Browsing articles tagged with " buying Archives – Small Business Marketing Sucks"

Transactional vs. Consultative Selling: Knowing the Difference Makes All the Difference

Feb 2, 2012   //   by John Tabita   //   Business, Sales  //  No Comments

Unlike many “natural-born salespeople,” I never had the childhood epiphany of, after selling newspaper subscriptions door-to-door, gloriously realizing that I loved to sell things. I never imagined myself in a position that would require selling, much less that I’d be blogging about it and teaching others how to do it.

I learned to sell out of necessity; because if I didn’t, I wouldn’t be able to do what I truly loved—developing websites and helping clients market. Oh, and I wouldn’t make any money … did I mention that?

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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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3 More Reasons You’re Going to Lose that Sale

Jan 26, 2012   //   by John Tabita   //   Business, Sales  //  No Comments

In my last article, I talked about five reasons why you lose a sale. Each of those can be avoided by asking a few simple questions. But these last three reasons are a bit more complex. For starters, what do you do if the prospect refuses to answer your questions?

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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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5 Reasons Why You’re About to Lose that Sale

Jan 21, 2012   //   by John Tabita   //   Business, Sales  //  No Comments

They say there are three types of people in this world: those who make things happen, those who watch things happen, and those who wonder what happened. If you’ve ever lost a big sale and wondered, “What happened?” then, in no particular order, here are the top five reasons why.

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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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Marketing in a Post-Recession Economy

Oct 9, 2011   //   by John Tabita   //   Business, Marketing  //  No Comments

Is the recession officially over? Most economists are saying that the recession ended somewhere between July and September of 2009. Maybe I missed something. Or maybe economists just make good money. How does that saying go…? “It’s a recession when your neighbor loses his job; it’s a depression when you lose yours.”

Just in case we didn’t get the memo and the recession really is over, here’s the first item on the post-recession agenda.

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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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Understanding the Sales Cycle: Your Client is Ready to Buy, but Are You Ready to Sell?

Oct 7, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

 

What do you do when your prospect is ready to buy?

There’s a logical progression that occurs in every sale, whether it’s a 20-minute cell phone sale or an IT consulting gig that takes 10 months to close. It only makes sense to document that process and use it to your advantage.

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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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Using Your Voice for Maximum Impact

Nov 20, 2010   //   by John Tabita   //   Business  //  No Comments

You’ve probably heard the saying, “It’s not what you say, it’s how you say it.” As a telemarketing manager, it used to baffle me how two telemarketers could deliver the exact same pitch and yet one would set five times more appointments than the other. I’ve come to believe that how we say it is at least as important as what we say.

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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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Can You Hear Me? Over…

Oct 26, 2010   //   by John Tabita   //   Advertising, Business, Internet Marketing  //  No Comments

Technology is wonderful… except, of course, when it’s not. Like when my parents have something “really important” to tell us … and they call our house phone, my cell phone and my wife’s cell phone… all in a matter of minutes. (We love you, Mom and Dad, really.)

Or like the time the scoutmaster needed a permission slip for my son’s upcoming campout. He sent me a private Facebook message. Unfortunately, I hadn’t been on Facebook for several days and showed up to the meeting without the slip.

New technologies often replace older technologies. (Do you remember floppy discs? No, neither do I.) But oftentimes, new technologies merely supplement an existing one. Friends and family now have several options to communicate with me: They can call my cell phone or my landline, email me, text me, send me a private Facebook message, or post something on my Facebook wall.

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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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Yellow Page Advertising, Part 5: Google Search vs. Internet Yellow Pages

Oct 4, 2010   //   by John Tabita   //   Advertising, Business, Internet Marketing  //  No Comments

I always find it interesting (and refreshing) when a search marketing company has something positive to say about the Yellow Pages. As someone who ran a web development business for over 5 years, I can certainly understand their bias. But it seems that the folks over at Search Engine People have decided to go with the facts rather than anecdotal evidence regarding the effectiveness of Yellow Page advertising.

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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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“I’ll Start Advertising Again when Business Picks Up…”

Sep 14, 2010   //   by John Tabita   //   Advertising, Business  //  No Comments


That was an actual response heard by one of my appointment setters.

Why is it that no one says things like, “I’ll pay my phone bill again when business picks up,” or “I’ll pay my electric bill once business picks up”? How do you expect business to “pick up” if you don’t advertise?

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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 Every Business Owner Can Learn From Apple

Aug 27, 2010   //   by John Tabita   //   Advertising, Business, Marketing  //  No Comments

I just read an interesting analysis [pdf] of the “Get a Mac” ad campaign… you know, the ones with the nerdy businessman (“I’m a PC”) and the cool hipster (“I’m a Mac”) politely bantering about which is superior.

The long-running commercials have won advertising awards, been praised by Mac users, denegrated by PC loyalists, and parodied numerous times on sites like YouTube. There’s even a website where you can watch all 60+ commercials.

But the ultimate success of any advertising campaign is, How much did it affect sales? Here are the results:

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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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