Mobile apple reseller programs can be extremely lucrative. But success in this space is tied directly to the platform you’re reselling.
Any app reseller program you’re considering must be evaluated with a two-fold approach. First, you need to consider how the platform addresses your needs as a reseller. Next, determine how the app builder will accommodate your customers.
The best mobile app reseller programs give you the opportunity to go out there and land some serious clients. This skyrockets your profitability potential.
Finding the best app building platform for your reseller program can be challenging if you don’t know where to start, which is why we created this guide.
Whether you’re an agency, entrepreneur, app maker, or starting a mobile app business from scratch, you can use this resource as an app reseller buying guide. You’ll learn exactly what to look for as you’re comparing different platforms side-by-side. Let’s dive in.
Onboarding and Initial Setup
First impressions can be telling. If you’re dealing with headaches during the sign-up process, it’s usually a bad sign for the future of your reseller business.
Obviously, every piece of software has a bit of a learning curve. But if you’re having trouble setting up your account and getting the program started, just imagine how difficult it will be for you to start onboarding your own clients.
Only consider white labeling platforms with legitimate reseller programs. Some companies offer white label services on the side or as an afterthought but don’t really have experience in the space. If you can’t find much information about the program directly on the website, look elsewhere.
Take advantage of any free trials or demos to get a feel for the software. Your initial interactions with the reseller sales team should give you a “gut feeling” on whether or not the platform is right for you.
Ease of Use
As previously mentioned, the platform you’re reselling must be easy to use on two levels—easy for you and easy for your clients.
Some of you might be building apps for your clients, while others might just be white labeling app development software. The rest of you might fall into both of these categories.
Regardless of your situation, you don’t need to have coding or development skills to become a reseller. The best app makers offer no-code development solutions. You and your clients can create custom apps from a web-based interface. Start with a template, and start adding functionality with a single click.
Some of you might have experience using website builders like Wix, Squarespace, or similar alternatives. Look for an app development platform that offers the same type of building functionality.
For most of your clients, this will be their first time creating their own app. So look for a platform offering a seamless user experience.
If you’re going to build the apps for your clients, choose a platform that makes it easy to clone apps. This will save you a ton of time if you’re making apps for clients in similar industries.
Functionality and Features
Lots of no-code app development platforms on the market fall into the “cookie-cutter” category. While these might be easy to use, they will really limit your ability to add functionality to your apps.
This might be fine for some resellers that plan on offering bare-bone apps to one type of client. But you won’t be able to scale your reseller program with a cookie-cutter app maker.
Choose a reseller solution that’s highly flexible, and avoid platforms that are rigid and full of restrictions.
The best platforms have a feature marketplace with plug-and-play functionality. Want to add videos to an app? Look for a YouTube or Vimeo plugin. Do you want to add reservations to a restaurant app? Add an OpenTable plugin. The platform should have plugins for social media integrations, time-release content, customer loyalty programs, maps, image galleries, and dozens more.
Do you want to target ecommerce clients? Make sure the platform you’re evaluating has a Shopify integration.
Your app development services will only be as good as the platform you’re reselling. If it doesn’t have limitless functionality, then you won’t be able to land big clients.
Imagine this scenario. A prospect has a six-figure app budget and comes to you for help. But you’re unable to address their needs because you’re using a cookie-cutter solution. You just lost out on a big payday and suffered a blow to your brand reputation.
That’s why app functionality is arguably the most important factor to consider as you’re evaluating different reseller programs.
Developer Friendly Tools
Let’s continue talking about functionality. While the best reseller platforms will have a feature marketplace with plugins and modules, they probably won’t have every feature under the sun.
What happens if a client needs a customized feature?
The best reseller programs offer a developer-friendly SDK. This gives you the ability to provide truly limitless development options to your clients.
Creating a custom feature with an SDK obviously requires coding knowledge. So if you’re not a developer and don’t want to hire your own, make sure the program you’re using offers this type of support.
BuildFire’s mobile app reseller program offers this exact advantage. If a client needs custom functionality that’s not available in the app marketplace, the team of developers at BuildFire can create this for you. The client never has to know where that custom functionality is coming from. For all they know, you created it for them in-house.
With years of experience building 10,000+ apps across every possible category, the BuildFire team has seen it all. The ability to create custom functionality really separates this program from similar solutions on the market today.
You won’t get this advantage with a cookie-cutter reseller program.
White Label Custom Branding
Custom branding needs to be a top priority if you’re going to white-label apps. When a client logs in to build or edit the app, they should see your logos and business name. The app builder that you’re reselling shouldn’t be listed anywhere.
As far as the client is concerned, you created this software from scratch. They never have to know where you got it from. So make sure that the licensing details offer this type of arrangement.
Existing and prospective clients alike should be able to access the platform directly from your website.
The best reseller programs allow you to white label the software that they offer to their own clients. So if you can find a robust and feature-rich platform, make sure it has white label capabilities.
It’s bad for your brand image if other logos and branding appear on the platform you’re using.
But white labeling makes it easier for you to establish a brand reputation, create marketing materials, and scale your mobile app business.
Client Management Tools
Whether you’re building apps for clients or just white labeling software for them to build on their own, your reseller program must have an intuitive dashboard for client management.
Look for platforms with an admin or account manager page for total control.
The platform should include features for things like cloning apps, managing apps, managing custom configurations, changing access levels, and creating new apps with a single click. All of this should be accessible from a web-based interface. This gives you the ability to manage your reseller program from anywhere, without any software or hardware requirements.
If the platform doesn’t have user-friendly client management tools, you’ll have problems scaling your reseller program.
At first, managing one or two clients is fairly easy. But what happens when that number jumps up to 10, 20, or 100? This feature is crucial at scale. Otherwise, your service will suffer. Clients will get lost in the shuffle, and their needs will go overlooked.
You should be able to manage client billing and support from this screen as well. For example, let’s say you have a client that’s currently using a free trial. Don’t let that trial expire without following up with them and closing the deal.
Training and Support
Beyond the initial onboarding and setup, look for a white label program that has your back. The best reseller platforms offer training, resources, and dedicated white label support.
As previously mentioned, there’s always going to be a slight learning curve when you’re using new software—this should be expected. But that learning curve is far less steep if someone teaches you how to use the software.
Now think about your customers. How can you possibly give them support if you’re still learning how to use the platform? That’s why this consideration is so important.
The day might come when a customer asks a question that you don’t know the answer to. If you have priority white label support from the software you’re reselling, this will be a non-issue. Just reach out to a customer support rep via phone or email to get the answer and pass the information along to your clients.
The best app reseller programs go above and beyond to make sure your app business is successful. Here at BuildFire, we consider ourselves to be a partner with agencies using our reseller platform.
Not only will you benefit from a team of developers for custom functionality (previously discussed), but we also offer strategic app consulting. This helps ensure that your business objectives are met and surpassed.
Custom Plans and Configurations
From a pricing standpoint, resellers generally pay a fixed monthly, quarterly, or annual rate to license the software that they’re reselling. You’ll have a certain number of apps included in that plan (usually in the 20-30 range), and you can scale from there.
You’re free to charge whatever you’d like to your clients for app development. This allows for limitless profitability. In some cases, you only need to onboard two or three new clients to break even.
The best reseller programs give you total control over your plans and pricing. You can turn certain features of the platform on or off and create different pricing tiers based on functionality.
So you’ll have the option to create a pricing page that looks something like this:
Look for an app reseller program that allows for full self-provisioning. This gives the opportunity to create customized sign up pages and free trials for customers.
Clients can upgrade their service and pay directly from your white label dashboard.
The best app reseller programs offer a wide range of native platforms for things like customer chat, business analytics, and more. All of this should be available directly from your custom white label domain.
App Publishing and Backend Maintenance
This echoes our emphasis on choosing a reseller program with exceptional service. The best platforms allow you and your clients to create apps for iOS and Android simultaneously. But the Apple App Store and Google Play Store each have their own unique publishing rules and requirements.
Building apps is just one component of development. Getting those apps published and maintaining them is an entirely different story.
Beyond creating an Apple or Google developer account, look for a reseller platform that handles all of your publishing needs. Whether you’re building apps or your clients are building them on their own, the best reseller programs will get those apps to market. This is just one less thing that you’ll have to worry about.
They’ll also maintain the backend infrastructure required to maintain the apps. Look for a reseller program that handles hosting, servers, bug fixes, upgrades, enhancements, and more.
What happens when there’s a new Apple or Android update? Will the app maintain compatibility and compliance? This is something you shouldn’t have to worry about as a reseller.
So choose a program that allows you to focus on the apps and customers while they manage everything on the backend for you.
App reseller programs should be evaluated like any other major purchase. Do some quick research on the platform you’re considering.
How long have they been in business? How many apps have been built using their platform? What types of apps have been built using that particular software?
Remember, the program you choose will be a direct reflection of you and your business.
If a reputable app development platform has created thousands of apps across a wide range of categories, it’s usually a safe bet for resellers to consider. Read through online reviews. If their existing customers are having problems with the platform, your customers could face those same issues.
BuildFire is arguably the most powerful no-code app development platform on the market today. It’s been used to create 10,000+ apps used by 25+ million people worldwide. By joining our reseller program, you’ll be able to provide this exact same platform to your customers.
This software makes it easy for you to go out and start landing major clients.
Becoming a white label app reseller is exciting. There are so many opportunities to turn a profit in this space. But getting your mobile app business off of the ground can be a bit intimidating if you don’t know where to start.
Existing agencies have the advantage of targeting their current clients. However, startups and first-time entrepreneurs might be starting from scratch.
Regardless of your unique situation, this guide will give you actionable recommendations for who to target with your reseller program.
Every industry listed below can benefit from mobile app development services. Let’s dive in.
The ecommerce world is booming. Look at a company like Shopify—an industry-leading ecommerce solution. They had a 71% increase in the number of new merchants on the platform in 2020.
More than one million ecommerce businesses across 175+ countries are using Shopify to power their ecommerce sites. Gross Shopify sales have eclipsed $200 billion worldwide.
Why is this important? Every new Shopify website is a potential client to target with your app reseller program.
Now, factor in the fact that mobile apps convert at a 130% higher rate than the mobile web. Your ecommerce app services will practically sell themselves.
Find a mobile app reseller program that integrates with Shopify, and you’ll have an endless stream of prospective clients to target.
Education is another red hot industry to target for mobile apps. With remote learning becoming the new normal for institutions across the board, there’s no shortage of prospects in this space.
Apps for schools and universities are the first place to start. Consider the schools in your local area. Contact all of the ones that don’t currently have a mobile app.
From faculty directories to events, news, class schedules, and more, the opportunities here are seemingly endless.
Schools can even communicate crucial information to students and faculty directly through the app. For example, an educational app could send a notification just to the faculty about an upcoming meeting. They could also send notifications to select groups about class cancellations or push notifications to the entire school about a closure.
Educational apps stretch above and beyond traditional learning environments. They can be used for training, certifications, and more.
Android and iOS apps can include questionnaires, surveys, flashcards, and other helpful educational resources for a wide range of potential use cases.
According to the National Restaurant Association, there are over one million restaurants in the United States. That’s a ton of potential clients for your reseller business.
Restaurant apps can be really simple but highly impactful for the end-user. They can offer features and functionality for things like:
Hours, locations, and contact information
Customer rewards programs
This is just barely scratching the surface with what a restaurant app can do. You won’t have a problem pitching prospective restaurant owners with these ideas.
Furthermore, restaurant apps can improve customer communication. Owners will have the ability to target customers via push notification with special lunch offers or free delivery promotions.
Fitness apps are growing in popularity. In fact, there are 87.4 million people using fitness apps in 2020, up from 62.7 million in 2018. That’s nearly a 40% increase in just two years.
There are dozens of segments within the fitness app category that you can target with mobile app reseller services. From chain gyms to small local facilities and personal trainers, examples include:
Dieting and meal prep
The list goes on and on. Gyms can post class schedules and even allow members to book a class directly from the app.
Trainers and instructors can use an app to monetize their fitness programs. For example, they can charge a monthly fee or fixed rate for access to a 30-day weight loss program. Each day, a new workout will become available directly within the app. Admins can control when and how those workouts are released, based on timing or actions.
Personal care service providers are top candidates for mobile app development services. I’m referring to things like barbershops, hair salons, nail salons, and even massage therapists.
The most utilized feature of a cosmetology app will be the booking services.
Right now, salons typically take appointments over the phone. This usually means a receptionist has to sit at a desk all day to manage calls. Alternatively, the barbers or hairstylists are forced to stop what they’re doing every time the phone rings. Neither of these solutions are cost-effective or convenient.
Mobile bookings are simple. Customers can choose a stylist, view their availability in real-time, and book an appointment in seconds. Mobile applications can even prevent missed appointments with reminders and the ability to collect deposits at the time of booking.
If you can pitch an app that lowers costs, improves efficiency, and increases user experience, cosmetologists will gladly use your app development services.
Most resellers and agencies don’t think to target religious organizations. Since this industry is so widely overlooked, it can be a huge opportunity for your app reseller services.
Think of this as the “low hanging fruit.” While other agencies are all fighting for the same clients, you can go after a target audience in a less competitive space.
Regardless of the religion, these organizations can all benefit from a mobile app. Here are some potential features and use cases to consider in your pitch:
Allow community members to donate within the app
Community group message boards
Event calendar for sermons, fundraisers, and more
Video and audio recordings of past sermons
Daily prayer wall
Push notifications to keep community members updated
Recent events have forced religious organizations to modernize. People are looking for more ways to access religious services digitally—and an app solves that problem.
7. Self-Help and Motivational Speakers
The self-improvement market is expected to reach $13.2 billion by 2022. This industry is growing at an annual rate of 5.6%.
There are so many different areas to target in this category. From motivational speaking to personal coaching services, self-improvement books, audiobooks, and more, the opportunities are seemingly endless.
In the age of social media, it’s easy to find motivational speakers and self-help coaches looking for ways to expand their reach. Lots of these individuals would welcome an app with open arms.
PepTalks is one of the best examples of a self-help app. Creating an app helped one entrepreneur monetize her business plan of mass distribution for daily motivation.
Check out the full PepTalks story here. You can use this as an example as you’re pitching potential clients. It just goes to show you how a simple concept in an up-and-coming industry can be so widely successful.
Content creation is obviously a broad category. But there are so many unique niches within this industry that you can target with app development service.
Think of bloggers, social media influencers, podcast hosts, YouTubers, and marketers. There are endless prospects in this space, all seeking ways to take their content strategy to the next level. Mobile apps can not only expand their reach but also generate new revenue streams.
Content creators can create subscription packages or charge extra for premium content. They can build lesson plans, add videos, and distribute other time-release content within an app.
If you’re using a reseller program that seamlessly integrates with YouTube, Vimeo, and blog RSS feeds, it will be easy to find new clients in this space.
9. Remote Work
It’s no secret that remote has become the new normal for many businesses. While this isn’t an industry on its own, this category applies to dozens of industries across a wide range of categories.
According to FlexJobs, there are 4.7 million remote workers in the US. This trend shows no signs of slowing down for the foreseeable future.
These apps won’t be available on the app stores for mass distribution. But any business that has remote workers can benefit from an internal communication app. This is another area with no shortage of potential clients.
Apps for remote work can include features for an employee directory, self-service tools, training resources, company news, and so much more. These apps are even suitable for businesses with field-service workers who need access to on-demand resources while they’re away from the office.
Employee productivity, efficiency, and cost-savings are three key elements to include in your pitch for a remote workforce app.
Most organizations probably recognize the need to adapt and improve in this area. So you shouldn’t have trouble selling app services in this space.
10. Human Resources
HR mobile apps will have similar benefits to apps for remote work, but it’s a category worth mentioning on its own. That’s because a human resources app has advantages for all businesses—even those without remote employees.
Apps give employees the ability to access crucial HR information on-demand. I’m referring to things like old pay stubs, health insurance information, benefits administration, and more.
By giving employees HR self-service tools, it will reduce bottlenecks in the HR department and increase efficiencies throughout an organization. You can even build apps for clients with the ability for workers to access schedules, request time off, and manage PTO.
Any organization with an HR department is a viable candidate for your app services.
11. Law Firms
It’s never a bad idea to target clients with deep pockets. Generally speaking, lawyers fall into this category.
iOS and Android apps can really improve the way law firms engage and interact with their clients. We’re living in an age where everyone seems to feel inconvenienced by picking up the phone and making calls. But an app will allow people to schedule appointments in just a few clicks.
Aside from the booking features, lawyers can use an app to communicate with clients via push notifications. They can even answer simple questions directly from the app, without the need to actually schedule an appointment.
Paying for services and collecting retainers can be managed within an app as well, so there are plenty of potential use cases to include in your pitch.
12. Music and Entertainment
There are tons of ways that musicians and entertainers can benefit from a mobile app.
For starters, apps can serve as a distribution method for music and videos. But they can also create a community for fans to talk about upcoming shows and previous performances. Apps give musicians a direct line of communication with their fans.
From event schedules to ticket sales, merchandise sales, tour information, and more, there are plenty of ways you can pitch application development services to people in the entertainment world.
It always helps to have success stories and points of reference in your pitch. Two leaders in the music industry used BuildFire to create successful apps—Kidz Bop and 311.
Both have really unique stories for how their respective apps were leveraged, so it’s worth the quick read to learn more if you’re going to target clients in this industry.
As a reseller, targeting healthcare organizations has the potential to be extremely lucrative. Smaller practices are a great place to start. Between family doctors, dentists, chiropractors, urgent care facilities, mental health practices, and more, the list of potential clients in the healthcare space is never-ending.
These apps can be used for things like:
New patient form information
Update and access medical files
View locations and contact information
Access to medical resources
Depending on the type of data being collected in the app, you’ll need to make sure that the app is HIPAA compliant. This extra layer of privacy will likely require custom development, but you can charge a premium price for this service.
Additionally, once you start creating an app for one provider in the healthcare space, it will be easy to clone and customize for other clients. An app for one doctor probably won’t look too different from the app of another. So this will help you optimize the app development process.
14. Real Estate
Look beyond the biggest names in real estate. Those large organizations likely have some version of a mobile app.
Instead, you can target independent real estate agents and smaller brokerage firms. These prospects are always looking for an edge in such a competitive marketplace.
They can use mobile apps to showcase new listings, give virtual tours, schedule open houses, manage appointments, and provide customized information to buyers and sellers.
Agents can even use apps as a direct way to communicate with their clients. For example, app users can be notified immediately with a push notification when a new home in their price range is put on the market.
15. Small Business
Technically speaking, “small business” may not be an industry, per se. However, there are so many other business types that you can target that don’t fall into the other categories listed above.
Think of local dry cleaners, mechanics, florists, pet services, accountants, moving companies, child care centers, travel agents, plumbers, electricians, startups—the list goes on and on.
Any small business can be a viable candidate for a mobile app. You’ll just need to cater your marketing strategy and pitch to accommodate their specific needs. This will require a bit of market research. The demographics of their customers will be a factor here as well.
Small businesses may not have a huge budget to spend on an app development company. But if you can offer them affordable services, even if it’s just white-labeling a DIY platform, you should be able to onboard new clients in this category.
White labeling app services is a great way to make money. Whether you’re creating apps and selling them to clients or just simply providing the platform, the demand for mobile apps is at an all-time high.
Once you create an app within one industry, it should be easy to clone that app for new clients in the same space.
Don’t overwhelm yourself by trying to target all 15 of these industries simultaneously. This guide was designed to give you some starting ideas as a point of reference. It’s a way for you to narrow down your target audience. Pick a few of the industries that interest you, and start from there.
For those of you who still haven’t joined a reseller program, check out our BuildFire reseller services. You can start white labeling the exact same platform that we’ve used to build over 10,000 mobile apps across every industry imaginable.
Feel free to contact our dedicated white label support team if you have more questions.
Agencies should always be actively trying to onboard new clients. Failure to do so can have long-term repercussions for your business.
Even if you’re doing well right now, your contracts will eventually expire—and there’s no guarantee that your existing clients will renew. So whether you’re running a startup or own a well-established firm, new customer acquisition strategies for agencies should always be a top priority.
Throughout my career, I’ve worked closely with dozens of agencies of all shapes and sizes. These experiences have taught me what it takes to have success in this space.
I’ll share some of the top marketing strategies, tips, and best practices for onboarding new agency clients. Here’s what you need to do.
Cold Email Outreach
With so many new and exciting marketing strategies out there, it can be easy for agencies to overlook the basics. But don’t underestimate the power of email.
Cold email outreach is one of my favorite ways to acquire customers, especially if you want to attract new mobile app clients. For starters, cold email outreach is cheap. Aside from the email software you’re using, the only cost you’ll incur is your time.
In addition to the sky-high ROI associated with email marketing, a whopping 80% of prospects say they prefer email as the first-contact method.
As you can see from the graph, this ranks first above every other option. It’s 31% higher than cold calling, which ranks second on this list.
While cold email outreach can be highly effective, it only works well if you put in the time and effort. This involves things like researching who to contact, testing different subject lines, and following-up at the right time with the perfect message.
Need help with this strategy?
When you sign up for BuildFire’s mobile app reseller program, we’ll send you our cold email outreach playbook. This resource has 25 real strategies that you can follow. All of these sequences are designed for attracting new mobile app clients. You can use this guide as a template, essentially copying and pasting the messages (and filling in your agency’s information).
