objections i face when promoting tech to local businesses

26 replies
So ive been making calls promoting mobile websites and QR codes to local businesses but some part of me is beginning to feel like these business people are a bit skeptical about tech.

All i am calling to achieve is to get an appointment so i can show them (and make a sale). however its harder than it seems
#businesses #face #local #objections #promoting #tech
  • Profile picture of the author Jay Rhome
    It's much harder to do by phone than face to face, as demonstrating QR codes, moible vs desktop sites, etc. is hard to explain over the phone, but has a certain "wow" factor in person. The challenge is still there though. .
    {{ DiscussionBoard.errors[3488303].message }}
    • Profile picture of the author mancmusicman
      Oh yea the wow factor is definitely there in person. but i end up demonstrating to non decision makers who give me the phone number of the decision maker..so i cant really meet up with them to demonstrate
      {{ DiscussionBoard.errors[3488541].message }}
      • Profile picture of the author Hugh Thyer
        All you want is an appointment?

        Business owners are busy people. They aren't going to give you the time of day unless you can show how you can solve an urgent problem they're having, and make them an offer that really makes it worth them giving up their valuable time.
        Signature

        Ever wondered how copywriters work with their clients? I've answered that very question in detail-> www.salescomefirst.com
        {{ DiscussionBoard.errors[3489206].message }}
        • Profile picture of the author JimmyD
          I don't like cold calling at all, like Jay mentioned in another thread...
          I think you have to think laterally and come up with ways to meet the business people in a less formal environment.

          I was in the pub with some friends on Sunday. I knew they would be there and the both run businesses. I had been looking at QR codes all week and knew I could wow them. I set up a quick free QR for each of them and directed it to their websites. However the first one I showed them linked to text saying "It's about time one of you bought me a beer".


          When I showed them the codes linking to their websites their eyes started to spin in their heads. They both run businesses with lots of delivery vans and I suggested the power of the QR codes on their vans linked to their contact details, etc.

          Anyway the point that I am trying to make is that I won't make anything out of these friends but people are going to ask them about the QR codes on their vans and they are going to direct them to me.
          {{ DiscussionBoard.errors[3491834].message }}
  • Profile picture of the author M_Jones
    The QR codes are slowly catching on - but they are starting to appear on Promo materials here and there.... The generators are free as of now, but probably not for long....
    {{ DiscussionBoard.errors[3495013].message }}
    • Profile picture of the author SamyE
      I have yet to see some one use or scan a QR Code. Lots of people out there selling the "make money with QR codes" but I have yet to see them in action.

      Any one here making active use of them?
      Signature

      Samy Elashmawy Simple Sales Training
      Personal One on One Coaching, Training, and Consulting. Phone 201-467-4929 or Cell 201-926-9412. And Yes, I answer my own phone. If I am on a call, please leave a message and I will personally get back to you!

      {{ DiscussionBoard.errors[3495466].message }}
  • Profile picture of the author mancmusicman
    im not looking at selling QR Codes..that is free anywyas and best not try to sell something which they might find out later they could get for free

    what im trying to do is get an appointment to show them the QR code tech and then sell them on mobile websites.
    {{ DiscussionBoard.errors[3495860].message }}
    • Profile picture of the author Nevin McQ
      I am one of three pizzerias in a village or 2.2 miles where 7000 people live, all pretty wealthy

      In the next village there are 2 more pizzerias, 1.5 mile aways and in the city below there are 4 more pizzerias another 1.5 mile away

      How is anything you do with a mobile website or a QR code going to drastically increase my business?

      The firehouses which are volunteer already come to me becasue I give discounts, the sanitation and police come to me also as a member of the community I give discounts

      Yes my quality of food deviates because of my workers however as an owner everyone loves me and continues to do BUSINESS

      How do you increase my business

      We can ask this about many BUSINESSES Electrician, Hardware store, dry cleaning, stationary, plumber, gardner

      I would love to see the solutions to those answers
      {{ DiscussionBoard.errors[3496090].message }}
      • Profile picture of the author JimmyD
        How is anything you do with a mobile website or a QR code going to drastically increase my business?
        Don't know about "drastically" but using a mobile site and QR codes could certainly raise the profile of your pizzeria. I assume you deliver: a "scan this for a discount" QR on your delivery trucks/bikes will get your menu and phone number directly into someone's smart phone. You can also capture emails or sms details to send promotions to previous customers.

