How do I sell SMS Marketing?

11 years ago

Depends who you're selling to, the local business down the road or a list management company who might be doing 100,000+ sends a day. I tend not to focus on anybody who spends less than £1,000 a month and just have adwords going all the time to draw small businesses in. With the big shots, normally convert them over the phone or via email.

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joe ferdinando 11 years ago

Local Business and marketing $M$

1) Everyone has a website and will tell you this even if they dont!!!!
2) The minute you walk into a local business what ever you market to them they will brand you with that. Example if you walk in and try to sell a website even mobile then thats what they will brand you with!
3) Remember a hundred walked before you and tried to sell them!
4) Price only matters after you got them interested, if they ask what does it cost then its show time. You show them the packages with differant prices!

What grabs there attention
1) Loyalty cards and programs
2) SMS coupled with Loyalty card programs
3) SMS programs, systems with appointment reminders, customer waiting notifications and coupon promotion deliverys

They only want to see how your going to bring them more customer clients and help make them more money!

1)This is your starting point - If I can show you how I can bring in more client customers and help you retain all your current customers would you be interested?

2) Look around you! everyone has a smart phone and 90% are on their phone right now!

3) What if I can put you on all their smart phones and guide them here, do i have your attention?

4) let me show you something - Whats your mobile number, do I have your permission to send you quick sms text message to show you how this works - send them a sample mobile coupon you prepaired before going to their business!

5) What if I can do this for you or you can do this yourself for every customer who visits your store? Would you like that?

6) What if I told you its not that expensive and within your reach and in your budget to make this work for you?

7) Lucky 7 - Are you ready to make some time for me to come back and sit down and show you the details?

So you must show them how $M$ marketing can enhance their business and attract new customers plus retain old customers!

Thats why Loyalty card programs work well in the real world, they retain customers and bring in new customers by word of mouth - they go viral!

And why Digital Loyalty card programs work even better when you have $M$ coupled in the system because nobody can mess with cards, stamps and its reliable!

Selling SMS and Loyalty card programs is not just a sale its a commitment to help them launch and build there list and program!

1) Flyers and post cards
2) QR codes
3) List build - email, real mail, SMS

Ok so once you work with and help setup and work with them and build the list you have to help them send out promotions, discounts special deals to there member list

1) coupons
2) flyers
3) emails
4) mail

Once you have success you can get testimonials and recommended friends and other businesses coming to you!

1) word of mouth
2) refferals

Hope this helps

If you need a good Digital Loyalty card system contact me for more information
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nerfsmurf

11 years ago

@J50, $1000 month prospects via mobile marketing, nice job!

@Bread, You can use the below link as a guide to help you with your initial script if you don't have anything now. I haven't really had much time to call, but when I tried it out, I had a great time. I learned that I am not afraid of cold calling... I just can't cold call when people are in my house...

Jason Kanigan - [HOW TO] Has January Sucked for You? Here's How To Make February Not Suck

@Joe, I was looking for that post to repost here. Good info to get the ball rolling!

Thanks

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jamesfreddyc

11 years ago

I actually just show some of my prospects how they can do their own SMS campaigns themselves entirely free of cost as my services are much more targeted to relieve a set of specific issues/problems rather than "SMS marketing" in general with the idea/instructions found here:

http://www.warriorforum.com/offline-...campaigns.html

They seem to appreciate the gesture most times and it helps me to build a bit of trust with them, even though I do it completely free and without quid pro quo. (or is that with quid pro quo? I always get that confused).

Anyway....

Pick a niche and like Jason mentions, call it to death. Have some conversations about your managed services, the pain they have in their business you can relieve, and follow up / make good on your agreements, terms and services.

Your initial contact might sound something like:

"Hi Bob, this is Bread. I am calling because I've had a lot of success in helping <niche name> get more (foot traffic, eyeballs, customers, whatever...) and retain the ones that they have. I'd like to swing by and have a quick conversation with you about some of my ideas and how my current customers are positioning themselves right now."