Provide Additional Services
Being a one-trick pony limits your potential pool of prospects. The best agencies offer a wide range of services, which makes their firm more appealing to a greater number of people.
For example, let’s say your agency only provides website development and design services. You’re excluding prospects that need help in other areas. Other examples of services you could add are:
Inbound marketing services
Mobile app development
SEO (search engine optimization) services
ASO (app store optimization) services
Mobile app marketing
The list goes on and on. I’m not saying you need to provide every service under the sun. There’s a fine line between quantity and quality. Don’t spread yourself too thin and offer services in areas that aren’t in your wheelhouse.
If you’re not an expert in certain areas, adding new members to your team who specialize in other categories will be the best way to expand. As a result, this will definitely make your agency more appealing to a wider target audience of prospective clients.
For those of you who aren’t ready to hire new full-time employees, build relationships with contractors. Here’s what I mean. Let’s say you want to offer content creation. Rather than hiring someone in-house to complete these tasks for your clients, you could always contract out blogs, ebooks, landing page copy, or other content to a freelance blogger or independent contractor.
Another benefit of new services is client retention. In addition to attracting new clients to your agency, these extra services will be appealing to your current clientele. So you can upsell them and extend those contracts.
Follow Market Trends
The best agencies always keep their finger on the pulse. They follow relevant news across a wide range of industries that will ultimately help their current customers and prospects alike.
How can you possibly onboard new clients if you’re not fully aware of what’s going on in different industries?
For example, let’s say you work with businesses that sell physical or digital products. You should be learning and researching more information about consumer behind habits. In your research, you’d likely discover how mobile commerce is trending upward.
This type of information is vital for such a wide range of businesses. Companies that are currently selling online can improve conversion rates by developing a mobile application. Even brick-and-mortar retailers can boost sales by optimizing their business for mobile devices.
As an agency, this knowledge will make your organization so much more appealing to clients. You can blow prospects away with your email outreach, discovery calls, and initial consultations by sharing your knowledge.
A huge mistake I see agencies make every day is that they try and invent new problems for prospects. This is largely due to the lack of proper research.
If you’re trying to reach every prospect with the same pitch, your level of success will be extremely low. There needs to be that extra level of personalization to take your client pitches to the next level. (Review our guide on how to pitch a mobile app to your clients).
Stay away from basic pitches like “get more traffic” or “drive more app downloads.” Those are too generic and don’t actually solve problems. Here’s how you can flip those and turn them into a problem-solving pitch.
Let’s say a prospect already has a mobile app for their business. You might discover that their biggest competitors rank higher than them in app stores for certain keywords—that’s a problem.
The solution? ASO (app store optimization). You can pitch these services to help your clients get more app users on iOS and Android devices. That solves their problem of falling behind in the rankings to competitors.
But if you’re trying to invent problems that don’t exist based on what’s easiest for your agency, it will be tough to onboard new clients.
Become a White Label App Reseller
This relates back to one of our earlier talking points about offering new services. It also ties into following the latest trends (mobile app development trends are booming).
Virtually every business has the need for a mobile app. But in today’s day and age, you don’t need to be an app developer to offer app development services to your clients. Instead, just become a reseller of existing software.
BuildFire is a web-based app development platform. Anyone can use it to create a mobile app from scratch—no coding or development experience required.
The entire platform can be branded for your agency. You’ll have hundreds of customizable options to fit your brand and accommodate your customers’ needs. By leveraging an existing solution like BuildFire, you won’t have to worry about any of the complexities associated with maintaining the apps. You’re just providing the software and functionality to your clients.
As a white label reseller, you’ll be able to manage client apps, clone apps, create new apps, manage configuration levels, and more.
All of this can be handled from your administrative dashboard.
BuildFire also provides dedicated white label support. So even if you’re not an app development expert, you can essentially become one for your clients. You won’t have to worry about publishing the apps and getting them live on the app stores either—we’ll handle all of this for you.
Don’t underestimate the power of free resources. If you can help your prospects with small issues or general advice for free, they’ll come knocking at your door when it’s time to take those strategies to the next level.
I’m referring to resources like ebooks, blogs, tutorials, online courses, kits, podcasts, etc.
For example, let’s say your agency specializes in SEO and content creation. You can write blogs about relevant topics or provide tutorials on installing the Yoast SEO plugin for WordPress sites. But those pieces of content can include high-level strategies that the average business won’t be able to complete on their own.
Technical SEO elements like robots.txt files, dead links, structured data, XML sitemaps, security, and speed aren’t components that the average small business owner will feel comfortable tackling on their own. This gives them an incentive to hire your agency.
Furthermore, people are more willing to work with others who have helped them in the past. Maybe a business owner applied some of the strategies you mentioned in your podcast to help boost sales or retain customers. When that person needs something else down the road, your agency will be a top consideration.
The key to having success with this strategy is finding the balance between selling your services and giving it all away for free. You need to find a happy medium between the two.
Always be Networking
The term “networking” is often misunderstood. It’s not just attending large events with a lanyard around your neck, passing out business cards to everyone you encounter.
Today, networking can happen from anywhere online. Find out where your target audience is spending time online, and insert yourself into those conversations. Examples include:
Q&A websites (like Quora)
Online forums (like Reddit)
Take advantage of these platforms and social networks, in addition to live events and conferences.
There are nearly 300,000 members in this community. People are always posting questions like the one I’ve highlighted above. As an agency owner, it’s super easy for you to be active in this community and reply to questions.
It’s cheaper than attending a conference, and you can network at scale.
Similar to our previous point, you don’t necessarily want to give everything away for free. But give people enough helpful information so that it answers their question. Avoid being salesly on these types of platforms. Otherwise, it could come across as spam (which is a major turn off for people).
Instead, just make your presence known and try to participate as much as possible wherever you see an appropriate fit. With time and patience, this will help you attract new clients.
Practice What You Preach
There’s an old saying, “never trust a skinny chef,” that some of you might be familiar with. It essentially means that if the chef’s cooking was halfway decent, they’d be eating non-stop and probably put on some weight.
But this saying can be applied to a wide range of industries, especially in the agency space. Here’s what I mean.
You can’t position yourself as a web design expert if your website is boring and not visually appealing. You can’t be an SEO expert if your own website is slow and doesn’t follow other basic SEO practices.
Prospects will obviously check you out and do some digging before contracting your services. So make sure your own house is in order before you go out and offer your services to other businesses.
There are definitely some exceptions to the rule.
For example, let’s say you’re a social media marketer. Your agency wouldn’t necessarily need a presence on Snapchat or TikTok. You’re not generating B2B leads on those platforms. So while you might be helping B2C clients with social media marketing on those channels, you wouldn’t need to apply those same tactics to your business.
Build Authority For Your Personal Brand
The principles of branding for physical products can be applied to agency services as well. In short, brands are trusted names within an industry.
Branding is the reason why Nike can sell sneakers for $150, why Gucci can sell t-shirts for $500, and why Apple can sell iPhones for $1,400. With a well-established brand, your agency can start retaining new clients for $10k to $20k+ per month with ease.
For example, take a guy like Neil Patel. He’s known as one of the top (if not THE top) digital marketers on the planet. His blog generates millions of visitors, and his YouTube channel has 31+ million views and counting.
It’s safe to say that Neil has built authority in his space. So his agency, Neil Patel Digital, has an easy time attracting new clients. His brand name alone is enough for prospects to sign on.
Other examples of people who have built authority in their respective spaces include Gary Vaynerchuk (better known as “Gary Vee) in the digital media industry, Grant Cardone in sales, Ramit Sethi in personal finance.
This is a long-term process. You won’t become the next Neil Patel or Ramit Sethi overnight. But if you can take steps to build authority with your own brand name, it will be much easier for you to retain agency clients.
Ask For Referrals
If you provide exceptional services, there’s a good chance that your clients will refer you to other organizations. Business owners talk. While they don’t necessarily give their secrets away to competitors, they’re always happy to help friends and family who own businesses in other spaces.
For example, let’s say your agency helped a local dry cleaner build an email list and increase the AOV for existing customers. The owner of that company might refer you to their cousin, who owns a local restaurant.
Referrals are great when they come unexpectedly. But when was the last time you asked for a referral? Think about it.
According to a recent study, referrals are the number one method for reaching new prospects in the B2B space.
While it may feel awkward at first, there’s no shame in asking your existing clients for referrals. The vast majority of them will happily do it for you, especially if you’ve made a difference and helped move the needle for their business.
For the ones that don’t, there’s really no downside to asking. It’s not like they’re going to cancel their contract because you politely asked them for a professional favor. At worst, they’ll just ignore the request.
In addition to referrals, you can ask your best clients to leave reviews and testimonials on your website. All of this will make it easier for you to attract new agency clients.
Learn to Adapt
I’ve consulted with lots of agencies who had huge success in their respective areas of expertise five or ten years ago. But today, they’re struggling.
One of the biggest factors causing this decline in success is the failure to adapt.
The same strategies, tactics, and services that worked five years ago might be completely obsolete today. In some instances, even strategies from last year won’t work today. So your agency needs to adapt or die.
That’s why it’s so important to stay educated on market trends (as previously discussed) and offer new services, like mobile app development. That’s where the future is heading, and that’s where you need to position yourself.
Attracting clients to your agency will always be an ongoing process.
There’s no single strategy that will become your magic wand for signing prospects. One marketing campaign won’t be enough to move the needle. You’ll need to apply several tactics cumulatively to position yourself as an attractive agency within your niche.
If you’re having trouble with signing new clients, follow the tips and best practices that I’ve outlined in this guide.
For those of you who are interested in attracting new mobile clients to your agency with app development services, contact our team here at BuildFire to learn more about our reseller program.
Customer service is the lifeblood of any agency. Products and services aside, the key to long-term and fruitful relationships starts with client relations. Customer success tips for agencies go beyond just answering the phone promptly when your clients call. It’s about taking a holistic approach throughout each stage of the customer cycle.
From pitching services to lead nurturing and upselling, every element of your business must keep client happiness at the forefront.
If you own an agency or white label reseller company, this guide will walk you through app reseller tips.
This resource on customer success tips for agencies is intended for everyone. Whether you’ve been in business for decades or just starting a reseller program for the first time, these tips and best practices will help you generate more money by providing excellent customer service.
Listen and Learn
It sounds simple and obvious, but you’d be surprised how many agencies lack proper listening skills. Too many agencies make the mistake of pitching a product or service without understanding the clients’ needs.
You’re not a mindreader. Don’t try to become one.
Give your clients and prospects the opportunity to tell you about their problems. Otherwise, it will be difficult for you to provide them with real benefits.
If you’re using the same exact pitch, products, upsells, and communication for each client, you’ll have high churn rates and lower conversions.
I’ve consulted with some agencies that literally copy and paste emails from one client to another, only replacing the contact’s name. While that strategy might be easier, it’s not productive.
That’s not all. I recently discovered a study from Gong.io that analyzed 25,537 agency sales calls. All of the research about listening was astonishing.
The study concluded that the top closers listened 57% of the time during the average call. On the flip side, the bottom 20% of closers listened during just 34% of a call.
In short, the longer a sales representative talked, the lower their conversion rates were. But talking less and listening more yielded stronger results.
If you don’t stop and listen, you won’t learn anything about your customers. You’ll end up talking about things that are irrelevant to the prospect. This will quickly turn into them losing interest in what you’re saying.
But by giving prospects the opportunity to talk about their needs, wants, and concerns, you’ll be able to address those points directly. In doing so, your words become much more powerful.
Listening is a crucial component of customer success tips for agencies.
Here’s a simple example.
Let’s say your agency has four main product offerings. We’ll call them services A, B, C, and D. During a call, email, or consultation, you might be inclined to spend an equal amount of time discussing all four services.
For a 60 minute consultation, you allocate 10 minutes to introductions and small talk, another 10 minutes for questions, and the remaining 40 split between the services; 10 minutes each.
However, service B is the only thing that’s actually relevant to the client or prospect. So you’re wasting half of the session discussing services they don’t need or want.
Instead, you could spend 10 or 15 minutes listening to the client about their needs and pain points. Then spend the remainder of the time covering service B in complete detail. You won’t even need to mention A, C, or D.
Follow the Latest Industry Trends
Your agency doesn’t exist in a vacuum. There are external factors that are seemingly changing by the day, especially in the world of technology.
So if you’re operating with blinders on, you’ll struggle with meeting the changing needs of your customers. This statement holds true for new prospects as well as current clients.
Trends agencies need to follow.
There are lots of different trends that you need to keep up with. For starters, these are the three that you need to focus on the most.
Client industry trends
If you work with clients in multiple industries, you need to keep up with the latest developments in each one. For example, let’s say you have customers in that own restaurants, gyms, and dry cleaners. All of these industries are very different from one another. A gym owner won’t have the same needs as a dry cleaner.
Next, you’ll need to focus on different trends in your own industry. Right now, white-label app reseller programs have been growing in popularity in the agency world.
Every agency must keep up with the latest technology trends. No matter what type of agency you have or what industry your clients fall into, this has to be at the top of your list.
Why? It’s the only way to deliver your clients the best services. For example, let’s say your clients want to establish a mobile presence.
These statistics prove that building a mobile app is the greatest way to achieve this. But if you’re not following the latest trends, you might spend more time focusing on your clients’ mobile website.
Sure, that might have been a priority ten years ago. But today, app development supersedes the mobile web.
Where can you find the most recent trends? Subscribe to the BuildFire blog. We’re constantly coming up with updates for agencies and resellers. Check out some of our latest guides on mobile commerce trends and app development trends.
If you don’t keep up with the latest trends, several things can go wrong.
For starters, you won’t be delivering acceptable results to your clients. This can ruin the relationship, as well as your agency’s reputation.
Other clients will be sharper than others. They follow the latest trends as well. Let’s continue with the mobile app vs. mobile web example. If your client wants to attract more mobile customers and you come back to them without mentioning app development, you’ll lose the client.
Finally, staying up to date with industry trends will give your agency an edge over the competition. You’ll learn to equip yourself with the latest tools and technology to meet the needs of your customers.
For example, once you learn that your clients need mobile apps, you must find a way to provide that service to them.
The easiest way to do that is becoming a mobile app reseller. Delivering new technology to your clients is one of the important customer success tips for agencies.
Similar to listening, effective communication seems like something that should be obvious. Yet so many agencies fall short in this category.
From what I’ve seen, agencies trend to communicate with clients the most during the early stages of a project, and then fade out towards the end. Prospects get follow-up calls and emails on a regular basis, but long-term clients lack that personal touch.
Here’s what happens. You spend so much time trying to close new leads and turn those prospects into paying customers. Why stop?
Yes, I understand you want to get out there and start selling to other prospects. But those new sales are useless if your existing clients keep churning.
You’re wasting time, money, and resources signing new agency clients if they don’t re-sign after their first contract. Don’t let that recurring revenue slip away from you. Sometimes an extra five minutes per week can make or break your relationship with an agency client.
Four of the top seven responses are related to communication, including the number one answer.
Communication must be a top priority all of the time. If you’re just prioritizing this at the beginning, and right before contract renewals, it won’t be enough.
I don’t want to generalize or make assumptions, but I’m just speaking from personal experience here. To me, it seems like most agencies make the mistake of thinking that no news is good news.
If my clients were unhappy or needed something, they would let me know. I don’t need to reach out to them and check-in.
This mentality will lose clients. In fact, just 4% of unsatisfied clients actually complain.
Most people are either too nice, too busy or just don’t want to deal with any confrontation. They’ve already budgeted for the current contract. So they’ll just choose not to renew instead of complaining halfway through.
This relates back to one of our previous agency success tips about listening. That tactic isn’t just for the initial sales process. Give your clients a chance to speak their minds all of the time.
Agency communication tips.
I’m not saying you need to speak to your clients every day (although certain projects to require that level of commitment). But if it’s been a week or two since you’ve heard anything, consider sending an email similar to this one:
Hey [Client Name],
It’s been a couple of weeks since we last spoke. Just wanted to follow up with you to see how everything is going.
We’re continuing to make significant progress on [Project XYZ]. Are you happy with the results we sent over last month?
Let me know your thoughts! No rush.
Looking forward to hearing back from you soon.
Obviously, the content of the message will vary based on your relationship and status with each client. But I think you get the point in terms of tone and delivery.
If you’re running ahead of schedule or falling behind, let your clients know. Let’s say you’re three months into a six months project. Something goes wrong, and you realize that you won’t have it completed on time.
Rather than waiting until the last minute, communicate this update to your clients immediately. In most cases, they’ll understand. But they won’t be happy if six months pass without hearing a word, and the project is late.
Offer New Services
Adapt or die. If your agency can’t continue to offer new services, you’ll quickly start to lose your clients. Why?
Lots of agency services tend to be short term. Once the project is complete, or the problem has been solved, clients don’t have a reason to re-sign their contracts.
Prospects and clients need to improve mobile penetration.
Any agency can become a reseller.
The beauty of a reseller program is that anyone can do it. Whether you’re a solo entrepreneur or a larger agency with dozens of employees, this type of program is easy to implement.
That’s because everything is already done for you. It’s not like you’re building new software from scratch. You’re simply taking a platform and putting your name on it.
I know what some of you are thinking. You’ve never developed an app, and you don’t know how to code. No problem. Neither of those skills is required to become a reseller.
The investment is minimal, which is feasible for agencies in all industries. By adding a new service to your current list of offerings, it will attract new customers and give your existing clients a reason to keep working with you for the long term.
Follow Through With Promises
Falling short with your deliverables is not a sustainable way to operate your agency. You’ll lose clients and develop a poor reputation if this becomes a habit.
Things happen. Everyone makes mistakes at times. You won’t have a perfect record, and I’m not expecting you to.
But there are definitely steps you can take to reduce the chances of failing to deliver.
Managing client expectations ranked first in this survey. I’m assuming that you can relate to this problem.
Some clients think that agencies are miracle workers. They sign an agency, and all of their troubles will disappear. Conversions will triple, revenue will quadruple, and customers will be lining up around the block for years to come.
While some of these business owners don’t have a good sense of reality, others get this fairytale image during an agency pitch.
Agencies are over-promising and under-delivering.
It’s much easier to follow through with promises if you set realistic expectations from the beginning. I’d rather under-promise and overdeliver. That makes you look better than the opposite. Here’s an example:
Let’s say your agency specializes in SEO for small business websites. Don’t promise your clients the number one organic position on Google within three months. Don’t say, “we’ll double your traffic in a week.” Realistically, neither of these are going to happen.
Instead, tell them that your average customer increases organic traffic by 20% within six months. This becomes the client’s expectation. So if you achieve this in four months or reach 50% in six months, it makes your agency look even better for exceeding the initial promise.
Here’s another example. Let’s say your agency has a mobile app reseller program.
Telling your clients that they can build an app in a month might get you to close the deal. But that’s more than likely a promise you can’t keep. Giving them a realistic time frame from the get-go makes it easier to follow through.
Leverage the Right Tools and Technology
To keep up with the growing demands of your client base, agencies must adapt and use tools to their advantage. Technology can be used for such a wide range of purposes.
Look into software for automating manual tasks. Consider updating any old technology before it becomes obsolete.
These are the top factors that agencies use the most when evaluating new business tools.
I tend to focus on tools that improve efficiency. New technology can be used for in-house purposes, as well as for client offerings.
Like most of the elements in this guide, an app reseller program fits the bill in nearly every response on this list.
Direct impact on business objectives
Improves new business productivity
Value on effort for the cost
Ability to customize
Proven to work for other agencies
That last bullet point is a major point of emphasis. You definitely want to make sure that any technology you’re considering has actually benefited other agencies.
Check out this case study on King Concepts. The story goes into detail about the success of their white label reseller program. It’s the definition of customer success for agencies.
Let me give you a couple of quick analogies about the importance of new technology.
20 years ago, businesses were still sending individual emails to customers. Tools for marketing automation changed that. Imagine trying to help a company with SEO without a keyword planner? Technology made this easier for agencies.
Mobile app development is the technology of today and for the future. Agencies that fail to adapt will struggle in the coming years.
Focus on Problem Solving
Why should a business hire your agency?
This is not a rhetorical question. It’s easy to get lost in your agency offerings and lose sight of problem-solving.
I speak to dozens of agency owners throughout the year. When we’re talking about business, most of them usually just list their services. “We do social media marketing, content creation, email marketing, SEO, web development, etc.”
But none of those are reasons why a business should hire you. This is:
“We improve mobile conversions and reduce operational costs for small business owners.”
This is obviously just one example. But you can clearly see the difference between this statement and the previous one that just lists services. Your services alone do not solve problems.
A value proposition is not a company slogan or mission statement. It’s also not a list of your services.
By definition, a value prop is a way to attract clients to your agency. But the only way to do this correctly is by focusing on problem-solving. The two terms work together hand-in-hand.
Excellent customer service doesn’t happen overnight. An agency must make customer success part of their company culture.
The concept of customer success goes beyond signing a new prospect. It needs to continue throughout the entire lifetime of your relationship with the client.
Your agency has to stay up to date with the latest technology, tools, and trends.
In doing so, you’ll be able to meet the demands of B2B clients in the modern era. Everything is heading toward mobile. Agencies that can accommodate their clients’ needs will have great success in the coming years.
