Articles On Sales

I can’t tell you how many times I’ve heard some version of this sentence: “If this goes well, we have a ton of work to bring you, so give us a deal on this project.” It’s a negotiation today for the promise of future work. Better expressed with the gambling term, betting on the come…. read more

Cold calling sucks. But… It’s the only tactic that you can turn on any second of any day and start having conversations with prospective customers. And in the website sales gameā€”conversations lead to business. So how do we wrangle this idea of cold calling, and make it work for us to sell more websites and… read more

Walking out of a prospective customer meeting, I realized that I had just laid out exactly what their online strategy should be over the next twelve months. And I didn’t make a dime off of it. Whether they hire me or not, they’ll be leveraging my knowledge to shape the future of their business. That’s… read more

I always enjoy sitting down with other web design entrepreneurs. My latest interview at the uGurus HQ is with another local virtual agency owner, Tracy Schloss, of Schloss Web Services. Brent: I’m Brent Weaver, and you’re watching uGurus, the must-see show to become a more profitable and in-demand web professional. I’m really excited to welcome… read more

Before you rush to judgment on your sales abilities (even if those need a little work), you might be lacking clients because you aren’t having conversations with enough prospects. In sales, your close ratio is the percentage of business that you win. Depending on how many opportunities you pursue versus actual contracts you sign. There… read more