WELCOME TO THE WEB

The best part of my job is the launching of a new website. For March 2010, I’m delighted to announce three new JDE sites on the web.

www.BlueSquareResolutions.com is the home of, you guessed it BlueSquare Resolutions, a merchant payment processing solutions provider who offer merchant accounts, credit card processing and a myriad of traditional and non-traditional payment processing services.

www.TheAthletesFactory.com is the newly-redesigned home of Athletes Factory, an adult / youth fitness company in Phoenix. Owned and operated by former NFL player Luke Neal, Athletes Factory also provides personalized coaching for many NFL players and prepares college and high school players for the NFL draft.

www.ShortSaleArizonaREALTORS.com provides a wealth of short sale information and resources for homeowners in the Phoenix Metro area. Home of the KC Real Estate Group, the site also lists short sale properties, bank-owned homes, luxury real estate and much more.

Welcome to the web!

POWER OF THREE (part iii)

If you’re seeing this subject for the first time, you can catch up with parts 1 and 2:

• POWER OF THREE (part i)
• POWER OF THREE (part ii)

The topic of today is next next part of “TORCH”, the “R” or “Resources”. Thus far, you should have:

• 3 target audiences (“T”);
• 3 objectives (“O”), 1 for each;

Now we need to determine what resources (time, money etc) that need to be applied in order to achieve the objective for each target.

I call this “reverse engineering”. We know ultimately what we want and who we want it from, but in order to get from here to there, what’s it going to take?

Now is the time to put down what you realistically are going to have to spend to get from here to there. I used the term ”spend” a little loosely. A resource is anything that has to be used in order to achieve a goal. This does not have to be money. It could be time and effort. It could be another person or company.

In order to really understand what resources you’re going to need, you’re probably going to start formulating your plan or “how”. This means jumping around a little between the “R”, “C” (Calendar) and “H” but that’s okay.

WIDGET INC

I’m going to continue to use “WIDGET INC” as my example, but so as not to run on forever, I’ll focus on just one of their three items. If you remember, WIDGET have decided on:

Target: plastic dinosaur factories

Objective: $100,000 in new income

So, they now have to ascertain what it’s going to take to generate $100,000 in new income. They figure that every five leads turns into an actual paying client. The average paying client spends $5,000 in a given year. So, to apply the reverse engineering strategy, this means they would need 20 paying clients (20x$5,000=$100,000) in a year to meet their target.

In order to get 20 paying clients, they’re going to need five times as many prospects (1 in 5 becomes a paying client). So, they’ll need 100 prospects. A “prospect” in WIDGET’s case, means someone who has made contact, whether by phone, email or in person.

WIDGET’s marketing team determines that they’re going to use a three-pronged approach: a mailer, coupled with a blogging campaign and email incentive. They figure that if they can get email addresses then they will have an audience they can marketing to repeatedly. However, in order to get these email addresses, they’ll need to do something a little different, so they’re going to do an old-fashioned mailing to all the plastic dinosaur factories in the US (1,000).

They’re also going to set up a blog to discuss elements of their widgets aimed specifically at plastic dinosaur manufacturing called “AGE OF THE DINOSAURS”.

Money at WIDGET is tight, so they don’t have a lot to spend, but:

• The blog is free to set up, it’s just going to take some time to write the content;
• If they do a clever postcard mailer, they can hopefully grab attention enough to get people to visit their website and sign up;
• The website is already in place, but they’re going to set up a separate page with domain name so they can track respondents to the mailer more accurately.

POWER OF THREE

As you can see, a lot of the “how” is covered in the “resources”, so you’re doing some work ahead of time, but in order to accurately develop a plan, you need to know what’s going into the recipe.

Also, in your case, like that of “WIDGET”, you’re going to have three different plans. Hopefully you can see the benefit of spreading your resources and risk around.

HOMEWORK

The next assignment is to begin developing your plans. If you find that three plans are a little too much, start with one. You can always repeat the exercise for other plans.

What you’ll need at the end is a good idea of how much time, effort and money is going to be needed to achieve the goal.

• Be realistic and honest with yourself. If it takes more than you first thought, at least now is a good time to find out.
• Don’t allow the process or resources intimidate you. You’ve still got to do the “how” in full, and you’ll probably be surprised.
• Consider all resources, paid and otherwise. What “freebies” are there out there?

Rome wasn’t built in a day.

Please let me know if I can be of any help.

POWER OF THREE (part ii)

In my last post(part i) I began discussing the “Power of Three” and TORCH, a marketing acronym (Target / Objective / Resources /Calendar / How). I left you with step one homework, selecting three different “T”s or target audiences for your marketing program.