Running an agency is exciting, especially when you’re landing profitable agency clients. The opportunities are seemingly limitless, and virtually every small business owner is a prospect.
Whether you’re a marketer, web designer, developer, white label reseller, or freelancer, there is definitely no shortage of opportunity for your agency in today’s business environment.
Ironically, the vast opportunity has actually created some profitability problems for agency owners and operators. They aren’t having problems getting new clients, but they’re struggling to find profitable agency clients.
This is a major concern. On some levels, I could argue that an unprofitable agency client is worse than not signing a client altogether.
Many agencies don’t recognize their profitability problems until it’s too late. Before you know it, you’re three months into a 12-month contract with a client that you’re barely breaking even with. This is not a sustainable business model.
I’ve worked directly with dozens of agencies in my career. Surprisingly, the majority of them didn’t have an answer for how to secure profitable agency clients when I first started consulting with them. But the agencies that had a method for securing profitable agency clients have been ultra-successful, which has inspired me to write this guide.
After learning exactly what it takes to land a profitable small business agency client, I want to pass my knowledge and experience to you.
It doesn’t matter what type of agency services you provide, any agency owner working with small business clients can benefit from the tips and best practices covered in this guide.
Qualify Your Leads
It’s tempting to work with every business that has a need for your services. But being a bit more selective is one of the best ways to improve your agency’s profitability.
You might ultimately sign fewer clients, but the prospects that end up converting will be much better for your business.
Lots of agencies do have some type of lead qualification process. However, most of that is based on whether or not the client actually needs the services being offered. But in terms of profitability, you need to take those qualification factors one step further.
For example, let’s say you’re a web designer or a developer. There’s a big difference between a single person looking to start a personal blog and a small business owner that wants to improve their online presence.
Sure, each prospect is a potential lead, but one definitely has more profitability opportunities than the other.
The best way to qualify profitable small business agency clients is with the “BANT” approach.
It’s easy to qualify prospects using these criteria on a lead generation form or through an initial discovery call.
Don’t leave the budget form field open-ended. Instead, let your leads select an option within a range. For example:
$2,500 – $5,000 per month
$5,000 – $10,000 per month
$10,000 – $15,000 per month
$20,000+ per month
Small business owners with a budget of $1,000 won’t fill out the form, and you won’t waste your time with a potentially unprofitable agency client. (Note: These numbers are just hypothetical. $1,000 might very well be profitable for your agency).
Then simply ask the lead to state their position within the organization (CTO, CEO, Director of Marketing, etc.).
While it’s obviously in your best interest to get as much information on a lead generation form as possible, I prefer getting the “need” details during a follow-up. This allows you to get a better understanding of the “timing” aspect and essentially kill two birds with one stone. Here’s why.
Let’s say a small business CEO with a budget of $5,000 to $10,000 per month fills out a lead generation form on your website. You follow up immediately with a phone call and email.
If that person doesn’t get back to you for a month, you just got your answer related to the timing. The project isn’t a priority for this person, and it may not be profitable for you to pursue at this time.
But if the lead is engaged right away and eager to proceed, you know that the project is high on their priority list.
Rather than stressing and wasting valuable resources hunting down leads that aren’t in a rush to proceed, you can focus your efforts on the ones who are. This lead qualification strategy will ultimately help your agency secure profitable agency clients.
Expand Your Services
Another reason why some agencies struggle with securing profitable small business agency clients is because the services they offer are simply not very profitable. This is especially true for labor-intensive tasks and services.
Don’t get me wrong. I’m not suggesting that you abandon your existing offerings. But by expanding to new services that have higher profit margins, you can make up for the difference in low-margin services.
I suggest adding on services that are hands-off and low-maintenance. These will deliver the highest profit margins.
For example, let’s say your agency currently provides content and SEO solutions for small business clients.
There aren’t any shortcuts to success here. Content actually needs to be created. Real results need to be delivered by you and your team. Whether it’s blog posts, landing pages, video content, or emails, someone has to do the work.
At times, this type of agency work can be tedious and deliver low profits.
But if you become a white label app reseller, your agency can benefit from high profits with very little manual labor.
All you need to do is pay the for the app reseller platform, and upcharge your clients whatever rate delivers your desirable margins. You’re simply re-branding your agency’s name on a platform that already exists, and delivering those benefits to your small business clients.
Expanding your service offerings will also make your agency more attractive to small business clients.
For example, let’s say you have a marketing agency. According to a 2020 study, just 6% of small business owners outsource their marketing needs.
That’s such a small portion of the market that’s actually interested in your services. An even smaller percentage will fall within your qualification standards, as previously discussed.
So you need to find other ways to attract small business clients to your agency.
Small business owners have enough on their plate as it is. They aren’t interested in working with two or three different agencies for various services. It’s much easier for them to find a one-stop-shop for all of their needs.
Follow Industry Trends
Your agency needs to keep its finger on the pulse.
The goals and mindset of a small business owner in 2020 are very different from those back in 2015. So if you’re still using an outdated formula, it will be challenging to secure the most profitable small business agency clients.
Staying informed about industry trends will also keep you one step ahead of your competitors. On the flip side, ignoring new trends will give your competitors an edge over your agency.
I’d recommend following agency trends, small business trends, as well as any niche-specific trends for businesses that you work with. For example, your agency might specialize in ecommerce, law firms, or healthcare.
Here at BuildFire, we want your agency to have the tools you need to be successful. So we’re always coming out with new guides and the latest research to keep you informed.
Following the trends isn’t something you do once a year and forget about it. This will always be an ongoing process to further your knowledge. The more you know about your small business prospects’ wants and needs, the easier it will be to secure profitable agency clients.
30% have plans to develop one in the future. The remaining 28% will surely adapt sooner or later as well.
This is a tremendous opportunity for agencies. If you can offer mobile app development services to small business clients, you’ll quickly benefit from high-profit margins.
Here’s the thing. Your clients need an app. If they don’t get it from you, then they’ll find someone else to help them build it. Since apps are in such high demand right now, it’s a service that your agency can charge a premium to provide.
Upsell Your Existing Clients
I see so many agencies struggle with profitability because they’re continually focusing on customer acquisition.
Obviously, your agency needs new customers to survive. If your new to the game and just getting started, this will definitely be a top priority for you.
But that’s not the case for agencies that are well-established. Even if your profit margins are slim, you can make more money without getting new clients. Just look at your existing customers and find ways to provide them with new services.
If you’ve had success helping your clients with one service, they’ll be inclined to listen to you when you offer them something else.
You need to understand that small businesses don’t have infinite budgets. So they might be hesitant to use all of your services from day one. You may have five or ten different offerings, but a client might just start with one.
That doesn’t mean that you’ll never get them to use your other services. Just give it time some and work on your upsell strategies.
Obviously, keeping costs low is one of the best ways to remain profitable. Focusing on upselling your current clientele will be an ideal way to accomplish this.
Furthermore, you have about a 20% chance of selling a service to a new prospect. But your agency has a 70% chance of getting an existing customer to buy.
So if you can’t get your small business clients to buy your most profitable services from the beginning, don’t panic. You’ll still have plenty of opportunities to upsell them in the future. Take the time to get to know their business so you can offer exactly what they need. It might be three, six, or even 12 months down the road. But if you’re persistent, the client will buy.
Prioritize Long Term Services
Providing more services will help your agency focus on client retention. Increasing retention rates by just 5% can boost profits by up to 95%.
The most valuable agency services are long term.
If you’re doing tasks that only take a month to complete and don’t require any further assistance, you’re going to be spending too much money on acquisition. As we previously discussed, that’s not a sustainable way to operate.
For example, let’s say your agency specializes in small business web design. It’s unlikely that the business owner will want to change the design of the website on a regular basis.
They might need some slight adjustments from time to time, but for the most part, once the design is complete, the client won’t have a need for your services anymore.
To maximize your profits, you need to think of big picture solutions. What is something that your clients need that you can provide them with for years to come?
Mobile app development is the perfect example. We already talked about the massive opportunity in this space for agencies targeting small businesses. App development projects can take six or even 12 months to complete.
Once the app is built and launched, the client will still need ongoing maintenance and updates. These services will last for the lifetime of the app, which will be years.
Even if you’re not a developer and don’t know how to code, you can become a white label reseller and allow your clients to create an app on their own using an app builder. It’s both a low maintenance and high margin offering for you, and it can result in securing clients for life.
Check out this case study to learn how a real agency boosted its profits with an app reseller program. Your agency can have the same success in this space.
Master the Pitch
Your agency services might be outstanding; I have no doubts about that. Unfortunately, the quality of your offerings is irrelevant if you can’t convey that message to your clients.
This holds true for new prospects as well as your existing customers that you want to upsell.
The very first thing you need to do is make sure you’re addressing the right person. If you’re not pitching the company’s decision-maker, it’s going to be a waste of your time and resources. In most cases, the owner will have the final say for small businesses.
Next, you need to make sure that your pitch is actually solving a problem. Don’t be generic here. Each business will have different needs, so the pitch has to be unique.
Here’s an overview of the top challenges for small businesses in the US.
This is another reason why you have a significant advantage if you’re pitching a service to an existing client. Once you establish a relationship with this client, you’ll have a much better understanding of their needs.
For example, after working with a client for three or six months, you might realize that they have a serious problem with internal communications.
You can take this information and pitch a workforce app to increase engagement with their remote employees.
Or maybe your client is struggling with ecommerce sales or customer loyalty. You can explain how a mobile app will address both of those concerns simultaneously.
Be prepared to walk your clients through the steps and timeline of any new proposal. Put emphasis on the value the new offering provides, and explain how it will give them an edge over the competition.
Mastering an agency service pitch isn’t easy. It will take time and practice before it’s perfect. Just don’t take any shortcuts and try using the same pitch for each client. You’ll have a higher success rate if you do the research for each small business ahead of time.
Analyze Your Pricing Strategy
It sounds simple, but a pricing adjustment could give your agency a significant profitability boost.
Where did you get prices from? If you just pulled numbers out of thin air, then it’s unlikely that you picked a winning price point. Some agencies will set their prices based on the market, and price themselves right around the competition. But this is another mistake that can crush profits.
Two agencies could have the exact same services at the exact same price. One of them could be operating at a 50% profit margin, and the other could be working at a 10% loss.
Before you can even consider setting your prices, you need to know your breakeven point, which could be significantly higher or significantly lower than your competitors.
I’d recommend offering custom pricing to your small business clients. Give each client a unique quote based on their needs. While this process is a bit more involved, it ensures that you’re always operating with high margins.
This gives you the opportunity to analyze your break-even point for each project, so you can set your rates accordingly.
Learning how to secure profitable agency clients for your agency isn’t as complicated as you might think. Whether your agency is brand new or well-established, you can follow the tips and best practices that I’ve outlined in this guide.
You might have noticed a common theme here.
Arguably the biggest key to profitability for an agency targeting small businesses can be summed up in just a couple of phrases:
If you can achieve both of these with a service that’s in high demand, your agency will have great success in this space. That’s why becoming a white label app reseller is so appealing.
You don’t need to have any experience in development to get started with this. Just simply rebrand an existing app builder as your own through a white label program.
This gives you the ability to offer more to your clients while allowing you to set your own profit margins. It’s a win-win solution for everyone.
With mobile trends on the rise, agencies have a tremendous opportunity to expand and increase profits by becoming a mobile app reseller. But to have success in this space, you need to understand the science of mobile app pitching.
Nearly every business can benefit from app development. This means that everyone is a potential client.
As an agency, you have a significant advantage since you already have existing relationships with various businesses.
I’ve been working in the tech space for nearly two decades. Throughout that time, I’ve seen hundreds of app pitches. As someone who has been on both sides of these pitches, I know first-hand what works and what doesn’t.
I created this guide to highlight and explain mobile app pitching tips for agencies. I’ll show you exactly how to craft a winning pitch to your clients.
Identify the Decision Makers
To have a successful app pitch, the first thing you need to do is make sure that you’re pitching to the right person. Identify the decision-maker and figure out how to contact them.
For those of you pitching to an existing client, you’ll likely have a point of contact at that company. But don’t assume that this point of contact is the decision-maker for an app development project.
Being direct is the best way to get in touch with the right person in the organization.
Simply ask your contact who you can speak to about app development. Be prepared to have a “quick pitch” ready for this person. Even if they aren’t the final decision maker, you’ll likely have to win them over first, before they pass the message along to the right person.
Again, this is easier if you’re pitching clients that you already have a relationship with. Depending on how long your agency has been working with a business, you probably have multiple points of contact at the company.
In my experience, the larger the business, the more challenging it is to identify the decision-maker. That’s because multiple positions within the organization will have influence.
For example, the CTO might have the final say in whether or not an app gets built. But the CFO, CEO, and VP of Marketing will let their opinions be heard. So your pitch needs to be persuasive enough to reach each of these positions.
Pitch everyone at the same time whenever possible. If your agency has local clients, doing this in-person will be your best bet. Otherwise, a conference call with everyone on the line will be sufficient.
For most small businesses, the owner will always be the decision-maker. They likely won’t be swayed or influenced by other positions. So keep that in mind when you’re pitching app ideas to those clients.
Understand the Business Goals for Each Client
A big mistake I see agencies make all of the time is using the same pitch for every client. Sure, this is easier, but it won’t get you anywhere.
All three of these reasons are very different. Therefore, the pitch for each would need to come from different angles.
If you give a generalized pitch, your clients will see right through it.
Make it personal. Be specific. If this is a company that your agency has already been working with, bring up the goals and KPIs that you’re already addressing. Use real numbers to explain how your agency has helped them get so far, but the app will take things to the next level.
Stay away from the “Dear Sir or Madam” and “To whom it may concern” approach.
Your agency won’t be able to sell any apps like that.
Quality is far more important than quantity when it comes to mobile app pitching. I’d rather spend time doing in-depth and highly researched pitches for ten clients, then creating one general pitch and using it on 100 clients.
Yes, it will obviously take much more work from you and your team to craft unique pitches for each client. But this approach will deliver significantly stronger results.
Don’t make assumptions. Not every business wants to hear a pitch about an app that drives revenue from another channel. Some companies would rather put emphasis on things like customer loyalty and retention. So you need to know which angles to push in your client pitches.
You should also be ready to encounter clients who do not have a clear sense of their goals. In these instances, your agency can help them establish some direction before you pitch them with an in-depth app idea.
Address Frustrations and Pain Points
Identifying the goals of your clients is just one component of a successful app pitch. Will a mobile app make your client’s business better? Yes. But what exactly does that mean?
Lots of clients will have the “if it’s not broken, don’t fix it” mentality.
That’s why you need to show them areas of their business that are actually broken. Identify frustrations or pain points and explain how an app will close those gaps.
I don’t mean to sound like a broken record, but I cannot stress this point enough. Every pitch needs to be unique. The challenges of one client won’t be identical to others.
For example, let’s say one client is having trouble improving the customer experience, which is a common frustration. Building an app to address those pain points is a viable solution.
This pitch will be all about the customer.
It will cover their journey throughout each stage of the conversion funnel. You’ll address the customer frustrations using a mobile website, and explain why apps convert higher than the mobile web. The pitch will cover customer loyalty programs, referrals, personalization, and other relevant CX pain points that can be improved.
But this information could be irrelevant to other clients.
Some of your clients’ biggest challenges might be internal. For example, companies with remote employees and field service workers can use an app to improve internal communication.
A pitch for an HR mobile app will look completely different than app related to improving CX.
That’s why it’s crucial that you take the time, do plenty of research, and conduct due diligence on each client before you consider pitching an app idea to them.
Focus on Value, Not Features
App development has endless opportunities. So it’s tempting for agencies and resellers to talk about every feature and possibility for building an app.
But focusing your pitch on features is a mistake. Don’t make things more complicated than they need to be.
Lots of people are resistant to change. So if you pitch an app to them that will change their entire operation and process, it’s likely to get rejected. Instead, focus on just one or two core features that are aligned with the company goals and fix the pain points that were previously identified.
After you talk about the main features, use the rest of your pitch to emphasize value.
Businesses don’t want to build an app just for the sake of doing it. There needs to be value in this decision.
For example, let’s say you’re consulting for a retail business. They have a few brick and mortar locations, and an ecommerce website. The company’s goal is to increase customer retention, and their biggest frustration is missing out on mobile web conversions.
Your pitch should focus on using a mobile app to drive conversions and retain customers with a loyalty program. You don’t need to go into detail about customer acquisition, accepting mobile payments in-store, push notifications, mobile referral programs, and more. That’s too overwhelming.
Stick to the value of implementing a mobile loyalty program. Let your entire pitch drive that point.
Make it clear to the client that they’ll have more opportunities to add new features down the road. Adding everything at once will be too much for the client to comprehend. Plus, it can even cause some development and performance issues with the app.
Paint a Picture
Mobile app pitch can only go so far if it’s all hypothetical. It’s tough for a client to wrap their mind around an idea if they can’t see it or feel it.
That’s why it’s your job to show them exactly how their app will look, feel, and perform. Consider developing a quick demo or illustration of the app to use during your pitch.
For example, let’s say one of your clients owns a restaurant. Show them different templates for restaurant mobile apps.
You don’t need to go through the process of integrating their menu or set up a reservations function. Just use their name and logo on a few different homepage templates.
If other clients have built similar apps through your reseller platform in the past, use those as examples to show your clients. This will showcase that building an app is tangible, and not just some idea that is incomprehensible to imagine.
Paint a picture of the user experience.
Who will be using the app? Whether it’s a mobile commerce customer or a remote employee for an in-house communication app, the user experience will be one of your biggest selling points.
Conduct Industry and Competitive Research
We’ve already discussed the importance of understanding the specific goals and needs of an individual organization before you give them an app pitch idea. But your due diligence must go beyond that.
Show your clients real reasons why they need an app with industry statistics and competitive research. If you don’t know where to start your research, check out these guides:
All three of these resources are full of facts, trends, stats, and data you can use during your client pitches.
Competitive research will be another significant selling point. As you research your clients’ biggest threats in the industry, you’ll uncover one of two things; the competitors either have mobile apps or don’t have mobile apps. You might find some with an “app coming soon” listed on the website. But you can put that in the “has an app” category.
Pending the results of your findings, this part of your pitch will go one of two ways.
If their competition has an app, you need to stress the importance of building one immediately to keep up with them. Otherwise, the client will be at risk of losing customers.
Alternatively, if their competitors do not have an app, focus the pitch on becoming an early adopter to gain an edge. By getting to market before the competition, your clients can gain a significant competitive advantage in their industries.
Create a Roadmap
Naturally, your clients will have some questions after your pitch. I’m sure you’ll even field some questions in the middle of your pitch. No problem. Just be prepared, and give them enough information, so they aren’t left wondering.
The most logical question for any client who is interested in building an app is “how do we proceed?”
You should have a rough roadmap and timeline ready during your presentation. Don’t leave your clients wondering or tell them that you haven’t thought that far ahead yet. That’s unprofessional and won’t win anyone over.
Since you won’t know exactly what features your client wants to build, don’t include any firm dates in the timeline. Instead, just show them the standard progression of app development.
Depending on your business model and how your reseller platform is set up, there are a couple of different ways the app can be developed.
You can build the app for your clients using the platform. Or you can simply provide the white-label software and let them make it on their own.
Discuss these options with your clients during the pitch. Explain that they have control over the entire process.
This is a great time to circle back to the couple of core features that you mentioned earlier in your pitch. Explain that the more features you add, the longer the development process will take. So it’s best to work on those main functions first, and they can always add more post-launch.
Even if you’re new to white label reselling, you want your clients to feel comfortable building an app with you. Having a firm grasp of the roadmap and timeline will put their minds at ease.
Emphasize Customer Support
Make sure you choose a reseller program that gives you dedicated white label support. You’re definitely going to need it during development and after launch as well.
Whether it’s for an update, adjustment, new feature, or just general questions and troubleshooting, your white label provider needs to be there for you.
This way, you’ll be able to pass that support over to your clients.
If your reseller platform can handle all of the heavy lifting on the tech side of things, it’s a major selling point during your pitch. For example, if you use BuildFire’s white label reseller program, our team will handle publishing the apps for you.
So let your clients know that all they have to do is focus on development. Once it’s done, you’ll take it off of their hands and get it live in the app stores.
Bundle Your Services
If you already have an established agency, you have the advantage of mobile app pitching to your existing clients. But that doesn’t mean that you shouldn’t be out looking for new clients as well.
According to a recent study, getting new clients is the biggest challenge faced by agencies this year.
By offering app development services, your agency will stand out against the competition.
You can essentially become a one-stop-shop for prospects. Market yourself accordingly by bundling your services into one package.
For example, let’s say your agency specializes in SEO, PPC, and social media advertising. Include app development in your plans and simply adjust the prices accordingly.
Building an app doesn’t always need to be sold as a standalone add-on. When you include it in the bundle, it’s more appealing for your clients as well. Now they can get everything they need from a single agency, instead of having to shop around for different services elsewhere.
Learn From Unsuccessful Mobile App Pitching
Every client you pitch will not build an app. This is just a reality that you need to accept.
Don’t get discouraged. There are dozens of reasons why some clients won’t be interested. Whether it’s budget limitations or stubbornness to change, all pitches will not be successful. It’s even possible that the client didn’t buy because you botched the pitch; it happens.
