What I’ve Learned From 5 Years of Food Experiments On Myself

The Secret I’ve Learned After 5 Years Of Food Experiments

For 5 years I’ve been running a food experiment on myself.

And 143 days ago I discovered a secret formula that has changed my life.

I’m going to share that secret with you right now.

But first, a warning.

Just because you’ll have the secret formula in a few moments from now, doesn’t mean you can follow the recipe.

I think you’ll find it very hard.

And I think even if you try it, you’ll quit (several times).

But if you stick with it, your body will start to change the way mine has changed.

The secret to the secret is to take it one 30-day challenge at a time. I’ll tell you more about this technique shortly, but first, I think a short timeline of my journey will help. Continue reading “What I’ve Learned From 5 Years of Food Experiments On Myself”

Programmatic Advertising: Beginners Guide For Tauranga Based Businesses

[Image credit: Searchengineland.com]

What have you heard about Programmatic Advertising so far?

(Perhaps only by book summary from a few weeks ago?)

It seems like awareness is only now starting to grow here in New Zealand.

Some say that NZ is perhaps 3-5 years behind the rest of the world.

It’s time for us to catch up.

In fact, our timing is good, because getting involved now has the benefit of us accessing a much more mature system. The rest of the world has been removing the bugs for us!

I have come to believe that Programmatic Advertising is about to explode in New Zealand, so I’m looking for a handful of Tauranga based businesses that would like my help to get started.

Enquire Now

At the bottom of this page in an enquiry form, but first, let’s answer questions you might be wondering right now.

Q: “What is Programmatic Advertising?”

Continue reading “Programmatic Advertising: Beginners Guide For Tauranga Based Businesses”

Programmatic Advertising: The Successful Transformation to Automated, Data-Driven Marketing in Real-Time, by Oliver Busch

This book has the honour of being the most expensive e-book I’ve ever purchased.

US$73.85.

Ouch.

I had just heard that Programmatic Advertising was about to explode in New Zealand and I wanted a definitive introduction, and this book promised to be it.

In the free preview I could see that every chapter had 2 or 3 different authors for a total of 45 authors.

That must be where the cost of the book adds up!

But actually, on the very last page it says that the authors waived their fees, and the proceeds are going to a charity called the Children’s Shelter Foundation.

Anyway, the book delivered what it promised.

Interestingly, this book doesn’t provide a concise definition, of what Programmatic Advertising actually is, so I’ve put my own together from a variety of sources.

What is “Programmatic Advertising”?

  • Programmatic Advertising is a way to deliver digital advertising to the right person, at the right time in the right place
  • It is the algorithmic purchase and sale of advertising space in real time, using a vast network of hi-speed machines and software to automate the buying, placement, and optimisation of media inventory via a bidding system
  • Therefore, advertisers are able to tailor a specific message to a specific person to maximise the opportunity to convert exposure to an ad into an action that the advertiser wants the person to take

Continue reading “Programmatic Advertising: The Successful Transformation to Automated, Data-Driven Marketing in Real-Time, by Oliver Busch”

70 Ways to Advertise: Advertising You Can Try Next

This post was originally published on 27 Jan 2010 and updated on 16 Aug 2018.

advertising-to-try-icons
With so many options, where do you start?

Just need a list of advertising to try for your business?

Online Advertising

01. Build a website for your business
02. Build a campaign specific mini-website for your business
03. Create Text Ads using Google Adwords
04. Display advertising (banner ads, video ads)
05. Programmatic advertising (serving your ad to an individual on their smartphones at just the right time, when they are in just the right geographical location)
06. Organic Search Engine Optimisation
07. Improve your Google Maps listing
08. Email Marketing / E-newsletters
09. SPAM (unsolicited email is illegal in many countries)
10. Online Directories (eg YellowPages online and country-wide business directories)
11. White papers / e-books
12. Blogging
13. Facebook Page (or Group)
14. LinkedIn
15. Experiment with other Social Networking sites like Twitter, Pinterest etc
16. Contribute to Special interest forums (eg Google Groups)

One-On-One

Continue reading “70 Ways to Advertise: Advertising You Can Try Next”

Life 3.0: Being Human in the Age of Artificial Intelligence by Max Tegmark

I have an interest in Artificial Intelligence for 4 reasons:

  1. I’m interested in when the first AI might be created
    • Expert opinion ranges from years, to decades, to a century from now
  2. What impact it will have on human jobs
    • You may have noticed that every few months you’ll see the headline in the media “The robots are taking our jobs!”
    • Some jobs we welcome robots to take (dangerous, menial, physical), and others we think are ours to keep
  3. How an AI will treat humanity once it becomes self-aware
    • Will it remove us from the surface of the earth (a popular idea in many movies)?
    • Or usher us into a period of leisure and prosperity?
  4. I’m fascinated with the idea of the AI rebuilding itself by re-writing it’s own code
    • Perhaps releasing a new improved version of itself every day, or every minute
    • Very quickly we will have no idea what it’s thinking and no understanding of its code

We humans have a fear of the unknown and we simply don’t know what the future will bring when it comes to computers being smarter than humans.

Continue reading “Life 3.0: Being Human in the Age of Artificial Intelligence by Max Tegmark”

What 87 of the Best Business Books in the World Have to Teach You

I read a lot of business books.

It all started when I had an interest in doing an MBA course.

I came across a website by Josh Kaufman who said “don’t bother spending $100k+ on an MBA, you can learn everything you need to know from my list of 99 business books”.

I read through his list (at a rate of 1.5 business books per week) and just kept going!

I’ve now read over 200 business books since August 2008.

For a few dollars we get to reach into the minds of the greatest business people and steal their ideas, what a privilege!

I highlight my favourite parts from these books and turn these business book summaries into articles for my website.

A few years ago I compiled 67 summaries from my favourite business books into an ebook, and just this week I updated this ebook with an additional 20 summaries, bringing the total to 87.

I’ve called it “What 87 of the Best Business Books in the World Have to Teach You”. Continue reading “What 87 of the Best Business Books in the World Have to Teach You”

Alibaba: The House That Jack Ma Built, by Duncan Clark

I am somewhat addicted to AliExpress app on my phone. Just about every week we’ll have a tiny package arrive all the way from China. It feels like receiving a mystery gift every time because it’s been 4 weeks since I ordered the item so I’m not sure what’s inside.

The items are of such high quality, so cheap and the free shipping is irresistible.

I’ve known about Alibaba for a few years but hadn’t made a purchase until AliExpress.

There were 3 big surprises in the book:

  1. Alibaba wasn’t the “overnight success” that I thought it was
    • In fact, it’s 20 years old
  2. China is big. Really big.
    • Yes, we all know that China has more than 1.2 Billion people but I little human brains have trouble processing the shear scale of a number that big
    • Alibaba sends out 30 million packages per day
  3. Jack Ma built one of the first websites for China, and co-founded one of the first China-based companies that built websites for clients in 1995

My notes on “Alibaba: The House That Jack Ma Built” by Duncan Clark. Continue reading “Alibaba: The House That Jack Ma Built, by Duncan Clark”

How Robotics In NZ’s Primary Industries Could Double Productivity By 2025

Last night I attended a University of Waikato lecture entitled “Robotics in primary industries – the revolution begins!” presented by Professor Mike Duke.

Professor Mike Duke

It was fascinating!

Here are my notes on the talk:

The Goal

The NZ Ministry for Primary Industries (MPI) has set the goal of doubling primary industry exports by 2025.

7 Key Challenges Slowing Growth In The Primary Industry

  1. Labour shortage
    • Very difficult to find locals interested in low-skill work so having to bring in immigrants
  2. Labour cost
    • Often have to pay agencies to source workers which adds to labour cost
  3. Labour legislation
    • Rules and regulations around working hours, conditions etc
  4. Quality control
    • Work often needs to be checked 2 or 3 times, lots of wastage, lack of care
  5. Labour reliability
    • Workers often don’t turn up
  6. Health and Safety
    • Increasing burden for compliance
  7. Obsolete machinery
    • Produces lower quality results

Continue reading “How Robotics In NZ’s Primary Industries Could Double Productivity By 2025”

Sapiens: A Brief History of Humankind by Yuval Noah Harari

Have you ever read a book and felt it rewiring your brain?

This is one of those books.

(This is actually the first of a pair of books. The sequel is called Homo Deus which looks at the future).

My whole adult life I’ve had a conflict between my Christian beliefs and my interest in science when it comes to the origin of humanity (and all life on this planet). This book nudged me one step closer to the explanations provided by science.

This book tackles the big questions:

  • Was the universe and humanity created by God?
  • Or, have humans, and all life on this planet, evolved over millions/billions of years? And if so, what is the evidence?
  • What is the purpose of humanity?
  • Why is all life driven to survive and thrive?
  • Were religions created by people to help us co-operate better?

I found a summary much better than one I could have written by James Clear on his blog: Sapiens by Yuval Noah Harari, summary written by James Clear.

So I have copied James Clear’s notes below, but first, here are 5 ideas that really stood out to me. Continue reading “Sapiens: A Brief History of Humankind by Yuval Noah Harari”

Tools of Titans by Timothy Ferriss

I’ve been a fan of Tim Ferris since the beginning when his first book 4-Hour Work Week caused me to quit my job. I own every book he’s written.

This book is a collection of his favourite moments from the 100’s of pod-cast interviews he’s done with “Billionaires, Icons and World-Class Performers”.

It’s also crammed full of recommendations for documentries and books, so after reading this book instead of my reading list being reduced by one, it has increased by 10.

The book is in 3 parts: Healthy, Wealthy and Wise.

Here are my favourite bits of “Tools of Titans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers” by Timothy Ferriss. Continue reading “Tools of Titans by Timothy Ferriss”

10 Techniques To Improve Your Ability To Remember Peoples Names

Source: https://xkcd.com/302/

I’m envious of people with photographic memories. Wouldn’t it be great to be able to remember peoples names effortlessly!

But it doesn’t come naturally to me.

However, I do have a reputation for remembering peoples names.

What you don’t know is how hard I work at it.

Why do I work so hard?

2 reasons.

  1. First, because it’s so important! A persons name is the “sweetest sound in the world to them, in any language” (Dale Carnegie).
  2. Second, because I like people remembering my name. And the first step to achieve that is to remember their name first.

Over the years I’ve picked up a range of techniques from a number of books, articles, conversations that I’ve used to improve my ability to remember names.

That’s what I’m sharing with you today.

What you need to do is find a combination of a handful of techniques that suit you in particular. Continue reading “10 Techniques To Improve Your Ability To Remember Peoples Names”

Surely You’re Joking Mr Feynman: Adventures of a Curious Character by Richard P. Feynman

I absolutely loved this book.

I had a smile on my face the whole time I was reading it.

My Feynman was so full of mischief and curiosity about the world.

He saw the world as a series of puzzles and he felt driven to solving them.

When he became curious about something or wanted to learn about something, or how to do something, he dove straight in and became an expert via experimentation.

This book was recommended several times inside a collection of interview transcripts with many of the worlds greatest minds. It just kept popping up again and again.

It’s not normally a book I would choose. It’s a collection of reminiscences by the Nobel Prize-winning physicist Richard Feynman who was born in 1918 and died in 1988.

I found this list of about 200 Feynman stories in the book useful for finding my 11 favourites. Continue reading “Surely You’re Joking Mr Feynman: Adventures of a Curious Character by Richard P. Feynman”

3 Businesses Shrunk To The Size Of A Shipping Container

The bigger the footprint of your business, the more you have to pay for rent/lease, right?

What if you could downsize your business to the size of a shipping container?

In the last 3 days I’ve come across 3 businesses that have done just that.

#1: A drum school in the back of a small truck

I had just dropped my boys off at their primary school and came across a small truck in the staff parking lot.

I peeked inside and met Phil Upton.

Phil teaches school kids the drums out of his truck which is set up with 3 electric drum kits.

He can teach up to 3 students at a time.

He serves schools throughout Tauranga for weekly lessons.

He bought the business off the previous owner, rebranded, got the truck signwritten, did some promotion, and tripled his business in a few months.

The kids love it because they get out of class sometimes to practice.

The parents love it because they don’t have to drive their kids anywhere outside of school hours.

And Phil loves it because he’s doing what he does best – teaching kids how to play.

Everybody wins.

#2. A e-bike hire business in a shipping container

Continue reading “3 Businesses Shrunk To The Size Of A Shipping Container”

The Inevitable: Understanding the 12 Technological Forces That Will Shape Our Future by Kevin Kelly

Such a great book!

I enjoyed this book for 3 reasons:

  1. Lists are awesome
    • And in this book, Kevin Kelly made a lot. I’ve included my favourites below
  2. Stories about the future are awesome
    • 2 or 3 times in this book, Kevin Kelly would paint this picture of a typical day-in-his-life set in the future. What happened on that day seems amazing, but realistic. They were a bit too long to include in my notes, so you’ll have to read the book yourself
  3. I’m excited about robots taking our jobs!
    • Some people are not. Some people are scared of their jobs being taken by robots. Not just mechanical jobs, but jobs that until only recently, we thought were safe from robots: doctors and lawyers and accountants for example

But you don’t have to be afraid. All you need to do is remember that technology is additive. Email hasn’t replaced the postal service. Internet news hasn’t replaced physical newspapers. Digital hasn’t replaced paper.

Those industries have changed and adapted but they haven’t gone.

It’s the same with robots and artificial intelligence. They can augment and supplement our experience, our work, our contribution, our lives. Not replace.

If you read nothing else from my summary, just read the “Here are the Seven Stages of Robot Replacement“.

Anyway, as always, I urge you to get your own copy because my favourite parts may be different to your own.

In the meantime, here are my notes on “The Inevitable: Understanding the 12 Technological Forces That Will Shape Our Future” by Kevin Kelly. Continue reading “The Inevitable: Understanding the 12 Technological Forces That Will Shape Our Future by Kevin Kelly”

What If You Could Write Faster, Read Faster, Listen Faster, Watch Faster, and Think Faster?

Please don’t abuse the knowledge I’m about to bestow on you.

I don’t want to increase your stress levels.

I don’t want you to cram more in to your life just because you can.

Sometimes it’s important to slow down instead of speed up.

  • Slow down when you are spending time with your family.
  • Slow down when you’re enjoying a sunset or a sunrise.
  • Slow down when you are making an important decision, or pondering the meaning of life.

That said, the benefits of doing things faster are many.

For me, I’ve found that doing things faster is a real time saver.

  • I can put more of the things I enjoy into every day.
  • I can get the boring but necessary bits out of the way faster.
  • I can work through my to-do list faster to make more time for breaks and fun.

So here’s my list of 5 ways to do things faster. Continue reading “What If You Could Write Faster, Read Faster, Listen Faster, Watch Faster, and Think Faster?”

