Jim Maddasion’s 100+ sign ups
COPPERSTATE'S
Keys to my success selling MobileBytes
Before we get started, I wanted to say that this website is not designed to tell you how to do your job or step on any toes. The MobileBytes team recognized my success and asked me if I would share some of my insight. The hope is that this site will be beneficial to all the resellers on board within the MobileBytes reseller channel. Some of these things will be obvious and others may help or inspire you to sell more systems. I’ve worked with numerous POS products over the years and I can tell you from my experience, this system sells!
Networking is Key!
The vast majority of my leads come from my referral network. Aligning myself with the right referral partners is a major part of my success with selling MobileBytes systems. Companies such as US Foods, Shamrock, Alliant and other food purveyors, are powerful allies within the restaurant industry. Credit card processors like Worldpay and Gravity can also be a good lead source for restaurants committed to using their processing. I’m also involved with two lead groups. Joining a lead group to promote the product has been very beneficial. I did a google search for lead groups in my area and connected with them. I get my partners to become aware of MobileBytes and in turn they share with others this amazing product. Through my referral network alone, I’ve had 3 demos in the past week.
Email Blasts
Out of every 30 emails I send, I usually get about 3 responses and from that, I usually get one demo. It takes a lot of work and great deal of patience but in the end, the numbers show. When I get a referral, I always try and get 3 important pieces of information. 1) The first and last name of the decision maker. 2) The decision makers cell phone number, personal cell phone numbers are important because if they don’t answer their cell, I can still text message them. 3) The decision makers personal email address, not their business email address. Once this information is collected, I use a program called Highrise to send out an email blast. Highrise is a simple CRM Software tool that helps me stay organized. I highly recommend using this tool or something similar.
Email blast example:
Marketing Materials
Having professional looking marketing materials in my hands is an incredibly powerful tool. If the brochures and flyers are not professional looking, it can potentially tarnish the company's image. One of the advantages with mobilebytes is they offer free design services. I know Michael, the creative director with MobileBytes, and he does fantastic work! I always feel confident with the designs he supplies. With online printing prices so low these days, and free design services from MobileBytes, there’s no excuse for me to NOT have professional, high quality marketing materials.
Check out MB Design Center
Presentation
Presentation is probably the single most important aspect of selling MobileBytes. I can network, email blast, and hand out marketing materials all day long, but if my presentation goes wrong, it was all for nothing. Within my backpack I carry the 13 inch iPad Pro enclosed in a Vault stand, an iPad 4 with a regular flip top stand, an iPad mini, and my 17 inch laptop with a MiFi device for internet connection. I also have my smartphone sitting with all the other devices ready to show off the Loyalty App.
Check out Mifi
Devices displayed during my demos
iPad mini for client to
experiment with
iPad 4 running
KDS
Laptop with MobileBytes
home page loaded
iPad Pro in Vault
stand used as main
demo device
Smartphone with Loyalty App running
So here’s how I do it. I use the iPad Pro as my main demoing device, the iPad 4 is running KDS, the iPad mini is in front of the person I’m demoing for to experiment with, and my laptop has the Mobilebytes.com home page loaded. Showing off all 5 devices is key when demoing MobileBytes. I’ve found there are too many questions and for the little amount of time it takes to set up all these devices, it’s well worth it. If I’m doing a demo on site, I’ve found that people don’t like waiting and watching me set up for my presentation. I try to arrive at least 15 minutes in advance. When I get there, the first thing I’ll do is ask them where I can set up and let them know I’ll be ready shortly. The next thing I do is set up the Mifi device. I never rely on a location’s internet connection. I highly recommend purchasing a hotspot internet connection device for live on site demos. I always clean all my screens with a cloth, it looks very bad when devices have smudges and are dirty. I don’t feel that it’s important to have an EMV reader, cash drawer or printer on site while demoing. If they’re curious, I’ll show them imagery on the mobilebytes website. I don’t show them online ordering in real-time either. I’ve found it’s just too time consuming and I can go over all the bullet points with them using the website or marketing brochure.
Know the Product!