Regardless of the reason, you need to learn from those mistakes and turn them into wins moving forward.
Try to identify the turning point when the pitch went south. Did the client ask a question that you were unprepared to answer? Were you speaking to the right person? Did you do enough research on the business, industry, and competition?
Be honest with yourself.
Fortunately, pitching apps to your clients is like anything else. The more often you do it, the better you’ll get at it.
You need to find the right white label reseller program to successfully pitch apps to your clients.
Even if you’re the best salesperson in the world, your pitch will only be as good as your product once the client asks to see a demo or try it out.
BuildFire has everything you need to create a white label program. Whether you have an established agency or want to start selling apps from scratch, we have the tools and resources to get you started.
Every agency needs to do two things right in order to survive and thrive. You must sign new clients and then find ways to retain them.
In a nutshell, that’s the foundation for any successful agency.
Today’s digital landscape has made the demand for creative agencies higher than ever before. Businesses of all shapes and sizes across every industry are seeking professional help from marketing firms, web development agencies, branding companies, web designers, and advertising agencies. The list goes on and on.
By offering additional products and services that your current and prospective clients need, it puts your agency in a position to generate high profits.
With mobile trends on the rise, the mobile app industry is booming. Historically, helping clients create apps was reserved for mobile development agencies. You needed to have a background in tech, coding, and app development to enter this space.
But times have changed. Today, any agency can get its share of the mobile industry profits with a white label reseller program. The best part about being a reseller is that you can do it with zero app building experience and without ever needing to write a single line of code.
Use this guide as a reference to learn more about the benefits of these programs and how your agency can profit by becoming a white-label mobile app reseller.
Attract New Clients
As I said before, the demand for agencies is seemingly at an all-time high. Every business has recognized the importance of establishing a digital presence. Lots of those companies need help from third-parties to reach their goals.
On the plus side, it’s nice knowing that there is a high demand for your services. But this high demand has created an increase in competition as well.
As you can see from the graph, increasing competition ranked first on the list. Adapting to new technology is the second biggest challenge faced by agencies in the coming year.
By becoming a white label app reseller, you’ll be able to address both of those barriers at the same time.
You need to find ways to stand out from your competition. If you’re offering the exact same services as everyone else in the market, signing new clients is going to be nearly impossible.
But the more services that you offer, the more appealing you are to prospective clients and new leads. Businesses who want to develop a mobile app won’t even consider your agency if you don’t offer that service.
30% of small business owners are planning to build an app in the future. Your agency can’t afford to ignore one-third of your target market.
Businesses seeking agencies are always looking for an all-in-one solution. Working with separate firms for web design, marketing, and app development is too complicated. If your agency can meet all of these needs under one roof, new clients will be much more inclined to sign with you.
Reduce Time to Market
You’ve already decided that you want to be part of the mobile app industry. There are lots of different ways to enter this space. But being a white label reseller is the quickest and easiest.
The alternative methods of developing apps for your clients are much more complex.
Your existing in-house talent probably won’t be able to take on this additional workload. They may not be qualified for it either. In this case, you’d have to find experienced developers and train a completely separate department.
To build these apps properly on your own, it could potentially pull your focus and efforts away from your core services. This is a long and grueling process, especially if you don’t have any experience with coding and development.
But with a white-label mobile app reseller program, you can offer app development services immediately without hiring new staff or hurting the quality of your existing services.
Time is of the essence. Your target audience wants to build an app today. So if you wait six months or a year to offer these services, you’re missing out on a huge opportunity. Prospects won’t wait around for you. They’ll simply find another agency that can provide what they’re looking for.
Furthermore, a white label reseller program will make it easier for your clients to get their apps to market faster as well. Here’s a look at how long it takes to build an app.
However, using an app builder instead of coding from scratch will ensure faster development.
You and your clients won’t even have to worry about publishing the apps. If you use BuildFire’s platform for your reseller program, we’ll handle all of that for you.
Low Risk, High Reward
Any time you consider entering a new market or expanding your services, the cost is always a factor. You must ask yourself if the price is worth the risk before you spend money on something, especially if you don’t have any experience in a particular industry.
Fear of failure is a common reason why agencies don’t expand or enter new markets.
But being a mobile app reseller through a white label program is a cost-effective way to increase profits at little to no risk. You can add this service to your agency even if you’re on a tight budget.
In most cases, the only cost is the monthly fee for the platform that you’re using. Your clients can easily offset those costs.
You won’t need to worry about hiring developers or expanding your team. You don’t need any new hardware, or have to deal with the costs associated with managing that equipment.
As a reseller, you don’t need to develop your own tools or system. Everything is already done for you.
A white label reseller program is by far the most cost-effective way for your agency to build and manage apps for your clients. With little overhead costs, the opportunity for profits in this space is virtually limitless.
Set Your Own Margins
This piggybacks off of my last point in terms of high profits. With an app reseller program, you have complete control over your own pricing.
It’s a common misconception that you are bound to certain price restrictions with a program like this. But that couldn’t be further from the truth.
The reseller programs don’t come with price restrictions. You can market and offer these services on your own terms, based on the value you’re providing to your clients.
Think of it like any other tangible product. A retailer selling shirts may buy them in bulk for just a couple of dollars each. They can slap their logo on them to resell for hundreds of dollars per shirt.
You’re essentially doing the same thing as a white-label app reseller. Your logo and branding will be on everything. The product is yours to do what you want with.
The beauty of providing app development solutions as an agency is that you have so many different options for how you’d like to approach your pricing strategy.
One way to set this up is by offering the mobile app service completely separate from your current offerings. So theoretically, a client could build an app with your agency without signing up for your other services.
You could also offer an all-in-one bundle for app building included with your existing services. This is a great opportunity for you to add value to your total package and charge higher rates.
Whether you’re a web designer or marketing agency, there is a massive opportunity for high profits with both of these pricing strategies. You can even offer a combination of both techniques to give your clients as many options as possible.
As you can see, these figures are all over the board. But the average falls in the 11% to 25% range. While that might be a standard industry benchmark, it’s pretty low if you ask me.
You can aim to be in the 30% to 50% or more range by becoming a white label app reseller.
There is lots of money to be made in this space if you can price your services accordingly.
Recurring Revenue Opportunities
Signing new clients is excellent. But agencies make their money by retaining their clients in the long run. The most successful agencies in every industry have a low churn rate and find ways to retain their clients for years.
The best way to do this is by continuing to provide value to your clients.
Mobile app services are the perfect solution for recurring revenue over time. This goes far and beyond the initial set up fee and launch.
You can continue charging your clients for maintaining the app on a monthly basis. There is also a huge opportunity for other ongoing services like updates, submissions, and maintenance.
When someone builds an app, they don’t just set it and forget it. The process is never complete. You can always make changes to improve the performance of an app.
In fact, roughly 30% of apps are updated at least once per month.
Furthermore, more than 80% of apps are updated at least every six months. Each time your clients want their app updated is another opportunity for you to make more money.
You won’t always have the same opportunities with other standard agency services.
For example, let’s say your agency specializes in web design and development. Once you build, set up, and optimize a website, there really isn’t a need for the client to keep paying for your services in the long run.
Sure, maybe they’ll need help once a year or so with a redesign. But there isn’t always a need for you to actively add value on a monthly basis.
Or maybe you have an advertising firm. Your agency handles all social media ads and PPC campaigns for a client. You might be able to sign them on for six months or a year for your services.
But once you lay the groundwork down, the client could continue running those ads on autopilot once your contract is up. They won’t necessarily need to resign from your agency.
With white label app development services, you can generate monthly recurring revenue for the lifetime of the app.
No Coding Required
As a white-label app reseller, you and your clients will be using an app builder for development. The benefit of this system is that anyone can use it, regardless of their technical skill level.
Whether you build the apps or let your clients build them on their own, nobody needs to know how to code.
The ease of use is what makes this so appealing for everyone. There isn’t much of a learning curve for you, your staff, and your clients.
As a result, the service is straightforward to pitch. You won’t have to put your clients through a rigorous training program or anything like that. You’re also not restricted from selling only to clients who know how to code.
Make sure you choose a development platform that has all of the tools you need to succeed. Training manuals and how-to guides will be a big help for everyone. You can simply rebrand these materials and pass them along to your clients.
Furthermore, the best white label platforms also offer premium support. If you choose a platform like BuildFire, you’ll benefit from a dedicated white label support team that can be reached via phone an email.
Upsell Existing Clients
We already discussed how mobile app development services will make your agency more appealing to prospects. But when you become an app reseller, you won’t necessarily get new clients that same day.
You’ll still need to promote those new services appropriately so clients can find you. This can take some time before new leads start coming in.
But that doesn’t mean you can’t start profiting from your app development services immediately.
In addition to attracting new clients, you should also look at your existing customers for revenue opportunities. There’s a good chance that these businesses are interested in building an app as well.
You already have an existing relationship with them. They are familiar with your brand and services. In many cases, these businesses have already benefited from your current offerings.
If you’re able to add even more value to their companies, then they will be excited to hear about a new opportunity.
Leverage these relationships. You already have an open line of communication and billing information on file. Upselling these clients will be a breeze.
Furthermore, existing clients are 50% more likely to try a new product offered by your company. They will also spend 31% more money than a new lead.
So you don’t have to worry about waiting for new clients to profit as a reseller. Those new leads will come with time. But in the short term, you can start pitching your app services to the businesses you’re already working with.
Based on all of these numbers we just discussed, there is a high probability that they will be eager to try it out.
Your Own Branding
Branding is another top benefit of your agency becoming a white label app reseller.
Your brand name, logos, and everything else will be all over the platform and the app, even on the back end. So your clients won’t know where you got the platform from.
This means that you aren’t given a cookie-cutter solution. You’ll be able to configure the platform so that it fits the needs of your agency and its customers.
For example, if your agency targets a specific type of business or industry, you can set up the platform so it appeals to those clients.
You’ll be able to manage all of your clients’ apps and even clone apps to make the process more scalable if you’re building lots of similar apps for different businesses.
Your clients will be able to log in to make real-time changes as well. When they do this, your agency’s branding will be all over their dashboard.
In addition to the professionalism associated with this branding, it’s also an opportunity for you to get more business.
Research shows that 90% of agencies name referrals as the best source for generating leads.
Clients talk. Prospects will communicate with colleagues who publish apps, wondering how they were able to build it. Depending on the relationship they have, your clients might even show them how they were able to build it using your platform.
As a result, new leads will be exposed to the dashboard with your name all over it. So it’s a great opportunity for you to gain more business.
Agencies need to adapt to the latest trends. Understand what your clients need and find out how you can offer it to them.
Mobile trends are at an all-time high and aren’t slowing down any time in the near future.
Your current and prospective clients are looking for mobile solutions. So if they can’t get it from you, then they’ll just find another company to meet their needs.
By becoming a white label mobile app reseller, you’ll be able to attract new clients while simultaneously retaining and generating more profits from your existing customers.
This is the fastest way for an agency to enter the mobile market. App reseller services are cost-effective and have the opportunity for massive margins.
No coding is required from you or from your clients. Plus, the platform will be completely branded with your agency’s name and logos.
Now that you understand the benefits of becoming a white label app reseller, it’s time to find the right platform to use. Here at BuildFire, we have the perfect mobile app reseller program for agencies.
Contact us today for a free consultation. We have the tools you need to scale your agency to the next level.
The mobile app industry is rapidly evolving. You could argue that the popularity and penetration of mobile apps in our daily lives are growing faster than the Internet. As a result, the demand for mobile apps is seemingly at an all-time high.
This is especially true for businesses both large and small. In fact, 42% of small businesses currently have a mobile app. An additional 30% of small business owners plan to build an app in the future.
Young business owners are early adopters. 55% of Millennial business owners already have an app for their small business, that’s 13% higher than the overall average.
As an agency, you can use this information to your advantage.
You already have clients that you’re managing and consulting with. So why not add some value to your services and make some extra money on top of it?
If your current and prospective clients want a mobile app, they might as well get it from you instead of looking elsewhere. Becoming a white label mobile app reseller is a great opportunity for you to gain a competitive advantage over other agencies while offering all services under one roof.
We’ll talk about all of this in greater detail as we continue through this guide.
For those of you who are on the fence about adding white label reseller services to your agency, I’ll explain the top reasons why this is a great idea.
1. High Demand For Mobile Apps
Businesses want to invest in mobile apps. As I mentioned earlier, more than half of the small business owners who don’t have a mobile app plan to develop one.
They’ve recognized the trends with mobile app usage among their customer base. Launching a mobile app is the only way to deliver an excellent mobile experience to those customers.
But business apps go far and beyond just appeasing customers. There are so many businesses out there that need an app for internal uses as well. Companies can use mobile apps to improve HR inefficiencies or enhance communication with deskless workers.
The possibilities are endless. So even if a current client of yours already has an app for their customers, they still might be in the market for an internal business solution.
According to Google Trends, the search term for “mobile app development” is at an all-time high.
As you can see from the graph, the global interest in this topic has been trending upward at a steady pace for the last decade. There has also been a sharp rise in search popularity over the past two years.
Think about that for a second.
Honestly, I was blown away when I saw this. How long have mobile apps been around for?
The Apple App Store officially launched back in 2008. There were just over 500 apps available at this time. That’s the most modern version of mobile apps as we know them today.
All of us have been using mobile apps on a daily basis in the smartphone era. But people are still searching for app development on Google, today, more than ever before.
This means that the demand and need for app development solutions still haven’t reached its full potential. There is no sign of this trend slowing down in the near future, and you’ll see more proof of this as we continue through this guide.
Attracting new customers, gaining a competitive advantage, and increasing sales are the top three responses.
Do these reasons look familiar? What are the selling points at your agency?
I’m willing to bet that you sign new clients based on your promise to help them with these three factors. Essentially, the benefits of mobile apps are synonymous with your agency’s value proposition.
2. Inexpensive Entry to Market
Like any business venture, the cost is obviously something that needs to be taken into consideration before you make any decisions. You’ll need to weigh the cost of your investment against the potential risks and profits.
How much will it cost you? What can you expect to get in return?
But unlike other business opportunities, you don’t need to invest huge sums of cash to become a mobile app reseller. The cost structure for a white label app is very friendly for the reseller agency.
In most instances, you’ll pay a monthly fee for the app building services. Then you can upcharge your clients whatever price you see fit to meet your desired margins.
Once you start onboarding clients there is a huge potential for growth.
In addition to the inexpensive costs, becoming a white label app reseller can deliver massive ROI for your agency. No matter how you set up your pricing structure, there will be plenty of room for profits.
For example, you could bundle mobile app development to be a standard feature with your existing agency services. By nature, this will increase the base prices of your packages. Alternatively, you can offer app development plans as an add-on or supplemental feature for your clients.
Either way, you’re offering a service that your clients have a need for. So it’s a win-win for both of you.
3. It’s Easy to be a Reseller
Basically, anyone can become a mobile app reseller.
You don’t need to learn how to code or anything like that. App building platforms, like BuildFire, allow you to build an app from scratch without any experience.
Already owning an agency gives you even more of an advantage. Your business structure is already set up. So all you have to do is add a service, as opposed to starting a new business from the ground up.
Plus, if you have multiple clients that are in the same space or industry as each other, there’s a good chance that they will need similar apps. So you can basically offer the same app to more than one client, just branded differently for their needs.
Find a reseller program that allows you to clone your existing apps. With just one or two clicks, you can have a brand new app ready to sell to another client without doing any extra work.
You’ll just need to change the logos, color schemes, and branding. You could always make other minor changes based on the client’s requests.
For example, let’s say your agency specializes in marketing consulting for law firms. An app for one law firm probably won’t be very different from another. So you won’t have to change much to sell it to multiple clients.
With less time and resources required to build additional apps, your returns can be massive.
Depending on the reseller program you choose, you can set it up to be completely hands-off instead. Rather than building the apps yourself, you can just focus on selling the clients the software. Then your agency clients can build, edit, and manage their apps through your own branded dashboard.
You may not charge as much for this type of package, but it’s much less work on your end. The best reseller programs give you the option to do both.
So your agency can build and sell apps, just sell the software or a combination of the two. This will largely depend on the wants, needs, and budget of your clients.
I’d recommend working with a reseller platform that will be there to help you through each step of the journey. If you’re building apps on your own and run into a problem or get stuck, it’s nice to know that a customer support representative will be there to help you out.
Here at BuildFire, we have 33 tutorials just for white label resellers.
The step-by-step guides cover everything from getting started to user onboarding and sales. We include in-depth videos and screenshots to walk you through the process of using our system.
So when you’re shopping around for a potential reseller program to choose for your agency, this is definitely a top feature that you should be looking for.
That way you’re not just left to figure out everything on your own without any help or resources.
4. You Can Offer Affordable Apps to Your Clients
Becoming an app reseller only makes sense if your agency can actually sell app services to clients. So you’ll need to do some research here.
Take a moment to look at your current and prospective clients. Why don’t they have an app right now?
If you ask them directly, it’s unlikely that their response will be, “I don’t need one.”
Business owners understand the importance of mobile adoption. We talked about this earlier. So there are other reasons holding them back. According to a recent study, these are the biggest perceived barriers for small business mobile apps.
As you can see from this graph, more than one in five small business owners believe that building an app is too expensive for them.
But reseller programs allow your agency to make mobile app creation affordable for your clients.
All you need to do is charge an initial set up fee based on the complexity of the app, then bill a recurring monthly fee for managing the app and software.
Aside from the price, look at the other barriers on the graph above that are preventing business owners from creating a mobile app.
Half of the small business owners without an app say they haven’t built one because they don’t know-how. An additional 23% says they don’t have time to build a mobile app.
As a reseller agency, you can eliminate both of those barriers immediately with your services.
You’re consulting with a client that doesn’t know how to build an app; no problem—you can build it for them. One of your clients doesn’t have time to manage an app? No problem—you’ll manage it for them.
All of this just means more money in your pocket for the added services. We’ve already discussed how easy it is to build, edit, manage, and maintain an app. So this won’t be an issue for you as a reseller.
5. The Mobile App Industry is Still Growing
It’s not too late to join the party. There is plenty of room for mobile app resellers in this industry.
Earlier I explained that the demand for mobile apps is currently at an all-time high. But that doesn’t mean that we’ve reached the peak just yet.
The demand and growth for mobile apps are still on the rise. I don’t see any signs of this slowing down in the foreseeable future.
From 2014 to present, mobile app revenue has more than quadrupled. App revenue has more than doubled between 2016 and 2019 as well.
Now, look at the growth projections moving forward. We’re on pace to see app revenue doubling again within the next 4 years.
That’s because apps are penetrating every industry. Smartphone usage is growing worldwide. Ecommerce mobile trends are on the rise.
Users are spending more and more time each day on their smartphones. The vast majority of that time is spent using apps.
There is an app for virtually anything. This means that the demand for mobile apps will still be here in the coming years.
As I said earlier, even if one of your clients already has a mobile app, they still might be in the market for another one. A retail store and eCommerce site might have an app for driving mobile sales. But they might also want an internal app for their HR department.
You can potentially sell more than one mobile app to the same client.
The opportunities for your agency signing new clients for app development is endless. In addition to signing new clients, you’ll also continue to get recurring revenue from your existing clients for maintaining their mobile app services.
6. You Can Measure Your Success
One of the most challenging parts of entering a new market or starting a new venture is figuring out if your choices are paying off.
Did you make the right decision? Are you making wrong moves? How can you avoid bad decisions moving forward?
With an app reseller program, your mobile app KPIs are obvious and easy to track.
For example, let’s say your building an eCommerce app for one of your small business clients. You can look at metrics like downloads, conversions, and cart abandonment rates.
Did their gross revenue increase after the app launch?
It’s not a guessing game. You’ll be able to see real numbers if the app is working or not.
These metrics will be slightly different if you’re building an app for something like internal business communication. You’ll need to get more feedback from your clients and their employees.
This feedback will be directly related to the user experience. Based on what your clients say, you’ll be able to make changes and improve your apps over time.
Your first app won’t be perfect. Your second app won’t be perfect either. But I guarantee that you’ll get better as you continue. You just need to figure out what works and what doesn’t.
Even for an internal business app, you can track metrics related to how much money the app is saving your clients. Things like less paper, fewer office supplies, and improved productivity will boost their profit margins.
By measuring your success, it gives you the opportunity to make any adjustments to your pricing structure for your reseller program.
I’m not saying you should change your rates for an existing client. You wouldn’t want to go against numbers that you already agreed upon. But you can always increase your rates moving forward if it makes sense for new clients.
7. Easy Branding
A white label reseller program means you’re not actually building a mobile app development system. Leave that to the professionals.
You’re basically just taking a platform that’s already set up and slapping your name on it.
So when a client logs in to their administrative dashboard, they’ll see your name, logo, and everything else associated with your brand.
This is super easy to do. The reseller tools provided by the app builder make it possible for you to manage all of this. Basically, you’ll be given templates to make your own. The branding process is as easy as it gets.
Overall, this will make your agency look very professional from the perspective of your clients.
Managing all of your customers is simple as well. Both you and your clients will have access to individual customer control panels. This is where the app building process takes place.
