Do higher prices mean less business? Or can increasing your rates actually bring in more business? Last week, I explored the idea that raising prices can actually increase business. To many business owners, this is counter-intuitive. Most believe higher prices means less people will do business with them. But is that really the case? Some people…
Do you have more business than you can handle? If so, is that a good thing? Here’s how to keep from being overwhelmed by too many customers. “I already have more business than I can handle” is one of the most common blow-offs you’ll hear when prospecting. The trouble is discerning if it’s really a…
Is sole proprietor or sole trader the best business entity when first starting out? When should you consider incorporating, if ever? Everyone who starts a business is faced with the challenge of deciding what type of business entity to be. Most default to sole proprietor or sole trader. But is that always the best option?…
In my latest SitePoint article, I talked about inbound vs. outbound marketing. In case the difference isn’t clear to you, here’s a quick definition of inbound marketing: A marketing strategy that focuses on getting found by customers, where the customers find you through various search engine marketing efforts, social media, or word-of-mouth referrals. Outbound or…
Whew! This SitePoint post of mine certainly generated a lot of controversy, comments, and tweets. Read more at SitePoint >>
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…
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…
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…
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…
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…