Thanks
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savidge4

11 years ago

Originally Posted by jamesfreddyc

I actually just show some of my prospects how they can do their own SMS campaigns themselves entirely free of cost as my services are much more targeted to relieve a set of specific issues/problems rather than "SMS marketing" in general with the idea/instructions found here:

http://www.warriorforum.com/offline-...campaigns.html

They seem to appreciate the gesture most times and it helps me to build a bit of trust with them, even though I do it completely free and without quid pro quo. (or is that with quid pro quo? I always get that confused).

Anyway....

Pick a niche and like Jason mentions, call it to death. Have some conversations about your managed services, the pain they have in their business you can relieve, and follow up / make good on your agreements, terms and services.

Your initial contact might sound something like:

"Hi Bob, this is Bread. I am calling because I've had a lot of success in helping <niche name> get more (foot traffic, eyeballs, customers, whatever...) and retain the ones that they have. I'd like to swing by and have a quick conversation with you about some of my ideas and how my current customers are positioning themselves right now."

Ok I have seen the post on this, and I get it. But REALLY, you give it away for free? I charge $200 to set it up! Think of it this way, your are increasing your product line. You can offer a product, that broadcasts only, or you can offer a product that has far greater control, and costs more accordingly.

Advertising on the selling end of advertising, is NOT a FEEL good product! You are there to sell a service, not give the dang thing away thinking you are developing trust. Your not giving the product to entice someone to enter an e-mail address!

There IS VALUE in what that silly little Twitter trick does. Instead of giving it away, put it in your bag of trick towards a full SMS service upsell!

Thanks
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jamesfreddyc

11 years ago

Originally Posted by savidge4

Ok I have seen the post on this, and I get it. But REALLY, you give it away for free? I charge $200 to set it up! Think of it this way, your are increasing your product line. You can offer a product, that broadcasts only, or you can offer a product that has far greater control, and costs more accordingly.

Advertising on the selling end of advertising, is NOT a FEEL good product! You are there to sell a service, not give the dang thing away thinking you are developing trust. Your not giving the product to entice someone to enter an e-mail address!

There IS VALUE in what that silly little Twitter trick does. Instead of giving it away, put it in your bag of trick towards a full SMS service upsell!

I am not a managed services provider as you are suggesting, my business is more along the lines of being a SMS gateway. That is, I built software that has added value but I just distribute it over the web as a subscription service and I am not interested in "running" anyone's campaigns. I use the twitter thing as a relationship builder.

Thanks
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savidge4

11 years ago

Originally Posted by jamesfreddyc

I am not a managed services provider as you are suggesting, my business is more along the lines of being a SMS gateway. That is, I built software that has added value but I just distribute it over the web as a subscription service and I am not interested in "running" anyone's campaigns. I use the twitter thing as a relationship builder.

You pick up chicks with it?

I just sell the set up, I don't sell campaigns when selling that, Campaigns would be the upsell, more targeted. more function more control. IE "your table is ready" That would be kind a funny to do with the twitter text tho! ha ha

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joe ferdinando

11 years ago

Originally Posted by savidge4

You pick up chicks with it?

I just sell the set up, I don't sell campaigns when selling that, Campaigns would be the upsell, more targeted. more function more control. IE "your table is ready" That would be kind a funny to do with the twitter text tho! ha ha

"your table is ready" is meant to be a notification text for a waiting customer at a restaurant! , for using sms as a paging system!

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savidge4 11 years ago

Originally Posted by joe ferdinando

"your table is ready" is meant to be a notification text for a waiting customer at a restaurant! , for using sms as a paging system!

I get it totally... Using the "Free" twitter setup it would text that to EVERYONE on the list!
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- jamesfreddyc 11 years ago
  
  Originally Posted by savidge4
  
  I get it totally... Using the "Free" twitter setup it would text that to EVERYONE on the list!
  
  lol... I don't think it would work for that use case! They'd have some pretty confused customers!
  
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jamesfreddyc

11 years ago

Originally Posted by savidge4

You pick up chicks with it?

