One of the common concerns some of our resellers have expressed is about a client's web developer. What if after you've sold a prospect on a need to have a mobile presence, they hire their web developer to build it?

First of all, it's not the "web developer" you should be concerned with.
If your small business prospect had hired someone in the past to build their website, the odds of them still actively working together are small.  Web development for a small mom-and-pop shop is typically nothing more than a simple one-time project, and there is little on-going work to warrant any sort of a contract. That freelancer is probably long gone and moved on to other things. Unless that web developer is part of a digital agency that manages your prospect's online marketing on an on-going basis.

There are two typical scenarios here:

•  Your potential client is working with a digital agency that controls their main website as part of a recurring online marketing service. If this is the case, then most likely your prospect will try to coordinate with that agency, and hiring you to build their mobile site could be a tough sell. Since the agency drives their online marketing, they are likely to have a strong (and subjective) opinion on the value of your service, and/or will offer their own mobile web solution.


• Or, your prospect is in charge of their digital marketing and their main website (doing something, or doing nothing at all). With small mom-and-pop shops this scenario is more likely.

The first step would be to look at the footer of their main website to see who it is "powered by", and start the conversation by asking the prospect if they are working with any digital agency for their online marketing needs, and if yes - are they happy with the results, and what are their plans for mobile marketing.

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