall the sites for the 3 of them AND they would not pay me for this...even though in the contract it states only minor 3 line amendments are free on 6 occasions.

                      If you let your clients near it and they mess up AND THEY WILL, you will be the first person they call! So to avoid this situation I host them.
                      So if I undertand correctly, WillR's MMM is just for the mockups, and then you (or your outsourcer) uses Jump Mobi to actually build out the full site?

                      Does Jump Mobi also provide hosting solutions or do you just use a regular hosting account like Host Gator or something?

                      Any other tools/software/services you recommend for someone just getting started? I'm trying to learn as much as I can before I start emailing people and I feel like I'm getting close, but I seem to have new questions popping up in my head every day haha.
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                • Profile picture of the author okdelivered
                  Hey Dexter, i like your sales strategy, it sound very encouraging, do you have any obstacles with the existing web developer in regards to script and redirection to mobisite
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    • Profile picture of the author mrtrance
      Originally Posted by DexterGallagher View Post

      Took your advice, created a list over the weekend, checked their sites to make sure not mobile optimized then called 30 up and sold 4 mobile websites at $879 each! WOW what a day....
      Do you outsource the work or use some templates from a WSO?

      Are you calling any particular niche or working all niches, but focusing on one niche at a time and calling every business in that niche that does not have mobile site?

      For many businesses when you call you first get a gatekeeper or some other worker that is not the DM (owner, mangager, dentist, etc.). What do you say to get to the DM and do you try to find the name of this DM beforehand or not?

      The 4 sites that you sold for $879 did you quote your initial price higher than that and then gave them that price to make them feel that they got a discount? If you just quoted them that price was there any resistance at all?

      Also for that price point how many pages do you include and do they get any future revisions?
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      • Profile picture of the author DexterGallagher
        Yes I have several of WillRs WSO's and others, they are on our website and I give access to my VA to do them.

        Working various niches, answered the gatekeeper question in the above post - try not sound like a sales man.

        Regarding pricing I ask how many pages and do it that way, i however they "have to think about it", I do tell them the price I have quoted is an introductory offer and will go up, as I explained earlier in a post I increased the price and they still bought!

        I include hosting for the first 12 months and it is a one off cost, the only ongoing is for the following years hosting and domain. Content updates are included up to 6 minor amendments such as a new offer, new coupon anything over 4 lines is charged at $85.

        Originally Posted by mrtrance View Post

        Do you outsource the work or use some templates from a WSO?

        Are you calling any particular niche or working all niches, but focusing on one niche at a time and calling every business in that niche that does not have mobile site?

        For many businesses when you call you first get a gatekeeper or some other worker that is not the DM (owner, mangager, dentist, etc.). What do you say to get to the DM and do you try to find the name of this DM beforehand or not?

        The 4 sites that you sold for $879 did you quote your initial price higher than that and then gave them that price to make them feel that they got a discount? If you just quoted them that price was there any resistance at all?

        Also for that price point how many pages do you include and do they get any future revisions?
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  • Profile picture of the author leemajors
    Remember it's a numbers game.. Simply said, you have to keep your numbers up, and take the rejection with a grain of salt.. Remember that 80% of websites are not mobile compliant. That's a huge market. Good luck

    Originally Posted by DexterGallagher View Post

    I have had some limited success, but I have stepped up the momentum and now I am having a few problems.

    Created demo videos and emailed business owners, then followed up a week later when they had opened the email and clicked on the video link. Tracked this using yesware. The companies I am targeting are UK based so VERY narrow minded....

    Targeted the ones that had multiple clicks on the youtube stats, called them up and out of 10 calls, I got the following responses:

    "Not interested" - I replied - "Could you not handle the extra customers?" They put the phone down.

    "Web guy will look at it for me" - Replied - Your web guy is costing you money in lost customers, they agreed and put the phone down!

    "Can't see how having a mobile site will benefit my company" (accountant in London), I pointed out that 2,200 searches are done every month on mobile devices for London Accountants, referred him back to the video and he said no, not interested.

    Any ideas on overcoming these objections??

    Targeted other areas and found USA and Canadian's MUCH more receptive-it's like they care about their business, were the English companies are doing it because no one else will employ them...

    Dexter.
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  • Profile picture of the author ronrule
    Stop trying to make them watch your video.

    I don't have time for videos... if I land on your site and all you have to explain yourself is a video, you lose me before you ever get a chance to make your pitch. See this thread:

    http://www.warriorforum.com/off-topi...o-content.html

    "There are 2,200 searches for London accountants done every month from mobile devices, right now they're only seeing your competitors - I can make it so they're seeing you instead." Shut up about the video and get their attention first... if that doesn't do it, move on. The moment you break contact and require the customer to do something other than giving you a credit card over the phone, you lose them.
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    • Profile picture of the author DexterGallagher
      Ron,

      I presume you read my post BEFORE commenting, but it appears NOT!:p

      I broke the mold and tested my actions, sending emails with video (split tested) and did cold calls, the cold calls worked much better.

      Like Mr Bill says, engage with them and then ask regarding a mobile site, if interested and QUESTIONED - answer them, otherwise exit the call and call someone else.

      On a side note got 5 email inquiries wanting to know pricing so I called them and set a meeting to call them back tomorrow with mock ups - who knows where this could lead?

      As to your question, you must be in the minority otherwise Google would have nothing to do with youtube - they only go after products/services that can be monetized and it the majority hated video content there would be little demand for youtube.

      Now, I will as you say, "shut up..."

      Dexter


      Originally Posted by ronrule View Post

      Stop trying to make them watch your video.

      I don't have time for videos... if I land on your site and all you have to explain yourself is a video, you lose me before you ever get a chance to make your pitch. See this thread:

      http://www.warriorforum.com/off-topi...o-content.html

      "There are 2,200 searches for London accountants done every month from mobile devices, right now they're only seeing your competitors - I can make it so they're seeing you instead." Shut up about the video and get their attention first... if that doesn't do it, move on. The moment you break contact and require the customer to do something other than giving you a credit card over the phone, you lose them.
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      • Profile picture of the author ronrule
        Originally Posted by DexterGallagher View Post

        Ron,

        I presume you read my post BEFORE commenting, but it appears NOT!:p
        I read this... are you saying you didn't write it?

