25th May 2011, 09:16 AM | #1001 |
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You know I never had any success with those industries either. I do get good results with promotion companies, signage businesses, printers and in fact printers I love as I offer them QR Codes and mobile websites to their customers or a JV basis. Mechanics and tyre retailers, personal trainers and web masters. So if those industries you quoted are not working look for other seems of gold. Andrew Carnegie once said about developing his staff that you have to sift through tons of dirt to get one oz of gold. Keep your eyes on the gold and not the dirt. You just may not relate to the industries you mentioned so try some others to you find your gold. Quentin |
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25th May 2011, 09:38 AM | #1002 |
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thanks for that scott. how would you relate QR codes to the sectors you mentioned? regards |
25th May 2011, 10:00 AM | #1003 | ||
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You shouldn't even ask them whether they want the video or the report, you just assume they want it and in your initial email you are just confirming the best place or best person to send it to. This is much more powerful. They are going to pay a lot more attention to what you send through to them when they have, albeit in a round about way, requested it from you. | ||
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25th May 2011, 10:07 AM | #1004 | |
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Thanks for all the help, Will | |
25th May 2011, 10:20 AM | #1005 | |
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25th May 2011, 10:30 AM | #1006 |
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@allegrity Thanks for sharing your email that's been working. I just sent out a quick 11 emails to businesses that were featured on the daily deals sites today... FYI - a great way to see all the deals in one place is yipt.com they aggregate all the deals so I don't have to get spammed. Anyways, Here's what my email said: Hey - Good Morning, I was just checking out your website on my phone and noticed that it didn’t work all that well on my blackberry. There is a quick fix for this that would help you convert more customers that use the iphones, blackberries, etc that visit your site. I made a short report for your business to show you what I’m talking about. I was just wondering – who would be the best person to e-mail the report to? Thanks! Nick SUBJECT: Big Game Website Inquiry I'll post back tomorrow and let everyone know if I got any responses.... UPDATE - as I'm typing this I got a reply - See below "Go ahead and email it to this email. ATTN Shana, Emily or Rachel. Thanks Rachel - Show quoted text -" Seems to work well - I'll take a 10% response rate in 10 minutes! |
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25th May 2011, 10:38 AM | #1007 | |
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Yes, if someone tells me they know a quick fix that is going to help me get more money and more customers for my business, I'm going to find it very hard to not reply and at least ask for the report and find out what they are talking about. Curiosity killed the cat after-all. And having that first contact with them requesting the report/video from you just puts things that little bit more in your favor. Any step, no matter how small, is a step in the right direction. By responding to your initial email they have effectively entered their email address into your squeeze page. Now it is up to you to educate and inform and close the deal. They have just told you they are interested in what you have to offer. Remember, what you offer is NOT mobile websites. You offer businesses the chance to get more customers and make more money. They have just told you they are interested in that by responding to your initial email. So show them the best way to do this. | |
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25th May 2011, 10:42 AM | #1008 |
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It is all about the build up and positioning yourself. I hope that I can close my first sale this week...finally things are looking up!
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25th May 2011, 10:44 AM | #1009 | |
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25th May 2011, 10:47 AM | #1010 |
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25th May 2011, 11:27 AM | #1011 | |
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25th May 2011, 12:18 PM | #1012 |
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I am a firm believer in good graphics to attract attention to my offers, like the image that I am attaching to this post, so please feel free to make any suggestions and/or comments that can improve my response rate to my postcards campaigns. BTW - I am going to use the text suggested for the emails on the other side of the postcard to see what happens. Regards, Efren http://i186.photobucket.com/albums/x...ssonDental.jpg |
25th May 2011, 02:08 PM | #1013 |
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I need to follow this thread more closely. @Allerity, I have two questions? 1. how did you get the e-mail list you are using? Is it targetted to a particular niche? 2. How are you providing the report to them after they show initial interest. All suggestions are welcome. Please keep us posted on your results. Molad |
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25th May 2011, 02:34 PM | #1014 |
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Just want to say thanks for all of this, Out of nowhere, I just looked up our local pizza place, and started dialing & was about to hang up (nervous) as I didn't have my speal ready. I said Hi, I'm _ _ _ _ From My business name, I'm a local business owner here in _ _ _ _. I was looking at your website, & I see your not using mobile websites & your not using mobile marketing & short codes. would you be interested in sitting down & chatting to see how I can help your business go to the next level. I also added We have been long time customers for 5 years. All I asked basically, Is there a good time that works for you? i'm not available the rest of the week, would next week work for you? So thank you, I just got a meeting with our local pizza franchise that owns 16 locations. now I have to go in there ready for anything. I already use mobilleps. But Always are looking for more dexterity in design. Keep up the great work. |