I’m going to use WIDGET INC as my imaginary clients. WIDGET INC makes…you guessed it! They’ve decided they’re going to market to (1)factories, (2)construction companies and (3)janitorial companies. My first question would relate to number 1 – “factories”. That is a potentially vague market segment. After all, there must be thousands of different types of factories. It may very well be that WIDGET INC has a product or service that spans every conceivable industry, but they don’t, so I’m going to ask them to narrow the first item down. The second and third are just fine. So instead of “factories”, they’re going with “Factories that make plastic dinosaurs”.

STEP 2 : OBJECTIVE

The objective has to be measurable. “Making money” is not terribly measurable. How much money? $10? Okay, that’s more measurable. Remember, we’re picking an objective for each of our three targets. Things to consider as measurable objectives might include a certain number of sales, or a monetary return. It should be tangible and achievable. While I’m all for “the sky’s the limit”, I firmly believe that the easiest way to eat an elephant is “one bite at a time”.

WIDGET INC has decided on the following:

Target: plastic dinosaur factories
Objective: $100,000 in new income

Target: construction companies
Objective: 5 new clients (possibly with income)

Target: janitorial companies
Objective: $100,000 in new income

The second objective, “5 new clients” is a big deal for WIDGET. The construction industry is a new one for them, so there’s going to be some learning time. Their goal is 5 new clients in the first 6 months, something that’s realistic to them.

POWER OF THREE

Another reason we pick THREE different targets, clients, plans etc is to allow for backup. If one plan isn’t working as well as it might, we have two others to support us while we sort out the third. Not only is this a matter of spreading risk, it’s helpful (we hope) when it comes to motivation. While one or two plans might be having trouble, we have a third that should be doing at least “okay”.

YOUR MISSION…

…should you choose to accept it, is to now pick three business objectives for your three target companies or industries. These must be measurable goals. If they’re not measurable, how do you know you’re succeeding?

As always, feel free to contact me and I’ll see you for part iii.

POWER OF THREE (part i)

I thought I’d share one of my marketing development programs with you. It’s called “Power of Three” or “P3” for short:

• three markets
• three targets
• three plans

In a nutshell, the idea behind P3 is to pick three very different markets, develop three different goals, and the put a plan together for each.

Why three?

Well, I’m a big believer of not keeping all the proverbial eggs in a single basket. I am also a believer in not trying to do too much.

With P3, you pick three “markets”. These could be demographics, industries or other cross-segment of potential clients. This can be tricky. We all have our comfort zones. That’s why when I work with clients on the P3 program I specifically ask them to pick three unrelated market segments.

When done, pick three targets or “goals”, one for each. A goal (or target) is, in this case, defined as something that is you feel is achievable by you as it relates to the market.

Now, you put a plan together.

TORCH

In order to accomplish all of the above, I use a system called “TORCH” (Target / Objective / Resources / Calendar / How). It’s a process that can help focus your attention and hopefully give you some ideas.

“T” is for TARGET, our intended audience. This could be a certain type of company, an income level or geographic region…depending on your industry, this will vary. But for the P3 program you need to pick 3 different ones.

In part 2, I’ll go into TORCH in more detail. For now, if you’re interested in giving this program a try, I’ll leave you with some homework:

Pick your three target markets. This is easier said than done. You’re looking for three sets of potential clients that you’d like to go after. Consider all options and pick the three that suit you best.

In the meantime, feel free to contact me if you’ve got any questions.

10 THINGS TO AVOID : EMAIL FAUX PAS, ETIQUETTE ET AL

Part 1 of 2

Email is so pervasive in our lives that many people, I’m sure, wouldn’t know what to do with themselves if someone pulled the Internet plug. A few short years ago, email was considered an “unreliable” delivery mechanism, meaning that if you had something of importance to say or send, you’d better use a backup plan to be sure your recipient got it.

No more. Email is routinely subpoenaed in legal cases. It’s considered in many courts to be as good as a written contract and there are several “contract” sites that rely on email for contract execution.

People now receive mail on their cell phones and blackberry’s. While some predicted that SPAM would be a major detriment to the email infrastructure, we’ve managed to handle it pretty well, both from a legislative and technical perspective.

Yet, I never cease to be amazed by what people “do” in email. Whether it’s forwarding something inappropriate or including a vast number of people on a “CC” list or replying to “all” instead of “one”…the list goes on. So, here is the current “Dave Segrove list of things to do and not to do” when it comes to email. Some are just ideas, some are common sense and others are…well, I’ll let you decide.

“DO NOTs”, “GOTCHAs” and other things(in no particular order)

1. WORK AND PLAY DON’T MIX

Do not confuse business and pleasure. In my mind, this has got to be the most ignored and fundamental “rule” when it comes to email. There are several “sub-categories” under this heading.

