Small Business Trends Radio

Conversation: Staying in Business While Selling to Small Business

Barb Cagley of SCK.net

Sit back and listen as Anita interviews Barb Cagley, partner of technology and design firm SCK. Barb has helped build and operate a successful small business while serving the small business market. Barb shares her wisdom on the above questions and many more, gained from years of serving the small business market successfully.

Host Anita Campbell kicks off the show with Today’s Trend, a humorous look at the trend of naming startups with numbers and nouns — like 37Signals and similar others. She goes on to tackle some really tough questions about selling to small businesses, like:

  • How do you find qualified small business prospects? Hear why advertising in your church bulletin could be the best move you make, for attracting small business clients, and why.
  • What are the key things you must do to be profitable with small business clients? Learn about the concept of having “two anchor tenants” in your business at all times to smooth out the revenue ups and downs.
  • How do you tell if a small business is a good prospect for your services and will they buy? Understand how a half hour telephone conversation to qualify a prospect can save you hours of wasted effort and frustration — and why you always should have a short list of freelancers and smaller service providers in other price ranges to refer prospects not meeting your profile.

Barb Cagley Biography:

Barbara Cagley is one of the three founding partners SCK, a web development and graphic design firm located in the Tremont neighborhood of Cleveland. In 1996, after 20 years of designing and producing award-winning graphic design print projects Barb felt web design and development would be an exciting way to grow. The start-up firm, SCK Design, would be unique by combining the skills of visual designers and the technical skills of programmers to deliver clients the most comprehensive marketing materials.

Now, almost 10 years later, Barb’s focus at SCK is on new business development and providing innovative marketing solutions for a client base that includes the healthcare industry, higher education, non-profits, service industry and manufacturing. Her passion is to help her clients grow and promote their businesses by providing creative, result-oriented solutions. At the same time, SCK has grown as well. A company that began with three partners now has 15 employees.

Barb finds that volunteer work is as fun as it is personally and professionally fulfilling. She is President-Elect for NAWBO-Cleveland, a Co-chair for ReStore Tremont and is involved with the Web Association, COSE, NODMA and the Cleveland Ad Association. Her husband Tom and two daughters call Avon Lake, Ohio home.

To learn more about Barb Cagley and her firm’s services visit her website at SCK. To listen to Barb’s interview, click the red and yellow player below now.

Date: Recorded January 24, 2006

Duration: 60 minutes


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