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25th May 2011, 02:56 PM | #1015 | |
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After I e-mail them the first time and they ask for the report, I make a one page sample mobile website for them and a side by side comparison of the two on the report. In the report I write some statistics of mobile marketing and how having a mobile website can bring them more business and make them more money. I host it on my website so the link I e-mail them looks like: www.mybusiness.com/their-business-name I have been sending out more e-mails today. I am getting more responses but I haven't gotten any replies back from the people I sent out reports to. Fingers crossed. | |
25th May 2011, 03:11 PM | #1016 |
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Great ideas everyone!! I've been split testing a bunch of different emails and so far creating a page on my site showing the mockups I've made has worked the best but its way to time consuming to do on a large scale. I'll be adding the report idea to tomorrows batch of emails Tim |
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25th May 2011, 03:48 PM | #1017 |
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Fingers crossed... you get a response back. Keep us posted. |
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25th May 2011, 04:57 PM | #1018 |
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25th May 2011, 05:43 PM | #1019 |
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A follow-up phone call on those will be huge. And what about that spypig thing that alerts you when they open the email so you can call them right away? Sharing my cold calling script that is working fairly well: I'm Trace I'm a local business owner and I have a great way to get you rmore customers from all the mobile phone users in your area and checking to see if you're open to getting more business. If they're interested, they always ask for the price and at this point I am mostly losing them. Anyone got any suggestions? Thanks |
25th May 2011, 06:45 PM | #1020 |
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Hi TraceK People only balk at price because you have not been able to convey the value. Mostly we are not confident when giving a price and they hear it in our voice and this is what kills it for us. Selling to other businesses is all about being confident in your product and know that what you are giving them is valuable. Remember you are not selling but promoting. Maybe read this article to help you get a better understanding of the process. http://businessmobilewebsite.com/promotion-vs-selling/ Quentin |
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25th May 2011, 08:27 PM | #1021 | |
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This is very important. Remember in my previous message I said that when they ask you to send through the report that is kind of like them opting in to your squeeze page.? If someone opted in to your squeeze page you wouldn't just never contact them again because you would never make a sale. Give them a couple of days to digest that information and then give them a follow up email or phone call (phone call is best but whatever you are confident doing) asking them what they thought of the report and when you would be able to show them a demo of their mobile site. Important. Just like last time we don't ask them IF they read the report. Just assume they have as that way they will feel bad if they haven't and will get them reading the report. Followup is very important and is where the most of your sales will be made. Show them the demo site, all the cool things it can do and just concentrate on really building up the value so when you finally hit them with the price, they are more than pleasantly surprised. | |
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25th May 2011, 08:47 PM | #1022 |
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WillR, you really are a special person. Always willing to help and give encouragement. I just wanted to say that it is not unnoticed or unappreciated. Angela |
25th May 2011, 09:10 PM | #1023 | |
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Did you receive my email Will? | |
26th May 2011, 12:27 AM | #1024 | |
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Just what are you saying to these folks on the phone? | |
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26th May 2011, 02:19 AM | #1025 |
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As Steve said, it is what you are saying which is important. I am not a great cold caller myself, but I know that when businesses call me (or telemarketers) if they say something the right way, with the right tone (but whatever they are offering has to at least slightly appeal to me) then I will be interested. If you sense that they really are not interested or could not care less for what you're offering, then perhaps no matter how you pitch them it is a lost sale. Perhaps you need to give another 100 of them a go, but this time modify the script, the tone, etc till you see some improvement. Good on you for sticking it out to a 100, and do another 100 with some changes like I said and keep going - you will eventually get people saying yes, it is just simple maths. |
26th May 2011, 12:34 PM | #1026 |
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26th May 2011, 12:37 PM | #1027 |
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26th May 2011, 07:19 PM | #1028 |
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No sales so far, nothing with followups either. Will keep going.
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26th May 2011, 09:02 PM | #1029 |
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26th May 2011, 09:09 PM | #1030 |
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Will, very interesting video ... I've never heard of Google Wallet before. I was starting to get excited about QR codes (has not yet caught on in Oz) but this sounds promissing too. Wonder how we could implement this into our Mobile Website business?