I just sell the set up, I don't sell campaigns when selling that, Campaigns would be the upsell, more targeted. more function more control. IE "your table is ready" That would be kind a funny to do with the twitter text tho! ha ha

So you are a reseller of the software platform then. See, I am the software platform provider.

Question: does the system you sell "the set up" offer you commissions for the life of the accounts you bring in?

Thanks
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savidge4

11 years ago

Originally Posted by jamesfreddyc

So you are a reseller of the software platform then. See, I am the software platform provider.

Question: does the system you sell "the set up" offer you commissions for the life of the accounts you bring in?

Yeah I'm good on that front. My youngest brother and some of his friends started a sms service so I sell theirs. I do get lifetime residuals

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savidge4

11 years ago

Originally Posted by jamesfreddyc

So you are a reseller of the software platform then. See, I am the software platform provider.

Question: does the system you sell "the set up" offer you commissions for the life of the accounts you bring in?

I misread this. The program I set up is twitter, that everyone gives away for free and I think is silly. The upsell is the full blown SMS solution Which I set and most times run for my clients

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xlfutur1

11 years ago

One thing I have had pretty good success with is showing business owners (restaurants, hair salons, etc.) how they can cut down on print advertising costs by turning their print coupons into "digital coupons" using SMS.

They all understand ad costs, because they all have that expense. Many old school owners still spend a ton of money for print ads, money saver type things that really don't work that well any more, but they keep doing it because they don't know any better. If you show how to get a better ROI, they are all ears (generally).

Set up your SMS "system" beforehand so that you can pull out your cell phone in front of them and text a keyword to a number, then show them the reply text (i.e coupon) that comes back. Better yet, have the reply text be one of their OWN coupons and they will get it right away. Above all, keep it simple.

Thanks
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Bread

11 years ago

Originally Posted by jamesfreddyc

I actually just show some of my prospects how they can do their own SMS campaigns themselves entirely free of cost as my services are much more targeted to relieve a set of specific issues/problems rather than "SMS marketing" in general with the idea/instructions found here:

http://www.warriorforum.com/offline-...campaigns.html

They seem to appreciate the gesture most times and it helps me to build a bit of trust with them, even though I do it completely free and without quid pro quo. (or is that with quid pro quo? I always get that confused).

Anyway....

Pick a niche and like Jason mentions, call it to death. Have some conversations about your managed services, the pain they have in their business you can relieve, and follow up / make good on your agreements, terms and services.

Your initial contact might sound something like:

"Hi Bob, this is Bread. I am calling because I've had a lot of success in helping <niche name> get more (foot traffic, eyeballs, customers, whatever...) and retain the ones that they have. I'd like to swing by and have a quick conversation with you about some of my ideas and how my current customers are positioning themselves right now."

Only problem is that I have no clients. Also, I have no other products to upsell if I'm going to show them this method for free. I think I would actually charge a business if I were to manage their text campaigns.

Originally Posted by xlfutur1

One thing I have had pretty good success with is showing business owners (restaurants, hair salons, etc.) how they can cut down on print advertising costs by turning their print coupons into "digital coupons" using SMS.

They all understand ad costs, because they all have that expense. Many old school owners still spend a ton of money for print ads, money saver type things that really don't work that well any more, but they keep doing it because they don't know any better. If you show how to get a better ROI, they are all ears (generally).

Set up your SMS "system" beforehand so that you can pull out your cell phone in front of them and text a keyword to a number, then show them the reply text (i.e coupon) that comes back. Better yet, have the reply text be one of their OWN coupons and they will get it right away. Above all, keep it simple.

Thanks.
I didn't think about telling a business about cutting their paper costs by switching to text messages. It's common sense, but I didn't think of it.

I guess my question asking for help was too general.
My niche is local restaurants.

Here are some specific questions.

1. What are some questions I can ask my prospects to narrow down their problems? So, that I can connect my solution to their problem?

2. How would I have the business pay me? Is it okay if the check is written directly to me? I don't have an "official" business or anything.

3. Should I have an invoice? I don't know anything about them or how I should write it.

Thanks
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joe ferdinando

11 years ago

1. What are some questions I can ask my prospects to narrow down their problems? So, that I can connect my solution to their problem?