9 Ways To Increase Your Volume Of New Business Enquiries

1. Take a fresh look at what you say

  • Review (and improve) what you say about your business and your services
  • On The Phone:
    • Who answers the phone?
    • What do they say?
    • How are calls transferred?
    • How are messages recorded?
    • What’s the hold music?
    • How could the menu options be improved?
  • In Person:
    • How do you record interactions with prospects and clients?
    • What do you and your team wear?
    • How do you follow up?
    • What action do you ask them to take next?
    • How does your team answer the question “what do you do?”
  • On Your Website
  • In Advertising
    • What is the secret sauce of your business?
    • Why does it exist?
    • Why is it important?
    • Do you lead with your logo, or a headline that states the benefits of your service?

Continue reading “9 Ways To Increase Your Volume Of New Business Enquiries”

Life Reimagined: The Science, Art, and Opportunity of Midlife by Barbara Bradley Hagerty

“Maybe you’re having a mid-life crisis?” my wife said to me one day. “Yes, I think you’re right” I replied.

In a very short time my life had started to spin down the plug hole.

  • I had just turned 40
  • I had missed out on a change of career
  • I lost several major clients, income had dried up
  • I moved from the city to a home office to save money
  • I became increasingly isolated from friends and work colleagues
  • I had stopped exercising
  • I lost energy, I woke up later, and still felt tired, felt exhausted in the afternooon, and fell into bed at night
  • I found little pleasure in activities I used to enjoy

On the verge of seeking professional help and medication, I searched Amazon for a book to help me.
Continue reading “Life Reimagined: The Science, Art, and Opportunity of Midlife by Barbara Bradley Hagerty”

How the isolation of a 3 day storm spured me to truly connect with the city I love: Tauranga

When I ran for Tauranga City Council in 2016, I was invited to talk to several groups about how I had managed to lead a team of 24 volunteers to deliver TEDxTauranga to an audience of 1010 people.

That story began with an epiphany I had during a 3 day storm several years previous.

During that storm I was connected to the whole world through various technologies. But without face-to-face contact I felt isolated and alone.

I emerged from that storm with a list of 4 events to connect people together.

I knew this is what Tauranga (and I) needed.

After a brief period of waiting for them to happen, I realised that someone had to stand up and get started.

And that someone was me.

Here’s the 23 minute version of my story recorded at a breakfast event for 40 people in Sep 2016:

If you are desperately short on time today, here’s the 5 minute version which I told during the 2015 Priority One AGM:

 

Look Who’s Back Beyond The Orange Door At 64 Devonport Rd, Tauranga

I’m back in town! Once again you can find my office beyond the orange door at 64 Devonport Rd, Tauranga.

Up the stairs and turn right into the co-working space called 64Bit run by Sam Kidd and Phil Waylen.

For the last 5 months I’ve been working from home and, although cheap, was distracting, isolating, unmotivating and noisy (especially at 3pm when the kids came home).

Plus, even though my wife Shantelle loved me making her lunch everyday, she wanted me out so she could have the space to herself. Fair enough.

Continue reading “Look Who’s Back Beyond The Orange Door At 64 Devonport Rd, Tauranga”

Email Marketing Essentials Workshop: Wed 15 March 2017 in Tauranga, NZ

Join me for my workshop entitled: “How to create emails that get opened, get read, and get acted on”.

  • When?: 8.30am to 10.00am Wednesday 15 Mar 2017
  • Where?: Tauranga Chamber of Commerce, Bay Central, 65 Chapel Street, Tauranga
  • Cost?: $25 for chamber members, or $35 for non-chamber members
  • Register

Email gives you the most direct way of communicating with your customers, and for converting prospects to sales … which is why the most savvy content marketers have no intention of giving it up any time soon.

It’s also amazingly cost-effective. With an ROI of around 3,800% (that’s $38 return for every $1 spent), email more than pays for itself. It’s what you use when you want to move from “conversation to commerce.”

Join me for this fast-paced 90 minute session which includes: Continue reading “Email Marketing Essentials Workshop: Wed 15 March 2017 in Tauranga, NZ”

Elon Musk: How the Billionaire CEO of SpaceX and Tesla is Shaping our Future by Ashlee Vance

This is one of the best business books I’ve ever read (and I’ve read a lot)!

There are 3 reasons why I liked it so much:

  1. It mashes together several interests of mine:
    • Technology
    • Entrepreneuriship/start-up companies
    • The future of our planet
    • Electric cars, autonomous vehicles, and the future of transportation
    • Solar power
    • and space travel
  2. It is superbly written
    • (by Ashlee Vance, a business columnist who has written for many major publications)
    • Vance steps back and forth between present day and the past with flashbacks that bring real depth and understanding of Elon Musk’s story, his background, his motivations and his relentless drive
  3. It fills me with hope
    • It’s the same reason I love TED videos too, because they fill me with hope about the future of the human race
    • Musk has found a way to make things the planet needs (electric cars powered with solar power as an alternative to burning fosil fuels, a plan for colonising another planet incase we screw this one up), and making billions of dollars in the process that he feeds into his next idea
    • That a person can have several epic ideas as a kid and see them come real in his own lifetime thanks to his own hard work (I hope my kids have the same experience)

Continue reading “Elon Musk: How the Billionaire CEO of SpaceX and Tesla is Shaping our Future by Ashlee Vance”

The Righteous Mind: Why Good People are Divided by Politics and Religion by Jonathan Haidt

It was only recently that I developed an an interest in politics. It was during my 2016 campaign in which I sought election onto the Tauranga City Council. I was not elected but that has not extinguished my new found fascination with politics, both local, national and international.

I came across a TED Talk in which Chris Anderson interviewed Jonathan Haidt on why Trump was elected into office. I found what he had to say very interesting and I sought out this book to find out more.

I loved the book. It really does do a great job at explaining why people vote the way they do.

One section that really stood out to me was in Chapter Four which talked about how being accountable to an audience increases “evenhanded consideration of alternative points of view”. I saw myself in this because I’ve found that having my audience on my mind when I read business books helps me concentrate, and again when I read through a large volume of council documents during my election campaign, I read them with an open mind because I intended to share my summaries of them with the public.

Another thing I’ll say about Haidt is that he writes amazing chapter summaries. Continue reading “The Righteous Mind: Why Good People are Divided by Politics and Religion by Jonathan Haidt”

Google Maps: 4 Ways To Increase Your New Business Enquiries From Google Maps

Does your business already appear on Google Maps?

If not, it’s easy to do. Here’s how to add your business to Google Maps.

If so, great start, but you’re not finished yet!

As a general rule, the more quality content you can provide Google with (in the form of text, images and videos), the more traffic Google will send you. More so if those platforms are also owned by Google (for example, Google loves to send Google searchers to Google+ instead of Facebook).

So here’s your 4 point checklist to ensure you’re making the most of your Google Maps listing: Continue reading “Google Maps: 4 Ways To Increase Your New Business Enquiries From Google Maps”

Three Cities: Seeking Hope in the Anthropocene by Rod Oram

rod-oram-three-cities“Orthodox is obsolete; conventional is kaput. We thought we knew how we make economics, politics, technology and nature work for us. But increasingly, they are failing to run by the rules and systems we’ve honed over recent decades. Boom-bust economies, fractured and destructive politics and a deeply degraded ecosystem are just some of the symptoms.”

“Pioneers around the world are seeking new values, systems and technologies. Thus equipped we might achieve the unprecedented, speed, scale and complexity of change we need to meet the immense challenges of the twenty-first century.”

“In this BWB Text acclaimed business journalist Rod Oram travels to Beijing, London and Chicago to meet some of these pioneers and report on their setbacks and progress. Because if 10 billion people are going to live well on this planet in 2050, we’re going to have to fundamentally change the way we do things.” Continue reading “Three Cities: Seeking Hope in the Anthropocene by Rod Oram”

The 5 Questions Your Website Has 60 Seconds To Answer

It’s likely that today you will get a few visitors to your website. Congratulations!

Did you know you have 60 seconds or less to deliver answers to their questions or they will wander off to your competitors?

Here are the top 5 questions your website visitors are wondering.

Does your website answer these 5 questions? How quickly? What improvements could you make?

5-questions-60-seconds-video-thumb

1. “What do you do?”

Your website has 5 seconds to answer this question.

Do you have a single sentence in a large font near the top of the page? Continue reading “The 5 Questions Your Website Has 60 Seconds To Answer”

Vanilla Essence or Vanilla Extract? Which One Has Actual Vanilla In It?

I found out the answer to this question last night at BayCourt Tauranga, from Jennifer Boggiss who is the CE of Heilala Vanilla. She told her story for an audience of about 200 of us.

jennifer-bogis-tonga
Jennifer Boggiss pictured on right with one of her Tongan-based team members

She spoke very well with just the right amount of humour and stories.

Here are my notes on what I learned from her talk.

Firstly, Heilala is the name of the national flower of Tonga. It is pronounced “hey-la-la”. Continue reading “Vanilla Essence or Vanilla Extract? Which One Has Actual Vanilla In It?”

Making Money Online Failure #1: Making A Commission on Selling Chicken Coops Nationwide

I always liked the idea of fresh eggs every morning from my own hens.

When I was researching what chicken coop to buy, the restrictions that the council bylaw’s imposed, how much the grain costs etc, I found that very few chicken coop builders sold their chicken coops online. A few sold via TradeMe but, at the time, only one had their own website.

I saw an opportunity there, so I made deals with 8 suppliers through-out NZ.

I created a website that showcased their chicken coops with details and photos and an order form.

With almost zero competition, I dominated the search engine results in a short time. I got great website traffic, I got a high rate of conversions.

Every few months I called each supplier and asked them which of the enquiries/orders I had passed through from my website had converted to sales. And then I invoiced them for a 4% commission (that’s all they could afford).

After 18 months I had sold $25,000 worth of chicken coops.

Sounds pretty good, right?

But you are forgetting that my commission was only 4%, so I had made just $1000!

The project had been 100 hours of work so I was making $10 an hour!

I was disgusted and sold the website to one of my suppliers for a few hundred dollars.

Lesson #1: Don’t Work With Low Profit Margin Items

  • The profit margins were so small that there was very little money to share with me for a commission
  • Instead: Ensure there is a healthy profit margin in the items

Lesson #2: Don’t Sell (Or Resell) Physical Products

  • The logistics of moving a physical product around make it so complicated
  • Physical products are more susceptible to competition which decreases prices and reduces profit margin
  • Instead: Consider digital products, subscriptions, advertising programs etc.

Lesson #3: Don’t Rely On Honesty Or Memory For Commissions

  • My honesty system for collecting commissions was time consuming and open to dishonesty (or forgetfulness)
  • Instead: If an automated system can’t be easily and cheaply created, forget about it

Exponential Organizations by Salim Ismail

exponential-organizationsOne day I stumbled came across Ismail’s 45 minute talk at Singularity University about Exponential Organizations and was fascinated by everything I heard. I just had to read the book.

And wow, this book was awesome.

Not only is it crammed full of optimism about the future, it gives us tips on how to position our businesses (large and small), to take advantage of the opportunities.

And it carries a warning.


Those businesses that do not evolve, will not survive.

I encourage you to buy this book and read it in full, but in the meantime, here are my notes on Exponential Organizations: Why new organizations are ten times better, faster, and cheaper than yours (and what to do about it) by Salim Ismail, Michael S. Malone, Yuri van Geest.

Introduction

  • An Exponential Organization is one whose impact (or output) is disproportionally large – at least 10 x larger – compared to it’s peers because of the use of new organizational techniques that leverage accelerating technologies.

Continue reading “Exponential Organizations by Salim Ismail”

Ask by Ryan Levesque

Ask-by-Ryan-Levesque
The basic idea of this book is very simple: You are just guessing what your customers actually want, right now and in the future. So perhaps it’s time you asked them what they want.

According to Levesque, the way to check is to put them through a series of surveys.

Their answers to these survey questions will enable you to put your customers into groups.

When you have those groups, you can better tailor your product/service packages to these groups.

Sounds pretty reasonable? Pretty simple?

That’s because it is.

Levesque does describe these surveys in moderate-to-light detail, and does provide a few examples of the emails that you can adapt for your own purpose.

But, I’m sorry to say, it doesn’t provide the formula that I expected from reading the title of the book. And worse, it pushes you to buy Levesque’s survey software. It’s just not easy to set up the system he proposes without it. Continue reading “Ask by Ryan Levesque”

Launch by Jeff Walker

launch-jeff-walkerI’ve been reading about, and experimenting with, selling digital products for a couple of years (ebooks, e-courses, video courses etc), so when I came across this book I was pretty excited!

I expected this book to teach me how to:

  • Create and build up an email list
  • Generate ideas of what digital products I could create to sell to them
  • Test those ideas on small samples of my email list to find which one gets traction
  • Create a digital product
  • Write a series of emails that builds anticipation and trust
  • Make millions


But I was wrong.

It didn’t teach me those things. Continue reading “Launch by Jeff Walker”

The 4-Hour Work Week (Timothy Ferris): What I Learned The Second Time Through

Lately, at times, I’ve been feeling that I’m running on a hamster wheel.

Do you know that feeling?

hamster-on-wheel

Almost 7 years ago I read the 4-Hour Work Week by Timothy Ferriss and quit my job almost immediately. I’ve been running my own business ever since.

The problem is, I thought I was on a hamster wheel when I had a job working for someone else, but now I realise that I’m just running on a different hamster wheel by running my own business!

Recently, I was nudged by a friend of mine to re-read the book, which I did.

Much of it was very familiar because so many of the principles I put into action at the time, but here’s a section on goals that stood out to me this time. Continue reading “The 4-Hour Work Week (Timothy Ferris): What I Learned The Second Time Through”

Need To Motivate Someone To Take Action? Will You Email, Phone, or Meet Them Face-to-Face?

Have you noticed that there are only 2 ways to get things done in this world?

There Are Only 2 Ways To Get Things Done

  1. Do it yourself
    • But you have just 24 hours in a day just like everyone else, it’s hard to leverage your time
  2. Get someone to do it for you
    • You might be asking them to buy something from you
    • You might be asking them for help on something small/big
    • You might be asking them to make a small/big change to their normal behaviour, the way they normally do things

Imagine if you could motivate 10 people to do 10 hours of work for you everyday? That’s 100 hours of productivity every day.

So how do you motivate someone?

Money works. Sometimes.

But I think the biggest motivator is attention.

Could Attention Be The Biggest Motivator?

Continue reading “Need To Motivate Someone To Take Action? Will You Email, Phone, or Meet Them Face-to-Face?”

How I Added An Extra Hour To Every Day, And How You Can Too

Wouldn’t it be great if you had an extra hour every day?