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26th May 2011, 09:55 PM | #1031 |
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1 tap on the phone. Definitely something to mention in the MWS sales process. Always let people know whats around the corner and that they should be prepared because the mobile marketplace it will be huge. |
26th May 2011, 10:04 PM | #1032 |
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I saw IGA using qrcodes in the paper yesterday.
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26th May 2011, 10:58 PM | #1033 |
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Ok, I feel so close to getting my first mobile website client but it really became a pain in the a.. trying. I would've given up long ago if I didn't promise myself that I will get that first client. Because I learned a lot of things about mobile web design and I can create great looking, functional sites in a short time. I am testing my latest email template now, which is short and to the point. It is very similar to allegrity's (here), and LocalSEOEntreprenuer's (here) emails. I ask them the right person to send my six-page report which includes all the why's, where's and how's of mobile web. I am getting all types of responses, some of them are really interested, on the other hand, some of them are really happy about how their site looks on their phone and don't want to do anything about it. Some others politely thank and say that they will discuss the situation with their web designers. I am also getting such responses: Thanks for your attention, please send me the report and I will forward it to our web designer. and here is my response to that person: No, I don't want to talk to your web designer, that's why I asked the best person to send the report. If your web designer is not aware of the situation and he does nothing about it for you, why should I care educating him? I would've sent you the report, if YOU were interested in what I had to say. I know this is a lost sale but should I care? And also, I am mostly sure that even I send the report to the owner, more than half of the reports will end up in their web designer's hands. This really sucks, because, up to now I am pretty sure many web designers made a nice amount of money out of something they never had in their mind, thanks to me. And I have nothing in my hand. So, how do you handle such responses? |
26th May 2011, 11:01 PM | #1034 |
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Yep Google Wallet was released on Thursday Report: Google to unveil mobile-payments service | Digital Media - CNET News But not in OZ I don't think. I also think NFC is scary technology and we see on a lot of the criminal shows on TV how simple it makes it for people to get your info. Scary stuff me thinks. Q |
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26th May 2011, 11:42 PM | #1035 | |
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I agree. I think there is a fine line between targeted marketing and invasion of privacy. These technologies may be exciting for us as marketers, but as a consumer, I'm thinking cash is the way to go. | |
27th May 2011, 12:20 AM | #1036 | |
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IMO this situation is almost certainly a lost sale. From my experience business owners would rather transact to the people they already know and have worked with. And now you gave a clue to their webdesigner on how to upsell their webdesign business. If this kind of situation continues on every potential client then we are basically asking for more competition (their web designers) and they have more leverage than us. At this moment I can't think of a way to put the situation on your side unless you give them a very compelling offer (which right now I don't know). Whether we like it or not, their webdesigners (or who whoever handles their website) will eventually find out about us because we will have to ask them to edit their websites and add a mobile redirection code. From there they can basically steal our idea on offer it back to the website owner. Have said that, I'm also interested in what others have to say on how to overcome this situation. | |
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27th May 2011, 12:47 AM | #1037 | |
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Perhaps we should target smaller co's because they either made the website themselve's or their web designer has moved on, as so many of them do. | |
27th May 2011, 12:52 AM | #1038 | |
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I totally agree with all the things you've said. We are creating our own competition and trying really hard to do so. I made a slight change to my pitch so that whoever gets the first email wouldn't think it is something related to their webmaster. And I think this will perform better. If not, I will stop sending emails or cold calling and start promoting my mobile web design business in traditional ways like SEO, advertising etc. which always work. I started to think that it will be much better if they come to me than I go to them. | |
27th May 2011, 01:16 AM | #1039 | |
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I have been building websites for businesses for over 12 years now and have sold over 200 mobile sites in the last 6 months. My experience is that 80% of businesses would have no idea who their webmaster is. They pay a hosting company on a auto billing system and in most cases have no idea who gets it, how to access their site etc. This is the beauty of mobile websites because we not only get the mobile site but in most cases pick up their desktop site, hosting etc. In fact the reason I started with mobile sites was to get their main site work and gave the mobile websites away. After doing 5 of them I found they were more than willing to pay. Also you will find that if you look at their site and the cache, they have never added any new content so I know they have no webmaster. There are millions of businesses just waiting for you to offer a mobile site and manage their online business. By using things like the Way Back Machine, Website Grader etc we can see how well their site is performing and what to offer. Quentin | |
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27th May 2011, 01:34 AM | #1040 |
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@Quentin - I guess it's a case to case basis but how would you respond to Nail's problem when the owner decided to pass the report to their web designer?