        "Can't see how having a mobile site will benefit my company" (accountant in London), I pointed out that 2,200 searches are done every month on mobile devices for London Accountants, referred him back to the video and he said no, not interested.
        Maybe your call went a little differently than you worded it here, but I bolded the part that stuck out... to me that says while you had him on the phone you asked him to look at the video again, which is a huge mistake. That's what I meant when I said shut up about the video. You sent it, you know he opened it, shut up about the video and sell the product!



        Now, I will as you say, "shut up..."

        Dexter
        I doubt that. :p
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        • Profile picture of the author serryjw
          Originally Posted by ronrule View Post

          I read this... are you saying you didn't write it?



          Maybe your call went a little differently than you worded it here, but I bolded the part that suck out... to me that says while you had him on the phone you asked him to look at the video again, which is a huge mistake. That's what I meant when I said shut up about the video. You sent it, you know he opened it, shut up about the video and sell the product!





          I doubt that. :p
          Ron, I don't think many understand that THEY are not THEIR customer. The mobile revolution is coming whether they join or not...Accountants are not on the top of my mobile hit parade. There are better categories. When you don't understand something or are just uncomfortable with the fast changes, you simple do nothing. Many BB's are NOT interested in growing their business at this point in their life...Being a BB, I always ASK the question!
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        • Profile picture of the author DexterGallagher
          Ron, you where asking questions that had already been answered.

          No you misunderstand, when I reminded him of the video I sent (my tact is much different now!) he then said he couldn't remember and I said it was a video on his website and he said he remembered it, then he said he could not see how it would help his business...my actual response was, "could he handle 2 or 3 more customers per month?" He said "sure" and I said "I can help get those 2/3 extra customers with a mobile website converting the missed opportunity that he has now" then he repeated, "he couldn't see how it would benefit his business" - I said "thank you and good bye.."

          I will (try) and shut up now...

          Originally Posted by ronrule View Post

          I read this... are you saying you didn't write it?



          Maybe your call went a little differently than you worded it here, but I bolded the part that stuck out... to me that says while you had him on the phone you asked him to look at the video again, which is a huge mistake. That's what I meant when I said shut up about the video. You sent it, you know he opened it, shut up about the video and sell the product!





          I doubt that. :p
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      • Profile picture of the author serryjw
        Originally Posted by DexterGallagher View Post

        Ron,

        I presume you read my post BEFORE commenting, but it appears NOT!:p

        I broke the mold and tested my actions, sending emails with video (split tested) and did cold calls, the cold calls worked much better.

        Like Mr Bill says, engage with them and then ask regarding a mobile site, if interested and QUESTIONED - answer them, otherwise exit the call and call someone else.

        On a side note got 5 email inquiries wanting to know pricing so I called them and set a meeting to call them back tomorrow with mock ups - who knows where this could lead?

        As to your question, you must be in the minority otherwise Google would have nothing to do with youtube - they only go after products/services that can be monetized and it the majority hated video content there would be little demand for youtube.

        Now, I will as you say, "shut up..."

        Dexter
        Google would have nothing to do with youtube - they only go after products/services that can be monetized and it the majority hated video content there would be little demand for youtube.
        I don't know about that. Look at Warrior...How many people buy multiple WSOs and never do anything with it. I go on YT to have fun not be sold. Now the Coke's of the world spend a lot of money getting their message out to a younger audience.
        I love Gmail but have never read one ad on the right.
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  • Profile picture of the author Mr Bill
    Some videos are pretty lame - true but I'd have to guess that you're a very rare animal indeed Ron. Most people like watching videos just like most people like watching TV. Given a choice of reading a bunch of text, listening to an audio or watching a video most people would obviously watch the video. It's the best medium for getting any message across...as proven by TV.
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    • Profile picture of the author ronrule
      Originally Posted by Mr Bill View Post

      Some videos are pretty lame - true but I'd have to guess that you're a very rare animal indeed Ron. Most people like watching videos just like most people like watching TV. Given a choice of reading a bunch of text, listening to an audio or watching a video most people would obviously watch the video. It's the best medium for getting any message across...as proven by TV.
      How many viewers do you think a TV network that only aired commercials would have?

      Look at it from the client's perspective...

      Scenario 1: You have a business to run, your own clients to manage, things to do. It's during business hours and you land on a page and a video of some guy trying to get you to buy something starts playing. You're honestly going to tell me that you're going to grab a bucket of popcorn and watch it?

      Scenario 2: Some guy calls you trying to sell you something, and he says "go check out my video, I'll call you later". You're gonna jump right on that?

      Scenario 3: You land on a page. Maybe there's a video, maybe there isn't, but there is text. Squeeze page style... the important points are clearly visible. You can immediately identify what the offer is and whether it's a fit for you, or at least something you're more interested in learning about.

      Which of these 3 do you think will get the best response from the consumer?

      I guarantee you're losing more people than you're gaining when you're forcing video into the mix. Anyone who knows how to run their own business can ascertain in a few seconds whether what you're selling is something they would want or not. Video takes that option off the table, and more often than not you never get the opportunity to make your pitch.
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      • Profile picture of the author Mr Bill
        Originally Posted by ronrule View Post

        How many viewers do you think a TV network that only aired commercials would have?

        Look at it from the client's perspective...

        Scenario 1: You have a business to run, your own clients to manage, things to do. It's during business hours and you land on a page and a video of some guy trying to get you to buy something starts playing. You're honestly going to tell me that you're going to grab a bucket of popcorn and watch it?

        Scenario 2: Some guy calls you trying to sell you something, and he says "go check out my video, I'll call you later". You're gonna jump right on that?