What would you do with that extra time?

A few years back I used to get up at 5.30am every morning (even weekends) to read business books for 90 minutes before I started to get ready for work.

I got through 1.5 books a week that way. Here are the summaries of my favourite 81 business books.

But then I had my first kid. And then another. And then another.

kids

And the best I could do was get up at 7am. And even then I was bleary eyed and grumpy.

I’ve only been able to get back into that pattern for brief periods of time. (That sweet spot when all the kids are not sick and none of them walk into our room in the middle of the night).

But I think I might have just cracked the recipe.

Even with 1 sick kid who wakes us up a few times every night this week, my eyes have popped open at 5.00am or 5.30am and I’m feeling good! I’ve been able to start reading business books again with consistency.

It’s been 6 mornings in a row now.

Want to know how I’ve been able to add an extra hour to every morning?

Continue reading “How I Added An Extra Hour To Every Day, And How You Can Too”

12 Questions To Help You Organise Your Next Event

We live in a digital age.

There are more ways to communicate than ever before, but perhaps we are in danger of shallowing out our relationships with people if we rely on digital tools to replace our face-to-face interactions.

That’s why I love organising events.

Bringing people together in the same room, helping strangers meet each other and become friends, that’s one of the reasons I’m here on this earth.

1010 people enjoying TEDxTauranga on 25 July 2015

If you’d like to organise a gathering for 10 people, you probably won’t need this checklist.

But if it’s for 100 people, or 1000, then this checklist is a great starting point.

Rather than answer these questions solo, it’s better to get 1 or 2 others who are keen to run the event with you.

Have a sit down for a couple of hours and work through this list.

I hope it helps.

12 Questions To Help You Organise Your Next Event

  1. On what date/time will the event be?
    • You can change this later, but it needs to be the very first decision you make. It gets everything moving
  2. What’s the purpose of the event?
    • To create relationships?
    • To inform?
    • To ensure we all share the same vision of the future?
  3. What does success look like?
    • It’s about making memorable moments
    • How are you going to measure success?
      • General vibe on the day?
      • Short online survey?
      • Gather testimonials?
      • Monitor how long people talk about it in the weeks/months that follow?
  4. What’s your budget?
    • For how many people?
    • Selling tickets?
    • Taking donations?
    • Finding sponsors?
    • What’s the $$ value of a successful event and the flow-on effects?
      • Staff retention?
      • Client loyalty?
      • Stakeholders with a deeper understanding of the organisations purpose and long-term objectives?
  5. How will you structure the content?
    • Blocks
    • Breaks
    • Fluff
    • Memorable bits
  6. Have you built in moments for appreciation for honouring individuals for their contribution?
    • Might some of those moments cause a tear or 2 to be shed?
  7. What will the attendees remember about your venue?
    • How do you make an impact when they first walk in?
    • Or when they walk out at the end?
    • Other considerations:
      • Size
      • Atmosphere
      • Seated/Standing
  8. What will the attendees remember about your catering?
    • Have you chosen quality beverages and catering that add to the mood?
    • How often will we hear “Mmmm this is nice”?
  9. How can you make it memorable?
    • Are there elements of emotional connection?
    • Have you allowed room for semi-structured spontaneity?
    • Who’s taking photos/videos?
    • How will we report on the event afterward?
      • Report/Newsletter/Email?
      • Facebook photo album?
  10. Who’s running the show?
    • An internal or external MC?
  11. What would you improve next time?
    • Schedule in a debrief just a few days after the event
    • Collect ideas for improvement for next time
    • Create a wrap-up to-do list
  12. How will you report on the event?
    • Doing so, makes “selling” future events so much easier
    • Collect written testimonials & video testimonials on the day (or shortly after)
    • Include lots of photos of people having a great time
    • Send it out 1 or 2 weeks later to everyone who came (so they can re-live their favourite moments)

Your Thoughts?

What do you think?

Have your say in the comments below.

The 6 Steps in The Creative Process: This will be awesome, This is hard, This is shit, I’m shit, This might be ok, This is awesome!

An artist friend of mine Murray Clode told me about the “The Creative Process” this morning at the Breakfast Club that I run.

The 6 Steps in The Creative Process

  1. This will be awesome
  2. This is hard
  3. This is shit
  4. I’m shit
  5. This might be ok!
  6. This is awesome!

This doesn’t just apply to creating art, it’s when we create anything:

  • You might have an idea for a new start-up business
  • You might launch into a d-i-y project at home
  • You might decide to learn a new language
  • You might decide to read a challenging book
  • You might decide to write a blog article like this one

Can you recognise yourself working through this process when you are doing something worthwhile?

For me, one of the most interesting parts of this list is how many opportunities there are to quit before you get something done!

Continue reading “The 6 Steps in The Creative Process: This will be awesome, This is hard, This is shit, I’m shit, This might be ok, This is awesome!”

Bold: How to Go Big, Create Wealth and Impact the World by Peter H. Diamandis, Steven Kotler

bold-how-to-go-bigHere are my notes on the book “Bold: How to Go Big, Create Wealth and Impact the World” by Peter H. Diamandis, Steven Kotler.

(This is a kind of sequel to another book by these authors called Abundance. Here’s my summary of Abundance)

Fueling my brain with a daily TED talk for 5 years now (and watching/reading no main-stream news) has meant I’ve got a very positive view of the future and supreme confidence in the potential for humanity to band together to solve our planets biggest problems.

This book has that same positivity but puts an entrepreneurial spin on it. What opportunities does the future hold for entrepreneurs who can see these changes coming and prepare for them?

As one of the first headlines in this book states: “The world’s biggest problems = biggest business opportunities”.

Here’s a collection of my favourite bits from this book. Continue reading “Bold: How to Go Big, Create Wealth and Impact the World by Peter H. Diamandis, Steven Kotler”

Money, Master the Game: 7 Simple Steps to Financial Freedom by Tony Robbins

money-master-the-gameHere are my notes on the book “Money Master the Game: 7 Simple Steps to Financial Freedom” by Tony Robbins.

There are 3 things you need to know about this book:

  1. This book is huge
    • Most business books take me 4 hours to get through, this one took me 12
    • I read it on my Kindle, so at times I thought it would never end (whereas, with a hardcopy book, you can feel with your fingers how far through you are)
  2. Tony repeats points over and over

    • This can be a bit annoying at times. But that’s just his teaching style. He knows that for the important bits to stick in your head, he needs to repeat them.
  3. His writing style is not crisp and concise like most business authors
    • His writing is like a conversation in your head between you and him. It’s like he’s talking to you personally

Having said that, this was a very good book. I’ve broken it into 4 parts: Continue reading “Money, Master the Game: 7 Simple Steps to Financial Freedom by Tony Robbins”

Simple Advice For Co-Working Spaces: Have Lunch Together

I moved into the Basestation Co-working space mid-January 2015 after being at Studio64 for 2 years.

A few weeks into it I got the feeling that something wasn’t quite right. There was something missing, but I couldn’t figure out what it was.

It wasn’t until I visited Studio64 during lunchtime and we poked fun at each others lunches, had a few laughs, bounced around a few ideas…

That was it!

At Basestation I’d pop into the lunch room at 12pm and sometimes see someone whilst I wolfed down my lunch in silence, sometimes not, sometimes eat alone, sometimes one person would join me.

I’d had enough of that.

I knew that lunchtimes can be the most fun of the day, so I sent out this email to everyone at 9am the next morning:


Subject Line: New lunch time protocol starts today at 12noon

Hiya team, I’ve got great news!

We work in a co-working space so that means that, starting today, we are going to start having lunch together at 12noon. Yay!

We’ll talk a bit of business, a bit of family, have a few laughs, tease each other about our lunch choices, brainstorm new ideas, get a different perspective on things, get to know each other better.

See you at 12noon today and every day from now on!

And the best thing is you don’t have to set an alarm or put it in your calendar because I will come to your work station at 12noon everyday to remind you about your duty as a co-worker.

Cheers,
Sheldon.

How did it go? Very well indeed. Here’s a couple of photos:

2015-02-26 12.23.44
2015-02-26 12.23.52
2015-02-26 12.24.44
I rounded up everyone for about 3 weeks until the habit formed, and now, even on days when I can’t get there myself, we all have lunch together. Yay!

If you’d like to find out more about life in a co-working space come to this information evening:

Sheldon Nesdale
Co-working Expert, Basestation, Tauranga, New Zealand.

Want To Make More Money? How To Maximise The Worker, The Seller, The Investor, In All Of Us

20-dollar-note-securityMy 5 year old son asked me about money last night before bed.

His basic question was “How do we get more of it?”

Good question!

We spent a few minutes closely examining a 5 dollar note and I pointed out some of the security features like clear windows, watermarks and micro-printing that make it so hard to simply print out more for ourselves.

And then I told him the 3 basic ways to make money:

  1. Work for someone
  2. Sell something
  3. Invest in something

In a moment we’ll take a closer look at each one, and consider the marketing implications of each. Continue reading “Want To Make More Money? How To Maximise The Worker, The Seller, The Investor, In All Of Us”

What is Sheldon Nesdale up to in 2015?

What am I up to in 2015? Take 3.5 minutes to find out in this short video:

 

Start, Stop, Steal, Stick: What I’ve Learnt From 6 StartUp Weekends

tauranga-startup-weekendImagine walking into a room on a Friday night with an idea scribbled on a napkin, and walking out at the end of the weekend with a company, a team and even revenue!

That’s a typical StartUp Weekend.

“Startup Weekend works by delivering the opportunity to learn how to start a business and promoting entrepreneurship in local communities . This is an event that brings together developers, designers, marketers, product managers, startup enthusiasts and members of the community who can support them. Together they  share ideas, form teams, build products and launch startups- all in a 54 hour week-end.”

I lead a team to bring  to StartUp Weekend to Tauranga in 2012 and 2013, but I couldn’t spare the time in 2014. But instead of cancelling the event, 2 friends of mine offered to take it over and they did an amazing job.

They invited me to do an opening talk at the beginning of the 2014 event and I thought you might get some benefit of what I had to say.

Start

Be bold and start something new (not just this weekend).

What do we need?

  • We need more opportunities for awesome people to meet other awesome people face to face
  • More regular business breakfasts/lunches
  • More events like StartUp Weekend or TEDx or Pechacucha
  • Steal event formats from Auckland or New York or Beijing and bring them here

How?

  • With a team. Just like tonight, to attract a team around you, you need to share your vision of a better tomorrow

Own several domain names?

  • It’s great to get excited about that a domain name that is available and to buy it, but build something immediately while you’re excited

Stop

When somethings not working out for you anymore, don’t be afraid to stop.

It creates space for others to get involved and benefit from the experience.

I have 2 failures & 1 success to tell you about:

Example #1: Failure with ChickenCoops.co.nz

  • It was a network of chicken coop builders around New Zealand
  • In 12 months I sold $25,000 worth of chicken coops, yay! 🙂
  • But my commission was only 5%, boo! 🙁
  • So I earned just over $1000 for 250 hours of website building and admin which equals $5/hour, boo! 🙁
  • So I stopped (and sold the website to one of my suppliers for a few hundred dollars)

Example #2: Failure with RestaurantMarketing.co.nz

  • It was a series of articles about how Cafe’s, Restaurants and Bars could use the internet to get new customers and look after existing ones
  • The problem was the owners of these businesses are so busy, they don’t have time to spare to do a Google search for solutions like this
  • So I stopped (and let the domain name expire)

Example #3: Success with Tauranga StartUp Weekend

  • For the first time in my life I’ve left a legacy behind. I started something, but when I stopped, the event lived on. Yay!

Steal

Steal ideas whenever you see one and adapt it for your own use.

Spread your ideas to who-ever will listen.

Make your idea easy for others to spread.

Never ask anyone to sign a Non-Disclosure-Agreement before you’ll share with them – be thankful they are giving you 60 seconds.

They might turn into

  • a customer,
  • an investor,
  • a co-founder,
  • an advocate

Don’t put any barriers in the way of that chance.

An idea is just the very first step in a long and awesome journey.

Stick

Heard of “Mentor Whiplash”?

It’s when one mentor walks in and gives you great advice, but then the next mentor walks in and says the opposite!

It’s your project, so you make the decisions: stick to your vision, stick up a note that says “Mentors, we are deep in it, please come back at 2pm”

Stick with what your customers tell you is valuable.

Embrace mentors that just ask questions instead of give opinions.

Your Thoughts?

Agree? Disagree? Have your say in the comments below.

Leaders Eat Last: Why Some Teams Pull Together and Others Don’t by Simon Sinek

read_newI’m a big fan of Simon Sinek’s TED talks. (In fact, I watched the rehearsal for his latest one live on stage in Vancouver in March of this year).

I was surprised to find that this book was about drugs.

Not the ones that might come to mind when I use that word, but the kind of drugs that our own brains secrete into our nervous system.

One of the big lessons for me was about how large corporations think that internal competition is healthy and necessary for innovation. They are wrong. That kind of competition is damaging and disrupts the “Circle of Safety” that Simon talks about in this book.

Another one nicely reinforced the direction my life is going in at the moment – that is, my mission is to bring people together at inspiring events.

His thoughts on how video conferencing can never replace a business trip was very interesting.

Let’s take a look. Continue reading “Leaders Eat Last: Why Some Teams Pull Together and Others Don’t by Simon Sinek”

Less Doing, More Living: Make Everything in Life Easier by Ari Meisel

Here are my notes on “Less Doing, More Living: Make Everything in Life Easier” by Ari Meisel.Screen-Shot-2015-04-18-at-3.15.28-PM-533x423

I thought I knew a lot about productivity and efficiency, so I haven’t picked up books like this lately.

I’m glad I did though, because even a few tips can make a big difference on your time management and impact.

The biggest lesson for me about this book was about email.

I’ve felt guilty about how addicted I am to email, but this book gave me tips about how I continue to use my email inbox as my to-do list, but with some cunning twists on how to improve the timing of what appears in there.

You’ll find out more about that shortly.

In the meantime, here’s a collection of my favourite bits from this book. Continue reading “Less Doing, More Living: Make Everything in Life Easier by Ari Meisel”

Facebook Basics Workshop (Tauranga): Fri 26th September 1pm – 3pm

I’m running a “Facebook Basics Workshop” with Likeable Social Marketing (Dan Necklen).

Know a business owner that might need our help?

This Facebook workshop is for you if:

  • You need help setting up your Facebook business page
  • You’ve got an existing Facebook business page, but don’t know how to use it effectively
  • You have Facebook marketing questions you need answers too

Details:

  • When? Fri 26th Sept from 1pm–3pm
  • Where? Ignition Co-Working Space (29 Grey Street, Tauranga)
  • Cost? $180+gst per person
  • Fruit platter + Tea/Coffee provided from Robert Harris

What to bring:

  • Your laptop (and power cord)
  • Your Facebook-related questions
  • Your business cards (don’t miss the networking opportunity!)

