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Unread 21st Aug 2013, 06:28 AM   #1
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How to deal with other webdesign agencies when selling mobile website
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Hi all,

I was wondering when selling mobile websites to businesses how do you deal with their current webdesign agency ? For instance if you sell a mobile site you have to get the login details from their current webdesign agency if the customer does not have them themselves. How do you deal with webdesigners who are give trouble / are reluctant and won't give the login details or don't want to help upload the customers mobile website and put a redirect on their current website.

Furthermore what answer do you give your customers when you are selling the mobile website at a discount and they still say I'll have my own webdesigner look at it. I can imagine that some webdesign agencies don't like their clients buying from someone else , some good comebacks / answer to give new client would help a lot

Cheers,

Chris
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Unread 21st Aug 2013, 03:17 PM   #2
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Re: How to deal with other webdesign agencies when selling mobile website
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I have the customer send instructions to the current web design agency and network operations folks AFTER the mobile site is developed, bought, and paid for. If they complain, the customer has no problem reminding them who owns what. Bottom line, I stay out of it unless they need technical help.

As to the situation where a prospect says something like, "I'll have my web designer look at it", I usually remind them that the mobile site prototype I'm showing them is already mostly complete and that they could be online and making money from it within a day or two. If they persist, I gently remind them that if their current web designer is so interested in helping them with their mobile strategy, why hasn't he or she done so already? But it is a fairly common objection and one you're not always going to overcome. So if they are stuck on their current web designers despite your best efforts, just move on. There are plenty of other prospects out there.
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Unread 21st Aug 2013, 03:18 PM   #3
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Re: How to deal with other webdesign agencies when selling mobile website
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Note I said the customer send the web agency "instructions", not "requests". It's an important distinction.
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Unread 21st Aug 2013, 03:54 PM   #4
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Re: How to deal with other webdesign agencies when selling mobile website
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Originally Posted by Rip57 View Post

I have the customer send instructions to the current web design agency and network operations folks AFTER the mobile site is developed, bought, and paid for. If they complain, the customer has no problem reminding them who owns what. Bottom line, I stay out of it unless they need technical help.

As to the situation where a prospect says something like, "I'll have my web designer look at it", I usually remind them that the mobile site prototype I'm showing them is already mostly complete and that they could be online and making money from it within a day or two. If they persist, I gently remind them that if their current web designer is so interested in helping them with their mobile strategy, why hasn't he or she done so already? But it is a fairly common objection and one you're not always going to overcome. So if they are stuck on their current web designers despite your best efforts, just move on. There are plenty of other prospects out there.
Thank you for the info Rip 57. I was wondering how to go about this and your tips make it more clear how to handle webdesign agencies and customers. This is something I can work with ! I understand you give instructions instead of request. A request is something they can say no to, but if the customer sends his / her webdesign agency instructions, well no arguing with that. The customer is king so the webdesign agency has to set up what is asked ! Thanks again.
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Unread 23rd Aug 2013, 11:53 AM   #5
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Re: How to deal with other webdesign agencies when selling mobile website
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We provide the instructions for the agency to upload the files, we give them to the client who then passes them on and tells the agency to do it.

Dex

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/
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Unread 23rd Aug 2013, 01:57 PM   #6
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Re: How to deal with other webdesign agencies when selling mobile website
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Ask your prospect why their "web guy" hasn't been keeping them in the loop on new moneymaking opportunities.

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
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Unread 24th Aug 2013, 02:08 AM   #7
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Re: How to deal with other webdesign agencies when selling mobile website
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Originally Posted by NewParadigm View Post

Ask your prospect why their "web guy" hasn't been keeping them in the loop on new moneymaking opportunities.
I use that when the prospect tells me they have a web guy, I then ask how much $ is an average sale? Then I multiply that $ amount and tell them their web guy has cost them X in the past 2 weeks...They normally listen then.

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/
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Unread 24th Aug 2013, 11:51 AM   #8
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Re: How to deal with other webdesign agencies when selling mobile website
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Originally Posted by DexterGallagher View Post

We provide the instructions for the agency to upload the files, we give them to the client who then passes them on and tells the agency to do it.

