Posts Tagged ‘business relationships’

Are You Doing Average Really Well?

Friday, March 12th, 2010

When you start a new project, what’s the goal?

As I see it, you can go two ways.  It’s a given that you want to make something that people will like.  Ultimately, the direction you take is determined by how you define that word: “Like”.

If by like you mean passionate, celebrated, different, noteworthy, challenging, then you’ve set the bar high.  Good.  The world needs more people like you.  It will never get them, so your work is even more valuable.

If, on the other hand, you define like as not offensive, you’ve gone in the opposite direction.  It’s impossible for brilliant work to not offend someone.  By it’s very nature, it won’t appeal to everyone.  It will put some people off your product or your business or you.

But, what you made, yes, people will like it.  Kind of.  In this other direction, the phrase actually reads more like, “no one is going to not-like this.”   This is what you do when you make the perfect example of an insurance commercial, or a website that’s normal, or a press release about your sale.

The bar is set pretty low for work like this.  You can do it for an entire career, and chances are no one is going to not-like it.

But no one’s going to like it, either.

What Makes A Good Customer?

Thursday, March 11th, 2010

In a word: Fit.

Businesses used to go for low margins and high volume, which meant anyone fit the model.  It made sense for business to appeal to the widest number of people it could.

Customers aren’t like they were.  The crowds that used to line up to buy are now overloaded with the number of choices they have.  There’s no way you can undersell the internet.

So why try?  It makes more sense to charge for originality. And that’s where customer fit plays such a crucial roll.

If you’re paying attention to your entire online presence, you can tell who’s responding to you and who’s not.  Take a look at your posts.  Are more people reading about vacations than about adventure?  Those are the people who want a good fit.

When the big kid on the block starts to take over your market, you can try to compete.  But what if you don’t?  There are lots and lots of people out there that don’t want to play with the big kid.  They want a company that will hand deliver, that will call them by name.  They want to find the business that fits.

On reason people want fit is because it’s just as easy to find a quality experience as it is to find a low priced experience.  The lowest price tour is a click away.  But so is a list of customer reviews.  Read some reviews, find a product that fits, and you know what happens next.  They buy.

And still, fit is at a premium.  People that make products that fit can charge more than the ones that try to sell to everyone.  Everyone is cheap.  The people who want a good fit will pay for it.

It pays to find customers that fit.

What are your thoughts?  Exceptions?

What Are You So Afraid Of?

Wednesday, March 10th, 2010

Here’s what it is for me:

I’m usually afraid to show my true optimism.  I worry about enthusiasm mistakenly interpreted as being naive.  I think people will point and laugh and call me Ned Flanders.

The reality is: so what?  So what if they do? It doesn’t matter.

Here’s why.  Holding back feels to me like hedging your bets.  Like trying to play both sides and please everyone.  That can show up in a ton of places.  This blog.  My work for clients.  Home.

(Another reason is I can be a really gifted smart-ass.  I don’t know where I picked that up, but if there were awards, I’d at least be at the ceremony, maybe even nominated.)

So I’m at least a little comfortable hiding it.  But that shouldn’t be the case.  It should be more like, “Say it once, say it loud:  I’m nice and I’m proud!”

Fear inhibits extraordinary work.

Whatever it is that you’re worried about, think about this:  what would it take for you to set it aside?  What could you accomplish if you did?

For marketers, I believe the sky’s the limit.  You’re creative, you’re smart, and no one works harder.  You’ve got an opportunity, with the tools that are available now, to do something dynamic.

Your work can make a difference, if you want it to.

So what are you so afraid of?

Who Gets To Say “I Don’t Get It” ?

Friday, March 5th, 2010

If your customer doesn’t get it, you have three options:

1. You can try to make them understand, and explain why they should be interested in you.

2. You can reshape your product to fit them.

3. You can write the customer off.

Number one can be done with a lot of work ahead of time.  With a good content strategy and a clear idea of your vision, you’re heading off most of the problems at the gate.

Number two usually has the worst results.  The customer is rarely satisfied if your product is changed, even at their request, and here’s why:  You do it the way you do it for a reason.  Because it’s the best.  You’ve found the product that will deliver exactly what you propose to offer.  When you change that around to fit everyone’s needs, an essential element of your business breaks down.  It’s what made you you.

Number three should be done a lot more to avoid number two.

How To Treat Your Fans

Wednesday, February 10th, 2010

I’m not a huge sports guy.

I like to catch games every once in a while.  I know enough trivia to hold my own.  But I don’t follow things day to day.New Orleans, LA by kla4067

It was easier to be a fan in the 60’s.  If I had been alive then, I’m pretty sure I’d have a team that I’d follow, and be one of those guys: “Well, our right tackle is out with a hangnail that’s hung around since last season, but I think he’ll end up playing through it in the post-season.”

