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E-mail 'Brochures' For Interested Prospects?

by Blinking
7 replies
Hey off liners,

My Sales rep had two businesses today tell him that they were definitely interested in purchasing a mobile optimized website from us, however they want more information e-mailed to them. What type of thing should I be sending to them? This is a $697 sale and I would prefer not to lose him as a potential client. Any help is greatly appreciated, and I will make sure to return the favour whenever possible.

Kind Regards,
Dylan.
#brochures #email #interested #prospects
  • Profile picture of the author Jerry McGough
    Hi Dylan,
    You might wat to check out a WSO.
    Search for brickandmobile.com
    They have a real nice package that included a professional trifold brochure.
    One of the higher WSO's but peanuts if you're trying to build a business.

    Good luck
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  • Profile picture of the author wilder1047
    Originally Posted by Blinking View Post

    Hey off liners,

    My Sales rep had two businesses today tell him that they were definitely interested in purchasing a mobile optimized website from us, however they want more information e-mailed to them. What type of thing should I be sending to them? This is a $697 sale and I would prefer not to lose him as a potential client. Any help is greatly appreciated, and I will make sure to return the favour whenever possible.

    Kind Regards,
    Dylan.

    I'd do a Screen cast outlining the importance of them having a mobile site.

    Go through the GKWT and show him the amount of searches every month via smart phone for keywords that would pertain to his businesses services.

    Show him what his site currently looks like on a smartphone using iPhone 4 Simulator - Test iPhone Websites iPhone Web Apps

    Since we don't know your services it's hard to say exactly, are you simply going to be supplying a redirect script to be installed on his current site? You could mention the site will cost no extra monthly fees in hosting and is installed onto his current site and the website will automatically detect when it is being viewed via smartphone and redirect to the mobile version of the site.

    Just a couple thoughts, you might want to be more descriptive of the situation and one of the true gurus will pop-up to answer this. On top of which, you may want to put this in the Mobile section, as those guys will have more experience in this area exclusively.
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  • Profile picture of the author Jason Kanigan
    Eh. How interested can they really be? Did they talk to your sales rep about specifics when it comes to what they want?

    "Send me literature," whether in the mail or digitally, is a put-off.

    You're acting as if you already have the sale. You don't have anything yet. I don't see any sense of a consistent sales process, either.

    Someone, probably YOU, has to go back and talk to these prospects.
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    • Profile picture of the author Jerry McGough
      Did they show the biz a demo site ?
      Plug the business name into the header of the demo site and give them a taste.

      If it's a business that can use coupons, make sure there's a link to a coupon.
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  • Profile picture of the author Jason Kanigan
    Yeah...you could do that (give 'em a demo site)...and most people do.

    But isn't that a lot like throwing something over a wall, and then wondering what happened to it on the other side?

    Me, I like to know what my prospects think RIGHT NOW.
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  • Profile picture of the author RickDuris
    Originally Posted by Blinking View Post

    Hey off liners,

    My Sales rep had two businesses today tell him that they were definitely interested in purchasing a mobile optimized website from us, however they want more information e-mailed to them. What type of thing should I be sending to them? This is a $697 sale and I would prefer not to lose him as a potential client. Any help is greatly appreciated, and I will make sure to return the favour whenever possible.

    Kind Regards,
    Dylan.
    Dylan,

    I hate to burst bubbles. Prospects asking for more information, like a brochure, is code for "not interested." They're just being nice, respectful and non-confrontational. But they really don't want what you have to offer.

    When they ask for more information, ask them "What kind of information would you want, to be able to make a decision? I'm sorry, I'm at a loss to what kind of information you would need..."

    Your sales rep HAS to be more persistent/insistent/persuasive while he is in their presence. Otherwise all sales momentum is lost and you'll never close them.

    If your sales rep is talking to the right person, there's NO REASON he can't get a decision maker to make a small $695 decision on the spot. My guys get a check on the spot, no problem.

    In this kind of sale, LESS information is better.

    - Rick Duris
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  • Profile picture of the author Blinking
    Hey everyone,

    Thanks for all the helpful responses. I think I will do as others have said so far and send video or a mobile simulator showing the website / websites usefulness. I will also be informing my sales rep of what Rick said. Just wanted to say something else, he said he was going to be purchasing, We just needed to contact him again in March, if that changes anything.

    Thanks,
    Dylan.
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