Dex
Don't customers assume you are going to install the mobile website and put a redirect on their current website. Won't they go like you did not say that my current webdesigner has to do install which will cost me moren money ?
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Unread 24th Aug 2013, 11:57 AM   #9
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Re: How to deal with other webdesign agencies when selling mobile website
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Originally Posted by DexterGallagher View Post

I use that when the prospect tells me they have a web guy, I then ask how much $ is an average sale? Then I multiply that $ amount and tell them their web guy has cost them X in the past 2 weeks...They normally listen then.
Good one DextherGallagher,

With wat amount do you multiply , how do you calculate this. I think it's a great idea if I can do this for my customers when I know which calculation to make. I am not new to webdesign, but am new to selling mobile, so am figuring out stuff and you and the others who responded to this post help me a lot. Thanks again guys !

Chris
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Unread 24th Aug 2013, 12:13 PM   #10
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Re: How to deal with other webdesign agencies when selling mobile website
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Chrisz..handle this on your written agreement for work BEFORE you start. Give them the choice of which they prefer for you to do the re-direct or their webdesigner.
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Unread 24th Aug 2013, 03:00 PM   #11
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Re: How to deal with other webdesign agencies when selling mobile website
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Position yourself as a MOBILE MARKETING EXPERT - not a generic web design company.

Took this from our mobile mastermind course... ways to drill-down the real problem with your client and have them realize that they NEED to trust you for their mobile marketing:

Ask these questions:

“Is your website optimized to display on a mobile phone?”

VS.

“If one of your customers went to your website on their mobile phone right now (via Google or Link) what would they see?”

How do you think that’s affecting your business?

Did you know that your competition is mobile?
Do you think they’re stealing your customers?

Have you had website problems before?
How did that affect your company?


[
brick&mobile
Click here to start your
Mobile Marketing business
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Unread 24th Aug 2013, 11:39 PM   #12
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Re: How to deal with other webdesign agencies when selling mobile website
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Check the searches for their city/niche. If their current web company really cares about them why are they ignoring 15-30% of their traffic?
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Unread 25th Aug 2013, 05:01 AM   #13
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Re: How to deal with other webdesign agencies when selling mobile website
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When you ask them the average sale, this is the amount you multiply, get the customer to tell you the figure otherwise you are just guessing.


Dexter.

Originally Posted by chriz View Post

Good one DextherGallagher,

With wat amount do you multiply , how do you calculate this. I think it's a great idea if I can do this for my customers when I know which calculation to make. I am not new to webdesign, but am new to selling mobile, so am figuring out stuff and you and the others who responded to this post help me a lot. Thanks again guys !

Chris

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/
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Unread 25th Aug 2013, 09:46 AM   #14
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Re: How to deal with other webdesign agencies when selling mobile website
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Originally Posted by DexterGallagher View Post

When you ask them the average sale, this is the amount you multiply, get the customer to tell you the figure otherwise you are just guessing.


Dexter.
Thanks Dexter, got the first part, the average sales, but what do you multiply it with. Do you say 6 out of 10 people leave a mobile site which is not mobile friendly, so in a month it will be ......!?
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Unread 30th Aug 2013, 01:11 AM   #15
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Re: How to deal with other webdesign agencies when selling mobile website
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When you ask the business owner, "what's your average sale value?" they say around $100, depending on the niche (do your research on keywords), you will find that the mobile website will bring in between 2 and 10 mobile inquiries per month depending on the niche. So you would average it at 6.

$100 x 6=$600 per month.

Then you say, well your web guy has cost you $1800 over the past 3 months, that would have yielded a return on your investment already on the purchase of a mobile website by now, with the rest of the year pure profit. What would you do with the extra $5400?

Then shut up, if he does not buy now, he never will and move on.

Dexter.

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/
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Unread 30th Aug 2013, 01:15 AM   #16
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Re: How to deal with other webdesign agencies when selling mobile website
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Also try:

  • Would you like to steal your competitors customers?
  • What would you spend the money on that you get from your rivals customers?
If you make it so the business owner can relate to it or its tangible they WILL listen.


If your mobile website will bring them an extra $20,000, what would they spend it on? Ask questions AND listen.


Dexter.







Originally Posted by Kevin Z View Post

Ask these questions:

“Is your website optimized to display on a mobile phone?”

VS.

“If one of your customers went to your website on their mobile phone right now (via Google or Link) what would they see?”

How do you think that’s affecting your business?

Did you know that your competition is mobile?
Do you think they’re stealing your customers?

Have you had website problems before?
How did that affect your company?