Now the players move around, the money’s big, and it’s hard to look away from the business side of things.  I’m not turning this into a post about free agency or anything else.  I’m just saying that’s the landscape.

Still, there are fans.  Huge fans.  To me, it seems they get neglected in bad ways and in a lot of places.

So when you see something like Lombardi-gras, it really changes the focus.  Yes, New Orleans deserved to have a big win.  A big something for the city that needed it.

But if you know the story, you know that this had built up long before the playoffs got started.  There was an investment by the team to reconnect with the fans, to make this about more than a trophy.   This championship was about the fans, start to finish.

If you watch that video in the link above, you can see how excited the players are to be there.  They’re sharing their moment.  It was all about this time, from the start of the season.  The team was the engine, but the fans were the spark.

What about your fans?  When you do great work, is about the work, or is it about the people who set you up to do it?

Your co-workers.  Your clients.  Your social network.  Your local businesses.  Your sources of inspiration.  Those are the people that deserve to get your light shined on them.  They’re your fans.

What are you doing for them?

Does What You Do Matter?

Tuesday, February 9th, 2010

Not the kind you talk about in physics.

I’m using the verb: to matter.  It doesn’t make a difference if you don’t make a difference.  Whatever work you’re doing, it had better matter to you.Not Better, Just Different Week 8 by doug88888

People can tell if it doesn’t.  Quickly.

And first, you have to care about what you do.  No way around it.  If you do, you can make what matters important in a whole slew of ways.

Here are a few that come to mind:

-Blog with personality.

-Post good things about other people.

-Have a creative outlet, and don’t ignore it.

-Let the critics criticize.

-Take an idea to fruition.

-Praise good work, no matter what the source.

-Teach.

-Learn something new and share it.

It’s bigger than marketing.  Definitely.

Why I Hate RFP’s and Why You Should Too

Thursday, February 4th, 2010

The time-honored ‘Request for Proposal’ (RFP), or as we call here in the shop “The unexpected Word doc from Hell” has once again crossed my desk.  I dislike them greatly.

Check that. I loathe them.Waste Stream Set up 5  by urbanwoodswalker

There are times when an RFP is the best tool for the job.  Like if you’re a government agency and you need to buy 5 hammers, or 4,000 white toilet seats. However, in our world of digital marketing, if you’re sending out an RFP, you are seriously doing yourself a disservice.

Why a disservice? Well, simply put, if you knew so much about digital marketing or web development, why the hell would you send out an RFP in the first place?  Fact is, folks that are involved in the digital space for a living are immersed in it. For quite a few of us, this isn’t our first rodeo, or Google Algorithm update, or new “gotta have it” marketing tool introduction.

The worst RFPs contain things like:

-”We want a website that loads fast, is search engine friendly” -> No kidding? Do you think people purposely build sites that load slow and are NOT search friendly?

-”Must include Social media integration” -> Ahhhh, love that good old social media blanket statement……

-”Search Engine Optimized for these 5 keywords” -> Really? Those keywords just might suck…

We’ve all seen those RFP’s.  Every time one is sent out a kitten dies.  So, please stop.

By sending an RFP for your digital marketing or web development project, you’re seriously limiting your potential for success. Why?  Because without giving your potential providers the opportunity to ask questions, which determine the proposed digital marketing solution, you’re killing the prospect of break-through ideas which are often the result of an outside perspective.

As Roy H. Williams, The Wizard, has told us, it’s difficult to read the label from inside the bottle. Yes, you know your product, yes you (should) know your audience….however, allow your potential service providers to drill-down and help find the best possible solution for your digital marketing problem.

Is Today Really “Anything Can Happen” Day?

Wednesday, February 3rd, 2010

You do your best work when you’re inspired.

Doesn’t matter what. If you’re in love with selling vacuums, something about something will turn you on, and then you’ll turn that into declaration on pulling up dirt.Disneyland Bronze - Pinocchio and Jiminy Cricket by Denise Cross

If I learned anything from the Mickey Mouse Club when I was a kid, it was that “Anything Can Happen” day is every single day.  It’s only when we’re adults that we figure out that “anything” also includes “nothing”.  Nothing can happen for a long, long time if you’re not careful.

That’s the thing about inspiration.  You never know where it will come from, or when it will strike.  One thing’s for sure: You can’t wait for it to find you.

But those people that say you have to make your own inspiration are only half right.  There’s something untamed about inspiration that keeps it from being an “on demand” resource.  Inspiration, like energy, is neither created nor destroyed.  It just is.

The best you can do is increase your odds for having inspiration strike.  To truly take advantage of Anything Can Happen day, you’ve got to be ready.

-Expose Yourself Be near ideas. Use a feed reader to keep in touch with whatever it is that gets your blood moving. Meet up with others in your field.  The ideas are out there.

