Small Business Blog

It’s not an uncommon situation for B2B service providers: you spend hours consulting with your prospective customer, get that prospect to put his inked pen to the contract, and then it all goes south. Seemingly, at the very moment your prospect will retain your services, his phone rings. On the other end of the line is a slick salesperson who promises the world and plants the seed of doubt. Next thing you know, your prospect is on the fence between the rosy world of dreams and the real world, where your business operates.

The world of Web marketing seems, at times, like auto repair or psychotherapy: the customer is at the mercy of the service provider. When the service provider says you need a new timing belt or six months of biweekly sessions, you may not have the know-how to doubt the diagnosis or the recommendation. In Web marketing, sales people routinely diagnosis your problem as poor search visibility and recommend expensive and unnecessary solutions to get you “to the top of Google.” (continue reading…)