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27th May 2011, 02:35 AM | #1041 |
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So i've sent around 100 emails(one by one) yesterday to pizzas, restaurants, hotels, plumbers, auto shops in some cities in US but all i got was 2 answers.Only 1 interested.Will see if i can get something from it. Here's the email i've sent: ============================= Hey, I was just checking out your website http:xxx on my phone and noticed that it didn’t work all that well on my Blackberry. There is a quick fix for this that would help you convert more local customers that use iPhones, Blackberries and other phones to visit your site. I made a short report for your business to show you what I’m talking about. I was just wondering – who would be the best person to e-mail the report to? Thanks! Adrian =========== I've send the email from adrian@my-web-site-that-sells-mobile...es-sowners.com. How do guys you receive so many responses from 20 emails? What should i change to get a better response? Thanks for any ideas. |
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27th May 2011, 02:37 AM | #1042 |
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Well Mark if you read it properly he only assumed this. And also, I am mostly sure that even I send the report to the owner, more than half of the reports will end up in their web designer's hands. As the webmaster for a lot of accounts I can tell you very few customers send me anything about different offers. Every now and then they may send us something where a company has offered something but mostly not. Also we actively manage our customers sites so SEO agents etc would not send anything as they can see we are activley managing the website. Having said this nearly all our clients had websites which had not been actively maintained and that how we picked them up in the first place. As I said before most businesses we come across had a website built years ago and have never done anything with them since so happy to have someone work with them. Its all about doing your research first. Example: I just went into yellow pages and looked up mechanics. The first one is obviously a franchise so not worth contacting Car Service, Car Repairs, Mobile Mechanics, Mechanics - Lube Mobile The next few are big dealers and then we start to hit the independents the next one down is Pride Autos - Home We do a grade www.prideautos.com.au | Website Grader Report So many things wrong with this site so a great candidate. First we would offer the mobile site and then upgrade their normal site. So thats how I do it. There is a lot more but thats the basics. I could pretty well guarantee you he does not have a webmaster managing his site. Quentin |
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27th May 2011, 06:03 AM | #1043 |
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Here's what I've found through a couple weeks of split testing different methods
Hopefully this helps everyone who is struggling to close. |
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27th May 2011, 09:49 AM | #1044 | |
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Personally, I have access to at least 500 businesses within a 3 minutes drive radius from my house. So I can walk in if necessary, but this may not be a viable option for those that are looking for clients outside their immediate location. | |
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27th May 2011, 09:53 AM | #1045 | |
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Hey ScottH, Great thread you started! Can you elaborate on, "sharing the value to them why they need and should have a mobile ready website...getting to meet with them has been at least for me easy...and once I walk in after they know the value for them having a mobile website and show them my one page mock-up of their mobile website they are sold." What are you telling business owners so they understand the value of mobile websites? That is the challenge I have been wrestling with, how to communicate the value to a biz owner on the phone to get the appointment. Thanks! | |
27th May 2011, 10:35 AM | #1046 | |
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I go in basically with that idea...my convo might change a bit based off on how the confo. goes...but the visual is pretty powerful...and it what gets the conversation going. I dont even use a mock up now when I am walking in...I just show a competitors site I just did and theirs on a mobile phone..most biz owners I have confronted are very open at that point to continue the convo..which goes right to "How Much" | |
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27th May 2011, 11:52 AM | #1047 |
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@Quentin - So I guess with Nail's case it's safe to assume that what he encountered is not an ideal client and we should look for websites which looks like no one's really in-charge. I guess that's doable and boils down to proper research. |
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27th May 2011, 02:59 PM | #1048 |
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I wouldn't mind, getting into this type of business, can you tell me how you got started or if you have a guide out, I would like to know a little more about this business before I dump a lot of money in.
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27th May 2011, 03:38 PM | #1049 |
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Take the time to read through the whole thread...you will figure out everything you need to know. You also might want to check out Quentin's or Will's mobile website WSOs.
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27th May 2011, 04:18 PM | #1050 |
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Quentin I can't PM yet or I would. Would you mind PM'ing me?
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