        Scenario 3: You land on a page. Maybe there's a video, maybe there isn't, but there is text. Squeeze page style... the important points are clearly visible. You can immediately identify what the offer is and whether it's a fit for you, or at least something you're more interested in learning about.

        Which of these 3 do you think will get the best response from the consumer?

        I guarantee you're losing more people than you're gaining when you're forcing video into the mix. Anyone who knows how to run their own business can ascertain in a few seconds whether what you're selling is something they would want or not. Video takes that option off the table, and more often than not you never get the opportunity to make your pitch.
        Obviously the shopping channels don't get any viewers at all (oh hang on...or do they?) but in this case the person is going to the website by choice which makes the comparison to normal TV viewing invalid.

        I don't think you can guarantee that I'm losing more people than I'm gaining. You only have your opinion on that. I can tell you that people who visit my website stay for a lot longer on my video page than on the other pages and my video page has fewer bounces so that tells me that people are watching my video and do like it. Besides almost all the clients I get say they enjoyed the video.

        Scenario 1. If a guy has chosen to go to my page to look for a mobile website then obviously he does have time to check out a site. My short 2 minute video is actually going to help them not hinder them. If they are so busy then they wouldn't really be sitting around browsing the web for website builders are they?

        I would never do scenario two, that's just stupid. Who does that? Very few people I think.

        Scenario three is what I have and it works very well. I'm sorry but that's just my real world experience. In fact a client I just got today said he thought my video was cool and it helped him make a decision to hire because none of the other guys had a video. So in a real world scenario (that ended with me making money) the video won out. Sorry.
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        • Profile picture of the author ronrule
          Originally Posted by Mr Bill View Post

          Obviously the shopping channels don't get any viewers at all (oh hang on...or do they?) but in this case the person is going to the website by choice which makes the comparison to normal TV viewing invalid.
          Home Shopping's building is 3 blocks from my old office, we used to shoot a lot of content for them and sent our own products through there. I know the business very well - what people don't know is the viewer to sale ratio is very low. A wildly successful segment on Home Shopping might move 10,000 products with 1 million viewers tuned in. That's only a 1% conversion rate - most products don't even hit that, and 100% of that audience tuned in there voluntarily, no one "accidentally" watches live shopping TV. The revenue only exists due to their tremendous number of viewers; something most websites will never have, and HSN can't even duplicate those results on their own website.

          Scenario three is what I have and it works very well. I'm sorry but that's just my real world experience. In fact a client I just got today said he thought my video was cool and it helped him make a decision to hire because none of the other guys had a video. So in a real world scenario that ended with me making money the video won out. Sorry.
          See, that's what I'm talking about though - you're doing it the right way. Your bounce rates are low because there is enough text on the page for people to determine whether or not they want to watch the video.

          Try putting just a video on a page, or make the video "required viewing" in order for someone to understand what you're selling and your rates will be a lot lower.

          I could be wrong, but I got the impression from the OP's wording that watching the video was part of his sales process... my point is that it should compliment it, not "be it". I think in a way we're saying the same thing, I'm not saying video is "bad", I'm saying it shouldn't be forced on people in order for them to understand the product. It isn't just an opinion I'm expressing, years of multivariate testing on a variety of consumer products backs it up.
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  • Profile picture of the author Mr Bill
    I agree, having just a video would not be ideal but I've also tried that and though the success rate was lower I did still get a few inquiries but that was from an email campaign. If I was actually talking to a business owner on the phone I'd close the sale right then and there. No way I'd send them off to a video only page.
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  • Profile picture of the author marcos08
    A very good thread here, has taken me a while get through it! I am looking to sell mobile websites also (really hate picking up the phone!!) my route was to use email and video also. Recently lost a good salesperson so that doesn't help!

    Having read through I think a start will be made just as Dextergallagher mentions re split testing emails some with image and some with video, using Will's MMM should help with this also. Will see what happens and if it comes to it will definately have to do the dreaded calling but I will certainly use Mr Bill's no nonsense approach, why waste time on people you are not going to convert! Like has been stated the mobile market is huge.
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  • Profile picture of the author DexterGallagher
    Closed 4 sales from the 7 inquiries, I got the other day! Then a personal trainer I quoted and did a mock up for 2 weeks ago (while I was "playing" at selling these sites) called and wanted to buy it, told him the price was $989 - he was confused at I had quoted him at the time $879, told him it was an early bird offer and he bought it!
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  • Profile picture of the author ken5000
    Here's the problem I've been having...

    I call up dentists (for example) and some secretary answers the phone. They are not qualified to make big marketing decisions. And the person that is is not available at the moment.

    Also, should I be making their website first or taking payment first? Which is better?
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    • Profile picture of the author Jarrod
      Originally Posted by ken5000 View Post

      Here's the problem I've been having...

      I call up dentists (for example) and some secretary answers the phone. They are not qualified to make big marketing decisions. And the person that is is not available at the moment.

      Also, should I be making their website first or taking payment first? Which is better?
      1-Some recommended reading:

      https://www.google.com/search?hl=en&...pe=&as_rights=

      2-A lesson on risk reversal. In any transaction one party is assuming more risk than the other. The more risk you put on the customers plate, the more resistance you will face, the fewer sales you will make. The more risk you assume, the less resistance you will face, the more sales you will make. So always get them squared away, then take payment, then get referrals.
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  • Profile picture of the author ken5000
    I know how to add meta-tags and make qr codes. But as far as Google is concerned, I would not guarantee to anyone that they will be to the top in searches. I hate to admit it, but if I understood Google, I would have been much more successful as an affiliate marketer. I have a website. After waiting several months, I finally reached page 3 or 4 on Google for some searches and I have no clue how to make it come up higher.
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  • Profile picture of the author 4webmaster
    Educate people, most of them do not know what's a mobile site or never heard of.
    I've been invited by the biggest local newpaper for a full page interview about mobile website. And because this is the leading newspaper, I will educate people by explaining wha's a mobile site, benefits of having one.... I won't try to promote my business as it's an article about new technologies and internet even if they will add my website link.

