How "I" sell "Mobile-Ready" websites to "OffLine" businesses!

I first put myself into the body of my prospects (who are local small business owners in small towns)

1) Method 1 - Personal Visit;
These people are BUSY running their businesses....so...I've got to be Quick and Get Right To the Point.

When selling Mobile-Ready websites that can easily be seen on the screen of any Mobile devices....I Google their Biz Category and Town Name. (ex: "Italian Restaurant Oakland")

I look for businesses that HAVE websites. They've already shown they're interested in having their business seen ONLine! Depending on the "Feeling" I get from the businesses' website...I'll sometimes make up a Sample Mobile Site to show the owner. Otherwise I'll show my Sample Sites....ON My Phone.

I GRAB their attention within a few seconds. I usually don't even give my name. If a receptionist asks my name...I tell her; "Just tell the boss it's "Don" and I'd like a "Quick Minute" to show him a New Idea for getting more business."

When the boss comes out....I greet him with; "Hi....I make websites able to be seen ON Mobile Phones and I noticed your website is NOT "Mobile-Ready". Here's what I'm talking about" (and I hold up my Phone Screen and show him what "regular" sites look like and how they could look on Mobile Devices)

I tell him MOST people now carry some sort of Mobile Device and use these devices to FIND local businesses they're interested in. If Your site is HARD to see on their Mobile Screens....they'll go to a business that IS able to be easily seen.

I then say; "Other than Price...is there any other reason why you would NOT want me to make your website "Mobile-Ready"?

(I call this "The Smoke-Out" to bring out any objections OTHER than price)

I then give my fee and bring out my Order Form and begin writing up the Order (Assuming the sale)

If he doesn't stop me....I continue writing....hand him a copy and tell him to "Make your Check out to Advantage Marketing!"

If he says; "Hey! Wait a Minute! I didn't say I was going along with this!"

I respond with; "What's your question?" I answer the question and continue writing up the order.

THIS method works the best for me.

Method 2 - PRE-CONDITIONED CONTROLLED MAILING;
This is my 2nd choice and usually I use this when working a town a few miles away. My goal with this is to "Prepare Prospects" for my Personal Visit....and FIND those that are somewhat interested in learning more about "Mobile-Sites")

I've already "Googled" the Categories I'm interested in and looked at their sites....so....I phone the businesses and ask to speak to the owner.

"Hello....is the owner in? Hello Mr Owner....I'm a website designer and I see you have a nice looking website HOWEVER....with most people nowadays using Mobile Phones...I noticed your website does NOT fit on a Mobile Phone Screen. You are missing a lot of potential customers by NOT having a "Mobile-Ready" site.

It's too hard to explain what I do....on the phone so....I'd like to send you an "Info-Packet". What's your Mailing Address there?"

He gives me his address and....I can either send my "Info Packet" and follow-up with a phone call after he receives it to set an appointment OR....what I usually do is....GO VISIT him IN-Person! He's expressed an interest in having me MAIL him more info so....Why Not Take It To Him IN-PERSON?"

With selling Mobile-Ready websites....I usually take a few minutes and make up a Sample Site to show him....telling him what I designed can be changed.

And....again....I show him the difference in his site being Mobile-Ready and not being Mobile-Ready.

With going "IN-Person" to my prospects....they SEE me and I can "sense" where their interest is at. And....there's NO better way to BUILD DESIRE than to SHOW WHAT THEIR SITE LOOKS LIKE....ON A MOBILE PHONE....that's in front of their nose!

We're talking POWER here! PSYCHOLOGICAL Power! Their Mobile Site is ALREADY MADE...all they have to do is...."ACCEPT IT"!

CA-CHING!

Thanks for reading,
Don Alm....Sales Guy