A) I usually go into the business and evaluate them
1) Do they use a paging system for waiting customers
2) Do they advertise locally
3) Do they have a website and if so is it mobile ready
4) How busy are they

I have something to show them, I have a sample sms system setup to show them. I bring an Ipad and laptop with me. If they have wi fi I can bring up my sms system and show the owner the system.

I found that if I show them before I ask any questions there is no confusion! And if they like it they will ask away!

It goes like this. Excuse me is the owner here, Ok can I see him, can you please ask him for a minute of his time.

when he/she comes I simply have my system up online on my tablet.

I say lets say I just walked in to your resturant and have to wait a few minutes. I enter my name and number into the system. I then say ok now my table is ready watch this and I click and its sends me a text saying my table is ready!

I then say watch this and I go and click to send me a coupon and my phone beeps and I open the text and click a link and show him the sample coupon.

I then pull out a printed QR code and scan it (pre setup for there website if they have one) Once scaaned there website opens on my mobile phone to there menu page!

Then I ask them do you have any questions?

2. How would I have the business pay me? Is it okay if the check is written directly to me? I don't have an "official" business or anything.

A) If you are not legal LLC, Corp, then you are an independent contractor.
If you setup an agreement for a check then thats up to you! You can have a contract signed with payment details and late fee's if you like. And details about non payment and shutdown of service! You can setup a subscription through paypal to auto charge every month!

3. Should I have an invoice? I don't know anything about them or how I should write it.
A) I use an ipad app to send invoices via email You can also mail a copy to them, I include a paypal link to pay. They do not need to be a paypal member to pay you! You can also setup a subscription through paypal to auto charge every month!

If you setup an agreement for a check then thats up to you! You can have a contract signed with payment details and late fee's if you like. And details about non payment and shutdown of service!

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Bread

11 years ago

Originally Posted by joe ferdinando

1. What are some questions I can ask my prospects to narrow down their problems? So, that I can connect my solution to their problem?

A) I usually go into the business and evaluate them
1) Do they use a paging system for waiting customers
2) Do they advertise locally
3) Do they have a website and if so is it mobile ready
4) How busy are they

I have something to show them, I have a sample sms system setup to show them. I bring an Ipad and laptop with me. If they have wi fi I can bring up my sms system and show the owner the system.

I found that if I show them before I ask any questions there is no confusion! And if they like it they will ask away!

It goes like this. Excuse me is the owner here, Ok can I see him, can you please ask him for a minute of his time.

when he/she comes I simply have my system up online on my tablet.

I say lets say I just walked in to your resturant and have to wait a few minutes. I enter my name and number into the system. I then say ok now my table is ready watch this and I click and its sends me a text saying my table is ready!

I then say watch this and I go and click to send me a coupon and my phone beeps and I open the text and click a link and show him the sample coupon.

I then pull out a printed QR code and scan it (pre setup for there website if they have one) Once scaaned there website opens on my mobile phone to there menu page!

Then I ask them do you have any questions?

2. How would I have the business pay me? Is it okay if the check is written directly to me? I don't have an "official" business or anything.

A) If you are not legal LLC, Corp, then you are an independent contractor.
If you setup an agreement for a check then thats up to you! You can have a contract signed with payment details and late fee's if you like. And details about non payment and shutdown of service! You can setup a subscription through paypal to auto charge every month!

3. Should I have an invoice? I don't know anything about them or how I should write it.
A) I use an ipad app to send invoices via email You can also mail a copy to them, I include a paypal link to pay. They do not need to be a paypal member to pay you! You can also setup a subscription through paypal to auto charge every month!

If you setup an agreement for a check then thats up to you! You can have a contract signed with payment details and late fee's if you like. And details about non payment and shutdown of service!

Thanks very much Mr. Ferdinando.
I'm curious. Would you mind sharing how many clients you have?

Thanks
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joe ferdinando 11 years ago

Originally Posted by Bread

Thanks very much Mr. Ferdinando.
I'm curious. Would you mind sharing how many clients you have?