-Get Proficient You do what you do well, but you can do it better.  But don’t strive toward perfection (a sure way to kill inspiration).  Instead, just get good. Get miles.  If you write more, you’ll get better at writing.  If you train your dog more, you’ll have better walks.

-Love Something Doing what you love doesn’t necessarily mean do what you love for a living.  But if you ignore your passion, you’ll find it hard to get inspired about anything.  Remember that anything can be a source of the inspiration that will later go into your work.  That’s a lot easier to find if you’re involved in something you can be passionate about.

For me, it’s being with my family, going outside to play, and writing, and reading good writing.  Every time I’m doing one of those four things, the chances of me being inspired goes way, way up.  It’s not going to happen every time, and I’m not looking for that, really (that would be waiting for perfection).  But these things work.

Why?  Because I’m opening myself to them.  Because I’m good at them.  And because I love doing them.

What about you?  I want to know what you do to get inspired, if you want to share it.

Guiding The Conversation

Monday, February 1st, 2010

It’s important to listen.

We all know that.  But it’s equally important to ignore.Leuk satellite station by christianmeichtry

The critics who don’t offer input.  The people who fear change.  The people who are going to laugh at you and roll their eyes at your work.

How do you ignore the people that will ridicule your idea?  Here are some suggestions:

-Don’t be afraid to fail.  Whatever new challenge you’re taking on- social media, new products, a different creative outlet are all going to present challenges.  Some of them, you will not overcome.  And you shouldn’t: that’s how you learn.

-Remember that no one cares.  It’s hard to keep that in mind when you’re thinking about the success of your business.  You’ve built that amazing piece of work, you know it’s amazing, and no one cares (that’s why we do marketing strategies, BTW).  But what about that other piece of work that you’re not so sure about, the one that’s way out of your comfort zone, the one you’re really going out on a limb for?  No one cares about that either.

-Surround yourself with encouragement.  If there’s a din of positivity, helpful feedback, and honest critique, you can’t hear the people who want to shout down everything you do.

If you’re ignoring correctly, you’re also guiding yourself and those around you toward conversation that can actually help.

What Does “Internet Famous” Really Mean?

Monday, January 18th, 2010

It means there are a lot of people out there willing to help you, because you’re being yourself.

That’s my take away from my brush with the internet famous.  It’s strange.  Personal meetings back up exactly what I had gotten from my online interaction with the internet famous.cog by leeAW

What does that mean?

First, the story…

We had grabbed a cab from the Austin airport to head to Pubcon, where Pat was speaking on a panel.  This was going to be one of the first internet marketing conferences for me.  I was a web writer, going to find out what all these developers were doing with the content I made.

That part?  Fascinating.  Edifying.  A different story altogether.

But back to the internet famous.  I was already interested and a little nervous about the conference.  When the cab pulled into the hotel, I jumped out, grabbed my bag, and prepared to check in as fast as I could so I could try to bone up on the conversations I could expect in the following days.

Which is exactly when I turned to see Chris Brogan walking into the hotel.  I did my best to quickly match a 30×30 jpeg to a real human, figured out who it was, and said, “Hey, Chris!”

Chris stops walking into the hotel and proceeds to have a really nice short conversation with me about what it is Matterhorn does and what I’m hoping to learn from the conference.

Now, his was one of the first social media blogs I read, and it was interesting to find that he was exactly as he came across in his blog.   One minute in, and I’ve talked to the person I consider to be the goto guy for learning about social media.  And he’s not in a rush, or condescending, or anything other than interested and helpful.

Next day, on my way to the conference, we share a cab with Guy Kawasaki.  Now, how many entrepreneurs would kill for that opportunity?  And sure enough, we talk pretty much the whole way about what businesses that are new to social media (there was a self-admitted newbie also sharing the cab with us).  And Guy was full of ideas, even when our cab got lost.

Two days, two brushes with the internet famous.

Here’s what it means:  People who are internet famous are very much like who they are online.

That tells me that I need to be online very much like who I am in real life.  And businesses, partners we work with, should be very much who they are (not just what they’re selling).   Transparency isn’t just a BS marketing term that the get-rich-quick-on-the-net folks throw around.

And it’s not even “transparency”, necessarily.  The internet famous don’t have anything to gain by conning you into helping them.  It’s a genuine case of things being better when you give than receive.  Internet fame is best leveraged when it’s not leveraged at all.

But I would trust Chris or Guy if they told me something, or asked me for something.  Especially if it lined up with my goals.  And I can make a reasonable expectation that the same is true for them.  And I’m not talking necessarily about just making money.  I’m talking about goals.

And those entities that are just regular, plain old famous, like McDonald’s or NBC?  I’m way, way more skeptical.

At least, that’s how I’ll interpret it.  What about you?