    I will also talk about QR codes and how even today I saw a publisher redirect his code to a plain regular site rather than a mobile site or mobile landing page.
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  • Profile picture of the author kpmedia
    Calling somebody a "web guy" is demeaning and insulting. Either learn what they are, or you'll piss them off. You don't refer to a vet a "dog guy" or doctor as a "drug guy". This is really no different.
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    • Profile picture of the author WillR
      Originally Posted by kpmedia View Post

      Calling somebody a "web guy" is demeaning and insulting. Either learn what they are, or you'll piss them off. You don't refer to a vet a "dog guy" or doctor as a "drug guy". This is really no different.
      A lot of local business owners refer to their web guy as their 'web guy'.

      So you want to talk the language of your local business owners, you call them a web guy.

      I've even heard some of them market themselves as web guys so that's what they get called.

      It's only demeaning if it's a girl.
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    • Profile picture of the author Gladiator
      Originally Posted by kpmedia View Post

      Calling somebody a "web guy" is demeaning and insulting. Either learn what they are, or you'll piss them off. You don't refer to a vet a "dog guy" or doctor as a "drug guy". This is really no different.
      "Grease Monkey" is demeaning to friends of mine who are auto Mechanics.
      Captain Kirk calling Dr McCoy "Bones" might also be demeaning to Dr's LOL Dr. McCoy - I'm a Doctor not a... - YouTube

      *just a little fun

      Andre
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  • Profile picture of the author stamford
    great thread.. very interesting views. Ken5000 were all your calls to the same niche? what route did you take? the quick one or the aida one? well done anyway
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  • Profile picture of the author ken5000
    Thanks Dexter for your response. Sounds like you have a good thing going. Just one thought that I had...you are not charging for hosting for one year, but what if you charged less up front and then went ahead and charged a monthly hosting cost. Perhaps some businesses would not be taken back so much by the initial cost? Just an idea.

    Stamford, I'm just getting started and was planning to try focusing on dentists, but I've heard that several other niches would be just as good or possibly better. I'm still working a full time job and don't really have time to make calls, so I'm hoping I can get started with emails.
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    • Profile picture of the author DexterGallagher
      I only charge $60 for 1 years hosting so I can't see how this would work? I am selling them so that is all that matters to me.

      Dentists are difficult unless you have the either the practice manager or owners name. Where are you based?

      Originally Posted by ken5000 View Post

      Thanks Dexter for your response. Sounds like you have a good thing going. Just one thought that I had...you are not charging for hosting for one year, but what if you charged less up front and then went ahead and charged a monthly hosting cost. Perhaps some businesses would not be taken back so much by the initial cost? Just an idea.

      Stamford, I'm just getting started and was planning to try focusing on dentists, but I've heard that several other niches would be just as good or possibly better. I'm still working a full time job and don't really have time to make calls, so I'm hoping I can get started with emails.
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  • Profile picture of the author Jarrod
    Dexter, if you don't mind sharing, what is the name of the software/scraper tool you are using that pulls the owners name? I have one I have been using but it does not pull that piece of info. It does, however, pull whether or not they have a mobile site or not. Does yours do that as well?
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    • Profile picture of the author DexterGallagher
      I have been using 2 tools, Mobile Renegade (AWESOME! it also tells you if mobile or not) and a paid search on a credit reporting site this gives me the owners full name and email address this covers small businesses all over the world and at $899 per year for 3000 searches isn't cheap but is certainly worth it.


      Originally Posted by Jedi Jarrod View Post

      Dexter, if you don't mind sharing, what is the name of the software/scraper tool you are using that pulls the owners name? I have one I have been using but it does not pull that piece of info. It does, however, pull whether or not they have a mobile site or not. Does yours do that as well?
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      • Profile picture of the author Mobilize
        Originally Posted by DexterGallagher View Post

        ... and a paid search on a credit reporting site this gives me the owners full name and email address this covers small businesses all over the world and at $899 per year for 3000 searches isn't cheap but is certainly worth it.
        Hi Dexter,

        Can you please tell us which credit reporting site you are referring to?
        I've been wanting to sign up for a service like this.

        Thanks
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  • Profile picture of the author ken5000
    Dexter,

    I just have a few quick questions...

    1. What types of businesses have you been most successful at targeting?

    2. When did you break through and start making sales?

    3. Are you finding that cold calling brings you more business than email marketing? I have Mobile Renegade too and it's awesome. I can usually get the business owner's name from his website.

    4. Is there a reason you don't use Paypal?
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  • Profile picture of the author ken5000
    And thank you so much for you help. To your success!
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  • Profile picture of the author ken5000
    If I cannot be on the phone, but can make and send mockups via email, would you consider that a good use of my time? Do you get a reasonable response rate that way?
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  • Profile picture of the author Mr Bill
    Thanks Will. I might also add that I would have thought that people who make sales are the "real salesmen". I have no interest in being a "hard core" salesman (whatever that means). There is one purpose and one purpose only in selling and that is to sell and make money. I'm not in this to win a "sales skill award" or to pontificate about how to twist someone's arm into buying something they don't want. If they want it, I'll deliver. If they don't, I'll leave them alone.

    In my opinion there could not possibly be anything more annoying than a salesman who just wants to twist your arm, be annoying and "prove" that he can grind you down to the point where you eventually give up and hand over the cash. Where the goodness in that? By the time that's happened (which could take weeks) I've sold 10 sites and made more money and made more people happy.

    Make the call, if they ask questions - by all means sell until they stop asking but if they are clearly not interested, fine. Hang up and move on. There are no awards given out for being annoying and wasting people's time.

    It's been said that a "good" seller will sell anything to anyone - even if they don't want it. I call those people idiots and time wasters who make the world a worse place. I'm here to make money and I gladly exchange my sites for money with those who want them and I gladly leave people alone who don't.