        It is only limited by your imagination.

        We can ask this about many BUSINESSES Electrician, Hardware store, dry cleaning, stationary, plumber, gardner
        How often are you out somewhere and you see a van or truck with a tradesman's details on that you are interested in. Could be you need an electrician, a gardener , anything. If they have a QR code on their vehicle you can scan it and get their contact details straight into your phone. No trying to remember, no rapid search for pen and paper. Think of the advantage that may give the tradesman with the QR code. Plus, at the moment especially, they will be noticed.

        HTH
        JD
        {{ DiscussionBoard.errors[3498137].message }}
        • Profile picture of the author Will Perkins
          Originally Posted by JimmyD View Post

          Don't know about "drastically" but using a mobile site and QR codes could certainly raise the profile of your pizzeria. I assume you deliver: a "scan this for a discount" QR on your delivery trucks/bikes will get your menu and phone number directly into someone's smart phone. You can also capture emails or sms details to send promotions to previous customers.

          It is only limited by your imagination.



          How often are you out somewhere and you see a van or truck with a tradesman's details on that you are interested in. Could be you need an electrician, a gardener , anything. If they have a QR code on their vehicle you can scan it and get their contact details straight into your phone. No trying to remember, no rapid search for pen and paper. Think of the advantage that may give the tradesman with the QR code. Plus, at the moment especially, they will be noticed.

          HTH
          JD
          But they really won't... QR Codes are great sure, but the fact of the matter remains. I have to get my phone out, pull up an app, scan an image, wait for the result, and pay attention to see if the light changed this entire time?

          Plus I'm going to look like an idiot taking a picture of a truck.

          Sorry, but just cause they are popular in Japan doesn't mean they'll catch on in the states. It's just a fad, and it most certainly will die off here in a few months / year or two.
          {{ DiscussionBoard.errors[3498191].message }}
          • Profile picture of the author JimmyD
            Let's agree to differ Will. I personally think they will become ubiquitous, and will certainly evolve artistically and esthetically.
            Businesses will see tham as a way of getting noticed, that will become self feeding and in time (that's the variable) everyone will have them or be left behind.
            Just my opinion of course.
            Cheers
            JD
            {{ DiscussionBoard.errors[3498522].message }}
  • Profile picture of the author Jay Moreno
    I have to disagree with you Will - i dont think the are fad i think they will go mainstream, just as txt messaging has and smartphones become more popular...

    mobile is going mainstream and QR codes help bridge the gap between offline and online marketing...

    pairing them up with a mobile website is the logical direction to go for me....

    if smartphone manufacturers start including QR readers as default on their phones that would be awesome...

    when big name like starbucks, bestbuy, etc already using these type of codes other retailers will too...

    in the realtor market i am seeing the quickest up take of QR codes...

    to be involved in something like this at such an early stage in its growth here in the US is an exciting prospect and am looking forward to seeing how it progresses...

    I am launching two businesses to address both QR codes and mobile web sites and so far the response and interest has been great!
    Signature
    Sorry, I am too busy helping people to think of a cool signature!
    {{ DiscussionBoard.errors[3499320].message }}
  • Profile picture of the author TimCastleman
    Originally Posted by mancmusicman View Post

    So ive been making calls promoting mobile websites and QR codes to local businesses but some part of me is beginning to feel like these business people are a bit skeptical about tech.

    All i am calling to achieve is to get an appointment so i can show them (and make a sale). however its harder than it seems
    In other news ... water is wet.

    Look I don't care what the pikers tell you - cold calling is hard. Frankly I think it sucks.

    But here's a little secret - everything you do is going to take some work and at the end of the day it's a numbers game.

    Want some help?

    Here's the only way I would "cold call" myself.

    I'd call after the business closed (so if they close at 8pm don't call at 7pm) and leave them a message.

    Hi, my name is XXXX, I'd like to talk with someone about a problem I've found with your website. If you could call me ...."

    That is just off the top of my head. I'd have 2-3 messages I left for people and test to see which one pulls the best for you.

    Give it a few weeks and then see which one lands you appointments. After you know that start using it and hopefully the work will come.

