‘Second Site’ Helps Customers See You First

April 18, 2025
Phil Krone

OK. So your company’s Web site doesn’t look that great on a smart phone, or even work that great on a smart phone.

It loads slowly, it’s hard to read (scrolling up, down, left, right is incessant), and certainly it won’t work on every one of the some 5,000 different mobile devices available. The typical business Web site, in fact, doesn’t even know when it’s being accessed from a mobile device.

Happily, a simple, inexpensive solution is available: You can have a second Web site specifically designed for viewing on a smart phone or other mobile device. And, if for some reason visitors to your mobile site want to access your “home” site via the mobile site, they will be able to do so.

We can create a mobile site for you, so get in touch with us if you’d like to know how. (Use your smart phone to check out our mobile site at  www.productivestrategies.com.)

But is a second Web site designed specifically for viewing on smart phones really necessary, especially for business to business? The short answer is “Yes,” and here’s why:

  • Just over 70 percent of smart phone users who see advertisements in other media then do a mobile search for more information, and they do it relatively quickly.
  • 25 percent of mobile Web users in the US are “mobile-only.” That’s right: They never or rarely use a desktop, laptop, or tablet to access the Web.
  • True, that statistic is a small percentage of a small percentage, but we’re still talking millions of people here. And, hey, remember when everyone used a land line as their primary phone channel? You don’t? We rest our case.
  • eBay users in 2010 bought and sold more than $2 billion in merchandise via “m-payments” as in “mobile” payments. Translation: People are buying a lot of stuff using mobile phones. Remember when everyone was reluctant to provide credit-card numbers to a Web site? You don’t? We rest our case again.
  • Four out of five US smart phone users turn to their phone for help with shopping, and almost as many do so in retail stores to check competitor prices as they shop.

These statistics (and many others) clearly indicate a significant upward trend in the way smart-phone use is increasingly influencing consumer behavior. And, although these statistics are for consumer markets, business to business won’t be far behind.

Finally, keep in mind that in general US consumer use of new technology often lags that of other developed nations. For example, China leads the world in the number of mobile Internet users with 277 million. In Japan, more than 90 percent of the population uses 3G handsets and just over 75 percent are mobile Internet subscribers. (See  http://mobithinking.com/ for more information on the mobile Web.)

Haven’t you always wanted to see into the future, anyway? Well, we can’t promise that, exactly. But we can offer “second site” capability that boosts your chances of being a big part of your customers’ future. So, pick up your smart phone and give us a call to see what it’s all about: 847-446-0008.

Congratulations SXC Health Solutions Corp.!
Fortune ranks our client #1 on its 2011 “100 Fastest Growing Companies” list
Fortune Magazine ranked SXC Health Solutions Corp. first among its 2011 “100 Fastest Growing Companies” in its September 26 issue. SXC’s award-winning growth numbers included 151 percent in revenue and 65 percent in profit. (Fortune also cites revenues of $2.583.9 billion for SXC and net profit of $68.2 million.)

SXC is a leading provider of pharmacy benefits management (PBM) services and health-care information technology (HCIT) solutions to the health care benefits management industry. SXC has been a Productive Strategies’ client for three years.

SXC business developers, including CEO Mark Thierer, took our FOCIS® consultative sales training course, eventually using the approach to close a $1 billion sale. “More than ever, I am a big believer in the FOCIS® process,” Thierer told Productive Strategies president Phil Krone and senior consultant Terry Franke. “It really worked! Thanks for all your help in reshaping our selling process.”

You can see a video report, the  Billion Dollar Sale , on our website about how FOCIS® consultative selling contributed to SXC’s $1 billion sale.

“With some $72 billion in branded drugs losing patent protection in the next five years, sales of generic alternatives are likely to rise,” Fortune reported. “SXC’s PBM unit, which acts as middleman between the insurance company and the pharmacy, could be the beneficiary: It makes more money each time a person uses a generic drug rather than a branded drug.”

The Shot! And the Importance of Discovery

By Phil Krone, President • April 28, 2025
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By Phil Krone, President • March 22, 2025
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By Phil Krone, President • February 17, 2025
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Small Assignment, Big Impact

By By Phil Krone, President • January 17, 2025
Last year after a talk I gave at the Small Business Expo on Business to Business Selling (B2B) , a woman asked for my card because she wanted to meet to tell me about her business and learn more about mine. When we eventually got together she shared that her start-up company’s goal was to console consumers who had suffered the loss of a loved one directly, as she had. But my talk had inspired a new idea: assist funeral homes to improve their services by showing more empathy to their customers who were struggling as she was. I sensed that my talk gave her confidence that, despite the challenges, her business could succeed. What I didn’t realize was that this small assignment for a start-up would eventually have such a big impact on her business as well as an industry. 

The Five Levels of Marketing - Level Five: Vision Sets the Course

By Phillip Krone • December 18, 2024
To date we have covered the Sales, Information, Tactical, and Marketing Plan Levels. Although the fifth level is the last to be discussed, it is often what sets a business in motion when it is founded. Today we will illustrate marketing to support a vision by discussing two very successful businesses.

The Five Levels of Marketing - Level Four: Planning the Work, Working the Plan

By By Phil Krone, President • December 5, 2024
As a reminder, the Five Levels of Marketing are (1) Sales, (2) Information/Data/Analytics, (3) Tactical or Campaign, (4) Marketing or Program, and (5) Vision/Strategic. We’ve explored each of the first three levels in separate columns in August, September, and October. They are available on our website's Productive Insights collection.

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By By Phil Krone, President • October 16, 2024
Using intelligence from prior levels leads to revenue-building sales campaigns on the ground in real time.

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By Phil Krone, President • September 16, 2024
Tracking key types of data each month provides insights that can build a highly productive marketing plan.

The Five Levels of Marketing

By Phil Krone, President • August 14, 2024
The Five Levels - Sales: Prospecting, qualifying, discovery, presentation, demonstration, proposal writing and closing; Information/Data/Analytics; Tactical or Campaign; Marketing or Program; Vision/Strategic

The Question That Leads to a Positive Decision (The Texas Hospital Story)

By Phil Krone, President • July 18, 2024
If you believe you have ADHD, you can be more successful by scheduling fewer first meetings and spending that time on more second and third meetings with qualified prospects. For our client, that meant cancelling half the medical CFO conventions his sales rep was planning to attend and investing more time following up with the CFO prospects he had already met. When your discovery is not productive, step back and restart at the point the discussion began to be about whose system is better. That’s an argument you are not going to win. Don’t waste years in prospect meetings in which you ask the same questions every time and get the same answers. Either decide that your product or service isn’t right for this prospect and move on—or broaden your discovery to find a need behind the need. In this hospital case, the hidden need was a fear that because no outside vendors had audited their system they might be in violation of regulations that an outsider would spot right away.
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