It’s limited to 10, and as of today there are just 4 spots left.

RSVP to Dan: dan@likeable.co.nz

Top TV Advertising Tips For Better TV Ads

tv-advertising

You may think that a television commercial is unreasonably expensive for a small business, but the actual cost might surprise you.

The price will vary depending on:

  1. The size of the television market (depending on the area)
  2. The time slot
  3. The popularity of the show you choose

However, as a general guide, TV advertising costs:

  • Big cities: probably run between $5,000 and $10,000 a month
  • Smaller cities might charge around $1,000 – 2,000 a month
  • Smaller towns, you might be able to run an advertising campaign for as little as $500 a month

Continue reading “Top TV Advertising Tips For Better TV Ads”

Email Newsletters: 6 Tips To Get Your Email Newsletters Opened, Read, And Acted On

Having a list of email address of people who want to hear from you is gold.

The secret to effective email newsletters is to mimic a one-to-one email conversation as closely as possible.

Any elements that make the recipient suspect that your message is one-to-many will reduce the impact of your message.

There are 6 questions you can ask yourself.

Continue reading “Email Newsletters: 6 Tips To Get Your Email Newsletters Opened, Read, And Acted On”

Cold Calling: 3 Tips To Generate New Business With A Cold Call

Cold calling can be intimidating to do, but it can be an effective way to reach new clients and increase business.

Cold calling is the process of contacting prospective customers who do not expect to be hearing from you.

You can use this call to explain what your business offers and how it can help the person or business on the other end of the line.

You are looking for a win-win. They win because they get what they need. You win because you make your sale.

happy-call

1. Do Your Homework

  • When calling businesses or people you think might be interested in your services, take the time to find out some information about them before calling.
  • Try a simple Google search or looking on Linkedin.
  • If the company you’re getting in touch with has a website, looking through their “about us” section will give you a lot of helpful information.
  • This research will really help you target your pitch to the individual you’re reaching, making your call much more effective.
  • This process will take time, but in the end you’ll have more success making a smaller number of well-planned calls than many identical calls to people you know nothing about.

2. Relate to Their Needs

  • The best way to get people to listen to you receptively is to start out by relating to their needs.
  • Instead of beginning your call with a long description of your company and its services, start with a question.
  • If you run a recruiting business, for example, you could ask a company if they need help finding good, reliable employees.
  • If you run advertisements, you could ask a company if they would like to increase their sales.
  • Then you can introduce how your business can help to meet their needs.
  • Throughout the conversation, keep the focus on their needs and on helping them.
  • This will be easier if you’ve done your research on the company and what their goals are.

3. Don’t Give Up

  • Cold calling can be tough.
  • You’re likely to contact many people who are not interested in listening to you.
  • Stay patient, and keep trying.
  • It may take dozens of calls to find one new client, but at the end of the day you’ll still be generating new business.
  • And remember to always stay polite and friendly.
  • An upbeat tone and good manners will go a long way to keeping people on the other end engaged in the conversation.

Your Thoughts?

Have your say in the comments below.

Radio Interviews: Getting One And How To Prepare

radio-interviewRadio interviews can be a fantastic way to spread awareness of your business to a wider audience.

And perhaps best of all, they’re free!

They will, however, require some effort to organize and prepare for.

1. How to get the interview in the first place

This is the hardest part.

Remember not to approach the interview as an advertisement, but rather as something that will interest and benefit radio listeners. As a business owner, you are in a position to comment on your industry.

Think about what kind of audience will be interested in your business.

Look into local radio and whether they have any segments relevant to what you have to say.

Many radio shows will have talk sections on business or local news.

Once you have a radio show in mind, you need to get in touch with the host or producers.

Look at the station’s website for contact details. You can try calling or emailing.

Radio hosts are busy people, so you may need to politely follow up to ensure that they notice your pitch.

Whatever mode of contact you choose, include a description of yourself and your business. Then convey why talking to you will be interesting for their listeners.

What new ideas do you have to talk about?

Or how can you help their listeners find better deals or services?

You may also want to include a list of questions they can ask you, making the potential interview even easier for them.

2. How to prepare and make the most of your radio interview

Make sure to prepare for your interview.

Think of answers to the questions you provided, but don’t assume the radio host will stick to the list.

Think if there are any tricky questions the host might ask and how you might answer.

A good idea is to have a friend or family member do a practice interview with you, so you’ll have polished answers ready.

Remember that the appearance of confidence and a sense of humor will get you far.

You should also think about the key message you want to send.

What do you want listeners to remember about you and your business?

Then make sure that you refer back to this key point more than once, and your audience will certainly remember it and you.

3. Ensure you thank the radio host afterward

After your interview, make sure to send a thank-you note or email to the host.

Radio shows have a lot of time to fill, and they may ask you to come back again one day!

Your Thoughts?

Have your say in the comments below.

The Power of Posters: 3 Key Principles For Advertising Your Business Services With Posters

posters-to-advertise-businessPosters can be a great form of advertising for 4 main reasons:

  1. They are cheap to reproduce in high volumes
  2. Easy to produce (lots of printers/copy shops to choose from, or print on your own printer)
  3. Highly visible, they make an impact
  4. You choose the location, so you can target your customers

Here’s a quick guide to help you get the most out of poster advertisements:

1. Be Bold

  • To draw people’s attention, the focal point of your poster should be a large image. Think about the services you offer and what best represents those services.
  • If you run a restaurant, a picture of your signature dish would be great.
  • Alternatively, you can think of representing a need your potential customer will relate to.
  • If you are a massage therapist, you might choose a picture that shows stress or soreness, then state that your business will help with that need.
  • A bold headline can also draw attention. Keep it relatively short so that people can read it easily.
  • If you can, have the poster printed in color

2. Keep It Simple

  • A poster is not the place to list all the details of your business and services.
  • Your goal should be to attract the attention of people walking by and enable them to find your business later.
  • Keep the text limited to a simple, attention-grabbing headline, a small blurb or catchphrase, and your website and phone number.
  • Adding too much text will make your poster cluttered and difficult to read.
  • Less information in a larger font will draw the eye and be easier to remember.

3. Location, Location, Location

  • The great thing about posters is that you can hang them anywhere.
  • Think about your target customers and what locations they might frequent.
  • If you run a dog walking business, you could hang posters at local veterinarians and pet stores.
  • If you offer tutoring services, you could try posting at schools or at cafes that draw in students.
  • If you’d like to hang your poster at another business, make sure you ask first.
  • Many small businesses will allow you to post advertisements on a bulletin board.
  • Post offices also usually have bulletin boards where you could pin your poster.
  • And look out for community bulletin boards in commercial areas.
  • Of course, you can also tape your poster around telephone poles in the neighborhood around your business.
  • As you hang more posters, more and more people will recognize your name.

What do you think?

Have your say in the comment below.

Direct Mail Tips: What To Consider Before Sending Addressed Mail

Are the following statements true for you?

  • You have a message you want to send out to 50 – 500 potential clients/customers
  • You have a contact name and postal address
  • Timeliness is not an issue. If it takes your audience a few days, or weeks or even months before they take action, that’s ok

If you answered yes to the above statements, perhaps direct mail is a good choice for you.

I just want to be clear, when I talk about “direct mail”, I’m talking about a letter (maybe just a few pages) in an envelope with the recipients name and address printed on the front.

I’m not talking about glossy/colourful items that have been commercially printed.

mail-man

There are 3 reasons why sending a direct mail might be a better choice than alternatives such as a calling a meeting, making a phone call or sending an email:

  1. Scale
  2. Tangibility
  3. Attention

1. Scale

With direct mail you can communicate with a huge audience. 100 people. 1000 people. 10,000 people. It’ll only cost you about $1-$2 each. If you can make an average of $5 per letter you send out, you are making money.

2. Attention

Seeing an envelope in your in-tray with your name on it, ripping open the envelope and seeing your name at the top, and reading a message written for you, that’s personal. That gets your attention.

It has almost zero chance of not being opened. Can you say that about any other form of advertising?

3. Tangibility

You get to feel the paper in your hands. It exists. A whole lot of complicated logistics got it to you. You can throw it on your desk, and it’ll be there waiting for you later. If you delete an email, however, it’s gone. Out of sight, out of mind. Email is cheap. A letter has much more value.

3 More Direct Mail Tips:

  • Personalise the letter heavily with the receipients first name. Not just the envelope and internal address, put it in your headings and subheadings and 5 or 6 times in the body, and in the call to action at the end
  • Don’t use window envelopes. They look like bills and they don’t build up anticipation of something good. Also, they might not get opened until later in the month
  • Print your return address on the back. The letters that get returned can be removed from your database

Your thoughts?

Have your say in the comments below.

Delivering Happiness: A Path to Profits, Passion, and Purpose by Tony Hsieh

Here are my notes on the book “Delivering Happiness: A Path to Profits, Passion, and Purpose” by Tony Hsieh51oR41Z4zoL._SY344_BO1,204,203,200_

Tony Hsieh is the CEO of Zappos, which is now wholly owned by Amazon and sells a wide range of items online, but made it’s start selling shoes online.

It’s the classic start-up story many of us dream of: a couple of friends get together and quit their jobs on the back on a single idea, they make it through the good times and bad times and desperate times to somehow scale it up to a billion dollar company within 10 years.

Here’s a collection of my favourite quotes from the book: Continue reading “Delivering Happiness: A Path to Profits, Passion, and Purpose by Tony Hsieh”

Billboard Advertising Tips: 3 Questions To Ask Yourself Before Your First Billboard Ad

Billboards can be fun. Billboard can be boring. Billboards can be noticeable. Billboards can be easy to ignore. Billboards can really get your message out there. Billboards can be a waste of money.

hmmm, it really can go either way.

billboard-advertising-example

Here are 3 questions to ask yourself if you are considering a billboard ad for your business

1. “Is broadcasting with outdoor advertising to the general public really the best way to get my message to my target client?”

If you know the profile of your target clients pretty well, then crunch some numbers and work out how much wastage there is.

For example if you’re selling insurance, then you could guess that:

  • 20% don’t care
  • 30% have enough cover and are not interested
  • 30% are loyal to their current provider
  • but the timing is right for 1%

Then you can estimate the size of the audience:

  • If the traffic is 20,000 cars per day
  • Your audience is 200 people per day (1%)
  • But only 25% of them might notice and read your billboard
  • So that leaves you with 50 people

Now let’s estimate the cost:

  • Your cost is $100/day for the billboard ($3k/month is about right)
  • So you are paying $2 per impression ($100/50 people)
  • 1% of those might take action and give you a call (industry average)
  • Bringing your cost-per-enquiry to $200 ($2/1%)
  • Your conversion from enquiry to sale is 20% (industry average)
  • Giving you a cost-per-sale of $1000

So, is the lifetime value of your customer more than $1000?

If so, congratulations, give billboard advertising a try!

If not, try something else.

2. “What state of mind is my audience in?”

Here’s what we know about public on the move in cars/trucks/bikes:

  • They are on the way to somewhere
  • They are busy, stressed in traffic, not in the mood to be sold to
  • They don’t have a pen or a free hand to write down a phone number or website address
  • They aren’t allowed to make a phone call whilst driving

Wow, this is seriously an unreceptive auidence. Can you see how the odds are stacked against you here?

One small positive is that we are creatures of habit. Those same people will probably be past your billboard tomorrow, and the day after and the day after that.

So at least you’ve got frequency on your side. A chance for your message to sink in a bit.

So, how can you get them to take action in this situation?

3. “What are the essential elements that my billboard must have?”

Your billboard should have these 4 components and these 4 components only:

  1. Headline
    • A huge headline (5 to 9 words) that asks a question, or
    • States the primary benefit of what you’re selling
    • (No crazy fonts. Make it super easy to read)
  2. Photo
    • One huge photo that has impact
    • Human faces are good
    • Something a bit unusual is good
    • Avoid stock photography if you can
  3. Your business name/logo
    • Small
    • Don’t take up room that the headline and photo might need to increase their impact
  4. State the action you want them to take
    • Either a phone number and/or website address

Your thoughts?

Have your say in the comments below.

Flash Foresight: See The Invisible To Do The Impossible by Daniel Burrus

Here are my notes on “Flash Foresight: See the Invisible to Do the Impossible” by Daniel Burrus.Flash-Foresight-Book

I learnt a lot from this book. The 2 biggest lessons for me were:

  1. I’ve heard about the aging population a million times, but this book made me think about it in 2 different ways:
    • It will create an enormous part-time, low-cost workforce with huge business experience
    • There is enormous business opportunity as that generation requires more health care, more medical technology (hearing aids for example)
  2. Technology-driven change doesn’t kill off the old ways of getting things done, it adds on
    • Eg e-news hasn’t killed newspapers, email and digital storage hasn’t killed paperwork

Here’s a collection of my other favourite bits from this book. Continue reading “Flash Foresight: See The Invisible To Do The Impossible by Daniel Burrus”

Could An Infomercial Make You Serious Money? How To Create One For Your Business

The king of infomercials: Billy Mays
Billy Mays: Has sold millions of dollars of product via infomercial

Infomercials can be hilariously bad and can make you cringe but don’t forget about how they have the ability to turn people into millionaires.

If you didn’t know already, the world “infomercial” is a combination of the words “information” and “commercial”. Pretty clever huh? 🙂

In the industry they are also called “television direct response advertising”. I think “infomercial” is much better though, don’t you?

Imagine for a moment that you had an infomercial to sell your product or service…

You’ve got an overly-enthusiastic man with a beard and/or an equally enthusiastic middle-aged woman speaking straight into the camera and highlighting exactly why the people watching from home will change their lives with your product in your hands.

Examples of the best performing infomercials in the world

Billy Mays was the king of infomercials, here’s a compilation video of his best comercials:

What do you need to do to make your own infomercial?

To make that happen you need to know that infomercials are very expensive to produce in the first place. We are talking tens of thousands of dollars (even hundreds of thousands of dollars).

On your to-do list to make your infomercial happen you need to:

  • Hire a studio
  • Hire actors
  • Hire a director and script writer
  • Build a set
  • Hire videographers, editors and special effects masters
  • Buy a toll-free number
  • Hire logistics people to distribute

Or, just hire a specialist infomercial company to put this project together for you. They will take upfront fees plus a commission on every item they sell for you.

But once that’s all done and your infomercial video is created, non-prime time TV advertising is pretty cheap, and people with money to burn are up at all those strange hours of the night watching.

If your product solves a problem they have (or better yet, a problem they didn’t know they have until they see your product), then you could be laughing all the way to the bank!

