This guide is designed to take you, step by step, through each step needed to build your first app and then sell that app.
You can use this guide for reference, to find the next best step to take no matter where you are in your Zapable journey. It’s easy to fall into the trap of feeling overwhelmed, but to go from a complete beginner to selling your first app is really not that difficult once you have the blueprint.
First things first, before we even think about building an app, there are a number of questions you want to ask yourself in order to pick the right niche that you will be able to successfully sell an app to.
- Do you know what niche you want to sell to?
- Do you have any experience in a particular niche? Work or hobby?
- Do you have any contacts in a niche that you could sell to? Family or friends?
- Is there a niche you think you could sell to easily?
- What industry do you think needs an app?
Once you have asked these questions, make your selection.
If you are still struggling, here is a list of niche areas that we know are receptive to mobile apps and that Zapable is well suited to:
- Nail salons
- Tanning salons
- Mobile beauty therapists
- Coffee Shops
- Takeaway – Chinese, Indian, Burgers, Fried Chicken
- Private doctors
- Psychologists etc
- Car Wash
- Financial Advisor
- Personal Trainers
- Laundry Companies
What Problem Can You Solve For Them?
Before you can effectively sell to someone, we really need to understand what the benefits are to that person of getting a mobile app.
In order to do that, again we have to ask some questions.
- What problems could an app solve for them?
- Booking appointments that cut down on telephone calls?
- Lead generation through collecting email addresses?
- Push Notifications to improve footfall when business in slow?
- Loyalty to reward their existing customers?
- FAQ’s to cut down on telephone calls and emails?
- Take payments through the app?
- Host training tutorials through video or PDF?
- Improve Social Media presence through links on an app?
- Host Shopify store on their app?
“Why” would they need an app. Put yourself in their shoes and keep asking why. Once you have your niche, you should start to really dig deep into exactly what the problems are that they face.
The deeper you can go with this, the more convinced you will be, that an app is an answer they have been waiting for all along.
Getting Your First Client
I’m a big fan of just getting out there and making a sale before you’ve even built an app yourself, but in order to do that, you’re going to need an example of an app, or a template that you can use to showcase what you can do.
Here is a template of a gym app called Zeus Fitness that shows exactly what an app can do:
Visit this url on your mobile phone: https://bit.ly/3h2cXse
If you want a template for a restaurant or other kind of business, you can find this by looking in the pre-built templates within your builder, creating a PWA (which we’ll cover soon), and adding it to your phone.
Assuming you have now done this, let’s move onto the next step…
Contacting Your Potential Customer
You need to decide how you’re going to contact your customer first. There are a few different ways that we will look at and I’ll give you everything you need to know to succeed. You can pick between telephone sales, face-to-face sales, or email/digital marketing methods.
We could go into a huge amount of detail around selling over the telephone, but I believe in a simple approach and in order to help with this, I’m going to provide you with a suggested sales script. The key to selling over the telephone is to first be prepared for what’s going to be required and also what is going to be involved.
My recommendation is that you prepare a list of people you want to sell to, well in advance, whether that be a list of data you have collated through online research, an existing list you have or from your online lead generation efforts.
The best way to do this is to spend an hour creating the next days dialing list by going to the Yellow Pages or another business directory that contains a lot of your ideal client. Go through and note down the company name, telephone number, their industry, and anything else you can find about them from your online searches.
Linkedin is also a great tool to research the decision-makers within this business. It also gives you someone specific to ask for when you are making your calls.
I have included a sample customer list spreadsheet so that you can collect names, telephone numbers and notes on each person you want to contact along with the outcome of those calls.
Before You Start
Before I start to dial, I like to get my dialing space prepared in advance. Find a clear desk with a notepad and pen, get yourself a drink and I personally like to listen to some music or motivational soundtracks before I get started to get me “into the zone” before I get on the phone. I have a good set of noise-canceling Bluetooth headphones with a microphone built-in that allows me to make calls with no distractions.
Open your spreadsheet with all of your pre-populated data and start dialling.
A MAJOR thing you need to know is that you are going to face rejection. If you know this in advance and prepare for it, the impact of it is lessened, however, when you first start out, you should expect a sale/ conversion from 1 in every 10 people you speak to whether that
is a meeting, a demonstration or an actual transactional sale.
As you get better versed in dealing with objections, questions and all aspects of your call, you can expect that number to start to rise from 1 in 10, to 2/3/4 in 10 and when you get really proficient with your pitch, some people will push that even higher,
so just keep going, keep making the calls, and don’t allow yourself to get dejected by rejection. Not everyone you speak to is for you, but the more no’s you get, the closer you are to a yes.