    My other advice - stop cold calling and try something else that allows you a wider reach and not just constantly getting kicked in the teeth.

    Tim
    {{ DiscussionBoard.errors[3499768].message }}
    • Profile picture of the author tinytot11
      I do think QR Codes will catch on and I don't think it will be that long. Maybe not on a truck that goes by but on a flyer, a sticker in a store window or something like that. Just think about cell phones. Not to long ago all you could do was talk. Look what you can do now.

      Vicky
      Signature

      Affiliate links are not allowed.

      {{ DiscussionBoard.errors[3500591].message }}
      • Profile picture of the author Will Perkins
        Originally Posted by JimmyD View Post

        Let's agree to differ Will. I personally think they will become ubiquitous, and will certainly evolve artistically and esthetically.
        Businesses will see tham as a way of getting noticed, that will become self feeding and in time (that's the variable) everyone will have them or be left behind.
        Just my opinion of course.
        Cheers
        JD
        I'm perfectly ok with that Everyone has their right to an opinion.

        Originally Posted by ukescuba View Post

        I have to disagree with you Will - i dont think the are fad i think they will go mainstream, just as txt messaging has and smartphones become more popular...

        mobile is going mainstream and QR codes help bridge the gap between offline and online marketing...

        pairing them up with a mobile website is the logical direction to go for me....

        if smartphone manufacturers start including QR readers as default on their phones that would be awesome...

        when big name like starbucks, bestbuy, etc already using these type of codes other retailers will too...

        in the realtor market i am seeing the quickest up take of QR codes...

        to be involved in something like this at such an early stage in its growth here in the US is an exciting prospect and am looking forward to seeing how it progresses...

        I am launching two businesses to address both QR codes and mobile web sites and so far the response and interest has been great!
        Everyone's all about smartphones and mobile technology. Sorry but when it comes to mobile technology, I personally see RFID taking off on a very large mainstream level.

        And honestly if you're going to want someones contact information, why not take a picture of a billboard. Must more visually appealing if you ask me :p

        That's just my $0.02
        {{ DiscussionBoard.errors[3500741].message }}
  • Profile picture of the author Jay Rhome
    Will's opinion is shared by many bizz owners I've seen. For some reason, if someone is a "cell junkie" he sees the potential, otherwise he doesn't.

    I couldn't care less for iPhones, Androids, text messaging and all that but a few weeks back. Hell I'm still not on Facebook/Twitter. I simply hate these "social media".

    Yet I saw the potential with QR Codes right away (and yes with social media too). Few people will use them but you get their unbridled attention. And a mobile site is fairly cheap.

    Everything is about R.O.I. If as a business you only get a dozen clients this year out of your QR Codes/Mobile Marketing, how much money would that bring your business compared to the cost of the mobile marketing? Usually the R.O.I. is so positive it's a no brainer.
    {{ DiscussionBoard.errors[3501316].message }}
    • Profile picture of the author Vincent Moore
      Personally, I think that most people, outside of marketers, don't have a clue what a QR code is nor have they downloaded an app to their phone to scan QR codes.

      Personally, I'm aware of them and do have the app but I've been a "techie" for over 25 years now. Even ran a BBS on a 300 baud modem at one time!

      Until the general public knows what they are and how to use them, I don't see any sudden adaptation by businesses either. Kind of a "chicken and the egg" thing almost.

      Of course, this is just my opinion and I'm sure many will disagree with me!

      Vince
      {{ DiscussionBoard.errors[3501481].message }}
      • Profile picture of the author Mobi Websites
        Here's a simple suggestion for you. Instead of targeting people who are clueless about QR Codes, target the ones that are not properly using them. We have a intern and he spends the first hour of every day looking through local media and identifying businesses that are using QR Codes.

        Once we find a QR Code we scan it to see what's on the other side. Those that have a mobile site we passover, those that haven't we contact and pitch our QR Code analytics, and mobile website solutions....

        Find the need and place your business in front of it.
        Signature

        Join the mobile revolution! Create your mobi website today, discount for all warriors, goMobi! Free trial.

        {{ DiscussionBoard.errors[3501741].message }}
        • Profile picture of the author gigim17
          Originally Posted by Mobi Websites View Post

          Here's a simple suggestion for you. Instead of targeting people who are clueless about QR Codes, target the ones that are not properly using them. We have a intern and he spends the first hour of every day looking through local media and identifying businesses that are using QR Codes.

