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Daily deals sites are red hot right now. Appearing on one of these sites can be a big exposure boost, but it’s also important that the deal offered works for you and your business. That sounds like a no-brainer, but the web is filled with horror stories of mom-and-pop shops or early start ups getting burned by the big daily deals sites like Groupon and Living Social.

This is a judgement-free post by the way. The daily deal thing works for some businesses and doesn’t for others–despite possible misconceptions by business owners or proselytizing by Groupon’s sales department.

Getting Down to Business

First, you need to realize that this will be a cost center, not a profit center. You will lose money doing a daily deal, and in many cases the boost in exposure will be well worth the expense–it’s your call. What we want to do is minimize the expense once you’ve made that call.

Here’s a few tips to help you out. Some of these apply to general negotiation, but this specific post is obviously specifically tailored to wheeling and dealing with Groupon and the like.

1. Know you’re outgunned: Be aware that you’re negotiating with someone who attempts these negotiations 10 times a day. Ostensibly, they’re good enough to get paid to do it professionally. They will press hard on terms; they’re supposed to. This isn’t a good/bad thing–it’s their job so they do it all the time. It’s not your job so you should prepare a bit. Figure out what you want, what you can afford and don’t budge. Accepting the reality of this situation can also offer some valuable perspective as you’re listing to their pitch.
2. Pick your battles and be realistic about demands: There are some conditions, like terms of use and duration of acceptance, under which they negotiate with a lot of flexibility. Then there are others, like dollars of revenue, under which they are more constrained.
3. Recognize the value of exclusivity: Be very clear on the existence or absence of any non-compete agreements. Don’t accept one from anyone except Groupon either. They’re the biggest fish in the pond by far, and in my opinion, the only one worth entering a non-compete to do business with. Groupon, last time I checked, requires a 90-day “no other daily deals” agreement. That might be fair in their specific instance, due to their market reach. In the other cases, it’s not and you should make sure to reject a non-compete agreement unless you get some real concessions made elsewhere.
4. Play low power to buy time and objectivity: Finally, whoever negotiates should pretend not to be in charge, whether they are or not. This sort of allows you to play good cop bad cop all by yourself. “That sounds good to me, but can you put it in writing for my boss?” is your best defense against making a poor decision in the heat of the moment. It is totally acceptable and can diffuse a high-pressure sales pitch. Forcing a quick decision is one of the oldest and best negotiating tactics because humans are emotional creatures and perform poorly under pressure. Use this tactic to buy yourself some time to think things over. As long as you play man-in-the-middle, whether you are or not, you have the ability to stop and start negotiating sessions. You can take the time you need to run numbers, do some research or just take a step back and think it over.

In any negotiation you will have parties with different goals. This doesn’t mean you have to be antagonistic, but you must be a good shepherd to your own interests and those of your business. Never forget that their job is to make the biggest possible pile of cash selling your product, then take 50%. Your job is to make the pile the right size for your business, and then take 75%. Good luck!

I’d like to extend a big thanks to Tom Kessler for starting the discussion that led to this blog post. You can follow Tom on Twitter @magicclams.

It’s true. And as a small business owner of a web development agency, I was shocked when I read that statistic. Do a simple Google search on the subject and you’ll find multiple articles and quotes like:

Of the 55 percent of small business owners who don’t have a web site, 57 percent say their businesses will never have one …

On a daily basis, I talk to businesses of all kinds – from small to large and everywhere in between. The common thread is a desire for success and business growth, especially in this lethargic economy.

So the question persists, why are so many small businesses hesitant or apathetic about establishing an online presence for their business? After all, small businesses are fighting every day for market share, recognition, and the chance to prove their product or service is just as good or better than their larger, more established competitors.

I fear these small businesses are failing to understand that a website is often times the first interaction a potential client or customer will have with their business. Fail to show up on a Google search and your business instantly takes a few steps down on the credibility ladder. A business that ignores the power of this first impression is leaving opportunity and dollars on the table for their competitors to easily snatch-up.

Now some of you may be saying, “I get it, but I just can’t afford it” or “I don’t know where to start and certainly don’t have the time or knowledge to do it myself.” Both of those statements are understandable, but the cold hard facts are as follows:

• The internet is obviously not going away
• As gen-Xers (like me) and younger generations born with the internet at their fingertips move into decision making positions, the internet will only increase as a factor in the buying process.

Even the simplest of websites can help even the smallest of businesses look as professional and polished as their big competitors.

The customer is always right, right? So when we’re the customer, how do we handle the responsibility of being considered “always right?”

Some people/organizations handle it gracefully while others wield it like a sledge hammer crushing all who dare beg to differ. You are paying a vendor for their services and thus there is a reasonable expectation of quality, service and that promises be met. It’s an important dynamic and it is in all of our best interests to manage our vendor relationships with responsibility and professionalism. Here’s why:

1. Paths cross and word travels fast: You’re most likely working with a vendor because they service many companies like yours and work within the same space. If you tend to be a tough client to work with, they’re going to remember and when they evoke your name, you don’t want their opinions to be negative towards those with whom could become your client.
2. Be careful on your way up: Quite simply put, you never know when your vendor may become your client or when you may need something from them. Once again, there’s a good chance your fields of business are related and whether it’s advice you need, a client referral, a favor or an opportunity to assist them with a project they have, you want to be known as the go-to, easy to work with group.
3. Brand advocates: The best kind of marketing is word of mouth and anyone will tell you that “who you know” plays a HUGE factor in getting your foot in the door with a new client. Your vendors can become some of your best brand advocates. They talk to people in your industry and to people who may be seeking your services and if you work with them on a regular basis they’re going to know the kind of work you deliver. Treat them with respect and they’ll be more apt to speak your praises to people with whom they have solid relationships.