Are Infomercials Better For Products or Services?

Definitely products. Products scale better (you can fill a warehouse), and they are non-perishable (if you don’t sell it today, you can sell it tomorrow).

What do you think?

Have your say in the comments below

In-Movie Product Placement: Could Your Brand Be Used Popular Movie Characters?

One of my favourites movies comes to mind when I think about in-movie product placement: iRobot with Will Smith.

You’ll see him personally use:

  • Converse’s Chuck Taylor All-Stars
  • Audi RSQ
  • FedEx
  • Tecate
  • JVC

irobot-product-placement-cons

For me, the product placements didn’t detract from the movie at all. Some of the zoom-ins were a bit cheesy I spose, but not too bad.

The challenge for you would be coming up with millions of dollars to make this happen for your product or service.

Some directors take a hard line and won’t compromise the art of their movie at all, others might be a bit more willing to have you decrease their budget.

You could try with TV dramas that are made near you, or documentaries or reality TV shows too.

8 Tips To Get Better Results From Your Trade Show or Expo Stand

1. All the best Trade Show booths gone? Only a few right at the back to choose from? Fine!

Don’t worry too much about your location.

You instinctively think that a high traffic area would be better, but don’t make that assumption.

Most visitors will walk around the entire trade show/expo. You’ll get a chance at making a connection wherever you are. So don’t stress about it. (And if you wait until the last minute you can get some really good discounts from the organisers!)

2. Say hi to everyone who walks past. Everyone. (And every time they walk past)

There’s a fine line between looking desperate, and being friendly and approachable.

But the simple act of saying hi has a profound psychological effect.

It taps in to a basic human need – the need for connection.   In response, most will turn and give your posters and branding a chance to speak to them.

3. Bring your hottest employees

Everyone likes a bit of eye candy at trade shows and expos. If they know your product inside out, all the better.

4. Minimise your branding, maximise the benefits you are offering

This may be hard to hear, but no-one really cares about your brand.  They only care about themselves and if you can help them.

So don’t make the classic mistake of branding the background of your booth with huge logos. The trick is to write benefit driven headlines and bullet points.

The purpose is to give walkers-by a snapshot of what you do so they can decide if they need your services.  This way, you get  the visitors who want the benefits you state in your headline and bullet points, to stop and talk to you, and everyone else walks away.

Good! That’s what you want!

5. Write notes on business cards as you collect them

Write a few notes on the back of prospects business cards to remind you who they are later.

You could record your impressions about how likely they are to become clients.

And for bonus points, write a note about what they told you about their business to jog your memory later, so you can personalise your follow up email to them.

6. Don’t just require a business card for the prize draw, have an entry form

This is a common mistake.

You think that just asking people to pop a business card into the fish bowl or entry box is easy right?

Yes, it’s easy for them, but it’s hard for you.

It’s hard for you to determine if those prospects are real candidates for new business.

It’s hard for you to avoid wasting time on those that aren’t.

So on your entry form (A6 size, in pads bound with plastic coils work really well) have space to staple their business card to the form (and provide a stapler), and ask them filtering questions about their needs.

For example “what brand of accounting software are you currently using?” (if you sell accounting software), “how many employees to you have” (if you are selling HR services), “what’s the #1 annoying thing about xyz?”

There is nothing worse than drawing the winner to find someone completely unsuited to being a client of yours.  What a waste!

In fact, I suggest you go through the entries and throw the unsuitable entries in the bin before you do the draw.

7. What should the prize for the prize draw be?

You could go with a voucher for discounts on your services, or you could go with something with a much wider appeal like an iphone.

I say cast the net wide by offering the later, and let your entry form do the filtering for you.

8. Follow up super-fast

Of all these tips, this one is the most important.

Have a follow-up plan in place before you go.

For example if it’s a 3 day trade show or expo, that night from your hotel, email the new contacts you made, just to say hi (you can sell to them later, this time you just want to stand out from the hundreds of people they met that day).  Or you might email the contact details to a staff member for sending out the next morning (using your email address).

One time I got a text message from an business banking rep just to say he enjoyed meeting me – within 5 minutes of leaving his booth! That made a huge impression.

What tips do you have to add?

Have you been to trade shows and expo’s? As an exhibitor? As a visitor? What have you seen or done that worked?  Write your thoughts in the comments below.

Need a Better Radio Ad? 4 Tips To Improve Your Radio Advertising

In a moment I will share with you 4 tips on how to write a radio ad that actually works. But first, I want you to think about radio advertising from your point of view as a member of the audience.

Q: Why do you listen to the radio?

  • Music?
  • Witty Commentary?
  • Advertising?
  • Because you like hearing the same weather report and news headlines every 15 minutes?

Q: Where are you when you listen to the radio?

  • In the car?
  • On your morning run or bike ride?
  • In the office?
  • On the toilet?

Q: What do you do when the ads come on?

  • Change the radio station?
  • “Zone out” while you wait for the music or chat to start again?
  • Listen carefully for the latest sales and bargains?

You can see that there are a million potential distractions that can prevent your advertising message getting through to your radio audience.

And radio is a mass-media form of advertising after-all, so there is a huge amount of wastage (I hate wastage!).

Your potential audience could be 10,000 people, but how many of those people are:

  1. Listening attentively…
  2. at that precise moment in time…
  3. that need what you are selling…
  4. and are motivated enough to take action?

Probably none.

If you ask a radio advertising sales person what it takes to generate business for you using radio advertising, they will tell you there are 2 things you need:

  1. High repetition/frequency
  2. Say your brand name heaps

That is complete bullocks!

They say “repetition” because they want you to buy more ads.

They say “brand name” because that’s what your boss is more likely to approve the ad because he loves to hear his brand name again and again.

As you can probably tell by now, I am not a fan of radio advertising and haven’t recommended it to any of my clients for years.  I’ve tried it several times, but it didn’t generate any results.

And if you’re not getting results from your advertising (or you don’t know how to measure them), then what’s the point? You might as well flush your advertising dollars down the toilet!

But this morning, whilst running, I heard a radio ad that had all the elements of success going for it.

I heard this radio ad once and I remembered these 4 important facts:

  1. The name of the business owner
  2. What he is offering
  3. How he distinguishes himself from the competition
  4. What should you do next if you want to contact him or find out more

Do you realise how amazing that is?  After a single exposure?

So what can we learn from this?

What do you have to do to write a radio ad like this that at least has a chance at generating results for you?

Here is your lesson for the day:

4 Essential Components of a Radio Ad

1. Target your audience with your opening sentence

The opening sentence is exactly like a headline in a newspaper. If you don’t like the headline you don’t read the article.  It’s the same with radio ads.  If the opening sentence doesn’t speak to you, you “zone out” and don’t listen to the rest of the ad.  At first, you might think that’s bad, but that’s great!  It means you speaking to your target audience directly, and people who aren’t interested are being filtered out.

2. Use the word “you” through-out your ad

This is just like speed dating.  You only have 30 seconds, so do you talk about yourself or do you talk about them?

You talk about them of course!

Don’t make the mistake of talking about you and your business “we do this, and we do that”. Borrrr-ring!

What do people care about more: themselves or what you are trying to sell them?

Themselves!

So talk about the listener, what they want, what they need, and use “you” and “your” constantly.

3. Distinguish yourself with a single fact

You’ve only got time to state 1 fact.

The amazing thing about this is that is the fact doesn’t have to be overly impressive, it just has to be distinctive.

In this example, Aaron said he was “one of NZ’s youngest celebrants”.  Amazing? No. Distinctive? Yes!

4. Make the call to action a website address

The #1 most common mistake in radio ads is stating a phone number as the call-to-action.

Phone numbers are too hard to remember! (Even word numbers eg 0800 CALL ME NOW). They might rattle around in your brain for a few seconds, but you know that by the time you find a piece of paper and a pen (or your cellphone), they will be gone. So you don’t bother.

A website address works because is probably uses the same brand name that was mentioned in the ad with a “.com” on the end of it. Easy to remember. Easy for your audience to type in when they next get to a computer (or remember days or weeks later!)

What do you think?

Have your say in the comments below.

TEDxAuckland 2014: 18 Hours of Awesomeness

I made my annual trip to TEDxAuckland on Saturday, and for the last 2 years I have captured my experience here on MarketingFirst.co.nz, but this time I’ve written my report on the TEDxTauranga website.

Read it now: TEDxAuckland 2014: 18 Hours of Awesomeness

Miniature Billboard Advertising: Give It A Try With These 4 Tips

Whilst driving downtown yesterday I spotted tiny billboards strapped to street light polls and road signage opposite a High School.

4 Lessons You Can Learn From These Guerilla Miniature Billboards

What can you learn from this clever “guerilla” method of advertising? Could you replicate this strategy for your business?

1. Do it cheap.

  • They are made of the core-flute just like real estate signs.
  • There is no graphics.
  • You could get them made for about $10 each.
  • Budget looking can be very effective. When you get junk mail in your letterbox at home do the crappy hand-written flyers get your attention first before the sleek professional KFC flyers? For sure.

2. Keep your message simple.

  • Mountain bikers know what “MTB” means so this headline captures the target audiences attention.
  • On a full size 6m x 3m billboard your word limit is about 11. So in this case you have about 5 words.
  • What simple 4 or 5 word headline can you use to cut through to your target audience?

3. Choose a single call-to-action.

  • In this case, you just visit the website if the headline “MTB Downhill Racing” appeals to you.
  • The website address is related to the headline so it’s reasonably easy to remember.
  • On a website you can state 5 or 6 different ways to contact you, on a miniature billboard you must choose just one.
  • A website address is very good. A phone number could work but many people prefer to check you out anonymously via a website rather than call a number and get “sold to”.

4. Repeat your message.

  • Normally you don’t get the chance to repeat a standard 6m x 3m billboard 20 metres down the road, because it’ll double your costs.  So you are only giving your billboard one chance to be read as your potential customers zoom past at 50 kph or 100 kph.
  • In this case there were 3 miniature billboards about 20 metres apart.
  • I didn’t really notice the first, but I quickly read the second, and I read the third carefully.
  • It made an impression that a single exposure would not have.
  • In fact, I turned my car around and stopped on the side of the road, took some photos, wrote this article and visited the website mentioned. That’s the magic of repetition.

“Great, but are these billboards legal?”

Probably not. Your local Council probably has a bylaw which prohibits this sort of guerilla advertising.

If they get a complaint from the public (or your competition!), the council will take them down for sure (you probably won’t even get fined!).

But until then, you’ve got yourself some very cheap and effective advertising, so go for it!

What do you think?

Have your say in the comments below.

How to Fail at Almost Everything and Still Win Big: Kind of the Story of My Life by Scott Adams

Here are my notes on “How to Fail at Almost Everything and Still Win Big: Kind of the Story of My Life” by Scott Adamsg-and-Still-Win-Big-Scott-Adams

Scott Adams is the author of the world famous Dilbert comic strip that make fun of life in an office cubicle.

Like his comic strip, this book is certainly amusing. He is a great story teller in super-short-form comics in which he has only a few panels, and in this long-form book in which he has hundreds of pages.

He has led an interesting life, and tells those stories and the lessons he learnt, but even more interestingly, he shares several counter-intuitive ideas that I’d like to share with you today. Continue reading “How to Fail at Almost Everything and Still Win Big: Kind of the Story of My Life by Scott Adams”

Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World by Gary Vaynerchuk

Here are my notes on the book “Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World” by Gary Vaynerchuk1002029_10151895114248227_228094411_n-1

For me, I got 3 things out of this book:

  1. I got a simple introduction into the major social media platforms all in one place
  2. I got a simple explanation of how they all work and, more importantly, how they are different from each other
  3. I got dozens of examples of best practice and many examples of poor usage

    • To be honest, I found this part a bit confusing at times – it was hard to tell the difference between examples Gary liked and those he didn’t!

Continue reading “Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World by Gary Vaynerchuk”

The Power of Less: The 6 Essential Productivity Principles That Will Change Your Life by Leo Babauta

power-of-less-e1394503989145I’m no stranger to productivity books, this is about the 7th one I’ve read over the last 5 years.

It’s amazing how the little tips and changes you pick-up from books like this one, become so important and valuable, but just slip away over time, one by one.

So this was a fantastic refresher.

Here, I’ve recorded the parts of the book that were particularly useful to me.

I encourage you to read the book yourself in your entirety because you are bound to find different sections more relevant to you.

My notes on The Power of Less: The 6 Essential Productivity Principles That Will Change Your Life by Leo Babauta Continue reading “The Power of Less: The 6 Essential Productivity Principles That Will Change Your Life by Leo Babauta”

Time To Threaten Debt Collection or Court Action?

Does this sound familiar?

  • You’ve been demanding payment via email/phone/txt for months now and you’re sick of asking?
  • Is the money not important to you anymore, you just want to teach this scumbag a lesson?
  • On the odd occasion they do respond to your messages they say “the money is on the way” but it never arrives?
  • You have been thinking about threatening debt collection and maybe even court action?

squeaky-wheelYou’ve heard the saying “the squeaky wheel gets the grease”?

In this case, it means that being persistent and annoying gets attention and action.

But have you heard the saying “the angry wheel gets replaced”?

You must keep all your contact with the person who owes you money either neutral or friendly. You can whinge and moan about them all you like to your friends (if they can stand it), but don’t let any anger show through in your messages to your client.

Humans are very receptive to other peoples emotions.

  • The best way to cheer up a glum friend is to have fun with them and be happy around them
  • The best way to make a sitcom audience think the show is funny is to play canned laughter after every joke
  • The best way to ensure you never get paid is to let the person who owes you money just how angry you are.

It makes them angry, indignant, prideful and attacks their self-esteem.

It hurts.

And the way to hurt you back is to continue to withhold your money from you.

So keep your cool, and just ask for your money in a civil, friendly tone.

Being annoying and persistent is absolutely fine. Be that squeaky wheel. They will be motivated to get rid of an annoyance by paying you what you’re owed.

Being angry, will only hurt their feelings and make them angry. They’ll hurt you back by not paying.

“Should I Hire A Debt Collection Agency?”

old-lady-collection-agencyAre you wondering if you should hire a debt collection agency to collect an overdue payment on your behalf?

Don’t bother.

You may like to think they have magical abilities to reach into your x-clients bank account and withdraw funds, but not even the government has the power to do that.

Collection Agencies use the same techniques you can use yourself:

  • Emails
  • Phonecalls
  • Official looking letters
  • Persistence

So save yourself the fees (often 25% – 50% of what they will collect for you), and follow this simple process for getting overdue invoices paid.

