Selling to Small Businesses

Have you considered holding some kind of competition to attract website visitors and possibly get them to sign up for your email list – or collect leads from them? Janine Popick of the Vertical Response Email Marketing blog says that “tapping into the competitive spirit is a great way for you to attract visitors to your site [...]

Via Lori Richardson’s Sales Coach blog [link no longer available] I found an absolute gem – a free download from Tom Peters, the renowned management guru.  It has 111 quick-to-read tips about selling.  The very first tip hit me between the eyes, because it is one that people sometimes plain forget.  It essentially says (and I paraphrase):  Strategy is overrated [...]

Do you use testimonials in your sales efforts?  In case you have overlooked this simple but powerful technique, do visit Small Biz Survival (a blog about rural small business) and see what Becky McCray has to say about the subject. She likens the idea of “tagging” content online to a testimonial, something I had not thought [...]

Jill Konrath runs a website called Selling to Big Companies.  (Consider it the photographic negative of this site, Selling to Small Business) On her blog she suggests using triggering events to keep your pipeline full. What’s a triggering event?  It’s an opportunity that crosses your path that you should leverage to get in the door with big [...]