Robert X

Hey everyone!!! All my online worldwide friends!!!

How's it goin' peeps?!!! Ok, I keep getting asked this damn question which kinda stumps me a bit. So, I'm looking for some help to answer,, (ok, more like 2 questions)

1. They ask, "what's difference with you doing it as opposed to my webmaster?" I feel like I'm losing a lot of business because I put the idea in their head and they go elsewhere.

2. And, I host on a platform that I build the sites on. They (the clients) always ask if they have to host with me. I don't wanna lose the biz or recurring income from the hosting, but, I don't wanna lose the site building money either.

I have both WillR's site builder and MobileBizBox's as well. I have others as well,, and I suppose I can offer them to host the site on their hosting so I guess I answered that question.

Does anyone know of any good or great marketing materials that I can send clients to give them all the info about mobile websites so I don't have to explain everything or each question one by on through email? And, I want it to be excellent quality and informative.

Thanks,

Robert C. Rockstar Mobile Media

DexterGallagher

1) point out that you are a professional in the MOBILE website industry, if their webmaster knew how to create a mobile website why have they not proposed one already? Their existing web guy is costing THEM money in new customers who are going to their competitors due to their website problem.

Ask them, "if a supplier cost them money by delivering late, would they use them again?" 8 out of 10 times the answer is NO, then say this is what your web guy id doing to you...

2) If they want to host on their site, let them. Then if there are any issues you can charge them to fix them

Create you own answer sheet - we did and we direct them to our website were they can test their site and see what it looks like on a mobile simulator. Then if they need more information they can download the FAQ file.

Robert X

I totally agree. This one client said that her webmaster said my site was great and that she should use it in the meantime. What? What meantime? Until he figures out how to build a mobile site?

So, that's what I'm dealing with from several clients. That's why I was hoping to find info to send clients... or to install on my new website. (hopefully videos)

Thanks,,,,,,,,,,, More input people!!!!

Robert C

NewParadigm

I'd ask them a question in return.

"Why hasn't your webmaster kept you in the loop on new and everchanging online and mobile marketing opportunities to grow your business?"

"How long do YOUR customers keep you around if you aren't providing more value to them on an ongoing basis?"

Or just explain, online/mobile marketing are big vast growing disciplines, often needing specialists because nobody can be on top of it all. Just like your customer will not depend on his general doctor for heart surgery. Or a general contractor uses many specialist contractors like electricians, foundation guys, and plumbers to build a house.

In a moment of decision the best thing you can do is the right thing. The worst thing you can do is nothing. ~ Theodore Roosevelt

DexterGallagher

Do you mean they will use YOUR mobile site in the meantime? If so get them to sign a contract, locking out the other guy. Or at least get some written commitment for say 2 years on the mobi site.

Then why not offer mobi seo (there was an WSO on this last week or 2) at a reasonable rate aimed at YOUR mobi domain, then if they decide to do something underhand like creating a mobi site, you just swap out the company details and offer it to one of their competitors - a bit naughty I know...:p

Dexter

JohnE

Absolutely. This is a very effective reply to the "what's difference with you doing it as opposed to my webmaster" question. It is effective because it makes great sense, especially to a business owner.

If anything, the business owner will begin to wonder if the webmaster is even proficient at producing mobile sites - if he or she were, they'd be trumpeting it to all their clients for more revenue.

dee4d

I believe your potential clients already think about doing business with you. Give them a whole package - hosting and building and managing sites. Yes, have an answer sheet, maybe an e-book too. And do not be afraid your competitors will get your ideas, you are good at what you do.

ronr

Having comebacks like this to address this objection will help but just face the fact that this is one of the hardest parts of selling mobile sites.

You can make a great looking mobile site mockup or educate them all you want about why they need a mobile site but a certain percentage of business owners will end up going with whoever made their current site or discover their current host will provides mobile sites because they already have a relationship with them and there is nothing you can do about it.

Ron

Robert X

Are you saying I can't,, maybe,, choke 'em a little bit? And say,, "you buy this stinkin' website!"

JohnE

lol.

Sure you can, I got some connections in Jersey that might help with that.

DexterGallagher

JohnE, are you going to offer an WSO on your 'contacts'....

ronr

Sometimes you feel like reaching through the phone and choking them

DexterGallagher

Or wrapping the phone lead around their neck and....

Just tell them if their 'web guy' was any good, why have they not suggested a mobile site? Then ask them what an average sale would be.

Bear in mind that mobile websites can easily bring in 2 to 3 new customers per week, when they come back with the $ value, times is by 20 (working days in a month) then say well your "friend" has cost you last month $X,000 in lost orders. What would you do with this extra $?? I can get your phone ringing and more money in your bank! Then pause....