• Chain Emails

  I may be on your mailing list for some reason and I’m happy to be. But if my relationship with you is business-related, I do not want to see your chain emails. A “chain email” is one that you must forward to 10 or 100 people in order to get the message out, for good luck, to avoid bad luck, to sign a petition…the list goes on. SPAM still accounts for over 90% of all email traffic and chain emails are a big part of that.

  That’s not to say there is no place for some very good chain emails, but consider the recipient. Send it to your friends and family perhaps, but not your business colleagues.

• Jokes, Cartoons Etc

  I’m always amazed at the number of these I get from people I’d never have expected to. I like a good joke or cartoon as much as the next person, and if I get one from a friend or family member, that’s very different. I don’t expect (unless perhaps in rare cases) to receive these from business associates.

  Bottom line: you don’t know whether you might offend the recipient and you don’t know what that might result in.

  Many companies prohibit this sort of traffic as part of their policy, but I see it all the time.

• Pictures, Family Stories Etc

  Sorry gang, but business is business. If we’re friends, then by all means add me to your Facebook list or send me your photos or stories. As a colleague, client or vendor, I shouldn’t be copied on these.

2. DO NOT ASSUME PERMISSION

We may have communicated in the past. I may have received your business card from you in a meeting. Please don’t assume I gave you permission to add me to your mailing list. If you want to add me to your mailing list, send me an email or call me to ask.

In most cases, people are quite happy to join your list, but don’t take it for granted.

3. DO NOT BE CASUAL

If your email is business-related, keep the language thus. Don’t assume a “tone” you would not use in conversation. Email is very subject to misinterpretation, specifically because you cannot hear the voice inflexions of the sender.

4. NEVER EVER USE PROFANITY

’nuff said.

5. DON’T ABBREVIATE

Email is not texting. Sure, you may be emailing from your cell phone or portable device, but that’s your problem. Abbreviations are subject to interpretation. Don’t assume that someone will understand what TTYL or L8R means.

6. BIG ATTACHMENTS

As Internet “pipes” get bigger, so do email attachments. Unless someone’s expecting a big file, either give them some notice or find another way (FTP for example) of getting it to them. Many corporate firewalls and routers will block big messages. You run the risk of not knowing whether it was received or not. Not all email systems will tell you.

Big attachments also fill up mail boxes and may cost money in bandwidth, for either you or the recipient.

7. SHOOTING FROM THE HIP

“Flaming” is an Internet term for an attack on another. While these tend to happen in forum settings, they can happen in emails too. It’s very easy to take offense at a message, type a quick reply and hit send before you’ve had time to take a breath.

Now what?

Remember, in most cases you cannot take it back. You cannot “un-say”. If something upsets you, be careful before replying. In my case, I’ll often type up what I want to say in a word processor. That way, there’s little chance of me sending the message by accident (or on purpose). After I calm down, I can edit or delete what I’ve typed and then copy and paste it into an email.

8. IT WILL OUTLIVE YOU

Copies of email messages are stored all over the place. Don’t assume an email conversation is just between you and the receiver. Don’t send something that might come back to bite you later. Email is legally admissible in many places as evidence. Just because you deleted it from “Sent Items” doesn’t delete it from the Internet.

9. REPLY TO “ALL” / FORWARDING

This can be amusing when it happens. It can also be deadly (business-wise). You receive an email from someone who has copied a group of people. You reply with a comment intended for the sender’s eyes only. You hit “send”.

Hang on, did you replay to “all”…? Uh oh…

I received an email recently from someone who forwarded an email from someone else and I’m pretty sure that I wasn’t supposed to see the original because it wasn’t very nice. In fact, it’s what prompted this article.

Be careful when replying to messages that were sent to a group. Ditto, be careful when forwarding a message to one or more people. Is there something that wasn’t intended for general consumption in there?

10. AN ADDRESS THAT ISN’T “PORTABLE” OR APPROPRIATE

Now, this last item may be determined by your company. If you work for a corporation and use their email system, you are probably expected to send and receive work-related emails with a company address. In nearly every case, you can’t take this with you when you leave.

So, if you are using your company address for something else, you might want to stop doing so. This may be against company policy to begin with, but if you can’t take it with you, are you going to have a problem if you leave?

Use an email address suitable for your business. If you want to use AOL or GMAIL or YAHOO, then do so, but use an address that works and that is appropriate. onehotguy@[emailsystem.com] may be cool for your personal life, but does it work for your new legal practice?

So, there you have it. I’m sure there are many other things that could be on the list. As email evolves, we need to as well. It’s no longer the casual tool a few years years ago.

If you made it thus far, you have my complete admiration. This wasn’t supposed to be a novel when it started…if you email it to anyone, you might want to just send a link…I think that’s appropriate

PERSONAL BILLBOARDS (AND CONVERSATION STARTER?)