          Once we find a QR Code we scan it to see what's on the other side. Those that have a mobile site we passover, those that haven't we contact and pitch our QR Code analytics, and mobile website solutions....

          Find the need and place your business in front of it.
          Good Thinking !
          {{ DiscussionBoard.errors[3510759].message }}
  • Profile picture of the author fitz10
    Here's where you can use some trusted "authoritative" resources to back up your stance that mobile is going big. Round up some stats from a mobile marketing association, Google, big marketing firms, etc. to show how big mobile is getting. A lot of people express doubts about mobile here, but perhaps you don't know that this year smart phones will outpace laptop sales and by 2015 it is expected that more people will be viewing the Internet from a smart phone than from a computer. These are stats readily available online from credible sources that will help your clients see the benefits of mobile marketing.

    As a side note, I actually just published an article about QR codes on my blog. A recent study found 58% of Facebook and Twitter users have scanned a QR code in the past year (in the general population about 30% have scanned, over 50% knew what a QR code was and how to scan it). Tech savvy folks and those in major metro areas are accustom to these technologies already, it will trickle down to middle America just like Facebook or YouTube or Twitter has.

    I was one of the first people on Facebook back in 2004 (when it was limited to a select group of colleges), no one believed it was going to be big or anything beyond "kid stuff" up until very recently. But those of us on the cutting edge knew immediately Facebook would be a hit. I truly believe mobile tech is going the same way. We're still very much in the early adapter stage, by the time it reaches critical mass it's going to be much harder to really stand out in the field. Will some mobile technologies come and go? Sure. Overall though, I think the technology is here to stay and it's better to get clients wise to this fact now rather than later. You absolutely must be able to demonstrate the ROI though.
    Signature



    {{ DiscussionBoard.errors[3501830].message }}
    • Profile picture of the author gigim17
      Originally Posted by fitz10 View Post

      Here's where you can use some trusted "authoritative" resources to back up your stance that mobile is going big. Round up some stats from a mobile marketing association, Google, big marketing firms, etc. to show how big mobile is getting. A lot of people express doubts about mobile here, but perhaps you don't know that this year smart phones will outpace laptop sales and by 2015 it is expected that more people will be viewing the Internet from a smart phone than from a computer. These are stats readily available online from credible sources that will help your clients see the benefits of mobile marketing.

      As a side note, I actually just published an article about QR codes on my blog. A recent study found 58% of Facebook and Twitter users have scanned a QR code in the past year (in the general population about 30% have scanned, over 50% knew what a QR code was and how to scan it). Tech savvy folks and those in major metro areas are accustom to these technologies already, it will trickle down to middle America just like Facebook or YouTube or Twitter has.

      I was one of the first people on Facebook back in 2004 (when it was limited to a select group of colleges), no one believed it was going to be big or anything beyond "kid stuff" up until very recently. But those of us on the cutting edge knew immediately Facebook would be a hit. I truly believe mobile tech is going the same way. We're still very much in the early adapter stage, by the time it reaches critical mass it's going to be much harder to really stand out in the field. Will some mobile technologies come and go? Sure. Overall though, I think the technology is here to stay and it's better to get clients wise to this fact now rather than later. You absolutely must be able to demonstrate the ROI though.
      Well said!
      {{ DiscussionBoard.errors[3510769].message }}
  • Profile picture of the author fitz10
    I got so caught up in my post about mobile in general that I forgot to add something very relevant to your post. One of the best things you can do is educate your customers before selling to them. If they know the value of QR codes and mobile marketing before you ever set foot in their office for a sales meeting, they're going to be far more likely to buy then if they're blind to this technology.
    Signature



    {{ DiscussionBoard.errors[3501930].message }}
  • Profile picture of the author 1960Texan
    I had a last-minute appointment earlier this afternoon with a client I'm doing some marketing/consulting for...he called to tell me that he was going to get new business cards printed up, and wanted to know my thoughts on the layout. I told him I'd meet him in a half hour, then generated 4 QR codes for his business, printed them out on a regular sheet of paper, and left for the appointment.

    First QR code was to his website.
    Second QR code was his main business phone number.
    Third QR was a few lines of text (his business slogan) plus phone number.
    Fourth QR was to a competitor's video on Youtube.