8. Adds Value to Services
White label reselling means that your services become more valuable. You instantly become more appealing to prospective clients.
As an agency, you know how challenging it can be to sign a new client.
There are lots of agencies out there offering similar services. It’s tough to stand out in a highly competitive space if you’re just doing the same thing as everyone else.
But being a mobile app reseller can become your differentiation strategy.
Not everyone out there is doing this. So if a prospective client is deciding between your agency and a few other options, you’ll definitely stand out among the competition for this unique value that you’re offering.
Ultimately, this makes the lives of your clients much easier too.
They don’t want to take the time to research and meet with an app developer. They already spent enough time trying to find an agency to help with other needs. Your agency can essentially become a one-stop-shop for everything a client needs.
Continue handling your existing services, whatever that may be. Some of you might specialize in website management, conversion rate optimization, web design, marketing, SEO, or a combination of these things.
Now you can add mobile app development to this list of services.
This will widen your reach, and help you focus on specific audiences who can afford your services. If a client is willing and able to pay for a mobile app, it’s usually safe to say they have room in their budget for other agency services as well.
At the end of the day, you’ll be able to charge more for your services, make higher profit margins, and keep your clients happy at the same time. It’s a win-win for everyone.
The mobile app industry is booming.
We’re living in a time where all mobile trends are at an all-time high. There is no sign of these slowing down in the near future.
As a result, the demand for mobile apps is higher than ever before.
Businesses need mobile apps. Your agency is in an opportunistic position to provide your current and prospective customers with mobile solutions.
The best way to do this is by becoming a white-label mobile app reseller.
For those of you who want to take advantage of this opportunity, you need to find an app builder that offers white-label platforms for resellers. Here at BuildFire, we have the mobile app reseller program that you’ve been looking for.
Our services are agency friendly. We’ll give you the power to scale as you grow.
Your clients can even sign up to build an app through an automated free trial and sales process, which gives them a chance to try the platform out without having to spend any money.
When the apps are built, you don’t have to worry about getting them into the app stores. BuildFire takes care of publishing for you and your clients.
“The single most important decision in evaluating a business is pricing power. If you’ve got the power to raise prices without losing business to a competitor, you’ve got a very good business. And if you have to have a prayer session before raising the price by 10%, then you’ve got a terrible business.”
The truth is, choosing the right pricing strategy for your products is challenging. One of the most common, yet confusing and misunderstood pricing model is the value-based pricing.
In this in-depth guide, you’ll learn what a value-based pricing really is, why it matters, how to adopt it, and what to expect once you’ve implemented a value-based pricing strategy successfully.
A more authentic and reliable definition comes from the Utpal M. Dholakia, the Professor of Marketing at Rice University.
“Value-based pricing is the method of setting a price by which a company calculates and tries to earn the differentiated worth of its product for a particular customer segment when compared to its competitor.”
When using this pricing model where you’re able to determine the differentiated worth of your product in a specific segment market and then based on the worth (value), you can choose a price that customers will be willing to pay – compared to your competitors.
It’s totally different from, or almost the reversal, of traditional cost-based pricing model. It’s focused on customer perception of value that your product offers, and based on the value, you determine the price, and adjust the cost.
Dholakia points a few crucial considerations and steps for value-based pricing model.
i). It focuses on a single market segment. You can’t target everyone across all the segments with value-based pricing. You should choose a different value-based price for each segment if it has to be implemented in all the segments.
ii). This pricing model will only work if your target audience in that segment has an alternative product from one of your competitors. This is because the value of your product will be determined based on your competitor’s product (which is the best alternative available to your customers). If there is no competitor in a segment, you can’t apply value-based pricing model.
iii). The differentiated feature must be unique. It shouldn’t be available in the competitor’s product. You have to understand the value of the differentiated feature of your product.
iv). Assign a dollar value to the differentiated value. This is the final and the most challenging part of the entire process.
To show you proofs that value-based pricing works, here are some examples:
Value-Based Pricing Examples
I know it’s hard to digest everything stated above. It’s too much of theory — so here is a practical example of a value-based pricing model as used by a large European supermarket chain to launch a new version of its private-label yoghurt.
The company used data and information from the cost of goods to set a retail price of €1.99 which was quite reasonable as compared to their competitor (a branded product) priced at €2.99.
This was, however, not the right selling price since it ignored the customer’s perception of the value that their product offered.
The company used a 4-step process to come up with a value-based pricing model.
The company examined the value of the branded yoghurt (competitor) and their own yogurt.
Customer surveys and interviews revealed that parents preferred private label yoghurt because it’s perceived to be less damaging to teeth.
A monetary value of €0.30 was assigned to this value.
After considering price sensitivity, market reaction, and running several simulations, the price was set to €2.49.
The new price was €0.50 higher than the original price of the company but this worked extremely well. The higher price resulted in an increase in sales and the company exceeded the sales target easily with profits as high as sixfold.
Another example comes from Starbucks which increased its beverage prices by 1% across the US for small size brew in 2013. Customers accepted the price hike and it resulted in a whopping increase in net income by 25% for the quarter.
So how did Starbucks do it without losing any market share?
Well, it used value-based pricing smartly because it knew Starbucks is perceived as a high-value brand as compared to its competitors such as Dunkin Donuts. The value was assigned a dollar value and was added to the price.
Benefits of Value-Based Pricing
So why should you really care about value-based pricing? Why not just stick to cost-based pricing model or any other?
The following benefits will make you realize the real power of value-based pricing and why it’s so important.
Value-based pricing is customer-focused. Instead of creating the product first, this pricing model requires you to start with customer perception.
It starts with a simple question:
What do customers value in my product?
This helps you understand your customers in a particular market segment which will help you with marketing and creating buyer personas. You have the product with the features that end-users can’t resist – what’s better than this?
You can’t apply value-based pricing model without offering ‘value’ to the customers. The value element is what makes your product better.
The philosophy behind value-based pricing is that you come up with a feature that no one else in the market is currently offering. When you do so, you’re actually making a product that’s better than everyone else in the market.
In the long-run, you’ll have a portfolio of highly valuable products/services which will make your brand better than your competitors.
Value-based pricing doesn’t ignore competition in the market. You must offer something better than your competitors. This involves market research and competitor analysis. Imagine all the wealth of information that you get from the competitor analysis?
You can use the same information for decision-making, developing a better marketing strategy, and it can help you get a competitive advantage over your competitors.
4. High-Profit Margin
Customers are willing to pay a high price for a better product that includes the feature they love the most. This increases profit margin.
In most of the cases, the profit margin increases but it doesn’t happen every time. For instance, if the cost of adding the valuable feature to the product is too high, you might end up losing money.
If the cost of production increases the maximum price customers are willing to pay, then it won’t help much.
The cost should be kept low if you wish to increase profit margins with value-based pricing.
In reality, the cost of production reduces significantly as you switch to value-based pricing because you’ll eliminate all the features that customers don’t like and will add only the most valuable features. This will help you train your workforce and develop effective processes for the production of a valuable product.
This will eventually reduce the cost of production in the long-run. In the short-run, you might suffer loss but it pays off in the long-run.
Misconceptions of Value-Based Pricing
The value-based pricing model isn’t without misconceptions. Since it’s still new, therefore, marketers and businesses have a lot of misconceptions about it.
Before you proceed with a value-based pricing strategy, be sure you don’t have any misconceptions about it.
1. Value-based pricing will always be successful even if competitors haven’t rightly priced their products
According to Dholakia, this is the most lethal misconception.
Value-based pricing doesn’t always lead to high-profit margin and it’s not always successful. The profitability of this pricing style depends on several factors. One among them is how smartly competitors have priced their products.
If the market price is reasonably low, you can’t do anything but lose money.
For instance, you’re a TV manufacturer company. You’re planning to launch a new TV with an unbreakable screen. There is no TV available in the market at this moment with an unbreakable screen. Your main competitor introduced a new TV for $500. Both the TVs share all the features except that your TV will have an unbreakable screen. You price your TV at $700 considering assigning $200 to the additional feature that customers will be willing to pay.
Imagine, if your competitor has priced its TV at a ridiculous price of $200. You’ll still have to charge $200 for the unbreakable screen because this is what the new feature is worth. You’ll end up selling your TV at a fairly low price because your competitor is not using intelligent pricing.
Value-based pricing, in all such cases where competitors don’t use smart pricing, can’t really do much.
2. You’ve to assign dollar value to each and every product feature
Marketers believe that they have to calculate the value of every product feature, assign a monetary value to each, and then adding them all will give the price customer is willing to pay.
This is not how you’ve to assess the value-based price of your product.
Instead, you just have to assess the value of the additional feature(s) that your product is offering. Leave all the common features that are available with the next best alternative.
In the TV example, you just have to assign a dollar value to the unbreakable screen of your new TV. Since all the other features of your TV and the next best alternative are common, and customers are willingly paying $500 for that TV, there is no need to recalculate. Even if you do, they won’t pay anything more than $500.
You just have to find the feature differences and assess the customer perception of the additional feature. Assign a dollar value to the differentiated feature(s) only.
This is much easier than assessing and assigning a value to every single product feature. It is tedious and won’t work.
3. Brand value should be added to value-based pricing
This is yet another common misconception. Businesses assign a monetary value to the brand value and add it to the price.
This is a wrong technique, according to Professor Dholakia.
Actual product features that provide value to the customers should be converted into dollars. Brand value, since it doesn’t provide any value to the customers, should never be added to the price.
Refer to the TV example. If you add $200 for the unbreakable screen and an additional $100 for brand value, your TV will be priced at $800 and this will harm your sales.
Because your brand name doesn’t provide any additional feature and value to the customers. The customers will evaluate your product with reference to the next best alternative that’s available to them. If the price difference is more than what they can pay, they will buy the alternative product.
So don’t overcharge by adding brand value.
Developing A Value-Based Pricing Strategy
The section below will guide you on how to develop a value-based pricing strategy. The strategy development is a five step process.
1. Develop buyer personas: The process begins by creating buyer personas.
A buyer persona is a fictional character that represents your ideal customer for this particular product.
Value-based pricing can only be applied to a specific market segment. You can’t do it for all the segments. If you’ve to, you should identify a different next best alternative for each segment.
Each segment should have a different buyer persona because your ideal customer might behave differently in different segments due to the difference in alternatives.
You can have multiple buyer personas for a single market segment. In fact, it’s a recommended approach to have more than one buyer personas.
Some of the important questions to answer in your buyer personas are:
What is the single most valuable feature that the buyer loves?
What is the most appropriate next best alternative that the buyer prefers?
Is the buyer cost-sensitive?
Which product(s) the buyer loves and why?
What are the biggest fears in terms of product and price?
The average monthly spending?
The biggest goal in terms of product you’re offering?
What is the most realistic price the buyer is willing to pay?
Once you’ve the buyer personas created, move to the next step.
2. Talk to your customers
It’s time to collect data from customers.
You cannot gauge the value of the additional feature and how much your target audience is willing to pay for it without talking to them.
This is the most crucial part of the strategy.
It calls for intensive market research. Conduct surveys, interviews, focus groups, analyze social networks, and collect as much data as possible.
To get started, use buyer personas created in the previous step as the reference. Only reach out to those potential buyers who you think, will be interested in your product, the additional feature, and will be willing to pay for the differential feature.
You have to collect data on the following variables:
The product that they buy now. This is your next best alternative. Your price should be based on this product.
The feature that they miss the most.
Perceived value of the feature that you’re offering in your product.
The maximum price they’re willing to pay for the ‘feature’.
These are the four basic questions that you must ask your customers.
3. Determine a value-based price
You’ve got the data, it’s time to evaluate and make sense of it.
The purpose of collecting data from target market was to determine the value-based pricing. You should have data about following:
Maximum and minimum price of the value that customers can pay
Evaluate the gap: Evaluate the gap in terms of biggest challenges that the customers are facing — relating to price, product, features, etc.
The gap will be different across all the buyer personas. You have two options to deal with it.
Amend each buyer persona for the target market to incorporate all the gaps.
Prepare a separate list of all the gaps and arrange them in terms of their relative importance to the buyer or to relative cost.
You can follow both the approaches for better understanding of the gap.
Evaluate the value: This is the crux.
What does your proposed feature mean to the buyers?
Are they really interested in the feature?
Do they really need it in the first place?
You just have to evaluate the proposed feature at this step. You’re not calculating its price now. If the majority of the customers don’t like your proposed product with the feature, you should drop it.
If it’s not a valuable feature, you shouldn’t go for it.
If they don’t value it, they won’t pay for it.
It might be that the data reveals that customers value a different feature than what you’ve proposed, go for that feature. Evaluate it in terms of cost, business strategy, etc.
Refer back to the TV example. Assume, that you offered customers a TV with an unbreakable screen but results show that the most valued feature that customers are willing to pay for is a large screen size.
Evaluate the demanded feature.
See what is the maximum screen size that the next best alternative is offering. If it’s 50 inches, consider offering a TV with 55 inches screen.
Now you don’t have to offer unbreakable screen feature because it doesn’t mean anything to the customers.
You must design your survey in a way that you collect as much data as possible so that you can easily evaluate all the possible product features, in case your proposed feature is not valued.
Else, you’ll have to collect data again.
Setting the price: Based on the maximum and minimum price that customers are willing to pay for the differentiated valuable feature, set a price for the product.
The minimum price that you must charge to meet the cost
Competitor marketing strategy
How the new product will fit into the marketing mix
Other internal and external factors
Assign a dollar value to the feature based on all these factors. Add this dollar value to the price of the next best alternative to get the price of your product.
Price of next best alternative + Price of the differentiated feature = Price of the new product
In the TV example, the price of the next best alternative is $500. The calculated price of the differentiated feature was estimated to be $200. That makes the price of new TV with unbreakable screen $700.
You should terminate the feature irrespective of its value if:
The ceiling price is less than floor price.
The cost of production is way too high.
You don’t have the necessary resources (equipment, processes, etc.) to offer the valued feature.
Also, consider the misconceptions about value-based pricing discussed above at this stage to avoid issues.
Create a product that actually delivers the desired value
Start by optimizing the cost. Set target cost to stay within the ceiling price. Optimize your processes to meet the cost target without hurting the product.
The actual product must deliver the desired value to the customers. Don’t cheat.
In the unbreakable TV screen example, you must create TV with an unbreakable screen, not just a poor screen that stands on the false claim. It should be unbreakable by all means.
Once the product design has been finalized and the target cost has been met, consider following before moving you begin the production.
Value has been defined and quantified.
At least one market segment is willing to pay for the value.
You have the resources to reach and target that segment.
If these three conditions are met, then proceed with the product production. Else it will be useless.
For instance, if you don’t have any distribution channel in the target market that is willing to pay for the unbreakable screen, it won’t be a feasible approach moving to a whole new market with a new product. It might cost you a lot to get started in a new market segment.
5. Test and review your price
This is the final step where you’ve to test the value-based pricing you just set. Implement the pricing strategy and start promoting the value your product offers.
Value-based pricing is a concept so you’ve to monitor and review the pricing strategy by monitoring sales and customer feedback.
Considering revising your pricing strategy if the sales volume is lower than expected. This means either:
The price is too high
Customers don’t value the feature you’re offering
Your marketing strategy is not focusing on the value
Pricing strategy is a continuous process. It never ends. Even if it turns out to be successful, you have to revise the strategy after some time because your competitors will follow.
You cannot stay at the top with the unbreakable TV screen. Your competitors will start offering the same feature, customer perceptions might change, the market value might change, etc.
Therefore, you must constantly monitor and review your pricing strategy to add new in-demand features.
Key Considerations For Value-Based Pricing
There are several key considerations for implementing a value-based pricing strategy. Before you create and implement the strategy, don’t ignore the following crucial considerations.
1. Justify price increase in terms of value: Don’t justify price increase with an increase in cost. Though it’s a natural phenomenon according to Bloomberg. The prices are constantly increasing and will continue to do so.
Your customers don’t care about the costs so don’t bother emphasizing on the cost of production rather justify the price increase in terms of value.
This is challenging.
And this is why brands don’t do this very often.
When you say that the price increase is due to the additional value that your product now offers. Customers will slap you if they don’t see that value. It has to be there.
It is hard to show value to your customers. They don’t see a redesign of your website as value.
In the unbreakable screen TV example, it’s easy to deliver value because we’re talking of a product that customers can experience and see. But in the service sector, it is hard.
Whenever you increase the price to offer an additional valuable feature to the customers, try to justify it clearly. This is how you’ll change the perception of your customers.
Boldly market your new product in terms of value and additional feature.
2. Train sales team: You can’t implement value-based pricing without full support from your sales team.
If your sales team is unable to explain and deliver the increase in value to the customers, it won’t work.
In reality, sales reps follow the least resistance approach when dealing with a price increase. They justify in terms of increase in cost. This is where value-based pricing fails and won’t boost sales. Sales reps who focus on delivering value outperforms their peers by a big margin.
The best time to implement a value-based pricing strategy is January because this provides ample time to the sales team for delivering the value to the end-user by providing clear justification.
Your brand will get all the time to justify the price increase.
If you cannot justify the value and the corresponding price increase, the strategy will fail and there is no turning back. Make sure to choose the right time to implement the value-based pricing strategy.
“Value-based pricing doesn’t work as a discount policy or for maximizing company’s revenue pursuit. It’s a new commercial, a strategic concept that addresses the client and their needs, with a focus on the long-term relationship and offering the best solution vs. client budget.”
It is not a quick fix to deal with declining sales. It is not a short-term strategy to increase revenue.
It is a strategic concept that must blend with the business strategy at all levels. It does increase sales and revenue but not instantly so don’t use it to increase sales.
Don’t use it as a discount policy. If there isn’t any real value behind the price increase, it won’t work no matter how hard you try but for a short time.
Value-based pricing strategy is an ongoing process because the preferences of your target audience constantly change.
Selling mobile apps is one of many ways to build a business and make money. With all of the innovation in the field of mobile app development, it’s become quite easy to get up and running into a side hustle or even a 6-figure a year revenue stream.
I want to show you just how easy.
I’m going to walk you through the 5 simple steps you can take today to get started with building a business selling mobile apps – from scratch!
Let’s get started…
Step 1: Who Are You Selling To?
First things first, you’ll have to define who it is you’ll be selling to.
Do you want to help real estate agents retain their clients via mobile?
There are a lot of options when it comes to choosing your markets, and we’ve come up with three easy ways to identify markets that will be easy for you to enter based on your own situation.
1. Who Are You Connected To?
Inevitably you’re connected to business owners and people who could become mobile app clients, you just have to think through it.
What do your friends do?
Do you have any family members in particular markets of interest?
What you want to find are markets that can be easily accessible based on your existing physical connections.
List out 5 to 10 of these markets on a piece of paper now and then keep reading.
2. Who’s In Your Network on Linkedin?
Linkedin is arguably the biggest professional network around with over 467 million users and chances are if you have an account, you’re connected to some people who could lead you to your ideal market.
It’s pretty simple to get going, just click on the “Advanced” link beside the search bar.
Then select “1st Connections” under the “Relationship” section and hit “Search”.
This will show you everyone you’re connected to directly on Linkedin. Meaning you can also get in touch with them directly via Linkedin for free.
If you don’t have a premium Linkedin account you can just scroll through the results and make note of any industries that peak your interest here. If you have a premium Linkedin account, you can take this a step further and use a couple of additional filters to see only owners and CEOs of companies.
You can paste this into the “Title” field: “CEO” OR “Founder” OR “President” OR “Owner”
Then select “Current” from the drop down just below the “Title” field to ensure they’re currently running a company.
Now you can scroll through all of the results and note down an additional 5 – 10 markets on the same piece of paper from the first method. We’ll use this list in step 2 to narrow down our focus.
3. What Industries & Markets Interest You?
What you’ll want to look at in addition to these markets is any other market that might interest you personally. You may already have a list of 20+ markets on your piece of paper – and that’s ok. But if you have an interest in a particular market, chances are you’ll be able to grow your business faster because you’ll already know a bit about that market.
Ideally you’ll want to note down markets or industries you have an interest in and already know something about.
For example, if you know a bit about real estate because you helped a family member sell a house, that’s a good market to write down. You’ll be on the right foot in knowing a bit about the market when you have to dive into researching it.
Come up with a few markets you may have an interest in here and you’ll have to end off with at least 20 markets on your piece of paper.
If you can’t quite think of any, grab our list of mobile app markets to try:
In the next step you’ll be researching these markets and narrowing in on the best market(s) specifically for you. They’ll have the right audience size, be easy enough to contact and ideally you’ll have a bit of personal interest in the market. It’s step one to giving you the lowest-barrier path to generating revenue by selling mobile apps.
Step 2: Research The Market
Now that you have a list of 20 or more markets, it’s time to ask yourself one key question:
“Does this market have an effective use for a mobile app?”
What you really want to understand here is the pain or problem you’d be helping that market solve with a mobile app. Whether you’re looking at real estate, landscaping, plumbing or any other market, you need to understand the problem before being able to sell them on the solution.
In many cases the answer is yes because businesses in a particular market want to bring new customers in or they want to retain existing customers or they want to nurture customers to make that next purchase.
You need to identify which particular use cases makes most sense for them.
If you can’t think of one, than put a line through that market on your list because they don’t have a problem you can find, that can be solved with a mobile app. If there is no problem, you’ll have a hard time selling them on something they don’t need.
