Selling to Small Businesses

Recently I wrote about using email to cold call.  Of course, it isn’t strictly cold calling.  A purist would take issue and say (a) it isn’t calling because you don’t actually speak with anyone, and (b) it is too passive. Points well taken.  But in today’s world, and especially with today’s Web 2.0 entrepreneurs and [...]

Over at Inc.com I found a great, lo-o-o-ong article about making in-person cold calls.   It’s titled “48 Hours with the King of Cold Calls.” The article almost 15 years old, but some advice on selling is timeless, right?  However, there is one big difference I see between today and that cold call of yesterday:  the effect of email.  [...]

The sheer numbers of the small business market – 25 million strong in the United States alone – are too alluring to resist. Yet, sales individually to each small business customer can be relatively small.  A few thousand dollars in a year’s time, perhaps much less, may be the typical sales volume to a small business customer.  That makes it [...]

I read recently about Hewlett Packard starting a dedicated website for Hispanic-owned SMBs in the United States, so I went back and looked again at the latest U.S. business census data. Hispanic-owned businesses are the largest minority segment in the United States.  They run the largest number of minority-owned businesses. The number of Hispanic-owned businesses have grown [...]