I was working on my laptop the other day in at a Paradise Bakery in Phoenix (free Wi-Fi and an excellent "frequent flier" program) when I looked around at several other people, like me, all busily tapping away at their laptops.

Whether it was the potent mix of a particularly strong coffee coupled with a ray of sunshine that hit me just right I do not know, but I suddenly thought…"hey – all that advertising space".

• How many people have laptops?
• How many people use them in public places?
• How many people glance at them while walking by?

Imagine a simple ad on the back of the laptop lid…

"Ask me about…[insert product or service]"

or "Need [insert product or service]? Visit www.[insert website].com"

Nothing elaborate, and something that can be read from ten to twenty feet away. Buy a simple clear or white weatherproof label, print, stick and voila!

In this economy, anything’s worth a shot, right? Who knows what sort of conversation might ensue…

READ ‘EM AND WEEP

It’s funny what you can come across when browsing for something completely different, but then again, it shows what a good blog article title can do…

BLOGGERS BUSTED BY COURTS

The article on legalzoom.com (here’s the link), discusses the 2009 case of Liskula Cohen, a model, who was called some rather unpleasant things in several anonymous blog posts. She decided to sue. Since the poster was unknown, her attorney’s had to go after Google, owners of Blogger.com where the comments were made.

The case made it to the New York Supreme court where it was decided that the comments had been defamatory and Cohen had rights to claim compensation. More specifically, they quoted a similar Virginia case and stated that anyone suffering "damages" as a result of "tortious or other actionable communications on the Internet" should be able to "seek appropriate redress by preventing the wrongdoers from hiding behind an illusory shield of purported First Amendment rights."
Back in 1995, the US Supreme Court had ruled the opposite, citing that the First Amendment guarantees protection, is vital to any democracy and "Anonymity is a shield from the tyranny of the majority".

A quick Google search for “bloggers sued” brings up a host of results (add 2009 to the search for more current stories) from here and abroad. It that there isn’t a part of the world that doesn’t have a blog-related lawsuit in progress somewhere.

So, what does it all mean?

Well, other than I shouldn’t be so easily sidetracked, it goes to show that "anonymous" isn’t necessarily so. Of course, many of us already know that once we step foot into the Internet world, we’re about as anonymous as a polar bear at a penguin convention. Yet, that aside, it also goes to show that what you say really can matter online. What you say can come back to haunt you, whether it’s a comment you make on a personal level, or, I’m guessing, a professional one too. The "offense" may not have been intended, but that’s up to the "offended" party. There are, I’m sure, some very legitimate cases that deserve a look, but that has to be balanced by the First Amendment (or other freedom-of-speech laws around the world) and allowing people to say what they want to.

The legal lines are very shaky in this regard. Quite literally, the jury is out when it comes to what’s okay and what’s going to end someone up in court. As an enthusiastic blogger and writer myself, I hate the thought of censorship at any level, but such is the world we live in. It’s going to be interesting to see how it develops, but in the meantime…if it’s something I wouldn’t say I loud in a public forum, it might be worth keeping to myself…that makes sense to me.

Oh – and this blog is my opinion and is not intended to offend anyone…sigh.

I write about different marketing strategies and techniques, both traditional and non in my online newsletter Webby’s Updates which you can read at www.JDELtd.com and subscribe to if you so choose. You can download this and other articles from by Small Business GENetics site, www.sbgenetics.com

Blog or website…or both?

Several of my clients have raised the question of blogging recently. Concerns run the gamut from “what should I write about?” to “what it no one reads it?” Questions that I’m sure we’ve all asked from time to time and ones which I do my best to help them resolve.

One of my clients, however, asked me about whether he should bother with a site at all and perhaps just start a blog. He’s a business coach and the nature of his work and his communication frequency and style make the idea of a blog instead of a site (at least to begin with) something worth considering.

I found the “blog vs site” question a thought-provoking one. I could see some immediate benefits to the “blog only” approach, the first being the “free is good” factor, but also the flexibility and ease-of-use that the big blogging sites WordPress, Blogger, etc give someone who may not be very technical and wants the to “play around” with ideas. Plus, you can virtually build the remaining “site” components using many of the available gadgets that integrate with these tools.

On the flip side, a web site is (in theory) lower maintenance, more fixed than dynamic. There is somewhat more flexibility with customization, less “template”, more built-in “intelligence”(optional) and application support with a custom site, though some of the blog applications are challenging that theory.

Blogs take more commitment, time to manage and moderate, but they can engage the audience quickly and get a conversation going, essential if your business is communication.

I did some digging around the web and found that there had been some discussion on the issue a couple of years ago, when blogs were really just starting to reach the world at large.

Then I hit the jackpot, an article by Darren Rowse, aka @problogger. It’s titled “Should I Change My Website Into a Blog?” and for anyone considering that question or variations of it should read his post.