The Script – This Can Be Adapted for Face To Face Sales Too
The key to using a script successfully is to follow it as closely as you can for the first few months, while you learn what is working for you and what needs work. I have written this script for the purposes of using the telephone to get an opportunity to showcase an app to a client’s face to face.
- Introduction and rapport/relationship building
- Signpost the flow of the call
- Uncovering the problem
- Finding what success looks like
Introduction and Relationship Building
It’s crucial that we build up some rapport with the person we are calling as quickly as possible, so I like to think of this as relationship building. You want to be a likable character in order to make this easier. Be genuinely interested in the person you’re speaking to and ask them questions like you’re calling someone you already know. “Hi, it’s Dave calling from Daves Apps. How are you today? And how has Monday been treating you so far?”
Try to be friendly, slightly funny and jovial.
Signposting the call
That’s great to hear! I’m just giving you a quick call today to have a chat about a mobile app for _____________. We specialise in providing affordable mobile app solutions for business that revolutionises the way they do business and communicate with their customers. We’ve worked with lots of clients just like _________ and have got them some stellar results. I’d just like to ask you a few quick questions to make sure your business is a good fit for the technology we use and if it is I’d like to see about showing you a demo at the end of the call.
We want to start with an easy question here to get them talking.
“How are you currently communicating with your customers?”
“Tell me a bit about you and your business”
Uncovering the Problem
Here, we want to figure out HOW a mobile app could help them. For example, if you’re selling to a hair salon, we want to ask a question like:
“How do your customers currently book an appointment with a stylist?
If it’s a restaurant owner, you could ask something like “How do your customers currently book a table with you?” OR “How do you communicate with your existing customers to let them know about deals and offers that you have on?”
We want to dig deep with these questions to find out tasks and things that they are either not doing that we know is beneficial, or they are doing, but it’s taking too much time that we could simplify for them. Make a list of questions you could ask your target market and add them to your script.
As they speak, write down their answers in their words so you can use them further on. If you can give an example as to how you’ve helped a similar client with the same problem, then that’s a major bonus. Share their results to help cement your plans.
What Does Success Look Like?
This is where we want to think about the target market and ask them customer what success would look like for them based on the problems they gave you earlier.
For example, going back to the hair salon question, if they say that customers have to phone into the salon to speak to a receptionist to book an appointment, you can say “One thing I notice was that you said your client have to phone into the salon, speak to someone about the appointment and then the receptionist books the call in.
What if we could automate that whole process, let a client go to your app, book an appointment at a time that suits them, take a deposit from them and send them reminders when their appointment is coming up in their calendar.
That would free up the receptionist to help with other tasks and would probably cut phone calls to the salon by 80%. Sounds good, yeah?” (Always end on a ‘yeah’ or a ‘yes’ to get some positive reinforcement in there).
Keep asking questions that allow them to think positively and get excited about the potential that an app could have for them in their business.
Offer and Value Stack
“Okay, so from what we’ve discussed so far, I know that we can really help you with a mobile app for your business. We can help to revolutionise your booking, appointments, loyalty systems, discount vouchers and marketing.”
“We like to keep our apps really affordable for businesses due to what has been going on and with the impact of the Covid pandemic, we feel that’s only going to be helpful for a lot of people right now. In order to proceed, what I’d like to do is show you an example of an app just now. I’ve just emailed you over an example app link just now. You can open it on your mobile phone and it will show as an app” (SEND THEM THE PWA LINK TO AN EXAMPLE APP).
“As you can see, the app is fast, high quality and is definitely going to help your business massively.”
“From what we’re discussed, I’d be able to build out one of these apps for your business for an amazingly affordable price of $1,500 upfront and then $99 per month for ongoing hosting and development costs. If you give me an answer today, I’d be willing to do a fast action discount of $500, so you’d only pay $1,000 today and all I need to do is take a few details from you to get that set up?”
After this, be quiet. Don’t speak, don’t waffle, and don’t break the silence. Just let the customer think and make their mind up. At this point, they are likely to come at you with an objection or two or just say yes.
It’s too expensive
“I understand. I’ve actually calculated that the cost of hiring an average receptionist is $14,000 per year and if 80% of their time is taken up with answering the phone just now, the app will remove that from their day meaning you can deploy them elsewhere in the business to help you grow your bottom line.
Also, the average cost to have an app built that can do what we do is about $15,000 for the most basic ones. You can view this at www.howmuchtomakeanapp.com which gives you an estimate based on what you want. I think you’ll be amazed at how affordable we actually are to give you your very own mobile app.”
