Still show it. Take a pic and send it to your e-mail. Show how much 411 costs and then show how to google. Give real life examples of how it can be used. One thing I always point out about texting is the husband and wife thing. I say something like, "I always have this time when I am coming home from work and my wife calls me. She starts telling me she wants bread...milk...etc. I get home and their will always be something I forgot...or she forgot to tell me, but she won't admit that! With text messaging it eliminates the transciption errors. You have everything right there. HONEY YOU FORGOT THE BREAD. You can point at your phone and say, 'you didn't ask me to pick up bread'. One time of that and you saved an hour of arguments!"
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I understand what you are going through. I have given up trying to sell text to them. But I still can sell pis. There are a couple of things that work.
First, build a photo album of pictures that are taken with the camera phone and printed out. If you have a printer on site take photos of satisfied customers and make an album. Or make an album with other types of pictures. Make sure it contains lots of pictures of kids. And it also needs to contain a hand-full of fishing and/or hunting pictures. Yep, the old guys will love the idea of taking a picture of the fish they caught, or killed or whatever. Also take some photos of a car show or dog show or motor cycle club, whatever best fits your community. Hell maybe its a tractor ...
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You'd be surprised how many older people are getting into technology. I sold a 8100 to a 200 year old lady. Explained VCAST was free for one month and she came back once a week for that month asking questions about mobile web and vcast videos.

Three things most older people like:
1. MOBILE WEB:
-EMAIL - A bunch of old people have email, i know i was surprised too. Show how to check web mail from mobile web.
-WEATHER - Old folks are obsessed with weather
-NEWS - Check news from anywhere anytime.

2. VCAST (Realize not much EVDO in Whyoming):
-Unlimited Mobile web, doesn't use minutes
-News/weather in VCAST Video

3. GOOGLE: TXT City/ZIP and name of resturant to 46645 and receive TXT with address and phone number...
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VCast and Roadside are both free for one month so if you tell the customer they are free for the first month with this phone it makes them feel like they are getting something special. Now, you HAVE to tell them you're adding it to their plan and you HAVE to tell them that in order to cancel it and not be billed after the first month they have to call either CS or you. I recommend my customers call me that way they don't have to sound cheap to CS, I can offer them accessories at that point and make sure everything else is working out alright - constant contact with customers keeps them coming back. At first, this seemed unethical to me but, since I tell the customer what I'm doing and tell them how to avoid charges, I know that I am j...
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One other way to sell data is if you have a phone on special, for instance, we are selling the 5200 for 80.00 with accessories, and a $50 mail in rebate, you could tell the customer that the phone is $110, and they will be thinking that is not to bad, then tell them if they sign up for a text/pix package that you can drop there price down to $80.00 that gets there attention, and you are not lying to the people, but I found that lowering the price usually gets older peoples attention.