Go through your list until you’ve identified the markets that have a problem you can realistically solve using a mobile app.
Now that you’ve narrowed down your list to the markets who have a problem, you have to see just how big of a market you can deal with. If the market is too small, it’s going to be hard to scale and sell a lot of apps. The ideal market size is over 10,000 businesses operating in one or two major and accessible countries. If you’re working within North America, the aim is to have at least 10,000 businesses in the particular market across Canada and USA (or USA and the UK).
You can often find a sample size by looking at Manta.com or YellowPages.com. Look in a small town and then a major city to compare and you can estimate from there.
For example, if we were assessing the size of the dental market in Canada, I’d take a look at dentists in Niagara Falls, ON (population of 82,000) as a small town example.
Then I’d take a look at Toronto, ON (population of 2,600,000) as a major city example.
From here I can see that Toronto alone has over 4,000 dentists listed. I know Canada has quite a few Niagara Falls sized cities and I only need there to be 30 cities of that size to make up the minimum threshold of 10,000 business. Based on this, dentists is a good market to start with based on the size.
If your market can be targeted by a job title, real estate agents for example, than you can simply go to Facebook’s advertising tool and get a pretty accurate audience size.
First you’ll want to go to your Facebook ad manager section and then click on the “Create Ad” button.
From here you’ll just want to select “Traffic” and put any name for the campaign.
Now you’ll be able to enter in some targeting options.
For real estate agents, we’ll click on the “Browse” link in the “Detailed Targeting” section. Then click on “Demographics”, then “Work” and finally “Job Titles”.
When you do that you’ll be able to search for people with particular job titles on Facebook. In this case we’ll add in everything related to real estate agents and realtors.
With all of these job titles being targeted in the United States, we see that our total target audience size is 310,000. In that case we’re well above the market size we need for it to be a viable market.
A simple, less technical heavy way of finding market size is as easy as Googling it.
By now you’ve narrowed down your previous list of markets to those who have a problem that can be solved by mobile apps and those who have a big enough market.
Contacting The Market
There’s one last thing you’ll need to know before making a decision on your market, figure out how to contact them.
The ability to contact your market with ease is critical in growing your business.
On average you can assume that 2 – 4% of a total market can be captured through strictly direct response marketing means. Meaning that by direct methods of getting in contact with your market (cold email, cold calling and so on), you can realistically capture up to 4% of your total market size.
If you have plans to build a 6 or even 7 figure a year business, this makes having lots of contact options available crucial.
What you’ll want to do now is go to Google and search for a few businesses in each market to find out all the different contact options available to you in that market.
For example, if we were looking at dentists, I’d:
1) Do a quick search for “dentists in Toronto”
2) Pick the top 2 advertisers and the top 2 organic dentists
3) Look at their websites and note down if I can contact them by phone, email, Facebook, Twitter, Linkedin and any other medium
Once you’ve done that for every market on your list, you’ll have all the data you need to sort your markets by size, how easy it is to contact them and by how many problems you can solve with a mobile app solution.
Finally, the hard part of it all – choosing a single market to start with.
This won’t have to be the market you stay in, but by choosing a single market to start with, it’s easier to instantly create an expert status in that market (more on this later).
Choose a market and move on to step 3.
Step 3: Decide On Your Business Model & Price Point
With your market chosen, it’s time to look at how you plan on delivering mobile apps to that market. Your fulfilment method will directly impact your pricing model and how easy it is to scale your business.
You have a few options to look at with regards to delivering mobile apps:
Developing Apps Through An Agency
There are a number of app development agencies out there, many of which offer a white label option. Often these agencies are useful when custom functionality is required, but as a result the cost is quite high as we found out when we answered the question “How much does it cost to build a mobile app?”
The pricing model here is usually a custom quote with a 20 – 30% mark up on your hard costs (the agency’s fee to build it). There is rarely room to make more than 30% because with a custom built app, at a minimum an app will cost you $30,000 or so. Marking that up by 30% means you’ll be charging your clients $39,000. And that’s for quite a basic app.
Using An App Building Platform
The alternative is to use an app building platform, like BuildFire. Many of these app building platforms also offer a white label option. In most cases you can’t get into custom functionality outside what’s offered, BuildFire is the one exception that offers you that capability through building custom plugins that can be used across multiple apps.
Unlike fully custom development, building a custom plugin is significantly less time and resource consuming and can be done for as little as $500, depending on the functionality required.
When you look at the pricing disparity between fully custom development and using an app builder, you can easily see why app builders are a new standard. They easily allow you to carry a 100% or higher mark up to your customers and still be highly competitive.
Often time, just like with custom development, you’ll still want to deliver a completely finished product to your client through an app building platform. That means you’ll also be able to charge a setup fee on top of the monthly recurring and maintenance fees you can charge, while still being price competitive.
We’ve found some of the most successful agencies selling apps through app building platforms charge a $500 to $1,000 setup fee to build the app and then have one all encompassing monthly fee (usually inclusive of hosting the app and updating the app) between $99 and $299 per month.
The key to pricing is to look at how long it will take you to build the app using the given platform, how long it will take to sell each app and how much time is realistically involved in monthly maintenance or update requests. Calculating your pricing based on these metrics ensures you’ll never undercharge for your services and always carry a good profit margin to your bottom line.
Like any business you have quite a few options to prospecting new clients. We’re going to go over a few of the lower barrier methods that allow you to take quick but leveraged action:
– Warm Network Prospecting
– Linkedin Prospecting
– Cold Emailing
Let’s dive in!
Warm Network Prospecting
As you might expect, one of the reasons I asked you to write down niches you’re connected to is to feed this method of prospecting. If you are personally connected to business owners in your target market, it will be significantly easier to bring them on as clients because of the connection.
You can make the approach digitally through Facebook and Linkedin, or physically face to face.
If you take the digital route, here’s a super simple message you can customize and use to announce your new venture:
Hey <First Name>,
I have experienced some significant career changes over the past several weeks and have turned my attention to my next project.
I have been investing a significant amount of time and research building a new business that I’ve launched. My service focuses on <detail the problem you solve for your market and the outcome achievable>.
If you know anyone that’s a <the businesses you serve> that might benefit from this type of service, do you mind passing this email on to them?
I don’t want to sell anyone at this time, I just want to show some people the overall strategy to get their feedback.
Thanks for your time, and let me know if you have any questions or would just like to catch up.
Here’s an example of it:
I have experienced some significant career changes over the past several weeks and have turned my attention to my next project.
I have been investing a significant amount of time and research building a new business that I’ve launched. My service focuses on setting up the perfect mobile marketing system to help restaurants turn new diners into lifetime patrons.
If you know anyone that’s a restaurant owner that might benefit from this type of service, do you mind passing this email on to them?
I don’t want to sell anyone at this time, I just want to show some people the overall strategy to get their feedback.
Thanks for your time, and let me know if you have any questions or would just like to catch up.
If you want to take a bit more of a mass appeal approach, you can just post a version of this on your Facebook profile and Linkedin profile to see if anyone is a good fit.
You already know how to search on Linkedin to find out who you’re connected to, but we’re going to take this to the next level. The goal of prospecting on Linkedin in the way we’ll show you is to get connected to new potential prospects, book a phone call if they are interested and then be able to pull them into your sales process if there is a good fit.
There’s 6 steps we’ll go through in the Linkedin prospecting process:
1) Profile Optimization
5) First Contact
Let’s dive in!
If you’re going head first into selling mobile apps via Linkedin, than you’ll have the best results if you optimize your Linkedin profile to reflect that.
We’ll be looking at optimizing a few key areas of your profile to drive action.
For this example I’ve modified my Linkedin profile as if I was selling mobile apps to the restaurant industry (feel free to copy any or all of the copy).
Your headline is your elevator pitch to other Linkedin users to portray to them in one sentence what it is that you do. It’s used to create some mystery and ideally trigger a response that makes them want to click through to learn more.
In this case if someone who owns a restaurant views my profile or sees me in their “Who’s viewed my profile” section of Linkedin, they’ll be interested to learn how I double their cashflow or how I get patrons to keep coming back.
When someone actually views your profile they’ll see a few areas that can entice them to learn more. The most recent posts you’ve made, your summary and experience.
It’s important to keep the articles you post on Linkedin’s Pulse relevant to what you do. In this case I’d keep it stocked with articles about restaurant marketing and how restaurants are making mistakes with their marketing. Both types of articles are informative and show that I know what I’m talking about.
The more important area is your summary. This is where you can justify what you’ve said above and really drive home your point.
Here’s a summary you can copy for your own profile:
I partner with restaurant owners to help them double their cashflow through building loyalty amongst their customers.
You’d be surprised how many of your customers actually come back, despite your efforts in building a phenomenal customer experience. They’ll often forget you existed hours after leaving.
I can help by building you a system that keeps you in their pocket 24/7, 365 days of the year to keep you top of mind at those critical moments when they choose to eat out. We do this by:
1) Rewarding loyalty
2) Bringing them into an “exclusive club” of elite customers
The best part is, it’ll take you less than 15 minutes a week to manage – or I can do it for you!
Now we won’t be a good fit if:
– You don’t already have customers coming in the door
– You don’t see the value in retaining or delivering great experiences for your customers
– And you aren’t serious about building a sustainable book of business for your restaurant
I can work with you in one of two ways:
1) I build you this reservation generating system and then you take it over
2) You have me build you this reservation generating system and run it for you, so you can focus on what you do best – running your restaurant!
If you’re ready to see how this system would look for your restaurant – I’ll build you a working prototype you can interact with – FREE!
I usually charge +$500 just to build this prototype, but I like to start off relationships by providing outstanding value.
You won’t get any push or sales pitch from me. It has to be a mutual decision to work together.
► Wanna talk?
Email me: firstname.lastname@example.org or InMail me and we’ll go from there
As you can see we now have the headline doing the interest generating, and the summary closing the deal and getting them in touch with you.
You can take this a lot further with optimizing your entire profile, but this is the basic pieces you’ll need to take action.
Now that you have your profile ready, it’s time to get in front of key people who can actually buy what you have to sell. To do this you’ll want to use Linkedin’s search functionality to narrow in on your ideal customer.
For the restaurant owner example, here’s how your search might look:
There’s a lot going on here, so let’s break it down.
The Title section is where you can search by company title. Since the people I’m looking for could be using CEO or Owner or something similar, we’re using what’s called a Boolean search to account for a few variations of titles they might use.
To help make it easy, here’s what I put in that field:
“CEO” OR “Founder” OR “Owner” OR “President”
There’s definitely more ways than that to say you own a restaurant, but it’s a good starting point.
Next is Seniority Level and Company Size – both of these are Linkedin premium search capabilities (and I highly recommend you have Linkedin premium if you’re using this prospecting method).
Seniority Level is allowing us to narrow in on people who own the businesses they have listed in their experience. It’s more of a secondary filter for us to make sure we’re looking at owners of businesses and not employees.
The Company Size filter is allowing me to search for restaurants that won’t be very large chains where I’d have no chance to talk to an owner. For example, I wouldn’t want to go after a chain like Boston Pizza, because it’s too big and already has a very thorough mobile experience. But a small chain of 3 – 5 restaurants is perfectly fine.
Once you do that search you’ll end up with some results like this:
From here we’ll move into the next step of the Linkedin process.
When you have your list of people, it’s time to just start viewing their profiles – here’s why:
When you view a person’s profile, they’ll get notified that you viewed them and it will show something like the above to them in their notifications section. In our prospecting process we’re using this as an interest trigger.
If they see you’ve viewed their profile, and doubling their cashflow or mobile apps or building a loyal base of patrons is interesting to them, they’ll click through. If they click through they’ll move into the next stage of the process. If not, that’s fine too.
This is used as a qualifier to ensure you are really only contacting people who are actually interested in taking action. Those who aren’t will be a hard sell and aren’t worth the time.
Both handle this viewing process well, but a key thing to note – using any type of automation with Linkedin can raise some red flags. Do this at your own risk.
When you kick off the viewing process, you’ll start noticing people start to view you back. You’ll be able to see these people in the “Who’s viewed your profile” section of Linkedin.
This is also where you can take action on the next step, which is connecting with the people who are a fit for your offer.
For example, here’s the four most recent viewers of my profile:
Now I like to connect with CEOs and founders of companies because it makes a good network. So in my case I might try connecting with 3 of the 4 profile viewers who are CEOs because they likely have a network that can support expanding mine.
If you were looking at this based on selling mobile apps, you’d want to look at who out of these 4 can realistically use a mobile app. If they can, hit the connect button and use a message similar to the one below:
Hi <First Name>,
I noticed that you dropped by my profile recently. It was probably a casual visit but I thought I would just check to see if there is anything that I can help with.
Let me know if you would like to have a chat.
Meanwhile, why don’t we link up and keep in touch.
< Your Name>
This message is simple and keeps the focus away from anything salesy. It’s just about making a connection and maybe having a chat – nice and light compared to a lot of what these folks get every day.
After you’ve sent a few of these messages you’ll start getting connected to people on Linkedin. This is the main goal – once you’re connected to someone as a first connection on Linkedin, you can send them InMails (Linkedin’s version of on-platform emails) at no cost.
Once you’ve connected with them, you’ve opened up a channel of communication you can now use to take the next step and have a chat.
To do this, I have a simple template you can use:
Subject: Thanks for conneting
Hi <First Name>,
Thanks for connecting here on Linkedin.
I’d love to learn more about what you do in case there is anyone in my network I can connect you with. Have time for a quick 15 minute call?
I talk to a lot of <Relevant Industry> owners every week and it’s always great to connect people when there’s a good fit to make an introduction.
Grab any time that suits you best here: <Your Calendar Booking Link>
Just so you know <1 – 2 Sentence Overview of What You Do and Who You’ve Worked With>
Yours in success,
In practice, this InMail gets sent to about 10 people every day that I connect with, 4 book calls and 1 to 2 respond by InMail. It’s effective because it’s not sales oriented. It’s just about learning more, so you can understand where the gap is that you can fill.
Often these conversations lead to the ultimate question “so Jamil, what do you do?”. By that point you know all about them and you can immediately tailor your response to fill the gap they just told you they have. From there you’re just a few short steps away from making a sale.
This is just a simplified version of Linkedin prospecting, but it’s enough to start booking appointments and making sales. The key thing you must remember to do from here is follow up.
On the follow up you can usually connect with another 1 or two people out of every 10, which vastly increases your chances of making sales.
If you don’t want to read through all this and want a more hand-held approach to setting up Linkedin prospecting, here’s a mini-masterclass I did a while ago on the step-by-step approach to setting up and running Linkedin prospecting. It’s about 60 minutes and the link includes all the resources you’ll need to get started.
The entire cold email approach relies on how good your list is. If you start with a bad quality list with little data, you’ll get bad results. If you have a good quality list with lots of data, you can deliver highly personalized messages, which gets you great results.
If you have the time, I highly recommend building a list manually. You’ll often get better quality and more accurate data. You can do this using YellowPages or Manta. Here’s a template you can use to build your lists.
If you don’t have the time, here’s a few places where you can buy lists to use:
I’ve personally used all of these at some point or another, but I can’t make any comments to current list quality for any given industry. All of these do have valid sources of data and are, for the most part, up to date.
2. Outline The Problem/Solution
Once you have your list, you need to narrow in on the specific problem/solution combination that will get you a few minutes of their attention by email.
If you’re dealing with realtors, that combination might be:
Problem – Ineffective lead communication channels
Solution – Push notifications has the highest engagement rate of any mass approach communication channel
In that situation your email would need to dial in on the pain associated with not having an effective way to get new listings in front of their list of leads. There are many approaches here from lost commissions to a downward path to cashflow zero.
You just need to dial in on what makes the most sense to support your proposed solution.
3. Crafting Your Email Sequence
There are a number of approaches you can make by email, one of the best we’ve found in the mobile space is to deliver a lot of value upfront in the first email. This value trickles down and makes the sales process much easier because you’ve already put your best foot forwards.
Here’s an email template you can use that has worked for us:
Hi <First Name>,
My name is <Your Name> with <Your Company>, we help <Market> <Outcome>.
We’ve worked with <Market> like <Client One>, <Client Two> and <Client Three> to achieve similar results.
We get results rapidly and if we don’t think we can kick butt for you, we’ll be upfront about it.
Can I send you an interactive demo of what your mobile app might look like?
<Your Phone Number>
Here’s an example of the sequence when it’s filled out:
My name is Jamil with BuildFire, we help restaurants double their weekly reservations and fill seats throughout the week to drive more consistent cashflow through loyalty driven mobile apps.
We’ve worked with restaurants like Pete’s Pizza, Four Brothers Italian Bistro and Mossimo’s Pizzeria to achieve similar results.
We get results quick and if we don’t think we can kick butt for you, we’ll be upfront about it.
Can I send you an interactive demo of what your loyalty driven mobile app might look like?
The approach I’d recommend is to ask permission to send over a mockup or working prototype of an app.
This obviously isn’t feasible if you’re building the apps from scratch, but if you’re using a platform like BuildFire to build your apps – it’s as simple as cloning a standardized template you’ve built for your market and making a few quick modifications.
The good part is you won’t have to do the work until you’ve been given permission to send over the demo.
By asking for permission we’re lowering the prospect’s guard and removes that nagging voice in the back of their mind saying that we’re selling them something.
Step 5: Closing The Sale
Finally let’s talk about the most important step of selling mobile apps – closing the sale!
Map Out Your Process
The first thing you’ll want to do is map out your sales process from start to finish in the most ideal case. This will allow you to craft the experience you want to deliver to a customer and ensure you can create a system or process around it all.
An example might be:
1. Linkedin Prospecting To Generate Leads
2. Intro Call Booked Through Calendly
3. Call Had, Permission Given To Build Interactive Demo, Second Call Booked
4. Interactive Demo Customized
5. Call Had To Show Off Demo & Send Payment Link
6. On-boarding Questionnaire Sent Upon Payment
7. Questionnaire Received
8. Mobile App Built
9. Mobile App Q&A’ed Internally
10. Link To App Sent To Client For Review
11. App Approved
12. App Submitted To App Store(s)
13. App Published & Client Notified
You may have additional upsells or services offered after an app has been published, but that’s an example of how detailed (at a minimum) you’ll want to have your process. The actual sale is final when an app is published or delivered to be published. That’s the point when you should have been paid and the client has received what they paid for.
QUICK TIP: Always Book The Next Call On The Last Call
An important step in the process of selling small businesses, or any business really, is to not let there be a drop off in communication. Once communication drops the deal begins to go cold fast.
The easiest way to mitigate this is to book your next calls while on your current call.
On your introduction call, book your demo call at the end. On your demo call, book your sales call.
Never let there be a time when you’ve left the conversation at an email follow up.
While this guide may have made selling mobile apps seem complex, when you get into the day to day of it, it’s quite a simple process. Businesses have a need, you’re delivering the solution and you get paid – rinse and repeat.
We’ve had a number of White Label partners build 6-figure a year businesses through selling mobile apps, and they started off no different than you. Their success was all about consistent and focused action – a simple recipe for success that takes some dedication to execute on.
If it’s a path you’re interested in traveling to build your own 6-figure a year business, we can help. With an easy to use platform that supports a simple selling process and loads of support to make the sale, we’ll be able to help you get up and running on the path to making sales in your first 30 days. All you have to do is click here to get in touch and see if there’s a fit!
Have a question about selling apps or getting started? Comment below!
Acquiring ready to buy agency clients is all about authority and expert positioning. Teaching what you know and leveraging that expertise to make the sale. If you can show your prospects that you know more than they do about a particular service and they can learn from you, then you’re the front-runner to provide them that service.
The five offers we’ve compiled all deliver that expert positioning, some more so than others, but all of them are excellent introductory offers to solidify that authority status.
Leverage these offers to teach what you know and get the sale.
Let’s dive in!
#1. SEO Reports
SEO reports are often used by SEO agencies or content marketing agencies as an initial interest offer to show prospects what’s wrong with their SEO and why it matters. Often these SEO reports are also tied to action steps and elements that can be used to establish authority and expertise in that field.
They’re very easily tied to one-time fee services that bring prospects into a position of becoming a client. The most common offering is to fix the on-site issues found by the SEO report. From there, there are infinite possibilities for upsells. Everything from SEO services and content creation, to pay per click while you work on their SEO. All of which can lead to higher ticket services down the road.
WooRank is one of the best ones for generating SEO reports, tracking changes and reporting progress back to clients.
#2. Website Assessments
Website assessments are often used as a free review of how your prospect’s website converts or the technical issues found on their site. It could focus on elements like load time, how your forms are converting, how your ads are converting or any number of other elements that help assess the website to tell prospects if it’s converting and turning traffic into sales. Often this is used as an introduction offer to upsell:
a new web design
a conversion optimization service – if you’re talking about the conversion of the website
onsite SEO – if there’s a lot of technical issues
or any number or services that relate to the website and the health of the website as it relates to generating sales
It can also lead to a one-time fee service of an in-depth breakdown of action steps related to fixing the assessment’s findings. Essentially giving them action steps to fixing the issues that you found, whether it’s around conversion, technical issues or SEO.
Here’s two great tools to help you generate these types of reports:
A phenomenal tool that gives you a really good overview of top of the funnel, middle of the funnel and bottom of the funnel issues as well as action steps to fix them.