    And for those who are new to sales, don't listen to the losers, thieves and self title "professionals" (give me a break) who tell you the sales process needs to have some made up pseudo-scientific approach like "Approach, Desire, Objections, Closing" or any of that other garbage. They have no idea what they are talking about and need to wake up to themselves and stop trying to justify some WSO they bought that was written last century. They are NOT helping anyone! Those are the ones who feeding their egos and are usually the ones who will waste their clients time and end up feeding them some crappy 5 minute website. They are not really helping anyone and just polluting the world with their "slick" sales talk.

    Be quality, deliver quality and just be yourself! Ring, tell them you can help them with their website and if they are not interested don't make their life miserable (and you look like a desperate wannabe cry baby) by rambling on and on and on and on. Just politely thank them for their time and hang up the phone. That's the SMART way to sell. Short, sharp and with a minimum of wasted time.

    You're not there to marry them or build a "long term relationship" your job is sell a mobile website then move out of the way. If you do a good job (the only thing that matters) they will come back to you. Don't listen to them! You don't need some massive sales dance and wank to be an effective seller.
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  • Profile picture of the author Gladiator
    For some the right tone on selling mobi sites is a little soft type of sale and move on to the next call, what ever works! In may ways it is a numbers game. Maybe even look for a lay-down lol which would be nice! If you make enough calls you will get some easy ones!

    Selling mobi sites is not nor should be a hard core/one call, boiler room type of close! It just isn't because there is no greed or urgency why they should get one today! Also because it is another "website" it is an old service with some hype in the eyes of the client.

    You pitch should come across more like an expert, educating and giving the client many reasons and benefits to get the mobi site. In this case i would say it's like playing or being a professional, authority or a web Dr. giving advice. This is why you need a lot of patient with type of sale - most people don't get it and you have to be able to take a lot of time with every close.

    I personally like to push a little more but you have to know when to stop and maybe leave things open so you can call back after they digest some of the info! Get the client in your sales funnel and sell them more services later!

    Andre
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  • Profile picture of the author DexterGallagher
    I find that if I have done a website for competitor in their field say plumber, I tell them that I have an appointment with another plumber in the same town regarding setting up a mobile website and 7 out of 10 times that gets their attention. They usually ask "what are you doing for them?"

    I tell them a mobile website and SEO for the mobi site. They usually respond with "how much is that then?" My counter is, "depends on what you want? Now lets take your website...for a 7 page mobile optimized website we would charge $895 plus $99 per month SEO services. I can have your mobile site up in 3 days, is that good for you?"

    They normally respond with "yes", then I say, "OK payment is with credit card that way you are protected" and I take credit card payments on a virtual terminal (NOT paypal!)
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    • Profile picture of the author Scott Stevens
      Originally Posted by DexterGallagher View Post

      I find that if I have done a website for competitor in their field say plumber, I tell them that I have an appointment with another plumber in the same town regarding setting up a mobile website and 7 out of 10 times that gets their attention. They usually ask "what are you doing for them?"

      I tell them a mobile website and SEO for the mobi site. They usually respond with "how much is that then?" My counter is, "depends on what you want? Now lets take your website...for a 7 page mobile optimized website we would charge $895 plus $99 per month SEO services. I can have your mobile site up in 3 days, is that good for you?"

      They normally respond with "yes", then I say, "OK payment is with credit card that way you are protected" and I take credit card payments on a virtual terminal (NOT paypal!)
      Stealing this.
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      Skochy - The Musical Salesman

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  • Profile picture of the author vnr406
    Hi guys,

    Loving all your input into this thread. I would like to ask your thoughts on the following and apologise if I am going over ground covered.

    I am from the UK, I think in general we like a softer sell to other parts of the world having said that I see some very rich hardcore salesmen around.

    I am not a natural cold caller but will give anything a go if required but the recent thing I have been mulling over is trying to be in the bussiness owners mind and not our 'I have a brilliant product for you mind'.

    On doing some research and looking at companies/restaurants etc that do not have a mobile presence or are flash based etc I notice the following two most common scenarios.

    1) Website is made by yell therefore from the owners point of view it's I have just paid or are paying yell £xxxx for a website and pay them a monthly fee why do I need your service or they can do it for me.My business is trying to save and make money not spend on something we already have paid for.

    2) Website is designed by a webite/seo company, they can do a mobile site for me, why do I need you? Why would you employ another web service when you are already employing/using one?

    Any thoughts guys and thanks in advance and once again sorry if I have missed anything in the previous posts.

    Regards

    Vince
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    • Profile picture of the author DexterGallagher
      1) website on yell is for desktop point out how many potential customers they are missing who are browsing on mobile devices- it works

      2) You are a specialist in mobile development, if their existing web guy could do a mobile site why have they not suggested it before? Then say, I can get you a mock up in X, take a look at it and if you like it buy it - what do you say? Then shut up.

      Dex

      Originally Posted by vnr406 View Post

      Hi guys,

      Loving all your input into this thread. I would like to ask your thoughts on the following and apologise if I am going over ground covered.

      I am from the UK, I think in general we like a softer sell to other parts of the world having said that I see some very rich hardcore salesmen around.

      I am not a natural cold caller but will give anything a go if required but the recent thing I have been mulling over is trying to be in the bussiness owners mind and not our 'I have a brilliant product for you mind'.

      On doing some research and looking at companies/restaurants etc that do not have a mobile presence or are flash based etc I notice the following two most common scenarios.

      1) Website is made by yell therefore from the owners point of view it's I have just paid or are paying yell £xxxx for a website and pay them a monthly fee why do I need your service or they can do it for me.My business is trying to save and make money not spend on something we already have paid for.

      2) Website is designed by a webite/seo company, they can do a mobile site for me, why do I need you? Why would you employ another web service when you are already employing/using one?

      Any thoughts guys and thanks in advance and once again sorry if I have missed anything in the previous posts.

