Category Archives: Marketing and Sales

Invisible Discounts

Posted on May 24, 2015 by John F. Dini

In the words of the late, great Father Guido Sarducci of Saturday Night Live fame; “I canna teach you everything you need to know about business inna fiva minutes. You buya something, and thena you sell it for more.” A … Continue Reading →

Posted in Customer Relations, Entrepreneurship, Marketing, Marketing and Sales, Sales | Tagged business ownership, business planning, business strategy, entrepreneurs, entrepreneurship, marketing, sales, sales management, small business, small business advice | 3 Comments

Marketing for Trust

Posted on May 10, 2015 by John F. Dini

Why are car dealer commercials so crappy? I’m not talking about the manufacturers’ ads. Those cost millions and have big-name professional spokespeople. The regional marketing association ads aren’t quite as flashy, but Ford Truck Month or End of Year sales for the … Continue Reading →

Posted in Customer Relations, Marketing, Marketing and Sales, Sales | Tagged business ownership, business planning, entrepreneurship, marketing, media, new business, sales, sales management, small business, small business advice | 3 Comments

“Everyone has Gotten So Rude!”

Posted on March 29, 2015 by John F. Dini

Not too long ago, I was leading a group of business owners in a discussion. These were not my peer board members, but rather owners at a breakfast, none of whom I’d met before. To start the conversation, I asked … Continue Reading →

Posted in Entrepreneurship, Marketing and Sales, Sales | Tagged business ownership, entrepreneurship, leadership, marketing, promotion, sales, sales management, small business, small business advice | 6 Comments

Why Do We Hate Salespeople?

Posted on January 18, 2015 by John F. Dini

A recent episode of “Downton Abbey” included a new servant tasked with passing out canapés at a dinner party. “Try one of these,” he quietly suggested to a guest. “I’m told they are quite good.” He was immediately pulled aside … Continue Reading →

Posted in Customer Relations, Entrepreneurship, Incentives, Leadership, Managing Employees, Marketing and Sales, Sales | Tagged business ownership, employee performance, employees, entrepreneurs, entrepreneurship, leadership, management, sales, sales management, small business, small business advice, trade | 5 Comments

Reputations are Sticky

Posted on September 7, 2014 by John F. Dini

“We have a great reputation in our industry.” In thousands of hours of coaching and facilitating I’ve never heard a business owner say “We have a lousy reputation.” The myopia of working hard to deliver a product or service leads … Continue Reading →

Posted in Customer Relations, Entrepreneurship, Marketing, Marketing and Sales, Sales | Tagged business ownership, business planning, business strategy, entrepreneurs, entrepreneurship, leadership, marketing, public relations, sales, sales management, small business, small business advice | 1 Comment

Google, SEO and the Yellow Pages Game

Posted on August 10, 2014 by John F. Dini

When the Yellow Pages were a primary source of advertising for small businesses, they had a nifty sales technique. If an advertiser was doubtful about the value of an ad, their sales rep would offer a special telephone number to track how much business … Continue Reading →

Posted in Customer Relations, Entrepreneurship, Marketing, Marketing and Sales | Tagged business ownership, entrepreneurship, marketing, media, sales, small business advice | 2 Comments

When a Salesman isn’t a Salesman

Posted on February 16, 2014 by John F. Dini

A business owner decides to beef up his company’s sales talent. He forks out a hefty salary for a “proven performer” from another industry; then…nothing. The salesman (or woman) is glib, professional and hard working. The owner devotes more resources … Continue Reading →

Posted in Managing Employees, Marketing and Sales, Sales | Tagged business ownership, employee performance, sales, sales management, small business advice | 2 Comments

The Tyranny of The Bad Customer

Posted on January 19, 2014 by John F. Dini

“The customer is always right,” or at least that’s what most business owners profess to their employees. We post it for all to see. “Customer satisfaction is job one.” “Our boss is the customer.” The most important person in our … Continue Reading →

Posted in Customer Relations, Entrepreneurship, Marketing, Marketing and Sales | Tagged business ownership, entrepreneurship, marketing, media, public relations, sales, small business advice | 1 Comment

Can You Outgrow Customers?

Posted on October 13, 2013 by John F. Dini

When you start a company, it’s like shopping at the supermarket when you are very hungry. Everything looks good. Any suspect might be a prospect. Any prospect is worth pursuing, and your ideal customer is anyone who is willing to pay you for … Continue Reading →

Posted in Marketing and Sales, Sales, Strategy and Planning | Tagged business ownership, business strategy, entrepreneurship, leadership, sales, small business advice | 1 Comment

Size Means Nothing on the Web

Posted on August 11, 2013 by John F. Dini

A small manufacturer hires a local web development firm, and spends six months reworking his website. He agonizes over every word of the copy. He writes up product descriptions, detailing materials and tolerances. He adds page after page to the … Continue Reading →

Posted in Customer Relations, Economic Trends, Marketing, Marketing and Sales, Strategy and Planning, Technology | Tagged business ownership, marketing, media, promotion, sales, small business advice | 1 Comment

Small Business and Social Media II

Posted on May 5, 2013 by John F. Dini

Last week’s column generated lots of comments, and probably requires some follow up. First, the army of social media fanatics that go ballistic at any hint that SM isn’t the be-all, end-all and answer-from-above for every marketing need on the planet … Continue Reading →

Posted in Customer Relations, Marketing, Marketing and Sales, Sales, Uncategorized | Tagged business ownership, marketing, media, sales, small business advice | 1 Comment

Does Technology Help or Threaten Small Businesses?

Posted on April 14, 2013 by John F. Dini

A small computer service company wants to sell Microsoft software licenses to its customers. They send an employee to become certified in licensing. (Microsoft offers some 600 variants.). As soon as they purchase a license, however, Microsoft begins soliciting that customer … Continue Reading →

Posted in Customer Relations, Economic Trends, Entrepreneurship, Marketing, Marketing and Sales, Strategy and Planning, Technology | Tagged business strategy, entrepreneurship, marketing, sales, small business advice | 2 Comments