The Psychology Driving Successful Mobile App Sales

Every entrepreneur dreams of success with each business venture that they embark upon. However, as we all know the path to success is often paved with challenges and setbacks before ultimately success is achieved through hard work and determination. The reason why many succeed where others fail resides in the psychology of the individual and how they approach the sales process. We have heard the popular saying, “mind over matter”, it is never truer than in the business world.

Whilst last week’s blog focused on the process of selling mobile apps, this week we take a closer look at the psychology and mind-set needed to succeed.

One of the frustrations that many people encounter with any sales process is the inability to understand the objections from potential clients. There a number of factors which influence why a business owner may say ‘no’. These range from budgetary constraints, bad timing or lack of appreciation for the product or service.

While this is frustrating for the person selling the product/service, it is crucial to comprehend the objections and articulate a compelling solution. For example, when selling mobile apps to businesses many people focus on the features as opposed to the benefits. Most businesses are not focused on the technology that drives mobile apps; rather they want to see how implementation will benefit their brand and profitability.

Although the mobile industry is growing month by month, many business owners do not understand the impact upon their business. Just offering a mobile app as a token gesture to acquire a mobile footprint in an increasingly digital/mobile world is not the right way to go.

Selling mobile apps to businesses is more than regurgitating key facts and promoting mobile apps as the next big thing. In contrast, it is paramount to focus the mind on how the mobile app can be an essential marketing tool and help businesses increase their social media following, provide more customer testimonials, enhance customer retention and increase revenue. By understanding the objections and thinking of rational solutions as opposed to sticking to a rigid list of features, you will see an increase in the effectiveness of your efforts.

One of the best ways to achieve this is by emphasising the marketing problems that mobile apps will actually solve. For instance, trying to communicate to a restaurant owner how the food ordering feature integrates with multiple content aggregators or payment gateways will not grab their attention. In contrast, if you can relate the food ordering system to increased sales, more convenience for customers and ultimately higher retention rates, the restaurant owner can now see the value of the mobile app. This switch in psychology is paramount to being successful with mobile app sales as it focuses on areas of pain for the business and then provides immediate solutions.

Selling mobile apps or indeed any kind of product or service requires determination and a strong work ethic. In an ideal world, every potential business that you visit will convert to a happy and loyal client. However, in practice it is about selecting the right types of businesses or industry sectors to target and then giving value to each potential client. Sure, there will be business owners who are not interested due to budgetary constraints for instance, but the key is not to let this deter you. As with most things in life, by staying determined and consistent, the results will materialise over time.

One of the easiest things to do when selling is to compete on price rather than value. For the long term health of your sales pipeline, it is important to recognise this aspect and tune your way of thinking to deliver real value. For example, if a competitor is charging 50% less than your sales price, the tendency for most people is to ‘price-match’ or undercut. This can be a dangerous precedent as it undervalues your product/service and often leads to a race to the bottom.

Although it may seem daunting, it is often far better to retain your existing price or even increase it when faced with lower priced competitors. It is human nature to place more value/importance on items that carry a higher price point. For instance, a car that has a high asking price will seem infinitely better than a car priced very low. Although both vehicles have 4 wheels and would transport you from point A to point B, the higher priced car is deemed to be of higher quality. The same principle applies to mobile apps that have a higher starting point in that they are perceived to offer the business owner more value.

As we have seen throughout this blog, having the right mind-set and psychology is a key component of successfully selling mobile apps to businesses. Understanding the range of benefits that a mobile app can provide to every business as well as appreciating the objections that many business owners express is vitally important. However, with the right psychology, determination and emphasis on value, anyone can successfully sell mobile apps. To find out how Eazi-Apps can help you join the mobile revolution please contact us today.