      Regards

      Vince
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  • Profile picture of the author goodbuys
    ok,

    Thanks for the input! How does having a mobile website increase sales, if the customer website is not optimize or SEOd. Lets, say the customer is not receiving any visitors to their current website. How can we help increase their customer base with a mobile website?

    Thx,
    Goodbuys
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    • Profile picture of the author DexterGallagher
      Wow, if you are asking that question, you are in the wrong section...

      Just ask them could they cope with 2 or 3 extra customers this month? Most will say yes - then tell them you can bring the extra business to them (do your homework make sure there is mobile traffic AND they are already spending on seo or PPC!

      Then ask them what the value of 2 -3 new customers would be to the business. 3 sales at $500 = 1500 per month x 12 months...compared to an investment of $1200 for a mobile website - Get it now?

      Dex

      Originally Posted by goodbuys View Post

      ok,
      Thanks for the input! How does having a mobile website increase sales, if the customer website is not optimize or SEOd. Lets, say the customer is not receiving any visitors to their current website. How can we help increase their customer base with a mobile website?

      Thx,
      Goodbuys
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      • Profile picture of the author goodbuys
        Originally Posted by DexterGallagher View Post

        Wow, if you are asking that question, you are in the wrong section...

        Just ask them could they cope with 2 or 3 extra customers this month? Most will say yes - then tell them you can bring the extra business to them (do your homework make sure there is mobile traffic AND they are already spending on seo or PPC!

        Then ask them what the value of 2 -3 new customers would be to the business. 3 sales at $500 = 1500 per month x 12 months...compared to an investment of $1200 for a mobile website - Get it now?

        Dex
        Unfortunately, my question probably is in the wrong section, but I like your suggestions, now it is time to get busy, this is something that I never really recognized, especially the PPC.

        Thx,
        Man, Enjoy
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  • Profile picture of the author DexterGallagher
    I was in a restaurant last night and I struck up a conversation with the owner and he said to me point blank - "Why would I need a mobile website? I have customers!" I then saw a young couple around 20 ish and they where both no their Blackberry's, so I just said to the owner - "wait one minute".

    I went to the couple and asked if they had looked at the restaurants website on their phones, they replied "yes", by this time the owner was right behind me. I then asked them what they thought, the guy said the site was hard to navigate, zoom in etc and the lady said that it was hard to get information from it. I then arranged 2 drinks to be sent over.

    I then turned to the restaurant owner and said, "take a look out their" - opposite was another restaurant that had a large queue outside (1 hour - we had initially intended on going there but couldn't wait!) around 40 people waiting outside drinking wine/beer waiting for a table most using their mobile phones. And I finished with, "would you not like that queue?"

    I then sat down and finished my meal with my wife and when we went to pay the owner asked how much would it cost to create a mobile site, I told him I would do an introductory price of $199 if he could recommend my companies services to 10 of his business friends and I gave him 11 business cards.

    By the time I got home I had already had a text from one of them, asking for a meeting to discuss their mobile website.
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  • Profile picture of the author DexterGallagher
    Also found a company who does outbound sales calls and I will give them a try, initially they wanted paying £100 per 100 calls, however I have negotiated £3 per lead NOT per call.
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    • Profile picture of the author Scott Stevens
      Originally Posted by DexterGallagher View Post

      Also found a company who does outbound sales calls and I will give them a try, initially they wanted paying £100 per 100 calls, however I have negotiated £3 per lead NOT per call.
      Nice one.

      I once met with a company that does this. I think they charged £5k for a set period, but can't remember how long.

      They came recommended, and were very professional, driving 2 hours to meet us:

      Telemarketing, Telesales and B2B Telemarketing Services for UK Companies

      Don't know if that will be of any use.
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  • Profile picture of the author mobilemanic
    I think you are missing a big point here. Your approach if I understand it, is a follow up call after an emailed video. The first thought will be what we all think when we get marketing calls. They are trying to sell me something.

    You are just a voice on the phone. They have no trust in you. As soon as you start to tell them about your services, you have confirmed their suspicions, you want to sell them something and they hang up.

    Perhaps when you call you could say something like" Hello did you get a chance to see the video I sent you a few days ago? Great! Could we set aside about 10 minutes of time on Monday to prove to you exactly how we go about adding a ton of more sales for your business." ( or something along those lines)

    The phone call should be just to get the appointment only, not to pitch. Would you buy something from a voice on the phone? It's much more likely that if your in person pitch can show the business owner how it will add to his bottom line and is actually an investment and not another expense, you will close the sale.

    If your selling just mobile sites alone, are they getting any business from their destkop site? If not, why would they be interested in a mobile site? Try to think as if you owned the business. They would welcome someone who they could trust is trying to help them grow their revenue. They hate being sold something. Hope this helps.
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  • Profile picture of the author DexterGallagher
    Mobilemanic,

    My approach at the beginning of March was as you outlined, however I have moved on now from that, I may suggest that you read the thread fully to get the bigger picture.

    I was wasting time creating videos and doing mock ups, I only now do mock ups for people who are biting at the bit and ready to order. At this stage we have discussed price and how long it will take.
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  • Profile picture of the author DexterGallagher
    Scotty,

    I find in the UK that the business owners of small companies are very skeptical when they get a cold call...they think how much will it cost me? But by mentioning their competitors in the SAME town or city they want to "protect" their turf so will do (within reason) anything to protect their livelihood.

    One builder told me to sling my hook (using other words...) so I did what I said and contacted 4 other competitors of his in HIS town and got 3 of them to buy mobile websites, 2 weeks later the same builder who told me to go away called me asking how long it would take to build a mobile site as his competitors are getting all the enquiries - I explained that I had created mobile websites for them and he confirmed that was the reason he was calling...I told him £1300 and he paid! If he had not been rude I would have done it for £500 - his loss my HUGE gain.
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    • Profile picture of the author Scott Stevens
      Originally Posted by DexterGallagher View Post

      Scotty,

      I find in the UK that the business owners of small companies are very skeptical when they get a cold call...they think how much will it cost me? But by mentioning their competitors in the SAME town or city they want to "protect" their turf so will do (within reason) anything to protect their livelihood.