Then say, "if you're not interested, that's fine as my next call is to Joe (competitor) next and I will offer them the same deal - they will certainly get your share of the customers".

Wait - they will either put the phone down and look for a gas oven to put their head in or they will say so OK make me a site.

If you have educated them, you do not have to waste your time trying to sell them on the idea of a mobile site - I did that at first and found that I was wasting time trying to convince them. I would rather say thanks - then move on to another business.

I cold call lots of businesses every week and I would rather talk to someone interested in the product rather than trying to sell it to someone. The ones you have to try and convince are sitting on the fence and probably have only just got a regular website.

Robert X

I think their web designers are not looking to the future (and the now!) and NOT seeing that the entire world is going to the mobile side of things. Good for us though,,, I hope all desktop web designers keep their focus on desktop and not mobile

Robert C. (X)

piney94

Hey Robert -

YOU are the mobile expert in your area. You do the design work, you can have it ready within 3-5 days, you know the latest mobile trends (I hope), etc, etc.

So...being the authority and saying this to clients - that will help reinforce all the previous suggestions.

Good luck!

Jim

BuilderAll Websites - The Only Internet Platform You Need!

daftdog

Hi, I'm very interested in what you said about a mobile simulator...i would like to show my clients mock ups but the guy in thinking of working with said its to much work, can you recommend something that can do this?

TIA

Marc

The Wolf of Online Marketing

DexterGallagher

Marc - you're working with the wrong guy...

Download it free Springbox | Mobilizer | Mobile Preview Desktop App you just copy the url of the domain of your client and paste it into the browser bar, select the phone and hit return, the website then displays on the simulator. Also shows if the website is mobile too.

Dexter

daftdog

Hi Dexter,

I have just PMed you mate. I tried this on my sony VAIO and got this

2013-08-12_1656 - daftdog1888's library

I also have a new laptop with windows 8 which i hate but am trying to slowly get used to it and this time when i out in my companys site i did get something

2013-08-12_1655 - daftdog1888's library

This is not what it would like if it was mobalised...surely not...

What do you think mate?

Marc

The Wolf of Online Marketing

DexterGallagher

Marc,

If that's what mobiliser shows, that is what it looks like...you can also double check on The Responsinator copy url in top browser window and click go.

Yep, it looks the same in Responsinator.

Dexter.

Robert X

Hey dammit,,,, get back on track!!!!

DexterGallagher

Robert X, have you tried the lost earnings thing yet?

IMBlest

Dexter,

Do you remember the name of the mobi seo WSO that you mentioned? Or do you remember who created the WSO?

I'm interested in purchasing it. So I will greatly appreciate if you can give the name of the WSO or the creator.

Thanks in advance.

EmmaGraham

Do you know what Robert? The money isn't really in mobile sites anyway. Everything is about responsive web design now - a single website that works across all devices - so while using "you've got a website, but it's not mobile ready" is something I use, regularly, to make an initial contact, my goal isn't to compete with the guy who built their original site with my mobile version....

It's to take the client away from them completely and manage everything for them myself! ;-)

1 - A new completely redesigned website (that actually works properly)
2 - SEO/SEM work on a monthly contract
3 - Profile creation and management on Yelp/Yell, Google+ etc.
4 - Social media set-up and management
5 - Whatever other problems you can spot and charge them for!

I sell them on the fact that I'll do everything for them and I'll do it for them cheaper than it would cost them to hire a part-time member of staff.

That's what works for me, and it works well. Most businesses have got domains registered here, hosting there, a website done by such and such, a subscription to this or that, and they're totally confused by it all. What they really WANT and NEED is someone who can do all of the above well for them, take charge of the situation and handle it all in one place.

I think it's just confusing for them if you're offering anything else. Go for the big goal with a complete design/set-up/management package for less than the price of a part-timer and you'll get a lot of interest. Work that pays very, very well on a recurring basis too.

Do you know how I started doing this? I posted a few local ads offering my services as a "virtual assistant" and I got 4 clients the first month. Just doing typing and admin type stuff to start with, but then I started asking them about their Internet set-ups and offered to do that (along with my hubby who is a web designer) for them too. Totally easy - every one of them got involved and 2-3 years on we're doing it for 40+ clients who all pay a decent amount of money every month.

It's all about the way you position yourself in their minds. We don't sell mobile sites, we don't really sell anything, but we do a damn good job of sorting everything out for them :-) And the fact that they don't have a mobile site is often the way I approach them in the first place....

~ Emma

DexterGallagher

Luther Ladrou.

DexterGallagher

Emma, helping with a 'problem' for a client works, as they remember you as the 'problem solver', not the sales person

Rus Sells

This:
https://developers.google.com/speed/pagespeed/insights/

Then this:
https://developers.google.com/speed/...sights/mobile/

Use the page speed test to show them how bad their existing site is on speed in relation to the recommendations.

