Selling to Small Businesses

If you don’t already exhibit at trade shows, at some point you may get the itch to do so.  Today there are more opportunities than ever for trade shows to reach business owners. For instance, small business conferences designed to attract small business owners are getting more popular.  Also, you can find an endless number of industry-specific [...]

Technology products and services are famous (or infamous) for all the barely decipherable technical terminology. Technical, legal, scientific and financial terminology — all can be confusing to the very people you are trying to communicate with:  business owners.  The thing is, most small business owners are not subject-matter experts in your industry.   When you use insider lingo it makes your [...]

Infoworld magazine is ceasing its print version to become an online-only publication.  One commentator says the people at Infoworld are blazing new trails and leading the way and that others will follow.  Rex Hammock predicts that more B2B publications will cease print operations following a U.S. Postal Service announcement increasing rates. This suggests the beginnings of a trend toward B2B trade [...]

With declining margins in the new car business, many dealers are turning to used car sales for an increasingly significant portion of their sales and profits.  And the nature of the car dealer business is changing.  That old stereotype of the confrontational salesman ambushing customers for a quick one-time sale, is going away.  Today, the smartest [...]

The current U.S. economic expansion has been going strong for several years.  But indications suggest that the economic growth is slowing down.  Small business owners apparently feel much the same way — that things are slowing down (not stopping or declining, just not growing as fast).   This is reflected in the NFIB’s Small Business Economic [...]

If you send out B2B email blasts, newsletters and other marketing communications, the traditional wisdom is not to waste them by mailing near holidays when your prospects are likely to be out of the office and not reading emails.  However, for emails to small business owners and staff, different considerations may apply.  Prospects to Go has created a helpful calendar showing [...]