One of the most challenging and time consuming areas for sales persons is knowing the MobileBytes system inside and out. The iPad solution is new technology and is very different from the traditional systems many sales persons have been demoing for years. I take the time to play with the system, find out everything about it, including its pros and cons. If I know the cons, I know to stay away from those talking points during a demo. If I need to go on an install, I install it and learn about the process. There’s nothing worse than getting caught in the middle of a demo with a question that I just can’t answer, it’s a big strike!
Jim’s top features during a MobileBytes Demo
Cloud Management
Most restaurant owners and managers don’t want to be married to their restaurant. MobileBytes is cloud based and easy to program. The ability to manage their restaurant with access to their data anytime, anywhere and on any device is a powerful selling point in almost all of my demos. I always make sure my laptop is logged into the MobileBytes backend cloud management system before every demo. I also find it beneficial to show the backend on my smartphone and iPad as well. I usually practice a few strong examples on my devices in advance before demoing.
Loyalty App
Many restaurant owners are looking for some kind of loyalty program. MobileBytes consumer loyalty app is a very powerful feature when trying to close a deal during a demo. Quite often I’ll hear “I’ve been looking for something like this!” They’re always amazed when I demo the iBeacon technology feature. I make sure my smartphone is setup to demo this feature when communicating with a potential customer. This one feature alone can seal the deal!
Order History
I love talking about MobileBytes order history. Restaurant owners love the personalization aspect of this feature. During the demo I’ll give an example: “Hello Mr. Johnson and welcome back, I see you're a loyalty member and you’re about 2 points away from getting another $15 dollars off, I see you had the bacon cheeseburger last time.” It’s a personal touch that restaurant owners absolutely love and it also allows for speedy ringing as well.
Tableside ordering with signature capture and counter service signature capture has it’s pros and cons. In most cases, if the restaurant is not doing mini ipads or counter service, this feature won’t receive much enthusiasm. But, if I sense this is technology they’re excited about, it’s a great feature to push! In most cases, this is the type of new technology owners have been reading and hearing about and I always gain their undivided attention. I find this to be a great time to bring up conversational ordering, where the servers ability to add more items to an order with the iPad in hand, is a powerful money making feature.
Tableside Ordering & Payment
SMS Text Messaging with Waitlist
In my opinion, the SMS text messaging with waitlist feature is one most restaurant owners love. The only negative feedback is the 3 cents per text because customers think it should somehow be rolled into the monthly fee. If this comes up, I’ll explain that even my busiest location has never paid more than $30 in a single month, that’s it! Not to mention what they initially paid for the original package of hardware and what they’ll have to fork out when the buzzers break or get lost. Waitlist SMS text messaging is the new technology that everyone can relate to.
This is a huge selling point with restaurant owners. Local installation and local support gets their attention every time. Restaurants don’t want to be left out in the cold, but so often are with other tablet and iPad POS companies. Most restaurant owners can relate to this due to some past negative experience. With MobileBytes, they’re guided through the entire process. I also like to mention that this is the reason MobileBytes went through a reseller channel in the first place, so that restaurants would get the technical support they desperately need.
Local Support & Installation
Conversational Ordering
What is conversational ordering? For example: The server asks the customer what size pizza they want, the customer engages and the communication process begins. The servers ability to inject more options with the iPad in hand is a powerful money making feature. Servers usually depend on memory, with the ipad in hand, the conversational ordering process helps add more dollars to the entire order. The servers likelihood to make costly mistakes when writing down orders on a piece of paper is extremely diminished. Many times, the order is not processed correctly, the manager has to discount the order and small handwritten errors become costly mistakes.
Worry Free PCI
Because BridgePay and PAX offer out-of-scope encrypted credit card processing, restaurants don’t have any worries with PCI. Restaurants can get fined thousands of dollars for PCI if they haven’t validated their software with traditional systems. With a cloud based Mobilebytes solution, they’re always getting free updated software and they’re going through a gateway that’s already PCI compliant. They don’t have to worry about processors sending them letters saying they’re going to shut their credit cards off if they don’t update their software. Believe me, many restaurant owners can relate to this and always get excited when I mention this feature.