The question is not how many clients I have but how many customers my clients have!

I share with you here what have worked after trying to many online systems claiming what works in the real world. I found cutting through the chase and going right to what you offer but not in words, in the action before there eyes by showing the product!

The purpose is to prepare and have ready working samples to show how the system works to capture attention!

SHOW
1) Text - Your table is ready!
2) Text a coupon
3) Scan QR code to go to a mobile or responsive website or Restaurant menu!

SHOW
1) Text - Your home tour is ready!
2) Text a video home tour link
3) Scan QR code to go to a mobile or responsive website or Property information!

SHOW
1) Text - Your Car is ready!
2) Text a coupon
3) Scan QR code to go to a mobile or responsive website or Repair Estimate form!

ASK
1) Do you have any questions! - No more questions just one!

Appointment
1) set appointment to sit down and go over the whole product service and collect all their information!

So I have build around 50 clients using that what I wrote. But those clients have built list way beyond there exportations to allow them to retain customers and bring new one's into there place of business.

However I no longer go out and do this anymore. I simply train some people to run with it and pay commissions.

Problems I have found:
1) Most people do not want to do the face to face. They think email or video is going to sell to their local businesses. You have to get out there and you have to believe in your product!

2) Most people ask to many questions or present to much information leaving information overload. Do not ask SHOW!

3) Most people are bent on price and try to convince how they have the best price or savings. Price is not the question, when they ask price its time to show the product and let it sell itself!

KISS - Keep it simple SHOW
1) WALK IN
2) ASK FOR OWNER OR MANAGER
3) FIND OUT WHO IS THE PERSON WHO BUYS OR ADVERTISES
4) SHOW THE PRODUCT LIKE I EXPLAINED ABOVE!
5) CAPTURE THEIR INTEREST
6) SELL THE PRODUCT
7) LUCKY 7 = PRICE NEGOTIATE !

Now if this doesn't work that means they are or where never interested in this market!

But a NO does not mean NO, It means not right now, maybe at a later time!
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SandraLarkin

Banned 11 years ago

Have you sold offline services before? I would include this into a package and not a standalone.

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joe ferdinando

11 years ago

Originally Posted by SandraLarkin

Have you sold offline services before? I would include this into a package and not a standalone.

Sandra thats good for a seasoned sales person but for someone like Bead who is just starting out he has to get the product in front of the customer client as fast as possible so the questions go to the product and not his experience!

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jamesfreddyc

11 years ago

Originally Posted by joe ferdinando

Sandra thats good for a seasoned sales person but for someone like James who is just starting out he has to get the product in front of the customer client as fast as possible so the questions go to the product and not his experience!

I am not sure how you get this from my posts. Merely all I said was that I am a gateway provider, not a MSP. I don't setup SMS campaigns, upsell twitter SMS campaigns, because I am a software platform provider. My customers use our platform as they see fit -- if they want to simply send out appointment reminders, that's their choice. Others use it for their delinquent account follow-up. A restaurant could use it as a paging service if they want too. Simply doesn't matter to me.

I just use the gimmicky SMS-Twitter campaign as a way to build customer relationships, a bit of goodwill if you like.

Thanks
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joe ferdinando

11 years ago

Originally Posted by jamesfreddyc

I am not sure how you get this from my posts. Merely all I said was that I am a gateway provider, not a MSP. I don't setup SMS campaigns, upsell twitter SMS campaigns, because I am a software platform provider. My customers use our platform as they see fit -- if they want to simply send out appointment reminders, that's their choice. Others use it for their delinquent account follow-up. A restaurant could use it as a paging service if they want too. Simply doesn't matter to me.

I just use the gimmicky SMS-Twitter campaign as a way to build customer relationships, a bit of goodwill if you like.

James sorry I meant to say to sandra in that post for someone like "Bead" who is just starting out! I corrected the post!!

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jamesfreddyc 11 years ago

Originally Posted by joe ferdinando

James sorry I meant to say to sandra in that post for someone like "Bead" who is just starting out! I corrected the post!!

It's not a problem, Joe!
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How do I sell SMS Marketing?

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