Greg Hickman

Got it.

We were focused on those two goals for the retailers.

We got a couple at $350,000.

Then I started pitching one more.

How many is a couple, Greg?

We had three at 350 before I really started pushing people to the 500.

Probably got two or three on the 500.

And then we added a new offering, which was kind of like an audit.

kind of a discovery process, which we charged $1,500 for, and that took three to four weeks to deliver.

That worked well for getting a few clients in the door because they weren't ready to commit to the monthly right out of the gates.

So the audit, with a little bit of a roadmap at the end,

I think disarmed a lot of people.

So that might be something that might work for you if you are targeting small to medium-sized businesses that have a physical location.

Yeah.

So basically, I talked them through the offering and I explained... And it all started coming together when I was packaging them this way because...

The fear of a longer term commitment, even though it was a month to month thing, which I don't think people should do, but that's what we were doing at the time, was that it's like, hey, so for $1,500, we're going to take the next three to four weeks, put together this roadmap and audit, and it's going to identify how you get started in mobile.

It doesn't incorporate any implementation.

So basically what I told them at the end of the day, I'm going to hand you this thing, this document, and actually I'm going to take you through it on a webinar, a WebEx, walk you through the whole thing.

If you want to go do this internally, go right ahead.

If you want to hand it to somebody else and have them implement it, go right ahead.