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

I’d Rather Staple Bacon to My Face Than Make a Cold-Call

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

After publishing an article on their website, the folks at SitePoint have asked me to be one of their business core bloggers. I’ll be publishing about 6 blog posts a month. Here’s the first:

In 2008, Eyes on Sales featured an article entitled, “Why Decision Makers Hate Cold-Calls.” If you want to be convinced that cold-calling doesn’t work, that it’s a colossal waste of time, and that it’s the most “ineffective and costly” way to find prospects, then go ahead and skip what I’m about to say and go directly to that article. (Just be sure to read the numerous comments from people who vehemently disagree with the author.)

On the other hand, if you’d like to explore how cold-calling can be a great way to find new clients, then stick around, because that’s exactly what I’m going to do.

Read more at SitePoint >>

Image credit

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.

More Posts

Follow Me:
TwitterLinkedInGoogle Plus

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.

Read more >>

Image credit

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.

More Posts

Follow Me:
TwitterLinkedInGoogle Plus

“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.

Read more >>

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.

More Posts

Follow Me:
TwitterLinkedInGoogle Plus

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.

More Posts

Follow Me:
TwitterLinkedInGoogle Plus

Marketing Your Way Through a Recession

Jun 2, 2010   //   by John Tabita   //   Business, Marketing  //  No Comments

Studies show that businesses who maintain or increase their marketing during a recession experience higher sales growth – both during the recession and immediately following.

During a recession, money gets tight and fewer people are buying. If both you and your competitors continue to advertise, you wind up competing even harder for the few customers that are left.

That’s the bad news. The good news is that, even though there are fewer customers, there are also fewer companies marketing to them, because many of your competitors will cut back their advertising. Advertising during a recession gives you a unique opportunity to win their customers and gain market share.

Read more >>

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.

More Posts

Follow Me:
TwitterLinkedInGoogle Plus

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:

Read more >>

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.

More Posts

Follow Me:
TwitterLinkedInGoogle Plus

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.

Read more >>

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.

More Posts

Follow Me:
TwitterLinkedInGoogle Plus

Pages:«1234

Get Web Design Clients!

If you’re struggling to get clients, then Web Design Clients Galore could make the biggest difference in your web design business this year.

Web Design Clients Galore

Learn how to get a constant supply of high-paying clients, and all the web design projects you want.

Web Design Clients Galore

About Me


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.

Click here to follow me