#3. Planning or Strategy Sessions
This is a really low barrier to use offer as it only requires someone with some expert knowledge to be on the call for 20 to 45 minutes. You can use your internal employees and their expertise in the particular areas of marketing to provide value without a lot of preparation beforehand. These calls can be positioned in one of two ways.
One, as a strategy session to determine their needs, and from there be able to move into a service that will fit those needs, or you can position it as a planning session to plan out what needs to be done in order to achieve the goals that they have in their business.
In both cases it’s a really easy way to upsell a prospect by just fulfilling on the services mapped out during the call. The simple way to reach that conclusion is to finish the call with this question:
“Would you like us to help you fulfill on what we just talked about, so you can achieve the business goals we discussed?”
That one question can lead to a one call close, which can save you overhead in trying to close sales and it build’s a lot of trust between your agency and your clients. If you can get them in from a one call close, imagine the possibilities for future upsells just as quickly.
#4. eBooks, Guides, Reports & Other Lead Magnets
Theses are the most common offers you’ll see with other agencies, simply offering knowledge in exchange for an email to bring them into an email sequence and upsell them from there.
For a lead magnet (any type of free information offered for an email address) to work really well, the content has to be dialed in with the key service on offer. Making an offer of a free report on the “10 Common Website Issues That Cost Business Owners Leads”, is not going to help you sell SEO.
Making sure that your lead magnets are paired well to a service and that they are directly relevant to your offer, ensures that the conversion from lead to client is more likely.
Often times, lead magnets also have to be paid with another free offer to make the sale, the “conversion trigger”. The simplest option is a strategy session to cover the business owners specific needs and then make the sale. If the pain experienced across business owners has commonalities this conversion trigger could be a webinar to allow one to many selling.
With lead magnets, checklists tend to work best if tied to an informative email sequence afterwards. If you’re looking for a quick qualifier, aim for a report or longer form guide instead. The more time a lead has to invest in learning about the service or your company, the better qualified they will be to convert quickly.
Here’s some tools to help you create and serve your lead magnets
Depending on your needs for creating your lead magnets, TextBroker and GrowthGeeks both offer great platforms to get your content created. TextBroker is a simple content marketplace to connect you with writers to pull together your content. But if you’re after something that is an all-in-one content creation and design service, GrowthGeeks has some gigs offered by top growth marketers to help.
#5. Training Courses
Training courses are a great way to establish authority and expertise in a particular area of marketing and directly relate it to the service that you want to offer. Using free or paid training courses as a means to offer to teach your prospects how a particular service really works, puts you in an authoritative space in their eyes.
A majority of the people who come to those trainings won’t convert immediately, but some will convert right there and then. The ones that do convert will be much more likely to work with you for the long term because they know and understand that you’re an authority and an expert on the service that you’re offering. Those who don’t convert can always be nurtured until they are ready to come into the fold and become a client.
The best way to scale this is to go digital. Create a video course or email-based course to teach what you know. If you stay in the digital realm, it scales really well because you don’t have a lot of one-to-one interaction. That means you can have a thousand people go through your video training courses and never really have to talk to any more than the 50 to 100 that want to convert into a client.
If you want to get a higher conversion, you’ll want to make it a live in-person event. Live in-person events give you a better ability to sell in person, which means a higher conversion rate. The reason for it is that you can handle key objections live in-person while talking to them and convert a lot more of them into a long term service clients. The biggest downside is the time and location restrictions. You’ll have to invest a lot of time in making those prospects convert. Depending on your inclination towards local vs national work, the time investment may not be worth it.
Training courses open up a lot of opportunity to sell digital products after the fact to those who haven’t converted in to your services. If you run live events, you can even sell the training video afterwards as a further upsell.
Here are some tools to help you go down the digital route:
ScreenFlow or Screencast-O-Matic
Both of these tools are very easy to use video recorders and editors to create really professional looking video in no time without a huge budget.
Keynote or PowerPoint
The definitive presentation creation tools, either will work but if you’re in a pinch, use Google Slides to create your presentation to deliver your training. Remember to keep it simple, white background with black text works for a lot of information entrepreneurs who generate millions of dollars a year in sales, it’s all about how you deliver the information and how much value you deliver – not the look of it all.
YouTube or Vimeo
The best tools for video hosting, but if you want an online course feel, you’ll have to go to Udemy or Teachable instead.
If you’re running a live event, be sure to record the training to use afterwards as an upsell to the people who have attended as well as those who haven’t attended. You can do this really easily using a smartphone and a lavalier microphone to pin on your collar as you’re presenting the course.
BONUS: Physical Products
Physical is not yet dead and can still work with when it comes to engagement and activation. People love receiving physical gifts, playing on that feeling is what works best. Many agencies that retain clients for years and years have physical products as one of their key offers either at the retention stage or at the initial stage of bringing in the client.
There’s a lot of opportunity in the physical space to be creative, one of the best physical offers that I’ve found is an information package. Pull together trainings, lead magnets, key information that people should know about the services that you offer and give them a physical package of information to help them understand your services before buying.
Don’t just give them a bunch of promotional material, give them information that actually teaches them about the services that you provide and how they work. Help them get a better understanding of the process that you go through in order to fulfill on those services.
One of the best information packages I’ve seen was from a web design company that pulled together a 5-sheet information package that walked prospects through each stage of a web design along with explanations at each stage.
There you have it, five very actionable offers you can make to cold leads and cold traffic to turn them into prospects and customers. Leave a comment below and let us know what type of offers you make to your leads and prospects!
We know firsthand the sheer revenue potential with white label reselling. We not only sell private label software solutions to agencies, entrepreneurs and associations, we’ve also used white label solutions in the past to scale ourselves.
The reason why white labeling works, and is such a fast growing market, is due to the market demand for one-stop shops. Business owners, while in the small business stage, don’t want to deal with dozens of specialists to get things done. It increases internal overhead in management time and often leads to higher paid out costs.
In the marketing realm, many agencies have turned to offering as much of a one-stop shop as possible, the result of which is a disaster as it relates to quality of services delivered.
It’s just hard to scale a business that deals with so many different variables. The alternative out there for these agencies is white labeling services or software (SaaS) that they otherwise could try to do internally, but not as well. Most white label services are well productized and leave a large potential profit margin on the table for agencies to take advantage of.
The bottom line benefits are:
Better quality of service delivered to the client
Just as high of a profit margin, if not higher
Less internal overhead spent managing and packaging new services
And a much higher client lifetime value, revenue per client and profit per client as a result
To make white label products work, you need to already have a well optimized client onboarding process in place and you should have a good way to manage communication between your white label providers, your company and your clients. It’s all about proper promotional methods.
With those in place, you’re primed to expand your service offering – leading to more revenue and more profit.
We’ve compiled a list of 6 amazing white label companies, services, and softwares you can white label with your business, as well as a few services you can offer by rolling your own white label service.
As I mentioned just above, we deal with a lot of agencies, entrepreneurs and individuals looking to expand their service offerings into the mobile app development space. We equip them to offer fully featured mobile apps at a low monthly fee that becomes a source of recurring profit for a long term.
The result for them is recurring profit, an increased customer lifetime value and a new introductory or upsell offer that is low barrier to sell and often can be sold without a call.
With most of our white label clients selling mobile apps at the $99/month price point, it’s not hard to see a path towards $5,000 a month in additional revenue. That’s over $60,000 a year with a really great customer lifetime value.
It’s really easy to get started too, you can just get in touch with the white label account development team by filling out the form on our reseller page.
Many businesses who white label tend to look at digital marketing agency as their first step. In those cases there are a ton of options to help, but few as systematized as SEOReseller.
SEOReseller is like an ecommerce store for marketing services. Everything is well productized and there are resources in place to make the process really seamless. Instead of having to deal with account executives and white label support teams to try and get a service launched for a client, you just have to go into their dashboard and purchase whatever service you want to activate and follow the steps.
Much like BuildFire, they even offer sales, marketing and training resources to help you sell more effectively. The only thing you need to worry about is how much margin you want to be making in the process.
Their service offerings range from standard web design packages to paid advertising and of course they even offer SEO, like the name suggests.
Social media is an amazing channel that is often under utilized by businesses. Often times those businesses revert to the grey side of the internet by buying likes to increase their reach. The end result is that they just don’t see a return and get burned by the idea of social media as a marketing channel.
But when it comes down to it, social media is an amazing opportunity for engagement and retention if used correctly. But the time is almost never there to use it correctly, unless you run a larger business that can afford to hire someone.
That middle ground is where 99 Dollar Social comes in. They offer very productized, low cost white label social media management services aimed at small businesses. They can help manage almost every social channel you can think of (Facebook, Twitter, Instagram, Linkedin and more) to keep quality curated content flowing.
Like the name suggests, they start at just $99/month and go up from there depending on the channels that need management. They also have a reseller program aimed at agencies, entrepreneurs and people with a list of potential clients. With Facebook now being one of the biggest ad networks on the planet, more and more businesses are trying to keep curate their social image. It’s a perfect time to focus on the social market.
White Shark Media is one of the fastest growing agencies in the US and they’ve been able to achieve that growth through partnering with agencies, entrepreneurs and other businesses to offer digital marketing services.
White Shark Media specializes in search engine marketing and pay per click advertising, both of which are white label services as well. Their offering allows you to expand your service offering in a very hands off way. They’ll deal with everything up to client communication, you just have to deal with delivering reports and closing sales.
A great position to be in if you’re looking to scale quickly. They even have an option available to take on call communication so you can focus entirely on closing deals.
If you’re not quite sure about attaching your own brand name to marketing services, White Shark Media also works with resellers and referral partners so you’re still generating some revenue while expanding your offerings.
ClicksGeek is just like White Shark Media, it’s an agency that offers white label services in addition to their core offering. The main differentiator is that ClicksGeek only offers Google AdWords management services.
The result of their hyper focus is that you’ll be able to tap into a very specialized team that’s usually able to deliver better results than a general agency.
You’re also able to start with them, without dozens of clients ready to go. You just have to handle delivering a report to your clients and let ClicksGeek handle the heavy lifting.
Funnel Profit offers a unique service tailored to anyone that sells relatively high ticket services or products (+$5,000 year one value). It leverages the power and audience available on Linkedin to book calls and appointments with key decision makers in your target market.
Most of the focus is aimed at IT service providers and consulting firms who need to book appointments to close deals.
With standard rate pricing for white labellers, FunnelProfit’s Linkedin Lead Generation service is a great sell to get into larger companies with a high ROI service that you can price based on ROI potential. Leaving you with a great monthly recurring profit margin.
The bottom line is there are a lot of white label solutions out there that can be leveraged. Look at your business needs, your leads and your customers to understand the best fit for a service or software solutions that you don’t currently offer. Leverage that opportunity to create a new revenue and profit stream, while also helping your customers solve a painful problem.
And if that happens, it doesn’t matter how good your idea or product or service is… you simply do not have a business.
But as your business grows and the better you get at what you do, the more and more competitive sales scenarios you’re going to find yourself in.
But maybe this is the first really big competitive sales pitch you’re facing… or maybe it’s the first one at this level that you really feel you’ve got a chance of landing.
Whatever the scenario is, you only know one thing: and it’s that you want to win this pitch, gosh darn it. You need that company’s logo in your portfolio.
Because it’ll do so much more than help you out with cash flow… it’ll give that extra mark of prestige you need to take your business to the next level.
So here’s a checklist list of 17 items you can run your pitch through to make sure it’s set up to give you the best chance possible of winning the deal… no matter what your competition’s bringing to the table.
1. Go Beyond the Basic Requirements
Usually companies tell you pitch requirements based on what they think they want. And if they’ve been in business for any amount of time, their pitch requirements are usually pretty spot-on with what will actually help them achieve the goals they’re after.
But taking things to the next step and giving them useful advice they can use whether they hire you or not—or giving them suggestions on how to do things more effectively or sharing little hacks you know that help increase ROI—is one of the best ways to get remembered favorably.
To prepare for the pitch, they’ll usually give you some background info, but see what else you’re able to uncover about their business or how they conduct certain processes related to what you do.
For example, if someone’s only asking me to make a proposal on rewriting a set of landing pages, I’ll make a proposal for that. But I’ll also add a section where I give them bits of advice on how to improve their ad copies to improve their sales funnels.
It only takes a few more minutes of my time to think about and write out that advice, but it’s been phenomenal for helping me land deals and for getting more business from those deals.
Your prospects can and will throw more money at you if you can show them that your services are worth it. (Gif source)
2. Show Real Numbers
One of the biggest things companies are looking for when they invite you and some of your competitors to pitch them for a large project is proof.
They want to know that you can deliver on the promises your website makes, and they want to see how you’re going to do it.
So show them real-life scenarios similar to their own.
Use past case studies to walk through an initial problem similar to theirs, your approaches in solving it, how you implemented that approach, and the numbers the show the kind of improvement they’re after… which usually means dollar amounts or percentage of revenue increases.
This is a screenshot from a case study by Copy Hackers. They show a chart and talk about real, solid numbers. Doing something like this in your sales pitch will show the tangible benefits of your services and convince people to hire you.
Numbers are important. Do not forget them.
3. No Pricing Breakdown
Show real numbers, yes.
But only show numbers as it relates to the results you’re going to deliver. Don’t talk about how your pricing structure breaks down into hourly or daily rates.
Instead, talk about the investment and the outcome. If investing $10,000 means they’ll get $160,000 in additional income, it’s worth it.
But if you would rather discuss a pricing breakdown, the only real way you can discuss it and still come out ahead in the minds of your potential customers is what Lean Labs calls Value Billing.
With this approach, you charge based on the measurable value the work you do produces for your client’s business. It’s more of a risk on your end, but can put your potential client at ease about risking a return on their investment, prompting them to favor hiring you.
(A word to the wise: only use the value billing approach if you’ve got sophisticated systems to track the value added. If not, it’s best to highlight the $1 spent equals $3 earned projections.)
4. Send Your Pitch Materials in Advance (& Disrupt Their Thought Patterns in the Process)
Technically this isn’t necessary, but it does create a good first impression.
Plus, if you know that they’re reviewing a handful of companies just like yours, you’ll need to do whatever you can to make a great first impression even before you see them in the meeting room.
Because once they start listening to those 10+ pitch presentations they’ve requested, it’s all going to blur together.
By sending your materials ahead of time, you stake your claim in their minds.
And even if they don’t actively realize it, they’ll be looking forward to hearing from the company that sent over their pitch materials in such a memorable way, and they’ll mentally compare others to you.
(By the way, make it memorable. Do or say something a little out of the box. If you can’t think of anything, a nice box of chocolates with a physical copy of your materials should do the trick.)
This works because it’s a sort of mental pattern interrupt in that it’s not the typical way people are pitching them act.
A part of neurolinguistic programming, the pattern interrupt makes the mind of the person experiencing that interrupt perk up and take notice of what’s happening. It’s something outside of the usual, so the auto-pilot constructs their brains have built to deal with this situation doesn’t fit and doesn’t work. So they have to actively process it otherwise, making you instantly more memorable.
Don’t worry. Your pattern interrupt doesn’t have to be this annoying or desperate. A thoughtful gesture will do. (Gif source)
5. Follow the 90/10 Rule & Make them Daydream
It’s easy to fall into the default mode of “selling” when you’re preparing and giving a sales pitch. (Because it is what you’re doing, after all.)
But don’t do that.
Don’t spend the vast majority of your time talking about you and your company, how smart you all are, and how you’re such a better choice in comparison to the competition.
The people you’re pitching already think you’re capable enough—otherwise they wouldn’t have invited you to pitch.
Instead, spend only 10% of your pitch time laying your foundation and talking about your own credibility.
Turn the fuzzy image in their minds of how you might be able to make them successful into a very, very clear reality.
Because while numbers, percentage points, and revenue amounts are all wonderful things to highlight… take some liberties with what that will mean to their day-to-day business operations and how much better they’ll feel coming to work every day knowing that they’re on top of things.
Go beyond telling them “it’ll feel really good” and tell them about how that heavy feeling in the middle of their chest appears every time they check out salary ranges for that new position they need to hire for. Point out how it makes them feel uncomfortable, squirmy, and how they quickly close out that browser tab and move onto something else instead.
Then point out how it would feel if they looked up that salary range and thought, instead, “Oh yeah, we have enough of a budget for that—easy.” The heaviness and fidgitiness is now lightness and excitement about the possibilities. Instead of trying to distract themselves with other to-dos, they’re happily letting their imaginations run wild with all the possibilities of how this perfect, new, experienced employee would grow their business to their next benchmark.
Do you see how that’s so much better than just saying you’ll give them an X percent ROI?
Because really, we’re all only concerned about ourselves.
This is backed up by the theory of psychological egoism, which says that ultimately, in everything we do, our bottom-line concern is how it will benefit us.
And when you spend so much time during your pitch talking about the success of the people you’re pitching, they begin to project themselves onto that image of success and imagine themselves wildly successful in their dream world once they’ve accomplished that goal.
6. Don’t Compare Yourself to Competitors
It can be tempting to do this to set yourself apart as the good guy, but it’s also incredibly dangerous.
Participating in trash talk is a big no-no by itself, but you also don’t want to accidentally present them with more options to consider.
Only bring up the competition if you’re sure it’s relevant and the choice is obvious.
ONLY make a competitor comparison if you know they’re actively considering a specific company.
For example, say you’re trying to pitch your software solution. If you know the competitor they’re considering hasn’t yet figured out how to add a functionality without having loads of bugs with it that you offer as a part of your seamless experience, mention it. But don’t dwell on it.
Their interest will pique at the mention of the other guy they’re considering automatically anyway, so you don’t have to make a big deal of pointing it out.
7. Begin With Narrative & Reputation to Hook Them Emotionally
You’ll want to get the 10% of your presentation where you talk about your credibility out of the way immediately. Not because it isn’t important, but because as we discussed in tip #5, it’s just more important to talk about them than it is you.
But combining this 10% reputation-building part with a story is a great way to establish instant credibility in a much stronger way.
Just by their nature, stories create emotional connections between the listener and the subject of that story.
And when the subject of that story is you (or your company), you listeners create an emotional connection right away. Because simply presenting yourselves as a fellow human breaks down barriers we naturally put up to protect ourselves against “intruders.”
But since we seem to be pretty hard-wired for community, when someone opens themselves up to us in a sincere way, we can’t help but to respond emotionally.
Even better if you make them laugh by telling a story that’s slightly embarrassing but doesn’t threaten your reputation in any way. Because then you break down the walls of prevention and can get to the heart of the matter with everyone in the room feeling way more comfortable around each other.
8. Be Clear About What You Can & Can’t Do
For one thing, you’ll be happy you established certain “no” boundaries once you start the project. Scope creep, even with the most desirable clients, is a total pain in the neck.
For another thing, it generates respect with the people in the room because you’re not trying to be a jack of all trades… and are only concerned with focusing on over-delivering in the area of your expertise, bringing them wonderful success there.
But if you have a feeling they might ask about a certain service that relates to what you’re going to be doing for them, have a list of professionals ready to give references for.
It’s even better if these are professionals you’ve got a working relationship with and can work with easily… so you can wrap them up as a part of your proposal to work directly with them and take the worry of that aspect of the project out of your prospect’s hands.
They’ll appreciate you for this.
Setting boundaries puts realistic expectations on your working relationship and gets your client focused on the thing you’ll be able to deliver. (Gif source)
9. Don’t Answer Like a Politician
As obvious as this might sound, give real answers when someone in the room asks you a question.
This isn’t the first time they’ve heard a business pitch (most likely) so their bullshit detector is going to be on.
In this case, a simple “I don’t know, I”ll ask ________ and get back to you on that one.” is amuch more respectable answer than rattling off some jargon-filled nonsense that sounds good but doesn’t actually provide a real answer.
This? This should not be your answer. Ever. (Gif source)
10. Offer On-Your-Toes Diagnosis
If it’s appropriate to the service or product you’re pitching, ask if you can share a screen or access some of their analytics.
Have a look over the data you see and offer some diagnostic advice much like a doctor would if you were in her office and you were going over a few different blood test results together.
Dealflicks Conversion Optimization (1 of 2)
Here’s an example of how you can walk someone through the work you’d be able to do for them. It doesn’t need a lot of bells and whistles, it just needs to show them that the work you do is smart and real.
Even if they don’t hire you, you’ve provided value to them and earned yourself some brownie points… which could very well equal some business referrals in the future. (Or even a deal if things don’t work out with their first choice.)
By doing this, you validate the intelligence that you claimed you had while you were talking about your reputation, and you’ve given them a taste of the potential that you have to offer if they hire you.
11. Demo Your Product
If you’re pitching a product, don’t just walk into the room and talk about how great it is.
Sure, it’s wonderful to talk about what it’s designed for and to show really impressive case study numbers. (And you should do those things.)
But make sure you demo it in relation to the people you’re actually pitching at the moment.
This way they can see how the product you’re pitching will fit into the day to day of their corporate structure.
Again, this gets them to project themselves onto the situation where your product is involved and imagine themselves with it, making you one step closer to making the final sale.
This is a basic “demo” of Salesforce in a three-minute video. But it shows you how you can set up a temporary account for your prospect and show them all the possibilities of your product, making choosing you more of a reality.