Value-Based Fees: How to Charge, and Get, What You’re Worth by Alan Weiss

517VifzS24L._SX396_BO1,204,203,200_This book has changed the way I do business. It’s that good. I also know much more about value-based pricing and I am able to provide advice to friends/clients/acquaintences who still stuck in the work-for-an-hour-get-paid-for-an-hour trap.

Here, I’ve recorded the parts of the book that were particularly useful to me. I encourage you to read the book yourself in your entirety because you are bound to find different sections more relevant to you.

My notes on Value-Based Fees: How to Charge – and Get – What You’re Worth by Alan Weiss Continue reading “Value-Based Fees: How to Charge, and Get, What You’re Worth by Alan Weiss”

Remote: Office Not Required by Jason Fried, David Heinemeier Hansson

remote-officeFrom this book I’ve just pulled out sections that were of particular interest to me.

I don’t have a huge amount of notes because I worked from home for 3.5 years and in a co-working space for the last 14 months so I’m very much aware of the pros and cons of not working in a traditional office.

For the bigger picture on the office vs remote worker movement, I encourage you to read the book in it’s entirety.

My notes on Remote: Office Not Required by Jason Fried, David Heinemeier Hansson Continue reading “Remote: Office Not Required by Jason Fried, David Heinemeier Hansson”

Tauranga City: The First Truly Digital City of New Zealand?

  • What does digital mean to you?
  • What does a digital city look and feel like?
  • Do we want this for Tauranga? Why?
  • Is a digital city attractive to work, live and play in?
  • What is the councils role?
  • What is the citizens role?

These are some of the questions that a small group of passionate Taurangians discussed last week.

The Tauranga City Council council has gone through massive leadership change in the last few months:

  1. A vastly different elected council
  2. Completely different managers appointed to the council departments

There is a perception that councils are:

  • Slow to progress and evolve
  • Bureaurcratic, policy driven and paperwork generating
  • Where innovation and entrepreneurial thinking is discouraged

But after the discussion last week I now see the council differently.

(15 of us attended, about a third of us were TCC employees/managers from a variety of departments, and the remainder was made up of entrepreneurs/small business owners/employees.)

One major take-away for me was that I don’t see a bureaucratic, nameless, faceless blob anymore.

Instead, I see a large team of individuals that care deeply about Tauranga and it’s future. Many of whom are open to new ideas, have an “open door policy”, and want to see new projects and initiatives get off the ground.

So, can we just hold out our hands and make demands?

No.

That’s what a baby/child does who is totally dependent on others.

We are adults, we are citizens.

Either join team Tauranga, or pack up and go live elsewhere.

What is the Citizens Role In A Digital City?

  • We can bring new ideas to the table and they’ll get to the right people in council to look at
  • We can debate the use of council funds and it’s prioritisation of projects
  • We can start new events, new projects, new initiatives and ask the council for help by donating people for committees, or getting the word out, or by donating public space, or even by bending ancient rules

What Does A Digital Savvy City Look/Feel Like?

1. Where Dialogue is Many-to-Many

  • Where its easy to dialogue between council to citizen, citizen to citizen
  • Where council blogs have comments turned on instead of turned off for fear of unpleasant/difficult discussions
  • It doesn’t have to be top-down communication that adds admin overhead. Many citizens would be quick to defend against attacks from trolls

2. Where A Strong Brand Forces Ancient Connotations Out

  • We have these out-of-date associations that we need to shake off: “retirement village”, “fruit growers”, “$10 Tauranga”
  • A new, strong brand can drive these associations out, so that’s our opportunity
  • Should the brand development be outsourced to an agency or crowd-sourced from it’s citizens (or both?)

3. Where Technology Makes Meeting Face-to-Face Even Easier

  • Would it be attractive to Auckland based employers to have remote-workers living/working from Tauranga if we had frictionless booking of offices/meeting rooms?
  • Free, high speed wifi / mobile broadband seems an obvious starting point
  • Interesting meeting spaces such as “maker-spaces” with 3D printers, robotics, gene sequencing

What Are We Waiting For?

  • Hardware?
    • No. It’s cheap, or it’s high-powered and in your pocket
  • Software?
    • No. It’s free or cheap per month, and it’s everywhere you have an internet connection
  • People?
    • No. All we need are passionate people that are curious and inquisitive, that have a collaborative mindset, not a competitive one

So let’s get started.

What’s Next?

This is new territory for all of us, and this meeting was just the first step.

The next step is to meet again in the new year and bounce more ideas around.

None of us are happy with discussion that goes round and round in circles and fails to deliver action, so expect the next meeting to be about determining what actions councils and citizens need to take next to have the future we want.

To join the invitation list email pip.loader@tauranga.govt.nz or sheldon@marketingfirst.co.nz.

Our notes were captured on a whiteboard and collated into this 2 page document: Download it now (97Kb .pdf)

 

Marketing Ebooks: All 4 Of My Marketing Ebooks Are Now Free

The most important thing for every author is that their work will be read and appreciated.

Every sale, every download, every note of appreciation, is exciting and fulfilling.

At first I thought writing books was about making money too, but now I realise it isn’t.

It’s about spreading ideas, and having an opinion, and being useful to people.

That’s why my books are now free.

I’m not even going to ask for your email address before you can download them.

I just want the ideas in these books to be useful to you.

Sheldon Nesdale’s 4 Marketing eBooks (Now Free)

  1. “What 67 of the Best Business Books in the World Have to Teach You”
  2. “How Smart Marketing Can Turn Your One-Man-Band Business Into A Cash Machine”
  3. “How New Zealand’s Cafe’s, Restaurant’s & Bar’s Can Best Use The Internet To Attract New Customers And Encourage Existing Customers To Return”
  4. “How to Optimise Your New Zealand Website for Search Engines”

Chasing Unpaid Invoices? Don’t Make These 3 Mistakes

3-mistakesChasing unpaid invoices is a delicate business.

Do it the right way, and you get paid what you’re owed. Yay!

Do it the wrong way and you’ll ruin opportunities for future business. Boo!

Consequences Of Demanding Payment For Overdue Invoices The Wrong Way

  1. You might annoy customers enough that they switch to one of your competitors. That’s lost future income for you.
  2. A client that is a huge fan of yours right now may stop singing your praises if they were forgetful once and you racked them through the coals with your angry demands for payment.

3 Mistakes Not To Make When Chasing Unpaid Invoices

1. Never stamp your statements with an OVERDUE! stamp before you send them out.

2. Never assume they have received any of your reminders so far.

  • If you do assume they have seen your payment reminders you will get angry and your resentment will build up and up with every message you send.
  • Bad idea.
  • Consider the slate clear with every communication.
  • That way, your tone will be light and cheerful instead of dark and sinister

3. Never let 30 days or 60 days go by without you taking any action at all.

  • Train your clients on your expectations by acting fast when invoices are overdue only by a few days.
  • If you let it slide 30 or 60 days you are teaching them (and yourself) bad habits
  • As soon as you notice an overdue invoice, take action that instant

What Do You Think?

What other mistakes have you made in the past, or heard about, that you can share in the comments below?

Should You Threaten To Charge Interest On Overdue Invoices?

Who do you think you are? A bank?

Leave the interest charging game to the banks.

Charging interest on overdue invoices gives your clients 2 choices:

  1. Pay the invoice
  2. Not pay the invoice (and start accumulating interest which they are pretty sure they can weasel out of with a phone call I they can be bothered)

Why give them 2 choices when you really want them to only take option 1 to save you (and them) all the extra hassle?

Focus on your goal: To get paid.

Charging interest on overdue invoices is a distraction from that goal.

Automated Payment Reminders: Useful For Getting Late Invoices Paid?

Take a moment to picture your email inbox in your mind and imagine 10 or so unopened emails.

Now take a moment to consider the order in which you will open them.

Does the following order look about right?:

  1. Emails from people you know
  2. Emails from people you don’t know
  3. Emails from robots (email newsletters, automated emails)

The problem with automated payment reminders is that they are easy to identify as belonging in the 3rd category. And since it’s clear that there isn’t another person on the other end awaiting a response, they are also easy to ignore and/or trash.

friendly-robotTell-tale signs of an automated email:

  • The “from” field is not a persons name but a department or brand instead
  • The “via” field is routed through a 3rd party email provider
  • The language and tone of the body of the email is more formal than normal emails written by people
  • There is no email signature from a real person at the bottom of the email

To increase the chances of getting those late invoices paid, all you have to do is dump the automated reminders in favour of the personal touch.

 

Issue Invoices Sooner To Get Paid Sooner. Obvious?

Do you invoice at the end of the month?

Yes?

So you’re telling me that work you do on the 1st of the month gets invoiced on the 30th of the month and you ask for payment by the 20th of the following month?

That’s 50 days that money you are owed is in someone elses bank account.

And longer if that invoice is paid late of course.

It’s no wonder you have cash flow problems.

How about invoicing as you complete the work and have the invoice due within 7 days?

That would be 7 days before getting paid instead of 50.

Sound good?

Own An Overdue Stamp? Throw It Away Today You Silly Goose

overdue-stamp

If you own an overdue stamp then I have good news for you because today you are going to free up that drawer space or deskspace for something else.

By the end of this short article you are going to throw it in the trash because you won’t need it anymore.

First, imagine yourself as an accounts payable clerk sitting quietly at your desk with a pile of email or mail in front of you.

You open the first envelope/email and the document has a big red “OVERDUE” stamp that is shouting at you.

You feel like you were just slapped in the face with a wet fish.

Is that anyway to treat the person who is going to pay you?

It is a deep insult. It is shouting out “You are crap at your job! Paying invoices is easy but somehow you screwed it up! Wow, you really suck!”

That’s a great way to get your invoice shoved to the bottom of the pile because that’s their way of asserting their control over you after you insulted them. They don’t expect to hear from you for another 30 days anyway.

What you really want is for that invoice to be paid, right?

Using an overdue stamp will not help you achieve that goal.

So throw away your “OVERDUE” stamp now and find out how to get late invoices paid.

The 22 Immutable Laws of Marketing by Al Ries and Jack Trout

51b7BzdnqLL._SX330_BO1,204,203,200_This book is very old now: 1994, but much of the advice is still pretty good.

It’s a very easy read – each of the 22 chapters are only a couple of pages each. It’s not available on Kindle which is annoying but there are a few pdf versions floating around.

I found the notes of Chris Anuman which were better than mine so that’s what you’ll see below.

I also came across a very interesting series of articles arguing that these laws are overturned in the present day that’s worth a look at.

My notes (Chris Anuman’s notes actually) on The 22 Immutable Laws of Marketing by Al Ries and Jack Trout Continue reading “The 22 Immutable Laws of Marketing by Al Ries and Jack Trout”

Overdue Invoices? Simple Tips To Ensure Your Clients Pay On Time, Every Time. No More Overdue Invoices

  • Did you know that poor cashflow is the #1 killer of small businesses world-wide?
  • Do you have clients with overdue invoices right now?
  • Do you grit your teeth when you check your bank account on the 20th of the month and find the deposits you were expecting, missing?
  • Are your customers/clients slow to pay?
  • Are your invoices due on the 20th of the month but sometimes they don’t get paid until much later? Sometimes 60 days or 90 days?

Well you’re in luck, because today I’m going to tell you how I get the following results:

  • 89.6% of my clients pay on time (within 7 days)
  • 9.4% of my clients pay within 7 days past due
  • 1% don’t pay at all, but only because they go bankrupt (no fault of mine, I assure you)
  • I’ve never needed to use a collection agency

Here’s how you can get results like that:

Continue reading “Overdue Invoices? Simple Tips To Ensure Your Clients Pay On Time, Every Time. No More Overdue Invoices”

Abundance: The Future Is Better Than You Think by Peter H. Diamandis, Steven Kotler

This book was pretty darn amazing.51wCZoVxdSL._SX331_BO1,204,203,200_

I’m already a pretty optimistic guy but this book backed up that optimism with facts and reasoning. Fantastic stuff.

My favourite quote was “In today’s hyperlinked world, solving problems anywhere, solves problems everywhere.”

Let’s start with the table of contents because you might spot areas that interest you that you might like to know more about (I do encourage you to get this book, it’s only $15 on Kindle).

After that I’m just going to share my favourite parts of the book.

My notes on Abundance: The Future Is Better Than You Think by Peter H. Diamandis, Steven Kotler. Continue reading “Abundance: The Future Is Better Than You Think by Peter H. Diamandis, Steven Kotler”

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff

My notes on Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff.

Buy this book now from Amazon

Chapter 1: The Method

The process using the acronym STRONG:

  • Setting the frame
  • Telling the story
  • Revealing the intrigue
  • Offering the prize
  • Nailing the hookpoint
  • Getting a decision

Continue reading “Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff”

Advertising: “But What Advertising Methods Will Work For MY Business?”

You might have read my list of 62 ways to advertise, but are these 2 questions on your mind right now?:

  1. Am I wasting money on the advertising I’m doing now?
  2. Which advertising methods will work for my business?

The advice you get when you ask this question will change depending on the incentives of the person you are asking.

Have you noticed that?

If you ask a Yellow Pages Sales Rep for their opinion they’ll say “Yellow Pages advertising”.

If you ask a website designer they’ll say “a new website”.

Those are just opinions and they don’t matter. The only opinion that matters is your clients.

Continue reading “Advertising: “But What Advertising Methods Will Work For MY Business?””

Google Calendar: How To Duplicate An Appointment

I’ve been using Google Calendar for many years, but I only recently found this function, and now I couldn’t live without it.

How to duplicate an appointment in Google Calendar

  1. Go into the details of the appointment you want to copy
  2. Along the top buttons there is a dropdown labelled “More Actions”
  3. Choose “Duplicate Event” from this list

Here’s a screenshot:

duplicate

This function is especially handy when you need to repeat an appointment with a large number of invited guests.

Useful?

A surprise to you?

Let me know in the comments below.

Google Calendar: How To Silently Rip An Appointment From An Invited Guests Calendar

I’m a huge fan of Google Calendar.

I even switched my reluctant wife over to it rather than her diary book, and now she loves it too.

If you use Google Calendar and you use it to invite people to appointments and events, you need to occasionally cancel appointments, right?

Well, you’ll know that you get two options when you hit the delete button:

  1. Delete and Notify guests
  2. Delete but do not notify guests

And my question was, “if I do not notify guests, does the calendar appointment get sneakily removed from their calendar without them knowing?”.

And after an experiment today, I can confirm this is true.

Steps in the Google Calendar experiment:

  1. I invited a friend to an appointment next week
  2. He accepted the invitation which added the appointment to his calendar
  3. I deleted the appointment and selected “do not notify guests”
  4. He did not receive any messages at all, but when he checked that time slot, the appointment had magically disappeared!