We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/
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Unread 3rd Sep 2013, 04:40 AM   #17
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Re: How to deal with other webdesign agencies when selling mobile website
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If their tone is "I like you, I want to buy from you but what do I tell my current webmaster?" I suggest they tell them they won it, got it for free or did a barter deal. It's pretty hard for them to compete with free.
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Unread 4th Sep 2013, 03:14 AM   #18
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Re: How to deal with other webdesign agencies when selling mobile website
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Originally Posted by Mr Bill View Post

If their tone is "I like you, I want to buy from you but what do I tell my current webmaster?" I suggest they tell them they won it, got it for free or did a barter deal. It's pretty hard for them to compete with free.
Didn't think of this Mr Bill, but I see your point, just like my sister is afraid to tell her dentist she wants her children and herself to go to another dentitist office, people can be hesitant to tell their curren webdesigner. Sometimes a friend made the website for them their business, so it would be even harder to tell that to a befriended webdesigner. You basically help them out by sayin they got the mobile site for free or from an aquintance. I am going your suggeestion Mr Bill. Thanks again
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Unread 7th Sep 2013, 08:48 AM   #19
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Re: How to deal with other webdesign agencies when selling mobile website
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Originally Posted by chriz View Post

You basically help them out by sayin they got the mobile site for free or from an aquintance. I am going your suggeestion Mr Bill. Thanks again
That's a little deceitful really, because you will be charging right? Or are you giving them away??

Just tell them you are the specialist in mobile and their existing web guy deals with the traditional website, your company specializes in modern technical solutions for business and there fore this is probably why his web guy has not mentioned it, as they are not aware of it. Then ask 'has your existing web guy mentioned a mobile website?'

If he says 'yes' (very doubtful) you are stuffed - move on.

If the answer is 'no' - ask him how much his average order value is, then say - 'your web guy has cost you at least 3-4 orders per week at $X = $XXX per week x 4 = $X,XXX per month for the past 3 months - would you rather that money in your bank account or your competitors?

Then listen to the answer, he should say 'my bank' - then say, 'I can take a small deposit now and start tomorrow morning - what do you say?'

Then you can say that you will liaise with the web guy - now this takes the customer out of the loop! Now the second sell, once you have done the mobile site speak to the web guy and explain about the mobi site, then tell the web guy for every mobile website he puts your way, you will give him $97 he will then act as your agent - it is a win-win situation, then ask him what do you say? If it is a yes, winner, if no see below.

No - just add the domain to your wholesale web hosting, you can get them for around $6 per year per domain, it will not be a deal breaker. Then tell the client the web guy refused and you hosted it FOC for the first year, the second year charge $90.

Simple

We have used this approach and it worked on most.


We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/
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Unread 7th Sep 2013, 08:52 AM   #20
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Re: How to deal with other webdesign agencies when selling mobile website
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No, it's not deceitful at all. It's got nothing to do with their lazy webmaster and if they're going to make the client feel bad then they need to be told something simple to shut up and go away. It's about avoiding having to deal with a crying lazy webmaster. They're going to complain (I've seen it a few times) so they get "dealt with".
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Unread 9th Sep 2013, 12:28 AM   #21
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Re: How to deal with other webdesign agencies when selling mobile website
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I disagree with you on this one...we have encountered the problem before and dealt with it as mentioned in a professional way.

Suggesting that the buyer won it or did a barter deal is lying when they have to pay for it - correct? This is deceitful and puts any salesman in a poor light and then tarnishes your business name - personally we do not lie, if I find any one lying I sack them.

The webmaster is just like us, trying to make money but not in the same industry. It is like car salesmen, different sales process for a Mini compared to a Ferrari.

Dexter.



Originally Posted by Mr Bill View Post

No, it's not deceitful at all. It's got nothing to do with their lazy webmaster and if they're going to make the client feel bad then they need to be told something simple to shut up and go away. It's about avoiding having to deal with a crying lazy webmaster. They're going to complain (I've seen it a few times) so they get "dealt with".

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/
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Unread 9th Sep 2013, 12:35 AM   #22
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Re: How to deal with other webdesign agencies when selling mobile website
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No, incorrect; you're misunderstanding. It has nothing to do with what your salesman is saying to the client.

This is only a suggestion as to what they could say to THEIR old webmaster if they are worried about what THEIR old webmaster will say when they tell them they are getting a mobile site built by someone else. It's just a line they can use to avoid an argument with THEIR existing webmaster who might say something like "why didn't you ask me to build you a mobile website?".