If possible, let them use it too, instead of you holding the controls of the demo. This lets them see how easy it is to use what you have to offer and gets their hands into the situation, making them more invested in it.
12. Don’t Be Insecure About Your Cost
Your product or service costs what it costs, and that’s it.
By all means show what kind of ROI an investment in your cost will give your prospect, but doing a price breakdown or offering steep discounts “just because you like them” right off the bat isn’t a great way to secure business like you might think it is.
Paying more for something actually makes people appreciate what they have more.
Author Jon Acuff’s noticed this when he ups his event price from free to a measly $10.
“Of the people that sign up online [for free events], only about 30% show up,” he said. “Contrast that with the paid events I’ve tried. When I charge for an event, 90% of the attendees show up.”
And they’ll appreciate you more too, taking you more seriously as a professional.
“If you believe that what you’ve created will actually help someone change their life,” said Acuff, “you dramatically increase the chances of the person actually using it if you charge them money for it.”
If they tell you your price is out of their budget, don’t just cut the price so it fits what they’re willing to offer. Play with your offering a bit too to reduce your services in a way that reflects the price reduction.
Yes, my friend, higher pricing with an ROI focus really can be used to your advantage when trying to win a pitch.
13. Practice, Practice, Practice
No matter how well you think you know your product, don’t think you can just walk into the meeting room and wing it based on your slides.
No. You need to practice beforehand. And practice a lot. The more competitive the pitch, the more you need to practice it.
Because the thing is, even if you’re selling the exact same thing, each and every pitch is different because each customer is different.
By spending a lot of time practicing running through your slides and answering sample questions you think they might have, you’re letting that presentation become easier and more on auto-pilot in your brain. (Which is a good thing, since the thing that’s on auto-pilot is tailored to that specific audience.)
And when the nuts and bolts of your presentation (what you plan to say) is on automatic, you’ll be much better at reacting to body language cues, shifting things around in the moment, or answering those hard questions that might normally catch you off guard and make you lose your train of thought.
“If performing were easy,” said Michael Port in his book Steal the Show, “you wouldn’t find 90 million Google results when you search for ‘public speaking.’”
And according to research, 74% of people have a fear of public speaking… which most likely includes your competition, too. So practicing and getting on top of your game is a great way to make your stand out in a really positive way.
14. Speak With Collective Pronouns
Talk to the people you’re presenting to like you’re already a team.
Use collective pronouns like “we” and “our” instead of separating yourselves by only referring to your company as “we”, yourself as “I”, and the people you’re pitching as “you”.
In a study published by the American Psychological Association, Roy Baumeister and and Mark Leary say, “People form social attachments readily under most conditions and resist the dissolution of existing bonds.”
And using pronouns that include rather and exclude your prospects in a sales pitch acts as a hand-holding technique to assist with that feeling of inclusion, so you already start to forge those bonds before the sale is even made.
Go ahead and use collective pronouns to forge those bonds of inclusion with your potential clients. You’ll be glad you did.
15. Research the Decision-Makers Before You Present
More than likely, the person who sets up the pitch meeting isn’t going to be the ultimate decision-maker, even if they are in attendance.
So impressing the person you’ve been corresponding with isn’t the ultimate goal here.
Instead, you want to impress the people who have to power to decide whether their allocated project goes into your pocket or a competitor’s pocket.
For example, if they’re sharing things on social media, try to look for trends in what they’ve been sharing recently so you can have conversations more relevant to them and the things that are top-of mind.
So if they’re sharing things about team productivity like it was their second job, make sure you mention that and even use it as an important ROI point. If you see they’re more concerned about maximizing profit potential of existing customers rather than simply increasing sales formore customers, make sure you talk about that.
You can impress everyone else in the room, but if you don’t impress the decision maker, you’ve got nothing.
16. End With a Memory Cue
When your presentation ends and you’ve answered all of their questions, make sure you “wrap up” and mention a memory cue.
A memory cuecan be just about anything, but make it relevant to your offering and how your value is greater than your competitors.
The “cue” you use could be anything… it could be something related to a story you told at the beginning of your presentation, which would be particularly helpful if it was a universal story about pouring coffee, because it would trigger your presentation to mind every single time one of the people in the audience poured coffee.
If you feel like you don’t have anything to work with though, it could also be as simple asthe one thing you want people to remember about your presentation. Something, of course, that you know will be different from what your competition is presenting.
These memory cues (also known as retrieval cues in the world of psychology) work because when a certain cue is present, it prompts our brain to dig up other memories associated with those cues.
In fact, cue-dependent forgetting happens when a person completely cannot remember something from their life without the presence of a memory cue to prompt it.
So if you end with a memory cue, your prospects are much more likely to remember your presentation throughout their decision period.
17. Schedule an Impressive Follow-Up Call
This is one of the most impressive Hail Mary moves in the book. It’ll get you remembered more and show your dedication far and above anything you’re able to do in your presentation.
If, after the end of your pitch, you can tell that you’re still in the running and they haven’t yelled at you to get out of their office to stop wasting their time, you can pull this trick.
Have one of your existing, happy customers call the decision maker.
During the call (which you will not be a part of), your current customer acts as an “uninterested” third party and can answer any doubts the decision maker has about your service as well as be honest about any downsides to your service.
And if you don’t have a happy customer willing to do this for you (or you feel none of your existing customers would impress this high-deal client you’re going after), have one of your executives call the decision maker—the higher-up the better.
Blow away a hard-to-impress prospect with a call from one of your happy customers.
Pull Out Your Best Moves
Taking part in a competitive sales pitch is no walk in the park. You’ve got to prepare, prepare, prepare, prepare.
Prepare like there’s no tomorrow.
But you can make your preparation smarter by including some or all of the moves outlined in this post to help you actually win that competitive pitch… which is the point of all that preparation in the first place.
So let us know which of these moves you like the best. And of course, best of luck!
If not, don’t worry – today, we’re going to go over 7 essential questions you should ask yourself before you start an agency. And along the way, you’ll learn some tips that’ll help you succeed in your endeavor.
Don’t get me wrong – it’s perfectly fine (and encouraged!) to be motivated by money. But getting rich should not be the main factor driving you to start an agency.
For one thing, being motivated by money alone will drive you to make bad business decisions. I’m talking about those decisions that’ll bring you some quick cash but harm your business in the long run and cause you to ultimately fail.
Having marketing experience or suddenly losing your full-time job could be other reasons you want to start an agency, and both of those are understandable. But you’ll still need a passion for your craft if you’re looking for long-term success and profitability.
2. What services will I sell?
As an agency owner, you’ll have tons of options when it comes to the services you can sell. First of all, you’ll probably want to decide whether you’re going to focus on digital marketing (building websites, social media strategy, etc.) or more traditional advertising (print ads, TV commercials, etc.). Once you’ve figured that out, you can consider some of these service offerings based on your choice:
Landing page creation
White label apps
You can always offer both traditional and digital marketing services if you have the manpower and skills to do so. Just make sure you can deliver high-quality work before you decide to offer something – otherwise, your reputation could suffer and cause you to lose potential clients.
3. What kinds of employees do I need, and how can I make good hiring decisions?
If you’re considering starting an agency, you probably have an idea of the kind of employee’s you’ll need. But did you know that the average cost of a bad hiring decision can equal 30% of the individual’s first-year potential earnings? Not only that – hiring someone who is a poor culture fit could affect the morale at your agency overall and cause your employees to become disengaged with their work.
That means you’ve got to be careful about who you trust to work for your business, or you could end up losing tons of money.
Before we talk about how to make good hiring decisions, let’s take a look at the some of the job roles you’ll need to fill at your agency:
Copywriters – The success of your marketing efforts will depend heavily on the quality of your copywriters. They’re the ones who’ll use words to sell your clients’ products/services, so choose them wisely!
Designers – Depending on what services your agency offers, you may need a web designer and a general graphic designer. Make sure the designers you hire understand modern concepts like responsive design and logo design best practices.
Project managers – The quality of your project managers can easily make or break your agency. These employees make sure everyone stays on tasks and all projects get completed on time, on budget, and to the client’s satisfaction. Choose a bad project manager, and your agency will quickly become a chaotic, stressful environment where nobody knows what task to tackle next.
Marketing associates – In the midst of marketing your clients’ businesses, don’t forget to market your own agency or your list of clients could dry up. Marketing employees can help you do that by analyzing data, creating social media marketing campaigns, and working on getting your agency in front of your ideal clients.
Of course, you’ll want to decide on your role in the company before you hire. For example, if you want to take on more of an “owner” role, you’ll need to hire a marketing director (or someone similar) who can oversee everything that happens at your agency. On the other hand, if you want to be actively involved in your agency, you may choose to serve as the marketing director.
You’ll also want to decide whether to hire less expensive employees who aren’t that experienced or expert employees who will demand higher pay.
Obviously, the less expensive employees will help your agency keep costs low, but more experienced employees will likely help your agency grow and build a good reputation quicker. Think about what’s most important to you, and consider hiring a mix of employees if you can’t afford to hire an entire team of experienced employees.
Here are a few more tips for hiring your agency’s first employees:
Pick people who are self-starters and enjoy learning. Especially if you hire inexperienced employees – you’ll want them to be willing to teach themselves everything they need to know to get results for your agency.
Make sure they’re okay with the work hours you have in mind. You may be thinking about setting longer hours at your agency since it’s going to be a start-up at first. Let potential employees know your expectations in the interview so they’re clear on their job duties.
All employees should be a good culture fit. Starting an agency can be difficult, and it’s even tougher when the employees don’t support one another. Define your company culture and make sure everyone fits to avoid creating a toxic work environment.
Make sure you do your research before you hire anyone, because the employees you choose will determine whether or not your agency is successful. You can learn more tips for hiring here.
4. What kind of clients will I target?
This is one of the most important things you’ll need to figure out before you start an agency. You have two main choices to consider:
Broad audience – This means you target a large, general audience. For example, you could target a wide audience like “businesses” or “medium-sized businesses.”
Niche audience – This means you target a narrow, specific audience that is a subset of a larger general audience. For example, instead of just targeting “businesses,” you’d target “B2B/tech businesses.” You could also go ever narrower and target “Medium-sized B2B/Tech companies who serve small businesses.”
Now, you’re probably wondering which is the better option.
Because targeting a narrower niche positions you as more of an expert. And businesses want to work with experts they know can get results for them – not generalists who might be able to get results for them.
Still not convinced?
Put yourself in a client’s shoes for a second. Let’s say you own a property management company, and you’re looking to work with a marketing agency so you can win more business. Which agency would you rather work with – one that boasted many years of experience specifically helping property management companies, or one that helped all kinds of businesses?
You’d pick the first one every time because of their industry expertise and focused message that appeals you to specifically.
Keep that in mind when you’re figuring out your target audience. If you have expertise in a certain industry, consider choosing that industry as your niche. You can always pick multiple niches later or go broader if you change your mind.
5. Will I have a physical office, or will my team work remotely?
Many marketing agencies have completely remote teams and allow their employees to work from anywhere as long as the work gets done. Other agencies feel that a collaborative environment is only fostered when employees work in a physical office.
Let’s talk a bit about the benefits of each option.
Benefits of remote working
You have a wider pool of employees to choose from when you’re not limiting your search to local candidates. As a result, you may be able to find better candidates.
Studies have shown that workers who have the option to telecommute are 73% happier with their employers.
Over 80% of workers consider telecommuting to be a perk, which means you may be able to hire your best candidates if you offer it.
Your team may work more productively if they work remotely, which will translate to a more profitable agency. Compaq saw a 15-45% productivity increase in remote workers, and telecommuters working for American Express produced 43% more than their office-based co-workers.
You may be able to reduce unscheduled absences, which are often due to illness, family issues, and stress. Employees can simply adjust their schedule to meet their needs and keep working.
You’ll also want to consider the negative consequences you may face by allowing employees to work remotely. If you hire people who aren’t motivated self-starters, you may find them slacking off when they work from home.
On top of that, you could face liability issues, employees may find themselves more distracted if they have family members and/or children who are home during the day, and a slow internet connection could bring productivity to a halt. That’s why you must consult a lawyer and create a set of rules if you decide to allow remote work.
Benefits of a physical office
You may be able to foster a more collaborative environment when in-person team meetings and casual hallway conversations are the norm. That’s a big part of the reason why Yahoo! CEO Marissa Meyer forced all employees to work in the office.
It’s often easier to monitor employees and check in with them when they’re working in the office. That means you can have more peace of mind knowing things are getting done and put more trust in your employees.
Some employees don’t want to work from home, don’t have the technology necessary to work from home, and/or don’t have the personality traits that would allow them to work from home productively every day.
Like allowing remote work, having a physical office has its own set of negative consequences. For example, workplace distractions result in average of $600 billion dollars lost by businesses per year. So, distractions faced while working from home may not be as bad as the ones in the workplace after all.
Make a decision about your workplace environment based on your preferences and how your employees work best. If you’re interested in allowing employees to work remotely but unsure of how it might work, you could always start by offering one or two days of telecommuting to employees every week. From there, you could transition until you have a completely remote team.
6. How will I market my own services?
This is important because you won’t win any clients if you don’t have a plan in place for how to win clients. And that means your business will go under – fast.
First, consider your current professional network. Do you know of several business owners who might be interested in marketing services from your agency?
If so, you’ll find it much easier to get started and quickly make money.
But even if you don’t have any connections, you can make it work. After all, if you’re starting an agency, that probably means you’re pretty good at marketing. Use what you know to get your agency in front of you ideal clients, and start selling. And if you aren’t a skilled salesperson, you should consider hiring one.
7. Will I choose to have a business partner?
Here are some of the pros of having a business partner:
You can share responsibilities and costs. That means you won’t be alone in taking the risk of starting an agency.
You may have complementary skills, which can result in a better business. For example, you might be a technical introvert and your partner might be a sales-y extrovert. Both of your skill sets would be valuable at an agency and you would balance each other out well.
You can use both of your professional networks to score more clients. This gives you a better shot at becoming profitable quickly.
Here are some of the negative consequences you might face in a business partnership:
You won’t have full control over your business. This can be especially frustrating and cause disagreements that could end the business.
Friends often become enemies when they work together. Working with someone you care about is hard because it puts a strain on the relationship – especially when you’re dealing with the pressure of owing a start-up.
You may be liable for your partner’s business activities. That means they could desert you, and you’d still be liable for all the business debts caused by their contributions.
If you decide to work with a business partner, make sure you protect yourself legally and decide on terms of the partnership before you start your agency. The last thing you want is to end up getting taken advantage of by someone who isn’t willing to put in the work necessary to help make your business succeed.
After reading this, are you still feeling confident about starting an agency?
If not, don’t worry – starting a business is always challenging, and it can feel even more daunting once you realize all the hard work and decision-making that goes into it.
But you’ve already got an advantage. With the information in this blog post handy, you’ll be able to make a good decision about whether or not you’re ready to start your own agency. And if you do start your own agency, you’ll be well-equipped to handle the many decisions you’ll face as a new business owner in the marketing industry.
Did any of these points make you think twice about starting an agency? Share in the comments section!
In other words, there’s pretty much no excuse for not creating white label apps for your clients. It’s easy and can help you make more money while allowing your clients to gain all the benefits of having their own app.
But don’t run off to create a white label app just yet. Here are 5 things you’ve got to do before you get started:
1. Understand Your Client’s Target Audience
When brainstorming ideas for a client’s white label app, you’ll need to keep in mind what the eventual product will do to serve the client’s ideal customers. Here’s how you can make sure you’re targeting your client’s audience throughout the app development process:
Use marketing personas. These fictional representations of your client’s ideal customer should be referenced often. To learn how to create a marketing persona, check out this blog post.
Use market research. If your client has data about the demographics or other characteristics of their target audience, reference it so you can build an app that is well-suited to that audience.
Use surveys. If your client is unsure of who their target audience is, consider researching for them by surveying their current customers.
While these steps may add additional time to the app development process, they’re absolutely necessary if you want your client’s app to succeed.
2. Think About Personalization
Your client will want to make the app their own – there’s no doubt about that. So, you need to make sure that the white label app you create for them aligns with their brand.
That means you can’t use the exact same approach with every app you build – you’ve got to make strategic changes depending on your client’s audience and preferences.
If your client has a style guide that explains how they like their copy written and how they like their designs to look, make sure you take a look at it before you start creating their app. That way, the app fits in with their other marketing materials while helping them build a stronger brand and a recognizable online presence.
Your clients will be happier, and you’ll feel confident knowing that you’ve delivered a personalize product for them. It’s a win-win.
3. Plan to Differentiate
When developing a white label app for a client, analyze how other apps have been designed for companies within their industry. Then, think about how you can meet industry standards and try to learn what has worked in the past for your client’s competitors.
But don’t copy those competitors – you need to offer something unique and useful to help your client stand out.
That means that if your client’s website is already responsive and optimized for mobile phones, you may not need to re-create their website in app form. Try to dig deeper and find a customer need that hasn’t been met yet.
Let’s take a look at an example: the Pampers Rewards app.
Pampers could have just created an app version of their mobile site, but they didn’t. Instead, they realized that people who have babies (their target audience) are often strapped for cash because of the cost of diapers and all of the other expenses that come along with taking care of a child.
So, they helped with that need by creating an app that helps parents earn rewards – offering everything from toys for children to bookstore gift cards and photo books for adults.
While helping their audience earn free stuff with the rewards system, they build brand loyalty and make more money. See how that works?
You’ve got to think like that too by considering what would benefit their target audience the most and how can you offer them that benefit in the form of a profitable app.
If you’re not quite sure how, start by trying to think of things you can do better than your client’s competitors by asking yourself these questions:
What might the target audience dislike about the competitors’ apps?
Are the competitors’ apps failing to meet a need of my client’s target audience?
Are the competitors’ apps easy to use and well-designed?
While you’ll still want to draw inspiration from analyzing what is popular within your client’s industry, make sure you aren’t limiting yourself by thinking you need to do what everyone else is doing. Be bold – as long as you pair your boldness with a solid strategy, you can feel confident knowing you’ll help your client stand out in their industry.
4. Determine how changes will be made to the app
When you’re creating a white label app, you must communicate with your client and let them know how to make changes to the app as needed. The way they’ll make changes will depend largely on the method you chose to create the app.
For example, if you use an app builder like Buildfire, you can simply show your clients how to log into their dashboard and provide them with Buildfire’s client training and marketing resources.
On the other hand, if you build the app yourself, you will likely need to create your own training resources for the client. You may even want to have clients contact your developer to make changes to the app for them.
Regardless of the method the client will need to use to make changes to their app, make sure you clearly explain it to them upfront. Doing so will help you avoid confusion and miscommunications down the road.
Building white label apps for your clients is a great way to provide more value to them while also increasing your own profits. If you’d like to learn more about how you can boost profits reselling mobile apps, check out this blog post.
What questions do you have about building a white label app for your clients? Share in the comments section – we’ll be happy to help however we can!
A Mobile App is powerful on multiple levels, from increasing customer loyalty to improving brand recognition to expanding revenue channels. However by white labeling and reselling this technology, it takes the power of apps to the next level.
White labeling a mobile app platform like ours allows you or your business to start selling mobile apps directly to your clients. You maintain total control of your brand, from the app dashboard to the app developer account for your business. Resellers also have complete control of how they want position themselves in the market without worrying about building an app platform.
Why resell mobile apps?
According to Apple, 98% of fortune 500 companies have a mobile app for their business. In contrast, less than 1% of small businesses have a mobile app. This means that there is a huge opportunity to equip small businesses with mobile apps. With one of the most intuitive and powerful app building platforms in the market today, thousands of businesses turn to us to build their mobile app. By becoming a reseller, you get to leverage that same technology and brand it completely as your own. Overnight you can have a complete new product offering or end up starting a brand new business.
What’s in it for you?
The biggest benefit is recurring revenue. What if every sale you made paid you every month for many years to come? Would that make a difference for your life and your business? Many of our White Labelers are making well over six figures a year. On top of that, our White Label Partners are typically making an additional $1,000 to $3,000 as a set up fee for each sale! We have countless customer success stories that we would love to share, but the whole point of White Labeling is to keep things private! However, many people are reselling mobile apps for $99+ per month, so as you can see even if you brought on 30-40 businesses you can create a nice recurring revenue stream.
Why choose BuildFire for as a White Label?
We make mobile apps easy. The app revolution is here. Mobile apps are making a profound impact for businesses, and you need an easy way to join this revolution. At BuildFire, we strive towards providing you with an amazing opportunity to take part of the mobile app revolution. We also view each one our customers as partners, therefore our success is based off of your success. With our White Label program, we offer your business help with consulting, building our your apps, graphic design, marketing, sales training, support training, web design, and more. At the end of the day, a white label isn’t just about making an app look like it’s yours; it’s about helping your business and clients succeed.
From a financial perspective, a robust white label program offers significant profit potential. Reselling an efficient turnkey solution that enables businesses or individuals to sell apps today and create a steady stream of upfront and residual revenue in a quickly growing market.
At BuildFire, we’ve created an ideal white label offering by combining cutting-edge technology, deep mobile marketing expertise, a professional, relationship focused team, and complete brand control – one that has allowed hundreds of businesses and organizations succeed by expanding their impact and growing their revenue.