I thought a good way to get my foot in the door is by selling mobile websites. Truth is, my experience has taught me one truth. For a start up business it is not the BEST that survive - it is the BEST SALESMAN that survive. This is tough because I am a better web marketer than I am a salesman - but sometimes we have to fake it till we make it, right?
I have some sales experience, but I also know that I get extreme social anxiety on cold calls. I have even had panic attacks. So I decided to take a chance and hire a cold caller. I didn't want an obviously outsourced $3 garbage caller representing my business; so I hired a kid with some phone experience for $9/hr plus bonus opportunities. They only work 10 hours a week (as my budget is pretty small). In the first week they got me 4 appointments. 2 turned out to be duds, 1 turned out to be somewhat promising and 1 was a very, very hot lead.
I have quoted prices based on what I have read here, but to be honest I though "There is no way people are paying that kind of money for a mobile website" But when I told my prospect the price and showed them the mockup they said it sound great (for those wondering, the price was $547 for a 9 page mobile website).
Long story less long, this first client experience made me realize a few things:
1. Even small mom & pop businesses are spending good money on advertising. This tiny hole in the wall restaurant is spending $500/month on SMS marketing. The $547 price tag for a mobile site was a NO BRAINER - especially when I told them how many people were searching for businesses like their on a mobile phone.
2. If you charge too little, they will think something is WRONG. They aren't dumb - they know quality costs money. Quote $99 for a mobile website and they will start to think you are the .99 store of mobile. I don't think most good leads want discount deals - they want a good product with GOOD SUPPORT.
3. Don't undervalue your maintenance fee. TO be honest, I thought a monthly fee would turn off buyers. The first thing this guy asked was "What about maintenance?" I quoted him $29 per month. I WAY undershot it. I am offering 4 updates a month - and I should of quoted no less than $49/$99 per month.
I know not every business owner will react the same as this guy - in fact, we had to sort through a few hundred businesses before we found this guy - but we are offering a quality product that will help his business at a fair price. This really is a win-win situation.
I hope my story is inspiring and helpful to some out there. I started this a week ago and am a perfect example of how simply showing up is half the battle.
Sadly, there is no time to celebrate. I have a mortgage to pay - so I better find another client.