I wouldn’t use this technique for one-off appointments because it’s good to give guests a heads-up, but this could be useful in a series of re-occurring appointments when you need to cherry pick certain ones to cancel well ahead of time.

Imagine you have a series of weekly appointments and you need to cancel appointment number 10. If you choose to notify them of the cancellation, they receive the cancellation email, and they assume it is the very next appointment that is being cancelled (i.e. appointment number 1), which causes a lot of confusion.

That’s happened to me several times, has that happened to you?

Well now we both know how to handle it. 🙂

Useful?

Interesting?

Let me know in the comments below.

My Transition From Employee To Home Based Business To Co-Working

This is a short video on how I made the transition from employee, to home based business, to leading a co-working space in central Tauranga, New Zealand.

Watch this video on Vimeo

Thanks to Jono from EmergeFilm for all his work on this story (we work together at Studio64 co-working space).

TEDx Auckland 2013: 17 Hours of Awesomeness

TEDxAuckland ran from 10am to 5.30pm on 3 Aug 2013: 7.5 hours of awesomeness.

the-edge-hero-438x242

But my day started at 6am because I drove up from Tauranga for it, and got back home at 11pm.

I’m still counting the 8.5 hours of waiting and driving because those were all awesome too. I was either talking to my car buddies Michelle Herrick and Lisa Martin-Payne about our businesses, family, lives, dreams and aspirations. Or,  chatting to new people we met during the day and catching up with friends.

I’ve been watching TED videos for a few years now (3-5 a week), but to have the speakers right in front of you, really engages your other senses and drives the content and their message into you.

This was not an accident. It’s my philosophy that 50% of the value of any event/seminar/conference/expo you go to is the content you are exposed to, and 50% the people you meet before, after, and during the breaks.

Also, having just run my own TEDxTauranga event in the same week, I made a point of spending some time with the TEDxTeAro (DK) and TEDxChCh (Kimberley) organisers comparing notes.

On to the TED talks.

I have broken the 17 speakers into 3 sections:

Continue reading “TEDx Auckland 2013: 17 Hours of Awesomeness”

Only Prospects In Pain Will Buy: 6 Questions To Ask To Uncover Your Prospects Pain

Did you know that only a prospect in pain will buy a solution from you?

It’s true.

The more pain they feel, the higher the price they will pay, and the more they crave your solution if you can show them that you understand their pain.

If you have a warehouse full of widgets to sell, or a professional service that is hard to change, then the following advice is not going to work for you.

You need a clean slate for the following to work.

So, have you just been made redundant? Or maybe you’re considering a career change?

Great!

Congratulations!

You have the blank slate you need. The world is full of opportunities and you have everything you need to take advantage.

The following 6 steps will show you how to build a software business for yourself, from scratch.

Continue reading “Only Prospects In Pain Will Buy: 6 Questions To Ask To Uncover Your Prospects Pain”

Your New Website Says “Under Construction” or “Coming Soon”? 3 Reasons That’s A Disaster

I love purchasing a new website address, don’t you?

(A website address is also known as a “domain name”, or a “url”)

I’ve purchased about 60 website addresses over the last few years. For clients, friends, and for myself.

I get the same rush of adrenaline every time I do it.

It’s so exciting because it’s much an amazing opportunity.

The opportunity is that you can write a message and expose that message to the whole world!

Wow!

Continue reading “Your New Website Says “Under Construction” or “Coming Soon”? 3 Reasons That’s A Disaster”

9 Companies, 90 Days, Worth $9 Million

Last week I went down to Wellington to the Lightning Labs demo day.

Lightning Labs is New Zealands first (and only) business accelerator.

For a bit of background, read my article about Lighting Labs that I wrote a couple of weeks ago.

90 days ago these 9 companies were worth zip, nada, nothing. And now they are worth about $1 Million dollars each.

How cool is that?

The 6 Elements That The Best Presentations Had In Common

  1. Each company was introduced by a passionate and experienced business person who had been a mentor
  2. The presentations were presented by passionate and energetic CEO’s
  3. The slides were simple, clear and did not distract, they kept the focus on the presenter
  4. First, they identified the problem/the pain and therefore, the opportunity
  5. Next, they presented their solution
  6. Last, they established credibility and made us sure they were the right team, with the right connections to make this happen

The 9 Companies From Lightning Labs

(In order of my favourite to least favourite)

1. Publons.com

“Publons is a platform for crowd-sourced peer-review of academic articles, where academics build reputation for their contributions.  It provides an alternative to the extremely slow, expensive, and closed status quo that hasn’t changed in 300 years.”

My Notes:

  • Amazing that they’ve taken on a system that has been in place for 300 years, broken it in half, and re-invented it for today
  • Nice they already have agreement for trials with a few major US based journal companies
  • Very promising. This was my favourite business idea of the day

2. eXpander.co.nz

“A cloud-based tracking and analytics platform that gives manufacturers a weapon to fight back against counterfeits, while connecting them to consumers and procuring valuable data in emerging markets.”

My Notes:

  • By 2015 there will be US$2 Trillion worth of counterfeit products on the streets. Wow.
  • The plan is to issue a unique QR code for every single individual product on every shelf in the world with for 10-15c each
  • Imagine a product being copied, and that duplicated QR code being scanned 10 times on the same day, the manufacturer would get GPS location of where these counterfeit goods are!
  • Certainly a huge global problem they are tackling here, and a interesting solution they are proposing

3. LearnKo.com

“LearnKo delivers online learning programs to English language organisations in Asia. We do this by harnessing the talent of Australasian tutors and delivering this via an online classroom to English language organisations.”

My Notes:

  • They really hammered the problem home by explaining that there are a billion people in Asian wanting to learn English and that the vast majority of english tutors have very poor english skills themselves!

4. WipVideos.com

“WIP is a beautifully simple video workflow platform that lets you watch, share and comment on your work-in-progress videos, so you get better feedback faster.”

My Notes:

  • They’ve already built the software and they already have clients!

5. KidsGoMobile.com

“KidsGoMobile are developing a software service to help parents teach their children to become responsible users of their first smartphone. This tool will notify parents if their child engages in potentially risky activity on their phone and gives them tips on how to resolve it.”

My Notes:

  • Interesting that a parent can’t hope to screen 1800 monthly text messages so it’s clear they need help
  • + I’m a bit shocked that it’s common for 8 year olds to get their first smart phone these days

6. questo.co.nz

“Questo is using game mechanics in real world activities to increase family engagement for organisations.”

My Notes:

  • For example, an Aquarium could use this service to create a treasure hunt for family’s who bring their ipads with them

7. promoki.com

“Promoki is a a social media gaming platform for photo and video contests.”

My Notes:

  • “The best advertising doesn’t feel like advertising”
  • It’s interesting that the act of asking and collecting responses is where the benefits to the brand are, not in the chosen winner, or the use of that winner in promotions, it’s those brand fans that are immersing themselves into the brand to create a piece of work

8. adeez.co

“Adeez provides a specialist mobile marketing solution which enables brands and marketing agencies to improve their ROI with mobile campaigns.”

My Notes:

  • It’s seems they are setting up themselves as a middleman between brands and advertising networks like Google Adwords… doesn’t that make them just another agency?

9. Teamisto.com

“Teamisto is changing the way sports clubs raise money by generating new streams of sponsorship revenue.”

My Notes:

  • … actually, I didn’t really understand this one

How to Create Start Up Companies Worth A Million Dollars Each In Just 90 Days

Did you meet Laura Rietel (and Nick Churchouse from Lightning Labs) on Thursday 2 May 2013?

If not, you missed a great night!

Laura shared her experience with Business Accelerators.

I loved her presentation style. No slides. Just a few notes, lots of stories, and lots of questions.

Casual and friendly, it felt less like a seminar and more like a chat with an wise friend.

If you didn’t already know, Business Accelerators like Lightning Labs in Wellington have 90 days to turn ideas worth zero into companies worth millions!

So if these accelerators take 90 days, what does everyone do for the other 275 days of the year?

Recover!

90 day business acceleration programmes are a very intense period for everybody:

  1. The participants who give up their lives, jobs, and family time for 90 days to be there
  2. The organisers who put in 12 hour, or 18 hour, or 20 hour days to ensure the teams have everything they need
  3. The mentors who pour in their expertise and knowledge (for free)
  4. The investors who pour in the money before day zero (when the companies are worth zero), on the hope that on day 90 they’ll be worth millions

It was interesting to hear how the top business accelerator in the world, TechStars, tried to cram 2 programmes into a single year and burnt out every stakeholder group involved.

If they can’t do it, no one can, so don’t even try.

Why Are Business Accelerators So Awesome?

  • Because you compress 2 years of business growth and learning into 90 days
  • Because a fast failure is a good thing
  • Pivots make you stronger (75% of teams pivot), but “spivots”, when you spin around and around make you dizzy
  • The value comes from the mentors advice and how you react to “mentor whiplash”, when you get conflicting advice. It’s up to you to extract what you can and make your decision
  • Mentors sometimes become investors, and sometimes the CEO!
  • The 5 most important factors: Team, Team, Team, Market, Idea
  • The best team have worked together for years
  • Teams are either 2 or 3 co-founders. Solo entrepreneurs don’t get in (unless they can find a co-founder before all the fun starts)
  • You can’t be the coder/tech and run the startup too. You can only wear one of those hats
  • You must be coachable. Don’t be precious. Don’t be defensive
  • It’s bloody hard work. You need support from your family
  • The hottest categories at the moment: Mobile, Cloud, Fashion, Education, Middleware

Who Pays? Who Gets Paid?

  • 50% funded by the Government for writing programmes, salaries for operations team, fixed costs and infrastructure
  • 50% funded by an Angel Investor Fund. In return the Angels get:
    • 6% stake in each accelerated company
    • Due diligence
    • The fast tracked, pressure cooker startup phase
  • Each participant gets $6000 to help them survive the 90 day period financially

Before You Create An Entrepreneurial Ecosystem In Your City…

  1. It must be led by entrepreneurs
  2. Take a long term view (20 years)
  3. Be inclusive. Embrace weirdness. Attract creativeness

Want to come to seminars like this?

You can subscribe to my email list and I’ll let you know about the next one: http://eepurl.com/pCoPX

Worried Someone Will Steal Your Awesome Idea? 7 Possible Reactions When You Share Your Idea

New ideas are exciting!

Sometimes great ideas wake you in the middle of the night (and at the time you are sure you’ll remember them so you don’t bother writing them down… oops).

Sometimes great ideas happen to you when you are alone (like in the shower, or in the car), and it’s so annoying that there isn’t someone right there you can tell it to.

Your new idea might be an invention, a solution to a problem, a decision, or an idea for a new business.

Do you ever find yourself hesitating before you share the idea with someone, because you are worried that they will steal it?

Well, let’s check how often that actually happens.

7 Possible Reactions When You Share Your Awesome Idea

  1. 43% of people you tell will be bored or just don’t care
    • Don’t be offended, they still love you, just not this idea
  2. 24% of people will see something you don’t see in the idea, and provide you with another idea to help you shape your one
    • This is the best possible reaction because now you’ve got something better than your initial idea
  3. 12% of people will point out that your idea is not new and where to find it already in existence
    • This is a great outcome, because you can either decide what your point of difference will be or put it aside and dream up a new idea
  4. 9% of people will spread your idea to more people
    • This is also a great outcome because you’ll benefit from this list of possible responses being repeated
  5. 7% of people will tell you why your idea sucks
    • That’s ok, because it’s good to get a reality check. You can ignore their criticism and plow on, or dump the idea and move on
  6. 5% of people will be inspired and offer their help to get you started
    • That’s a great result because 2 heads are better than 1
  7. 0% of people will steal it and set up in competition to you
    • Yes, that’s right, zero. The worry that someone will steal your idea is an illusion. And even if they do steal it, that’s the biggest compliment in the world

So, what do you think about this?

Have your say in the comments below.

(As always, these statistics are made up for dramatic purposes 🙂

Startup Communities – Building An Entrepreneurial Ecosystem In Your City by Brad Feld

My notes on “Startup Communities – Building An Entrepreneurial Ecosystem In Your City” by Brad Feld15822571

Give Before You Get

  • Boulder is an incredibly inclusive community. Although there is some competition between companies, especially over talent, the community is defined by a strong sense of collaboration and philosophy of “giving before you get.”
  • If you contribute, you are rewarded, often in unexpected ways.
  • At the same time especially since it’s a small community it’s particularly intolerant of bad actors. If you aren’t sincere, constructive, and collaborative, the community behaves accordingly


Continue reading “Startup Communities – Building An Entrepreneurial Ecosystem In Your City by Brad Feld”

9 Questions To Get You Started When You’ve Got An Idea For A StartUp Business

Heard of “a business plan”?

It’s how you plan your business, right?

Well, the bad news is that “business plans never survive first contact with customers” – Steve Blank.

This means that you can plan all you like, but real customers with real money in their pockets will buy what they want to, not what you’re selling.

So you are going to create a “business model” instead.

A business model has some elements of a “business plan” and some elements of a “marketing plan” but it’s better because it starts with your customers. And their opinion is the only opinion that matters really.

Continue reading “9 Questions To Get You Started When You’ve Got An Idea For A StartUp Business”

“Tauranga University Enrolls First 99 Students, 4 Years Ahead Of Schedule” – Proposed Headline for BOP Times, Fri 26 July 2013

Dear universe, I would like the following headline appear in the Bay of Plenty Times on Fri 26 July 2013: “Tauranga University Enrolls First 99 Students, 4 Years Ahead Of Schedule”.

Impossible?

No.

Not impossible.

I’m going to tell you how.

tga-uni-campus
Artists impression of future campus. Source: BOP Times article

You can probably think of at least 5 reasons why a university here would be great for Tauranga?

5 Reasons Why A University Would Be Great For Tauranga

  1. It would keep school leavers around instead of sending them off to Hamilton, Auckland, Dunedin, Wellington or overseas
  2. Once the students finish uni, they’d be looking for jobs, or even better, creating their own jobs here
  3. Having smart young people around is good for the city
  4. University research can be turned into business opportunities and startups
  5. Uni students are cheap (or free) labour for startups. Lot’s of startups are good for a city (confession: this is my secret agenda)

Lot’s of people and groups complain about the lack of a university in the media, and there is lots of blaming going on for who’s fault it is for not getting started already.

It’s easy to forget the 3 biggest reasons that it hasn’t been built yet:

3 Reasons Why Tauranga Still Doesn’t Have A University

  1. Universities are really really expensive to build (something like $200 Million for the first building)
  2. Universities take a really really long time to build (something like 4 years). They are huge. They need lots of buildings and lots of land. Actually, you never stop adding on to them
  3. There is no university vacuum, because the Bay of Plenty Polytech & Waikato University partnership works quite well there isn’t a hurry to fix this problem

Did you know there has been just ONE new university in New Zealand built since 1965?