    He was blown away, got excited and called half of his staff into the office so they could see what he was so happy about. Everyone in his office under the age of forty already knew about QR codes, and mentioned that they used the scanner apps on their smartphones all the time. This gave him social proof that the QR codes were going to be a useful tool for his business. I showed him how to generate the codes himself, and now he has someone printing out codes that he can use for inventory.

    Here's what I got out of the deal:
    1. I just built a ton of trust with this client. Because I didn't charge him for the QR codes he knows I've got his best interests at heart. He's a lot more open to my suggestions now.
    2. Because he was amazed that you could scan a QR and be taken straight to a video, I was able to convince him of the power of video testimonials. I walked out of his office with a list of his customers willing to be filmed giving a testimonial, and he's more than happy to pay me to get that done.
    3. Every one of his customers is a business owner, and a potential client for me. I stood there while he was making the calls for video testimonials, and the guy just raved about my talents to everyone he talked to.
    This is not a tech-savvy guy, but he knows a useful tool when he sees one and he is already taking action. Sure, I could have charged him for the QR codes, but he eventually would have discovered how easy it is to generate them, and I would have lost all of the trust that I've built so far, all for a few bucks.

    Will
    {{ DiscussionBoard.errors[3502236].message }}
  • Profile picture of the author netstarmobile
    Mobile Marketing is here to stay. Here are some interesting facts to think about.
    Only 30% of current mobile phone sales are smart phones. (That will certainly change as the price comes down.)
    Mobile data traffic is up 5000% in the last 3 years.
    Amazon.com mobile sales have surpassed 1 billion per year.
    Ebay mobile sales surpassed 1.5 billion per year.
    1 of 3 local searches are mobile searches.
    Across all age ranges, the likelihood someone will buy averages 3 times higher with mobile shoppers over computer shoppers.
    There is a 95% open rate on text messages. When is the last time you didn't open a text message?
    There is now doubt that mobile shoppers prefer mobile sites. The use of QR codes or 2D bar codes is growing and will continue to grow. They are as much of a fad as computers and cellphones. Google is on the mobile band wagon, that's why they bought AdMob. The future of mobile marketing is about to explode and I for one, intend to be right there to capitalize on this opportunity.
    {{ DiscussionBoard.errors[3503572].message }}
  • Profile picture of the author iamchrisgreen
    Originally Posted by mancmusicman View Post

    So ive been making calls promoting mobile websites and QR codes to local businesses but some part of me is beginning to feel like these business people are a bit skeptical about tech.

    All i am calling to achieve is to get an appointment so i can show them (and make a sale). however its harder than it seems
    Business owners don't like tech. That's the best mindset to have when you make these calls.

    That is one of the reasons they would need your services. So don't talk tech when you initially speak to them.

    You must remember that business people will pay money to get rid of a problem!! This is really important, and you must work out that their problems are usually:

    > Not enough leads through their website.
    > They are fed up their website is no-where on Google.
    etc etc


    When you start talking to them on this level and you have a business conversation, then you'll stand more chance of getting in there.

    Hope that helps.
    {{ DiscussionBoard.errors[3504226].message }}
  • Profile picture of the author JamieSEO
    Originally Posted by mancmusicman View Post

    So ive been making calls promoting mobile websites and QR codes to local businesses but some part of me is beginning to feel like these business people are a bit skeptical about tech.

    All i am calling to achieve is to get an appointment so i can show them (and make a sale). however its harder than it seems
    For selling tech to local businesses the first step is EDUCATE - then worry about the sale.

    The easiest way to do this (especially if you are not getting directly to decision makers) is to give them something tangible that can be passed on

    The way I do this is by meeting with the contact, doing the pitch, but making sure to give them a brochure, booklet or DVD with a video demonstration. Encourage contact and if I have any face to face meetings I always follow up 1-2 weeks later for small business, or 2-4 weeks for larger businesses.

    Create yourself an offline marketing package to hand over - time consuming to start with, but you can keep using it over and over

    If you are contacting by phone make sure you have a website they can go to for info, and follow up after the phone call by posting or emailing them a brochure
    Signature

    {{ DiscussionBoard.errors[3517765].message }}

Trending Topics