      One builder told me to sling my hook (using other words...) so I did what I said and contacted 4 other competitors of his in HIS town and got 3 of them to buy mobile websites, 2 weeks later the same builder who told me to go away called me asking how long it would take to build a mobile site as his competitors are getting all the enquiries - I explained that I had created mobile websites for them and he confirmed that was the reason he was calling...I told him £1300 and he paid! If he had not been rude I would have done it for £500 - his loss my HUGE gain.
      I don't think you'd be alone in thinking British businesses are narrow-minded.

      But taking into account your first post in this thread, you've obviously found your sweet spot over here and turned it around.

      Fair play to you. Seems like selling by fear of loss is working for you.
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      • Profile picture of the author DexterGallagher
        Originally Posted by Scotty Stevens View Post

        Seems like selling by fear of loss is working for you.
        Yes fear sell works for me

        • Fear of their competition taking all THEIR customers
        • Fear of no money to pay the bills
        Like I say, when I am spending my money on this build I expect to get reciprocal business, if not I will find a contractor who will and in the UK economic climate there are many who will buy your mobile sites for some work.
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  • Profile picture of the author DexterGallagher
    Scotty,

    One thing I have done last week was to get the builders who are doing work for me to buy my sites...you see I have purchased a barn to renovate (should be done in 3 months), so the contractors who quoted me have all been told they have the work but they need to buy my £595 mobile websites, bearing in mind the typical cost for one of the trades is £15K is nothing.

    I did have an electrician ask me "who I thought I was?" So I just asked him, "without my work how many other jobs do you have for the next 3 weeks?" He told me "none". So I then asked him, "you are making good profit on this job - correct? So £595 is nothing?"

    He then told me, he would buy, by last Wednesday I had the following websites to do:
    1 electrician
    1 x roofer
    1 x builder
    1 x plumber
    1 x aerial engineer



    I did the same with the kitchen, I got 4 designers to come round and quote, then when they chased up their quote, I told them the price was within budget but I was concerned as they did not seem to have a grip of new technology, then I mentioned a mobile website needless to say I sold one for £895 and we got the kitchen we want.:p

    Dexter.
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    • Profile picture of the author Scott Stevens
      Originally Posted by DexterGallagher View Post

      Scotty,

      One thing I have done last week was to get the builders who are doing work for me to buy my sites...you see I have purchased a barn to renovate (should be done in 3 months), so the contractors who quoted me have all been told they have the work but they need to buy my £595 mobile websites, bearing in mind the typical cost for one of the trades is £15K is nothing.

      I did have an electrician ask me "who I thought I was?" So I just asked him, "without my work how many other jobs do you have for the next 3 weeks?" He told me "none". So I then asked him, "you are making good profit on this job - correct? So £595 is nothing?"

      He then told me, he would buy, by last Wednesday I had the following websites to do:
      1 electrician
      1 x roofer
      1 x builder
      1 x plumber
      1 x aerial engineer



      I did the same with the kitchen, I got 4 designers to come round and quote, then when they chased up their quote, I told them the price was within budget but I was concerned as they did not seem to have a grip of new technology, then I mentioned a mobile website needless to say I sold one for £895 and we got the kitchen we want.:p

      Dexter.
      You got balls, boy.
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      • Profile picture of the author DexterGallagher
        Originally Posted by Scotty Stevens View Post

        You got balls, boy.
        Scotty,

        I had one builder threaten to walk off site - thought that would worry me...so right in front of him I called up the building supervisor who arranged the builders and asked for another one as I could not work with him and seeing I am paying the bill, what I say goes.

        The builder "bricked himself"! He thought like many British workmen that they had me over a barrel, after I passed him my phone to speak to his supervisor he certainly changed his attitude and purchased a mobile site from me - I call it "reciprocal business".
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  • Profile picture of the author Andy Lemos
    Mr. Bill I agree with your post. Objections should be overcomed and not let it stress you whatsoever.
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    • Profile picture of the author DexterGallagher
      Originally Posted by Andy Lemos View Post

      Mr. Bill I agree with your post. Objections should be overcomed and not let it stress you whatsoever.
      Objections are there because you have not sold the buyer into buying - they have so many doubts and they think you are going to scam them.

      If we say it buyers think we are lying, if Google says it they believe it...so show them proof on Google .
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  • Profile picture of the author DexterGallagher
    Just started offering the virtual scratch card for free as long as the business takes a mobile landing page, this is appealing to the prospects I targeted before and got a no from!

    I have posted a link on a restaurant owners forum and I am getting 10 calls a day from eager buyers. Paying $450 for a landing page and 500 cards, takes 15 mins to set up
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    • Profile picture of the author consultmobi
      Dexter

      How do you sell mobile sites for £595? just break it down for me, how do you approach these businesses, what do you say to them? Do they pay you the all amount on the spot or in two installments deposit and completion. Need to make £3000 in 2weeks, starting coldwalking Tuesday. Do you go with a mockup and a information flyer? and in your experience what businesses should I target to best archive my goal.

      Ready or not I need to start this week.mr ActionAction is my name now, initially I was going to sell the m.sites for £295 but not any more your selling for £595+ I need to be on that mindset.
      Also do you do offer mobile marketing and for how much?


      Thanks
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      • Profile picture of the author DexterGallagher
        Hi,

        I have PMed you

        Originally Posted by dziraba View Post

        Dexter

        How do you sell mobile sites for £595? just break it down for me, how do you approach these businesses, what do you say to them? Do they pay you the all amount on the spot or in two installments deposit and completion. Need to make £3000 in 2weeks, starting coldwalking Tuesday. Do you go with a mockup and a information flyer? and in your experience what businesses should I target to best archive my goal.

        Ready or not I need to start this week.mr ActionAction is my name now, initially I was going to sell the m.sites for £295 but not any more your selling for £595+ I need to be on that mindset.
        Also do you do offer mobile marketing and for how much?