No deceit. Just a suggestion I've made a few times when a client wants me to build their website but is worried about what their existing web designer (who has so far failed to even suggest a mobile site) will say when they ask for login details so we can install their website.
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Unread 9th Sep 2013, 06:20 AM   #23
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Re: How to deal with other webdesign agencies when selling mobile website
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It may be a suggestion, but it is something we stay away from, as now not only are you telling lies, you are telling your customer to lie too, so that they do not have to deal with the webmaster - why?

The customer will then start to think why should I lie? If this potential supplier is asking me to lie so easily what else will they resort too?

It is simple, take the problem and offer them hosting and a domain it really is easy. Offer a professional service and you will get more clients - believe me.

The price for hosting and a mobi domain would only run you around $20, if you cannot absorb this in your price for a mobi site I think it is time to move on - don't you?:confused:

Originally Posted by Mr Bill View Post

No, incorrect; you're misunderstanding. It has nothing to do with what your salesman is saying to the client.

This is only a suggestion as to what they could say to THEIR old webmaster if they are worried about what THEIR old webmaster will say when they tell them they are getting a mobile site built by someone else. It's just a line they can use to avoid an argument with THEIR existing webmaster who might say something like "why didn't you ask me to build you a mobile website?".

No deceit. Just a suggestion I've made a few times when a client wants me to build their website but is worried about what their existing web designer (who has so far failed to even suggest a mobile site) will say when they ask for login details so we can install their website.

We offer mobile optimized websites at http://mobilewebsitecreationltd.co.uk/
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Unread 9th Sep 2013, 06:26 AM   #24
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Re: How to deal with other webdesign agencies when selling mobile website
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lol...hardly. I'm offering them a solution and I've got PLENTY of work thanks. You've clearly never had to deal with disgruntled ex-webmasters like I have several times. Some of these morons can really make life difficult for the client, holding the works up for days and sometimes weeks.

I run my own server and have done since 2002 so there's no cost to absorb. I don't lower myself to being someone's slave for a $5 hosting fee (unless you're one of those who enjoy charging people ten times the value for hosting and "maintenance"). If that's what you want to do then go for it but if you can't deal with the realities of an idiotic disgruntled webmaster then it might be time for you to grow a pair and move on yourself.
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Unread 9th Sep 2013, 09:16 AM   #25
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Re: How to deal with other webdesign agencies when selling mobile website
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Mine are more than likely bigger than your ears keeping your sun glasses on, LOL

As I say, I disagree it is pointless arguing - free speech and all that...but you shouldn't have to lie to get the order, this is what you are doing and then asking your customer to do the same - what does that say about you and your company? If it works for you do it, I never lie to customers and never will but we get the order and we have a good closure rate.

The webmasters we have dealt with are not morons - it could be with you being in Oz? LOL!!

The problem the op came up with was one of dealing with the webmaster for the desktop site, so providing mobile hosting is a non brainer, this way the customer sees you have solved the problem with out getting the webmaster involved. As I said if you have not factored in the cost of the hosting and domain you shouldn't be selling these mobile sites.

Saying that, just had 5 meetings today and closed 3 each worth £699 (US$1091), got 5 meetings planned every day this week. When we have the 3 completed sites, they will each give me 3 referrals for us to contact, no hassle, no stress...that's what I like.

Dexter.


Originally Posted by Mr Bill View Post

If that's what you want to do then go for it but if you can't deal with the realities of an idiotic disgruntled webmaster then it might be time for you to grow a pair and move on yourself.
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Unread 9th Sep 2013, 11:52 PM   #26
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Re: How to deal with other webdesign agencies when selling mobile website
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I've never lied to a customer. Never said I did.

Pretty sure there are moron webmasters in the UK too.
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Unread 10th Sep 2013, 11:24 AM   #27
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Re: How to deal with other webdesign agencies when selling mobile website
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Thanks for the information guys !

About the yes or no lying part,

I am planning to sell mobile sites at a discount, so the customer is telling te truth when they say they got a good deal on the mobile website to their current webdesigner.

I am also marketing myself as an marketing expert in this particular niche of businesses, So I tell them that when they buy a mobile website from me, they will get access to a restriccted part of my website. Here I offer them tips to get more clients. I offer the tips for free, but for the solution they need my other services, which I am telling them about in the restricted tips section, so it is an upsell as well.
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