One of the common mistakes many of us make is not dumbing things down enough. The terminology and concepts may seem easy when we deal with them on a daily basis, but may be completely over the head for an average business owner. In fact, too much jargon and industry lingo may scare them away.

The rule of thumb is too keep things as easy as possible (and that applies both to explaining the options as well as covering as much work as you can for your client). Often this means taking a little risk, making a decision for your client or applying a bit more effort. However it is all well worth it in the end.

A couple of things to keep in mind:

1. When selling, try to explain the options in terms of value to your client and not in terms of your cost or effort. Number of pages included with the site can be a good guideline, however a "page" has little value to your client. (And some may not even know what a "page" is). If a client already has a desktop site, then that should give you a good idea on the amount of content that would need to be made mobile-friendly and how many pages you'd need for that. If a client does not have a desktop site, then they probably would follow your guidance and let you decide what should go on their mobile site anyway.
(With piJnz you get unlimited pages with any premium account, and you don't have to worry about additional recurring costs for extra pages).

Instead of explaining your price options based on pages, mention features instead. Mobile coupons, multiple locations, image galleries, custom high-end design - all of these options have value to your customer and therefore have a reason to be priced higher.

2. Try to eliminate the amount of information you request from your customer if you can. Logo, images, social links, information about their business - all this could typically be found on their desktop site or the internet. Asking your customer to send you information means delays and even project abandonment (a situation where you did the work but never got paid because the client disappeared before looking at the finished site).

3. If the client has a desktop site, most certainly you'd need to help them handle the redirect of the desktop site to the mobile site, which means you'd need to get the FTP information from their hosting company or their web developer.
Many small business owners may have forgotten who their hosting company is, and since figuring it out seems "too technical", they may procrastinate on providing you with the access. If the mobile redirect is not set then the mobile site is not likely to get any visitors and has little value to your client.

To make the process easier, you can look up who the hosting company is by going to http://www.whoishostingthis.com and typing the URL of their main website. For instance, if the hosting company turns out to be GoDaddy, you can ask your client to send you their GoDaddy login. (Since they see "GoDaddy" on their monthly credit card statements, it is likelier to ring a bell than the term "hosting company.") If they don't have the login, then you can ask them to search through their email for a statement from GoDaddy to look up their account number, and then call GoDaddy to get the login.

The hosting login should be for their control panel where you can get the FTP information, possibly get to the domain's DNS settings and contact support if you can't figure out how to get to that information. (Once you log into the control panel, you can typically submit a support ticket with a question and often list your email address so that they can reply to you directly).

If your customer prefers to host their mobile site on the m. subdomain (e.g. m.company.com), you would also need to handle the custom domain setup for them. The m. sub-domain is configured in the DNS server for that domain. You can look up who their DNS server is by using this tool: http://network-tools.com - simply pick the "DNS Records" option there, then enter the domain into the textbox and click on "Go":

In the above example the primary DNS server for golocal.mobi domain is ns12.domaincontrol.com. Now if you Google "ns12.domaincontrol.com" (or "domaincontrol.com"), you can see that the records point to GoDaddy. That's where you'd need to set up the m. subdomain. (Note, further instructions on how to point the m. to a mobile site on a piJnz platform are provided in your piJnz account. And we can also handle the whole process for you for a small fee).

In some cases you may need to work with your client's web developer to set up the mobile redirect and the m. sub-domain. (More on that in another article).

4. If your client has no desktop site at all and they are a local neighborhood business, considering that a good chunk of their visitors are on mobile devices anyway, you could recommend that they use their mobile site for both desktop and mobile purposes. Here is an example of what this looks like on a desktop:

Note: this is certainly not ideal, but better then no website at all! Even with a Google+ Local listing a business should still have a website for additional information, custom lead generation forms, slideshows or anything that can't be included in a Google+ listing.

To help generate some site traffic, you should assist your client with claiming their Google+ Local listing (if they've not done so already), and adding the website link in the listing.