Use the insights/mobile document to back up your claim.

As for the HTML 5, I would steer clear of using it because its going to have troubles rendering a mobile page in under a second on any 3g or 4g network. Additionally HTML 5 still doesn't provide the best mobile user experience in my opinion, for what its worth.

Then make damn sure you build fast mobile sites and serve them on a fast server. Cloud hosting can be a good solution. I cloud host ALL my clients now.

SpeedyeProducts

[After rebuttal 1 or 2]

Well, Mr. client, I am in business just like you which is why I called. You are paying this webmaster, correct? [ shut up for a minute ].

Either YES or NO.
Guaranteed the answer is YES [Subliminal implant NOW - of Buddy, you better not be broke]

Mr. Client, every business owner that I speak with, is after getting more ways to be found to get more customer interest so they can crank up sales. How about you Mr Client?

Shhhh.
Wait for them to say it out loud: Yeah I Need more ways to be found.

Hmmm....did you see that? Was the rebuttal answered by you or the prospect?
That is what I call Monty Python Marketing....anyone old enough will know ....youtube - Monty Python and
"AND now for something completely different" --- alert - don't get stuck there. There is work to be done.

I just go past the rebuttal with something that IS real and I know this client needs.
Do this as a matter of fact and they will flow right with you.

Ok you now know they are either broke or lying that they aren't broke BUT you have this prospect saying that the NEED is for more clients- [ie. more sales]. .. The key is that THEY said this. Use this but if they are broke or you suspect they are, you gotta leave info for them to get back to you. Use a short marketing piece to send via e-mail AFTER you say good bye so if they ever arrive in the same space time continuum as you are at some point, they may follow up with you. In other words, you have got to move on to some person that is OPEN to what you are offering at a minimum.

I do say something like this too when that happens to double opt out.
Well Mr. Client, it sounds like you may not have an interest in mobile marketing or something like a mobile site at this point. There's a lot of competition in the local area for your service which is why I called YOU. If you do find you're interested at some point, give me call. Ok?

Nap time again. Most likely they will agree and you part friends. SEND that follow up email.

{just say it out of the blue, believe, they get the message and your call is shorter or you HAVE an interest}.

This is what you want to know. Most likely the real reason they do not have a mobile website is of 2 reasons: 1) they have one dumb webmaster and the client does NOT get this idea of mobile 2) the guy is broke and can't pay the webmaster -- Which do you think it is? The faster the better for you. $0 of $0 = $0 all day.

If the answer is #1. you know what to do with that?

Sell what you can do versus what the webmaster IS NOT capable of or just is Not doing.

A mobile website is not going to make anyone a ton of money. It is the start of
mobile marketing for this business. Without the mobile site, nothing else that brings
the attraction from any other mobile traffic is going to work.

If I could show you how we make money for other clients, would you be interested, Mr. Client?

[shh. quiet time again]
Meanwhile, you better be able to do this show n tell or you are the same as His webmaster
and now you are just a tele-marketer selling him something that he feels he already has even though he does Not have a mobile site.

I would sell the idea that You are the Mobile Marketing expert and NOT just a mobile website maker Most prospects think you are JUST another intern in a basement or another telemarketer. This rebuttal is saying he doesn't need another something that can't be shown to be working especially if you are saying it does [really?] but cannot demo that in a simple way.

To this prospective client, you are NO different. If you are not able to show other services that work COMPLIMENTARY, I would suggest that you look at getting a little more diversified in the mobile marketing area OR if you have these toys, trot out the toys and parade them in the call. Mobile coupons, mobile video creation,.....sms marketing....mobile appt remnders.....mobile contests.....to a point... no need to overwhelm here. Indicate how 1 of these toys can funnel traffic through the mobile site and get clients to interact with the business. You can even use a loss leader here to give away to entice. Mr. client, I don't normally do this but since this is SOOO new for you, let me give you a FREE dooodad to go along with this mobile site [ie. extra coupons, G+, FB, mobile contest....video....]

If you don't have all the toys, no problem. You have to be quick on your feet.
Rely on the fact above that they STILL need to be found as many ways as possible EVEN on their regular site let alone a mobile site.

As you know, every social platform is Mobile,,, does this Client have any idea? These again would be all those avenues for Mr. client to be found on if they had that mobile site they don't have. They did say yes to this being found as many ways as possible, Right? and they are not broke right?

Being a good listener in this conversation is either going to tell you he is broke or he doesn't get it. If he gets it, then mobile marketing is the tact to take. If he is broke,,,,need I say more.

Most businesses want to MAKE MONEY. Ask the question upfront. I am assuming that you are going after these prospects because they are not mobilized.

