Browsing articles tagged with " freelancing Archives page 2 of 4 – Small Business Marketing Sucks"

Partnerships: It’s All Fun and Games Until Someone Loses an Eye

Nov 28, 2011   //   by John Tabita   //   Business  //  No Comments

In my previous article, I wrote about the pros and cons of partnerships. When we formed ours, there were many things we didn’t plan for in advance, but I was fortunate that we had an amicable split due to changing priories and goals, not ill-will. Looking back, I can see how under different circumstances, things could have ended badly. So here are some safety tip to consider when forming a partnership—before you shoot your eye out.

Read more at SitePoint >>

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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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Partnerships: Boon or Ruin for Your Business?

Nov 23, 2011   //   by John Tabita   //   Business  //  No Comments

New businesses characteristically fail at an alarming rate. Between 2007 and 2010, the failure rate for U.S. small business rose by 40 percent. Yet, according to the U.S. Small Business Administration, companies with multiple owners are more likely to survive longer than sole proprietorships. What’s more, a 2008 study showed that the average revenues for partnerships increased 157 percent since 1980, while revenues for the average sole proprietor decreased 51 percent during the same period. The study also reported that the average sole proprietor’s net income in 2008 was around $12,000.

The facts seem to make the case for partnerships, yet 72 percent of small businesses are sole proprietorships. Partnerships have their pros and cons, and at first glance, the pros might seem to outweigh the cons. Yet, a partnership gone bad can make you wish you’d never gone into business in the first place.

Read more at SitePoint >>

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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: Step 1, How to Prepare

Oct 12, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

The critical First Step in the sales process is being prepared.

… there’s no excuse for not learning as much as you can about the company and their products, services, and customer base beforehand. The most ignorant question you can ask when the two of you first sit down is, “So what exactly is it you do here?”

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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.

Read more at SitePoint >>

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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’s a Sales Cycle and Why Do I Need One?

Sep 28, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

If you think a sales cycle is something you pedal to get to your next client meeting, think again. Having a step-by-step process will help you stay on track and keep control of the sales call.

Sales are won and lost on transitions. It’s the number one reason you need a clearly-defined sales process. It allows you to transition to the next logical step to bring the sale to a conclusion.

Read more at SitePoint >>

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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’s a Buying Cycle and Why Should I Care?

Sep 26, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

Don’t be too quick to hop on your sales cycle and pedal over to meet with that “hot prospect.” Understanding the consumer buying process will save you time and energy.

Determining exactly where people are in the buying cycle can save you a lot of frustration and grief. It makes no sense to dress yourself in the appropriate business attire, then drive clear across town (or to an entirely different town) to meet with someone who’s merely “interested.” Ideally, you’ll want to meet with those who are in the “desire” or “action” stage of the buying process. But how can you tell?

Read more at SitePoint >>

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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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The Recession is Dead. Long Live the Recession

Sep 18, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

According to the National Bureau of Economic Research, what’s been labeled “The Great Recession” officially ended in June 2009—at least in the U.S. Unfortunately, a lot of your clients and prospects may have missed that memo. To many, the recovery still feels like a recession.

Read more at SitePoint >>

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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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Sell Like a Third-Grader: How 2 + 2 Equals More Clients

Aug 30, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

Still struggling to sell your services? Clients telling you that your price is too high? Here’s everything you need to know to overcome price objections.

Is $500 a lot of money? You can’t answer that outside the context of what you’re getting in return, can you? As a freelancer or business person trying to sell your services, you must put your price into its proper context. If you don’t, your prospects will.

Read more at SitePoint >>

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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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Proposals are for Wimps

Aug 15, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

Proposal-writing is a common practice in many industries, but is it possible that you might never have to write another one to win business?

Imagine instead a world where you didn’t have to write a proposal to close a deal. What if you could close the deal on a verbal agreement, and then write up a proposal to finalize it?

Suppose the proposal merely documented everything you and the prospect agreed upon during your initial meeting and, by signing it, you were hired?

Read more at SitePoint >>

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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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Don’t Just “Propose”… Sell!

Aug 9, 2011   //   by John Tabita   //   Business, Marketing, Sales  //  No Comments

Sometimes, “selling” is a dirty word to the those of us in the professional services industry, and we do everything we can to avoid appearing like that’s what we’re doing.

… I would do anything to avoid directly asking for the sale—especially if it meant I had to quote a price. Instead, I took the softer, gentler approach and buried the cost somewhere on page nine of my 10-page proposal. But after a few years, I began to grow weary of the “prepare a proposal and hope” strategy.

Read more at SitePoint >>

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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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