“We can also do a payment plan for you where we take 50% today and 50% on completion of the app.”
Do not reduce the price without removing something from the deal. Example: “I could reduce the price to $750, but you wouldn’t be getting the Push Notifications with your app”.
Do you have any apps you can show me from your customers?
“We work with all of our clients under the strictest of confidentiality, so I’m sure you’ll understand that I can’t show you their apps, but I can show you example apps that we’ve built to give you a great idea of what you’ll be getting.”
Can I speak to one of your clients?
“Listen, I speak to hundreds of people every month and I have to respect their time and my relationship with them. If I was handing out their numbers all the time, it would surely get annoying for them. I promise that when we start working together, I’d treat you with that same respect”
I need to speak with my business partner
“I understand. Are they available just now? I can get on a call with them to show them what I’ve just shown you too, that way I can answer any questions right there and then and save you both some time. How does that sound?”
Let me think about it
No problem. Can I ask you if there is anything you want me to go over again or anything I can help you with that might help you make a decision today? As I mentioned, I can offer a $500 discount for anyone that says yes today after which it would be full price.
Face to Face
When doing Face to Face sales, my favourite way to do this is to pick an area that you want to sell in with a high population of businesses within your target market. It’s easier if your target market is a coffee shop, restaurant or bar, because you can go in, order a drink and get chatting with the staff to find out who the manager/owner is.
One thing about this approach is that having handouts or a digital app available to showcase right there and then is vital because the target customer will want to see this.
Other than that, follow the outline of the same script above, but obviously, adapt to the situation. I would recommend getting plenty of phone practice in before you try your hand face to face as it’s easier to hide your discomfort over the telephone than it is to freeze in front of a new client.
One of the key things to remember is that you are going in there as the expert so you can always guide and direct the customer throughout the conversation. Keep it relaxed and informal and be friendly, knowledgeable, and willing to close the sale there and then by having a method to take payment to be it bank transfer, a Paypal.me link or having a cart set up on your website already using Stripe.
Find below an email connect script that you can send out to prospective clients. This is the bare bones of the email for cold outreach. You will be required to change some details to suit your target audience. This email can be sent to any businesses that you find through your research that you think would benefit from a mobile app.
Dear ____BUSINESS OWNERS NAME_________,
Hi my name is ___YOUR NAME_____.
Are you happy with your current customer levels?
Would you welcome a way to fill your diary with bookings, especially during slow periods?
There is no doubt that the Covid-19 pandemic has brought untold disruption to many businesses and one of the main things to come from this is the requirement to be online with as much presence as possible.
We have recently completed a project with another ____INSERT TARGET MARKET_____ just like yours that enabled us to
dramatically increase their average customer levels and brand awareness by utilising the power of a personalised
We specialise in providing mobile apps for businesses and our results have been incredibly successful, especially in your sector.
I’d like to share an example with you today that is helping many of my clients, regular __BUSINESS TYPE E.G. DENTIST________ very similar to you attract a better quality of customer while increasing their monthly revenues by thousands of dollars.
They used a mobile app which is one of the ways to grow your business and they are seeing a serious return from this.
First let me show you a couple of features that other __E.G, DENTISTS_____ have been using with their own app·
Allow your patients/clients/customers to book appointments directly into your calendar at a time that suits them and you, with reminder emails and an easy to use interface, this saves you time and money as your reception staff no longer have to deal with this.
– This has been incredibly effective. You can show your existing and new customers before and after pictures of ___E.G. TEETH WHITENING________ or even images of your staff and
premises. This can help to put a customer at ease knowing they are in good hands.
With these features alone you will begin to see a huge increase in customers booked in your diary and also customer engagement.
The great news is, there are many more features that we can offer as well, and the impact they will have on your business will be eye opening.
I’d be happy to schedule a quick demonstration, free of charge if you are interested?
On top of all of this, you’ll be surprised at how affordable it is to get started. Just hit reply and I’d be happy to have a chat with you or give me a call on 12345678.
Look forward to helping your business grow,
So, now, you should have a good overview as to how to sell your first app.
The key with all of these methods is follow-up. Most of your sales will be made in the follow-up and the way I look at it is, that if your first call with that person is the first time they have thought about a mobile app, keep following up in case they start looking elsewhere.
Because your competition might follow up with them more often than you and end up getting the sale from your hard work. Tell your customer it will take 4 weeks to deliver the app which gives you plenty of time to get used to the builder.