Small business marketing blog from Duct Tape Marketing

The Ultimate Guide to Small Business Keyword Research

Keyword research is an important strategic marketing practice that, when thought of correctly, never really ends. While many people think of this…

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Instant Press Release?
Warning: I offer you a free software program at the end of this entry! Do not read if you don’t like free stuff. The good old press release is still one of the stock tools for any business that wants to use public relations as a key lead generation tool. I know a lot of […]
Selling by Voicemail
These days sales folks don’t get to talk on the phone much. As you know, nobody actually answers the phone, so if you are doing a bit of prospecting you better get really good at leaving effective sales messages on voicemail. I get sales messages on my voicemail everyday and they all go about like […]
Desperately Seeking the Truth
People today are bombarded by so much information that they have become numb to what feels like advertising or, during political cycles like we are in today, out and out fabrication. Small business owners should resist the temptation to copy what passes for advertising today and focus on telling the truth. I don’t really mean […]

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Is Your Copy Fluffy?
One of the greatest ways to check if your content or sales letter will be effective is to count the number of adjectives and then compare that with the number of verbs. Just remember, verbs sell…adjectives fluff or worse. I was reminded of this in a recent story from Alex Mandossian, an unrelenting Internet Marketing […]
Have You Sold Your Internal Customers?
You can make the sale. You know your core message. You know your target market inside out, right? But, if you have even one employee then you’ve got another sales job to do. Everyone in your organization must also be sold on the dream you have. Everyone who answers the phone, walks the sales floor, […]

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Get Out of the Cocoon
Yesterday I had a nice chat with Dr. Ivan Misner. Misner is the CEO and founder of BNI or Business Network International. And, the “Networking Guru” according to Entrepreneur magazine. You can listen to myinterview with Dr Misner. What you’ve never heard of them? You really do need to get out more. Listen to what […]
A Non-Profit Goes Out and Turns the Referral Tables
In my Referral Flood program one of the referral strategies that I recommend involves partnering with a charitable organization and promoting that charities’ mission as a referral strategy. Maybe something as simple as – “Buy today and we will donate 10% of the proceeds to XYZ charity.” H3O4 in Phoenix took this idea and turned […]
Know, Like, and Trust – You need them all to make the sale
Too many small business owners focus most of their attention on single event lead generation promotions. The most effective lead generation comes from the careful combination of many tactics, but I have found that no lead generation strategy is complete until it weaves the use of advertising (know), public relations (like), and referrals (trust) around […]
As a Selling Skill Listening Is Overrated
I know the overwhelming majority of sales books out there extol the virtues of listening. And, I guess there is a time and place for that, but here’s my theory. You know who makes a great client for you. You have a core message that presents your value. You can explain the benefits of doing […]

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