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  • 10 common marketing mistakes small businesses make all the time Most people don’t go into business for themselves because they like marketing. But if you want to stay in business, you need to develop a competency at it. Here are some of the most common mistakes I see as small businesses go to market. Sending the wrong message: You can go broke trying to saturate the market with messages about what you want to sell. You make money by offering what the target market wants to buy. It’s not always the same thing. For instance, you may think you’re selling commercial ...
  • Mowing down price objections in advertising sales You won’t close many advertising deals without being asked to cut your price. But doing so takes away from revenue, sales commission and profitability – and that’s the best case. More likely, it will make the deal harder to close – creating more obstacles and potentially sending your prospect into the arms of the competition. That’s because most price objections aren’t really about price; they’re about uncertainty. It’s similar to when someone says he’s too busy to meet with you. It’s not that he doesn’t have time; it’s that your meeting isn’t ...

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