Browsing articles tagged with " small business Archives page 6 of 9 – Small Business Marketing Sucks"

Quoting a Ballpark: Home Run or Strikeout?

Mar 20, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

Is quoting a ballpark price always a losing proposition? Here’s how to turn a potential losing situation into a win.

It has all the markings of a lose-lose situation. Quote too high a price and you probably won’t ever hear back from him. But if you under-estimate the cost, you’ll look shady if you actually bid for the job and your proposal comes in higher. So what’s a poor web designer to do? Bite the bullet and throw out a number? Or tell him you can’t quote a price without knowing exactly what he needs? Here are a couple of approaches you can try…

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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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Finally Revealed! What Stapling Bacon to Your Face has to Do with Cold-Calling

Mar 16, 2011   //   by John Tabita   //   Business, Sales  //  1 Comment

In my latest SitePoint blog post, I finally reveal what stapling bacon to your face has to do with cold-calling, and I explain how to overcome the single biggest obstacle you’ll face when it comes to actually doing it.

Several years ago, the company I worked for held its international sales meeting, and reps from all over the globe came to our corporate headquarters in Los Angeles. I was asked to stand up in front of the group and make a presentation. Two of the reps from Australia approached afterwards to tell me they thought I’d done a good job. One of them expressed his fear of public speaking with this statement…

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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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More on Cold-Calling and Bacon Stapling

Mar 9, 2011   //   by John Tabita   //   Business, Sales  //  No Comments

In my last SitePoint article, I promised to show you if and how cold-calling can generate new clients. In this article, I’ll tell you why it works so well and reveal a deep, dark secret behind it (hint: it stinks).

In my last post, I promised to show you if and how cold-calling can generate new clients. As I mentioned in that post, the company I work for uses cold-calling and cold-canvassing as its primary means of getting business. That doesn’t mean we ignore other marketing methods. It’s just that we don’t just sit around waiting for people to respond to our mailers. We have a sales force on the street and a telemarketing team on the phones actively looking for new business.

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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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 >>

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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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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 Create a Personal or Professional Brand

Jan 15, 2011   //   by John Tabita   //   Business  //  No Comments

A company I worked for had a particular manager that I had never met. Despite that, I felt like I did know him because, whenever his name came up in conversation, the typical reaction I heard was, “He’s a real a$$*#%! hole.” After about the fifth or so time of hearing those exact words, I had begun to develop a very distinct impression about him. Like it or not, he had been branded.

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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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Doing Things Right vs. Doing the Right Things

Jan 7, 2011   //   by John Tabita   //   Business  //  No Comments

When it comes to strategic vs. tactical planning, it’s easy to fall into either/or thinking – that is, either strategic thinking is better, or tactical thinking is better. This is especially true when you realize which type of thinker you are. We tend to believe that our type of thinking must be superior. But regardless of whether you are a strategic or a tactical thinker, you must come to realize that both types are critical to success; and you must learn to appreciate your business partner and/or your employees’ way of thinking and value the contribution they can make towards accomplishing your goals.

So when I use the term strategic vs. tactical thinking, it’s not to imply that they are at odds with one another; rather it’s to contrast the difference between the two, so you can begin to distinguish and appreciate those differences. It’s also critical to recognize when you are not applying both types of thinking to the situation.

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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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Utilizing Both Strategic and Tactical Planning for Long-Term Success

Jan 3, 2011   //   by John Tabita   //   Business  //  2 Comments

Let’s face it… if you’re in business, you need a plan.

You did create some type of business plan before you set up shop, didn’t you? If not, I highly recommend you do so now. Go ahead, I’ll wait…

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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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Increase Your Sales With Targeted Marketing

Dec 27, 2010   //   by John Tabita   //   Business, Marketing  //  No Comments

In my last post, I talked about how raising prices can actually bring you in more business, reduce your workload and make you more profitable. The reason is simple: raising prices drives away the cheapskate customers. And what’s left are the ones who spend the most.

Another way to accomplish this is to deliberately target customers who spend the most. The idea here is to clone your best customers.

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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 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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