Jan

23

Differences Between Corporate Buyers and Small Business Buyers

January 23, 2006 | Leave a Comment

Bob Bly, the copywriting guru, notes seven differences between B-to-B buyers and consumer buyers in an article found at his site.  And of course, when you are talking about a corporate business buyer, he is right.  After all, how can you argue with a guru?
However, the small business buyer is actually a hybrid between the corporate buyer and […]

Jan

22

Nurture Affiliate Sales

January 22, 2006 | Leave a Comment

If you sell anything online, and you have not established an affiliate channel, perhaps it is time to consider it.
Selling through affiliates is a way to extend your reach and gain wider exposure on multiple websites across the Internet.  You don’t have to carry the entire burden and expense of attracting traffic to your website in order to sell the […]

Jan

19

Lessons of a Harley Dealer

January 19, 2006 | Leave a Comment

Sometimes the most effective way to learn what’s important when selling to small business is to appreciate what it is like to be a small business owner. 
This month’s cover story in Inc magazine profiles Mike’s Famous Harley-Davidson dealership in Delaware.  It was voted the #1 Harley dealership in the world.  It is owned by Mike Schwartz who turned […]

Jan

18

Podcasts and Internet Radio Are a Good Way to Reach Small Business Owners

January 18, 2006 | Leave a Comment

Internet radio and podcasts are emerging as an important way to reach the small business market with your message:
In a recent survey, Warrillow & Co. uncovered that small business owners are three times as likely to have adopted emerging radio-related media, such as Internet radio and podcasting, than the general population. The desire for control […]

Jan

17

Growth in Home Based Call Center Reps

January 17, 2006 | Leave a Comment

In place of offshoring work, large companies are turning to home based workers, according to a recent study by research firm IDC:
Today, there are an estimated 112,000 home-based phone representatives in the United States. By 2010, IDC predicts that number could reach over 300,000 as companies increasingly develop and invest in home-based agents, either with […]

Jan

10

An Amazing Experience with Yellowikis

January 10, 2006 | Leave a Comment

On one of the many discussion lists I belong to, Regina Thomas recently suggested that everyone on the list (mostly small businesses) go over to Yellowikis.org and set up a listing page for their business. 
Yellowikis is a variation on a yellow pages site.  It uses wiki software — meaning anyone visiting the site can edit it, much like […]