With that in mind:

Mr. Client, do you see the same things that I see? Everyone I see has their dadgum phone glued to their ear or they are texting like no tomorrow. Have you seen this Mr. Client?

Do you own a truck or a car? Start driving through that Opening.

I am offering some suggestions in a constructive fashion not knowing all the ins and outs that
you are already doing. Perhaps there is something here that you find useful. Best to you.

Sincerely,

RC
aka - Speedy
http://www.1stopmobi.com/

DexterGallagher

Love it Speedy!

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/

rainingproblems

Emma...pretty good points there. Am working on providing Social Media, Local and Mobile Marketing Services to local businesses. My approach was once you sold them on the mobile website for instance, then you can sell them on the others....I initially started out with text message marketing and then switched to leading with mobile websites.

Rip57

Argh! It seems like every other thread today talks about "my webmaster can do this."

Look folks, there are very few barriers to entry in this business. That's why we all got started so quickly, right? The technology is drop-dead simple and is openly available. The market opportunity is obvious. What's not so simple and obvious are the individual business challenges and objectives our customers face.

The only way we can successfully differentiate ourselves is to be the f***ing best at helping our customers achieve their business needs! Offer what their webmasters can't - timeliness, service, mobile seo, Google Places setup, whatever. The point is to provide real value on the customer's terms, not yours. Approach it as a partnership, not a one-shot deal. Give a damn. It will show and your customers will appreciate it.

And for goodness sake, don't drop your drawers on price. If you offer real value on your customers' terms, you should never have to do so.

Mr Bill

1) I say "fine" - hang up. They are being argumentative and you could be making another call.

2) I don't want to host people's websites and be a slave to their every whim for $5 a month. I say "fine" and hang up and get on with my next call.

There are SO many people out there who do need you that it's an absolutely pointless exercise wasting your time arguing with people. If they ask intelligent questions - fine. I answer them all but if they are treating me like someone who's out to scam them I can smell that in a second and just hang up and move on.

Don't over think it. This is not an ego boosting game. You don't have to "win" any arguments with fools and smart alecs. I always install on their server or I charge $100 a month (to discourage my hosting for them) and chuck in a free hour of support with every hour after that costing an extra $60 (I call it "a dollar a minute").

Serious business people react better to (and want to hang out with people who have) posture than they do to a slick seller who has every answer ready to fire back. I got this technique from noticing the type of people I prefer to do business with. When a seller says to me "I don't know" they have my attention as an honest person to do business with. I laugh (sometimes to their face) when they have every answer ready to roll off their slick I-know-it-all tongues and I can guarantee you that's what others will see in you to.

Be real - hold your posture.

DexterGallagher

I couldn't agree more! Only speak to the customers who want to do business with you.If they are troublesome, you can guess they will trouble down the line...

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/

Mr Bill

I actually did this today. I was doing my usual ring around for new clients and this one guy was just being a dick (I could tell) so I hung up on him and the next call was a job and in fact they were just on their way out so I caught them just in time. I know this was unusually good timing but still, if I didn't have the posture (or self respect) to hang up on the idiot I wouldn't have got the next job.

NewParadigm

A simple analogy to use that business owners can understand is using home building. Building a home takes several specific contractors. A plumber does not do electrical etc....

You can use this with him. Explain one webmaster may only do initial setup and hosting, and nothing more. Obviously if the webmaster did mobile, he woulda hit you up.

Ask him if we would expect his plumber to bid on his electrical business?

If it turns out that the webmaster when asked, oh yeah, I do mobile! He is BSing and then you counter the biz owner with, well, he obviously isn't motivated enough to proactively help you expand your business through mobile, perhaps you would entertain a new contractor for your mobile business?

You can pivot on the analogy and say you are more of a general contractor who can provide multiple services so he has one point of contact for all his needs. Most homes are built using general contractors to make sure everything is done on time and on budget.

In a moment of decision the best thing you can do is the right thing. The worst thing you can do is nothing. ~ Theodore Roosevelt

DexterGallagher

So you tell your customers you are a general contractor, not specializing in any one aspect, so why would they place an order with you for their mobile website?

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/

Mr Bill

Dexter, as in the other thread I'm pretty sure that's not what he's suggesting. He's just explaining that there are different contractors who have specific tasks all who help to build a house. He's a specialist in mobile web design and so that's why he should be tasked with building it. Like a plumber who does only plumbing and not electrical.

DexterGallagher

Bill,

He actually states...

say you are more of a general contractor who can provide multiple services

Were is the confiusion?

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/

DexterGallagher

Bill,

He actually states...

say you are more of a general contractor who can provide multiple services

No mention of being a mobile specialist and this is what the op should be saying.

Were is the confusion?

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/