Browsing articles in "Sales"

Bulletproof Web Design Contracts

Jan 20, 2011   //   by John Tabita   //   Business, Sales  //  3 Comments

I just discovered that an article I wrote for SitePoint in 2005 is mentioned in the book, The Complete Idiot’s Guide to Creating a Web Page & Blog:

Bulletproof Web Design Contracts (www.sitepoint.com/article/bulletproof-web-design-contract) is an outstanding article by John Tabita, chock-full of smart and useful advice about creating contracts for site design jobs. (p 282)

Not to toot my own horn (well, maybe just a little), here are some of the reader comments on the article:

“This is THE best, most comprehensive article I’ve read on SitePoint …”

“Thanks for such a stunning article!”

“This is a great article. Very well done.”

“Excellent article — very useful, thanks!”

“An insightful and informative read, John. You da man.”

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John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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So What Exactly is “Value” and How Do I Use It to Sell?

Jan 18, 2011   //   by John Tabita   //   Business, Sales  //  1 Comment

An article of mine has been published on SitePoint.com.

SitePoint is an online media company and information provider targeting the Web professional market, specifically web developers and designers. Its website contains a vast variety of tutorials and articles coupled with a vibrant and well-informed community of over 400,000 members. It was named the third most popular eBusiness website and is currently the 749th most visited web site in the world.

The article is titled, So What Exactly is “Value” and How Do I Use It to Sell? It can be found here.

Clients buy outcomes, or results. Value is based entirely on the outcome your client wants produced. If you want to be paid “what you’re worth,” you must know what these economic consequences are. Once you understand this—and base your pricing upon it—you’ll truly be one step closer to providing real value to your clients.

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John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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How to Sell Value and Make What You’re Really Worth

Aug 9, 2010   //   by John Tabita   //   Business, Sales  //  No Comments


I’m conducting sales training all this week, and one of the things I emphasize early-on is selling on value, not price.

Now that’s much easier to do because we’re not selling a product that we paid amount of money for, or that the customer can get from the store down the street. We sell advertising, and the value in advertising rests on one thing, and one thing only: Will I make more money in additional revenue than I will spend on this advertising?

So if you sell a service, if you are an account, an attorney, a web designer, or an architect… then here’s how you can sell on value and avoid the low-cost limbo.

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John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Got Value?

Aug 6, 2010   //   by John Tabita   //   Advertising, Business, Marketing, Sales  //  No Comments


Sales and marketing gurus are always talking about value — that in order to have a successful product or service, we must “create value” for the customer. But what exactly does that mean?

While the theory is absolutely correct, the concept of value is subjective and nebulous. What is valuable to one person may be completely irrelevant to another.

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John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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“It Works!”

Jul 9, 2010   //   by John Tabita   //   Business, Sales  //  No Comments

Any good salesperson worth his salt knows that no one buys anything on the basis of a product’s features, that to communicate value you must translate the feature into a benefit.

“Features versus benefits” is Marketing 101. Yet, even if you master the basic skill of effectively translating features into benefits, you’ll may still fail in the final and most crucial step of the buying process – triggering the need or desire that causes your prospect to act.

You see, it’s not the benefit per se that motivates a person to buy. It’s power-packed words describing those benefits that trigger the emotions which motivate us to spend our money, time or energy. In other words, people buy because of the emotions associated with the benefits, not the benefits themselves.

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John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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What Not to Do in a Sales Call

Jun 5, 2010   //   by John Tabita   //   Business, Sales  //  No Comments

Too little product knowledge is a dangerous thing …

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Facts tell, but stories sell… well, most of the time

Apr 17, 2010   //   by John Tabita   //   Business, Sales  //  No Comments

Storytelling is a great way to involve your client and close a sale … unless you get too involved, that is.

John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Is Cold Calling Really Dead? (Part 2)

Apr 13, 2010   //   by John Tabita   //   Business, Sales  //  No Comments


In my last post, I took issue with a particular sales consultant on what I considered to be blanket statements he made regarding the so-called ineffectiveness of cold calling.

In all fairness to his expertise, the author did outline an effective alternative to cold calling:

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John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Is Cold Calling Really Dead?

Apr 9, 2010   //   by John Tabita   //   Business, Sales  //  No Comments


In case you didn’t get the memo, it appears that cold calling is offically “dead” – at least according to one expert. In an article entitled No, You Don’t Have to Cold Call – Ever, sales consultant Paul McCord had this to say about cold calling:

In my opinion, there is hardly a more worthless use of time and energy than cold calling.

Cold calling is time consuming for the salesperson and it immediately signifies to the recipient of the call that the person making the call isn’t an expert in their field because most prospects assume that true experts aren’t sitting at a desk pounding the phone.

Really, Paul?

He goes on to suggest that, while cold calling may generate some business, it’s not the most effective way to find prospects.

There’s just one problem with his statement: My department generated nearly half-million dollars in revenue last year… strictly by cold calling.

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John Tabita

Marketing Evangelist and Blogger at SitePoint.com. Digital Strategy Director at HainesLocalSearch.com. Passionate about helping people and businesses reach their fullest potential and become wildly successful.

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Thanks for visiting. I’m a Marketing Evangelist, Blogger and Sales Trainer.

I get excited about geek stuff. But I’m also passionate about helping people and companies reach their fullest potential and becoming wildly successful.

That’s why I love helping businesses figure out how to market (especially web marketing) and why I train sales people to be the best they can be at what they do.

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