        Thanks
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        • Profile picture of the author 8kaday
          Originally Posted by DexterGallagher View Post

          Hi,

          I have PMed you
          I would also like to know your answers
          Also can you post any links to your mobile websites to have a look at them.
          Do you have a website of your own where you list your services?

          Thx!
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          • Profile picture of the author DexterGallagher
            hi 8Kaday,

            Let me know your questions and I will try to answer them.

            Yes, we have a website (who doesn't?) Why do you want to buy some websites from me? I used the WillR minute mobile mock ups and jump mobi for the full blown sites, for landing pages I use WillRs new landing page creator.

            WillR has some awesome products and fantastic support if you need it!

            Dexter

            Originally Posted by 8kaday View Post

            I would also like to know your answers
            Also can you post any links to your mobile websites to have a look at them.
            Do you have a website of your own where you list your services?

            Thx!
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  • Profile picture of the author usndsd
    [QUOTEFor many businesses when you call you first get a gatekeeper or some other worker that is not the DM (owner, mangager, dentist, etc.). What do you say to get to the DM and do you try to find the name of this DM beforehand or not?
    ][/QUOTE]

    I use Manta with great success to get the DM or owners name and contact info .....so I make a list of owners directly from Manta for the vertical I want to call and then I go through the list either calling if I have the number from manta or emailing the owner directly....
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  • Profile picture of the author RichardDean
    DexterGallagher

    What will you do when you run out of things to get fixed.

    You got your roof fixed you will not need another roof for at least 25 years if they did a good job.

    So then what?

    Richard
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    • Profile picture of the author ronr
      He already said other things he is doing successfully to get business.

      Originally Posted by RichardDean View Post

      DexterGallagher

      What will you do when you run out of things to get fixed.

      You got your roof fixed you will not need another roof for at least 25 years if they did a good job.

      So then what?

      Richard
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    • Profile picture of the author DexterGallagher
      Richard I have been selling mobile sites BEFORE I started on the renovation, so I know what I am doing

      I thought why have contractors on site that are NOT buying MY product? In my book it is called reciprocal business, in the building industry in the UK they are lucky to have work, when I am paying thousands of pounds for a job, a mobile site will not kill their profit.

      On a daily basis, I sell mobile sites so it does NOT depend on what work needs doing on the house.

      Less procrastination and more action Richard.

      Dexter :p

      Originally Posted by RichardDean View Post

      DexterGallagher

      What will you do when you run out of things to get fixed.

      You got your roof fixed you will not need another roof for at least 25 years if they did a good job.

      So then what?

      Richard
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      • Profile picture of the author RichardDean
        Originally Posted by DexterGallagher View Post

        Richard I have been selling mobile sites BEFORE I started on the renovation, so I know what I am doing

        I thought why have contractors on site that are NOT buying MY product? In my book it is called reciprocal business, in the building industry in the UK they are lucky to have work, when I am paying thousands of pounds for a job, a mobile site will not kill their profit.

        On a daily basis, I sell mobile sites so it does NOT depend on what work needs doing on the house.

        Dexter :p

        So it is a I scratch your back you scratch mine... and if they don't scratch your back you don't hire them and call their supervisor ( Fear Selling as you call it )

        Don't think that would work in the US... not with me anyways I'm talking about Fear selling.

        I have always lived my life where I can walk away from any deal without concern. I have never let any one deal make or break me. I just created a 150.00 logo for someone... they wanted me to make a website, my price is 795.00. I turned them away because they were such a pain in the A Double Snakes with the logo that is just is not worth putting myself through that.

        I turned around and got 3 deals from one guy who owns a body shop, towing and restoration for 2000.00.

        I don't have to take my cars to him NO FEAR.

        Glad it works for you.

        As the rule goes "what works for one person does not always work for another".

        thanks for sharing

        Richard
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  • Profile picture of the author DexterGallagher
    Richard, these contractors told me when I initially cold called them 2 months ago regarding a mobile website to F*** off! So I tried it the "nice" way, as you say the shoe is on the other foot, so they either play ball or go find another job! With building work been quite had to find in the UK at the moment I thought I would try it and it is working, I am smiling now not them!

    Dexter.
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    • Profile picture of the author RichardDean
      Originally Posted by DexterGallagher View Post

      Richard, these contractors told me when I initially cold called them 2 months ago regarding a mobile website to F*** off! So I tried it the "nice" way, as you say the shoe is on the other foot, so they either play ball or go find another job! With building work been quite had to find in the UK at the moment I thought I would try it and it is working, I am smiling now not them!

      Dexter.
      You just traded services right... Example: Say a roof cost 3000.00 and your mobile site is 500.00... So you just pay 2500.00 for the roof?

      If you got a kitchen remodel... my kitchen I did in 2007 it was just over 30,000.

      So I guess you give them a free mobile site and they knock the price down a few hundred.

      I would also like to see these sites if you PM me.

      Thanks again
      Richard
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      • Profile picture of the author DexterGallagher
        Incorrect actually, I pay full price for their service and they pay me for the mobi website.

        Nice try RichardDean for some hot leads for seo, reputation management etc. I once made this mistake before and the companies I posted got bombed with people offering services and I got a boll*****g

        I am highlighting on how if you change the game you CAN win, I was doing what everyone else was doing and I changed the way I play and I am seeing good results.

        If you have any other questions, I will gladly help if I can, but I will not pass up the contacts I have done work for - it is unethical it's not as if I am offering a WSO! Mind you that might be an idea....Only joking too busy.

        Dexter.

        Originally Posted by RichardDean View Post

        You just traded services right... Example: Say a roof cost 3000.00 and your mobile site is 500.00... So you just pay 2500.00 for the roof?

        If you got a kitchen remodel... my kitchen I did in 2007 it was just over 30,000.

        So I guess you give them a free mobile site and they knock the price down a few hundred.

        I would also like to see these sites if you PM me.

        Thanks again
        Richard
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