I’d recommend viewing vendors like any other business relationship; hold them to their promises, but be professional, and respectful. The relationships we have with vendors can benefit us both if managed properly.

It can be when you’re 16 and working at a hometown sub-shop or in the prime of your professional career, but most people experience the dreaded firing process one way or another if they’re in the business of being in business. Whether your being the one let go or the person letting someone go, it’s NEVER an enjoyable experience.

It’s a scenario we’re all familiar with, but what about when the tables are turned? What about when the subordinate in the situation fires their boss, the company they work for, or their client? It’s an odd thing, it goes against everything most dedicated hard-working “give-it-your-all” people have been taught, but necessary.

We recently parted ways with a client and it was our choice as an agency to “let the client go.” So how does it come to this? Well, in this case the relationship was no longer productive for us or for our client. And I suspect this is the majority of instances where this situation should and does occur. As an agency owner, it’s a tough decision to essentially tell a client’ “we no longer desire to work with you and no longer want your money.” Yikes!

This decision did not come lightly, but after much consideration we decided it was the best decision for all parties involved. We believe in the end, this bittersweet parting will prove beneficial for both our agency and the client. The client will be free to pursue an agency who better fits their needs. And we the agency, will be free to pursue clients who’s needs are best served by our skill-set.

From the day I started my design business, over a decade ago, it was incumbent upon me to bring in new clients and create opportunities. I still hit the pavement each and every day – researching new leads, making phone calls, sending emails and schmoozing new clients.

One might think the worst thing that can happen after a pitch is being told the word “no”. They’re wrong.

In reality, “no” can be one of the better responses you get from a prospective client (aside from the obvious “yes”). “No” is honest, conclusive and it frees your schedule to pursue other opportunities.

The most frustrating part of sales can be the prospective client who can’t seem to muster the word “no,” but in one way or another keeps you coming back to the table via emails, phone calls or actual meetings. You suspect the “no”, but it’s not actually there because it was never said. You feel it and eventually you have to move on, but after a prolonged process.

While it would be flattering to think these prospects are taking the time to “soak-in” all of the amazing services my team of skilled designers and developers has to offer… More likely than not I suspect these prospects are simply trying to be kind and/or are afraid to say “no.”

This is where the fallacy lies: by avoiding the word “no” these individuals aren’t being kind or saving face, they’re just avoiding termination of the communication and thus prolonging the inevitable – that we will not work together. And while they may see this as the kind or the easy way out, this choice is detrimental to both parties.

In the face of this alternative, the act of saying “no” is beneficial not only to me, but to them as well. It saves us both a bit of the most valuable and least-renewable commodity we have access to: time.

Eric Karjaluoto has a great post talking about companies slashing marketing budgets during this recession. (Which many are.)

What baffles me about all of this is how people are choosing to cut their spending. I can appreciate reducing office space or negotiating a lower lease rate. I similarly understand reducing staff members or entertaining job sharing options. What I can’t quite grasp, however, is this tendency to narrow the pipe for incoming sales. When you aren’t getting dates, you don’t go home and watch re-runs of Matlock; you get out of the house and meet people.

It seems that most companies are in fact doing the opposite of this though. I talk to numerous people in key roles who look a little like they’re a moment from crapping themselves. When I ask what they are doing in terms of marketing they typically respond in the same fashion, telling me something to the effect of, “We know it’s something we should be doing, but we have to cut right now.”

A nice office space doesn’t directly drive sales. Office perks may heighten morale but they don’t necessarily bring in new clients. In times like these, all of us have to look at what keeps the machine running. As such, there’s one simple truth that I want you to embrace: your company has to accelerate its marketing and sales efforts…

…So, let’s just say you’ve taken a few moments to skim this article, and you think that I’m perhaps making a small amount of sense here. Well this then is the spot where I need to sell you on the notion that this whole “marketing” thing could actually work for you. Let me take the next few moments to push you off that cliff.  ;-)

When you’re half-way through a grueling run, feeling like you want to “puke your lungs out”, you tend to forget that you’re not the only one. Everyone else around you is likely feeling just about the same way, and it’s the one who can suck it up and push harder who wins the race. Although there are a few lucky ones who have managed to escape the pinch, I feel I can safely say that your competitors are hurting badly. So while they are retreating and licking their wounds, I want you to press the gas pedal and haul some ass. They’re vulnerable; isn’t this the perfect time to strike?

In fact, they’re running so scared that there’s less “noise” out there. When times are good, everyone’s clamoring to have their voice heard. Today, however, your marketing dollar has more bang, largely because fewer people are advertising, selling, and getting the word out. It’s ripe for you to get out there, bang your drum, and perhaps even grab a couple of your competitors’ clients in the meanwhile.

Read the rest of it: Stop Acting Like a Sissy and Market Your Company.