5 out of 8 were built between 1869 – 1897. That’s 140 to 116 years ago.

List of NZ University’s And When They Were Built

 
Year Established University Location Full Time Students
1869 University of Otago Dunedin 19,179
1873 University of Canterbury Christchurch 15,624
1878 Lincoln University Lincoln 2,668
1883 University of Auckland CBD, Auckland 31,688
1897 Victoria University of Wellington Wellington 17,785
1927 Massey University Palmerston North 19,424
1964 University of Waikato Hamilton 10,606
2000 Auckland University of Technology CBD, Auckland 17,821

3 Options Left

There are just 3 options to choose from:

  1. Ask each and every man, woman and child in Tauranga to contribute $2,000 each so we can build a couple of university buildings
  2. Just forget about it. Write off the idea as too hard. Quitting is a valid decision. Don’t be embarrassed.
    • So let’s just work with what we have. My question for the Bay of Plenty Tertiary Education Partnership is this “What do you need?”
  3. Put a virtual university together

What is a Virtual University?

Is it true that, today, if you choose a subject to master, that within 3 months from now, you could be the most knowledgeable person in your city (or country, or in the world) on that subject, and that all you need is internet access?

I think it is true.

Have a look at Khan Academy for example.

Via Khan Academy you can learn about Math, Science, Economics, Computer Science and Humanities for free via a database of over 4000 videos.

In fact, there are schools without text books or teachers who just use these videos to teach children (and adults).

You don’t even need a classroom actually. Just a computer in a hole in a wall will do.

Watch this TED Talk by Sugata Mitra who shows how he enabled illiterate children in a remote village teach themselves Biology and English in 3 months with a single computer in a wall.

So the ice has been broken.

Do we really need huge buildings and desks and chairs and schedules and lecturers and tutors and fees and loans to pay for it all?

Sometimes we do.

But sometimes we don’t.

Imagine if we had both!

Imagine if people could choose!

In fact, we don’t have to imagine, because those are our choices already.

But sitting at home watching video after video is lonely.

Wouldn’t it be great if all the people in your area who were about to watch that video or learn that topic could come together and watch it together, and explain it to teach each other, and argue about it together?

Do you think you’d learn the content better if you could do that?

All we need is a courtyard in the middle of town that can hold about 100 people.

Tauranga’s got one. It’s called Red Square. (Which we could rename “TED Square” after TED.com).

Turn up there at lunchtime with your lunch and with your smart phone or tablet or laptop.

(Free high-speed WiFi would be handy too but 3G data is getting cheaper, so that will do for now.)

Choose a Khan video or TED video or any other YouTube video you want to watch and tweet your intention using the hashtag #RedSquareVideo and start a 2 minute countdown.

People can subscribe to be notified when that hashtag is used and they would have 2 minutes to come and join you.

They can load the video themselves (or cosy up next to you to watch it), and when it’s done you can have a chat about it so that knowledge really sinks in.

Or, if they want to watch another video, that can do so and others could join them.

The first day for this is 12noon Thursday 18 April 2013.

Join me in Red Square (1 Spring St, Tauranga)?

Imagine if 5 people turned up every day to do this.

And then 10.

And then 50.

And then 99.

That’s the goal: For 99 people to turn up on the 99th day after the start on 18 April 2013.

And this will be the headline on the Bay of Plenty Times website on Fri 26 July 2013 (99 days later): “Tauranga University Enrolls First 99 Students, 4 Years Ahead Of Schedule”.

Will you be one of them?

The Future of “Work”: Are You A Cog In a Machine Or A Nanobot In A Swarm?

I had the honour of spending 60 seconds with John Key this morning.

john-key-and-me
MP Simon Bridges, PM John Key, Sheldon Nesdale

I was 1 of 10 young professionals invited to tell him about what we’re up to here in Tauranga, the city I love.

Here’s my 60 second speech:

Hi, I’m Sheldon Nesdale and I’m helping to build a eco-system of entrepreneurship and innovation here in Tauranga. One of 6 ways I’m doing that is by organising an event that people can go to and learn about entrepreneurship and innovation in a hands on way. It’s called Tauranga StartUp Weekend and it’s happening July 5,6,7 this year. It’s like a cake. You throw in ingredients like mentors, prizes, judges, strangers, structure, and chaos, and you eat whatever you cook.

This guy runs a whole country so his perspective is mostly a macro sized one. (Although he has this talent of zooming down to the individual level too).

This means he sees the big picture, the big system and the big moving parts.

When he was talking about Fonterra and exports, 2 pictures formed in my head that I want to tell you about.

The first picture was one of a giant machine which needed cogs to work.

cogs-in-a-machine
Do you feel like a cog in a machine sometimes?

What are the cogs in this machine? People.

You and me.

You might be a big cog or you might be a small cog, but the machine wants to be able to replace you easily or work without you if it needs too.

For example your job might be to sit in a cubicle and answer phones. The machine wants you to stay there.

But even if you leave, it’ll very quickly fill that spot with someone else.

The second picture was one of a nanobot swarm.

nanobot-swarm
Do you want the freedom to swarm to problems you are passionate about solving?

What’s a nanobot?

It’s a tiny machine. So tiny a million of them can fit on the head of a pin.

This time the people are individual nanobots.

They are separate. They are autonomous. They make their own decisions. But the supercool thing is that they can swarm to problems that need solving.

For example, poverty needs solving.  The people/nanobots that care about poverty will swarm to that problem and solve it together.

That’s the future of work I think.

So, are you a cog or a nanobot?

And if you want to change, when are you going to start?

Testimonials: Tips About How You Can Get Powerful Testimonials For Your Website

Firstly, Sean D’Souza in his book “The Brain Audit”, has this to say about Testimonials:

Why We Are All Sceptical About Testimonials

  • Testimonials are like resumes; they’re not entirely believable.  Which is why most customers tend to view testimonials sceptically. Even if we don’t say it out loud, we view testimonials as one-sided.
  • It’s the seeming lack of reality in a testimonial that makes us doubt its genuineness.  So the way to pump back the reality is to give a testimonial a before/after effect. And voilà, we get the ‘reverse testimonial’.
  • The ‘reverse testimonial’ is nothing but a testimonial that brings to the fore how the customer was feeling before they made the purchase.  The doubts; the slight discomfort; the pain; the frustration. These all run through a customer’s mind right before they buy a product/service. These doubts need to be brought up front, because they bring a massive dose of reality to the testimonial.
  • To get this factor of reality, we need to ‘construct’ our testimonials, instead of just ‘getting’ testimonials.  Construction doesn’t mean you’re faking a testimonial. Construction means you’re using parameters to build a structurally sound testimonial.

The 6 Questions You Need To Ask To Get A Powerful Testimonial

  1. What was the obstacle that would have prevented you from buying this service?
  2. What did you find as a result of buying this service?
  3. What specific part did you like most about this service?
  4. What would be three other benefits about this service?
  5. Would you recommend our service? If so, why?
  6. Is there anything you’d like to add?

Why Are Testimonials So Important? Because They Remove Objections

It’s not just a matter of asking the questions to construct a testimonial.  Testimonials play an important role in removing objections. Therefore the objections must be listed. And it’s important to then get testimonials that defuse the core 98% of objections that stop your customer from buying your product/service.

This of course, doesn’t mean that you don’t accept a testimonial that’s given by a customer. Hey, a testimonial is a gift. And sometimes you get the most incredibly powerful testimonials from customers. Sure they may not have the awesome structure you’re hoping for, but these testimonials still work. So don’t go about being uppity and rejecting testimonials that don’t fit the structure of the ‘reverse testimonial’.

Testimonials tell stories. Stories rich in colour and detail. Stories that you could not have dreamed up in a squillion years. And yet, these stories are totally believable, because they come from the customer. And more importantly, because they have a solid dose of reality at their very core.

3 More Things You Need To Know About Testimonials

In addition to this I have found the following to work very well:

  1. Full name and the city they are from
  2. A small head and shoulders photo (no glamour shots, no model shots, just real NZ people). A good size is 75px x 75px
  3. A huge list. The longer the better. Eg I have over 100 on http://www.management.org.nz/student-testimonials/. When the list of happy customers is that long what else do you need to know before you’ll buy?

Every client I’ve ever worked with knows that they need testimonials on their website, but many of them haven’t gotten round to it yet.

The most common reason is that it seems like it’s a big job (that and maybe they’re a little shy).

They picture asking their customers for an A4 letter printed on letterhead. No, no, no.

3 Different Ways To Ask For A Testimonial

You have 3 options:

  1. Ask customers via a short email like this:
    • Hi first_name, I have a favour to ask. If you found my product/service useful, could you write a short testimonial for my website? Just a few sentences would be fine. I’ll put it here: link_to_your_testimonials_page. Include your full name and city and your website address so I can link back to your website. Thanks first_name, I’d really appreciate it.”
  2. Create a feedback form and send it out via email to customers they day after they have visited you which says “May we have a testimonial from you that we could display on our website and other marketing material? If you get stuck, you could use these 6 questions to help you write it…” and copy in the 6 questions above
  3. Call them up and ask them questions like the 6 above and scribble down notes. At the end of the 5 minute conversation tell them “I’ve been writing notes while we’ve been talking, can I turn them into a short testimonial and email it for you to check and approve before I put it on my website?”

What’s Next?

What do you have to do to get 3 new testimonials on to your website in the next 24 hours?

Well, stop reading and go and do it!

A Collection of 7 Bob Clarkson Thoughts

Bob Clarkson (72 years old) invited me into his home on the weekend.

For 90 minutes he told me his story.

I can summarise it in 3 words: He loves building.

We talked about many of his building projects. Past (those still standing today), Present (what he’s working on right now), and Future (those that he’s been prevented from starting).

I’ve been told that “you either love him or hate him”. Well, put me in the love-him category then. For the simple reason that he get’s things done. I respect an action man.

Sure, there’s a time for talk, but when the talking’s done, start building. Life is short.

Tauranga needs people like that.

How did I end up at his house?

I’m planning an event called TEDx Tauranga 2013 and I wanted to talk to him about being one of my guest speakers. I Googled his contact details and couldn’t find them anywhere. So via Facebook I asked my network to help. One of my friends pointed out that a quick search for “Bob Clarkson” in the online WhitePages does the job. I found his home number there and talked to him one evening last week.

During that phonecall he invited me to his house to pick up a DVD, a compilation of news footage for the building of Bay Park Speedway 2000/2001.

(Which I have since put on YouTube with his permission).

So what can I tell you about Bob?

Here are 3 quick facts about Bob Clarkson to start with.

3 Quick Facts About Bob Clarkson You Might Not Know:

  1. He doesn’t have an email address (but he tells me his P.A. does, but he doesn’t know what it is)
  2. He drew the plans for the roof for BayPark stadium himself with a pencil and ruler
  3. He wears pants part-time on hot weekends (don’t we all!) – The first thing he said when he opened the door for me was “Sorry I took so long to get to the door, I had to go and put some pants on.  It’s hot today!”.

You might already know about his industrial land projects:

  • BayPark Speedway 2000/2001
  • McDonald St + Aviation Ave (Mount Maunganui) industrial area
  • Melame St, Greerton industrial area

But you may not know about projects he’s planned that haven’t gone ahead yet.

Bob Clarkson Projects That Haven’t Gone Ahead

#1: 1000 Affordable homes in Tauriko West

  • Premise: “Why make it so hard for first time home buyers to afford their own home?”
  • Solution: He owns Tauriko West, and plans to build 1000 affordable homes (+1000 fancy homes) there but can’t go ahead because it’s outside city limits (he’s working hard to change this)

#2: Full day tourist excursion up the Wairoa river

  • Premise: “Why drop off 2000 cruise ship passengers straight into shuttles that drive to Rotorua?”
  • Solution: Create a Maori based cultural Tourist Attraction which involves a paddle up the Wairoa river in Waka, lunch at a new facility on a historic site, and a Waka trip back down the river

#3: Cycling track along the Wairoa river

  • Premise: “Need to build a network of cycle ways? Why not along the Wairoa river?”
  • Solution: He offered to donate the land and build his section of the track at no cost

And you might not have heard his ideas on the following topics.

A Collection of 7 Bob Clarkson Thoughts

#1: Bob Clarkson on the Route K toll road:

“Instead of installing several round-abouts along Cameron Road to slow down traffic and increase demand for the Route K toll out of frustration with congestion, just remove the toll!”

#2: Bob Clarkson on the high-rises at Mount Maunganui

“Instead of concentrating the high-rises all in the corner where the newest buildings create shadows for the older ones, allow high-rises right along the coast to Papamoa strictly at 300m intervals”

#3: Bob Clarkson on consultants fees

“I hate it when tax-payers money is wasted. There is always a way to build it 1.5 times the size for less. It’s consultants fees that you’ve got to watch the most carefully. Their input is important, but you’ve got to control them rather than the other way around”

“Don’t let consultants take control. If they warn you about something with a remote possibility that will cost millions to mitigate, be brave enough to accept that small risk, ignore the advice and move on with the plan”

#4: Bob Clarkson on the secret of life

“The secret to life is asking questions. Beauracrats hate it when people ask questions because they’re scared of exposing how little they know”

#5: Bob Clarkson on decision making

“If I’m going to do something I ask 50 people questions about it. I decide if what they say is helpful or unhelpful. Then I make the decision”

#6: Bob Clarkson on investing your heart and sole into a project

“When you invest in a building project with your heart (not just your wallet), when you get attacked it’s easy to get a broken heart. Those attacks really hurt”

#7: Bob Clarkson on industry

“We need more industrial buildings to give young people jobs and keep them off the streets – then you wouldn’t need to build a new police station”

All-in-all I think he’s awesome.

He tells me that people hassle him that his building projects benefit the community and make money for him.

Well you work for a living (either for an employer or for yourself), and you draw down money (in salary/wages or drawings) to compensate you for your time, right? This is exactly the same but just at a much larger scale.

What’s Next?

At this stage Bob won’t be able to speak at TEDx Tauranga because of health issues.

My vision for TEDx Tauranga is to inspire people to stand up and get out of their comfort zones and make their own dent in the universe.

So at least he inspired one person this weekend (me), and perhaps by reading this article you are inspired too?

So what are you going to build?

Tell me in the comments below.

Disclaimer

I’m no court reporter. I wrote my notes by hand, and today I’m here interpreting those notes. When I quote Bob Clarkson I’m actually just telling you my interpretation of what I think he said. You’ll have to give him a call if you want to clarify anything.

 

What To Say When You Are Asked “What’s Your Hourly Rate?”

Do you get asked the question “What’s Your Hourly Rate?” by potential clients?

How do you respond?

Do you just throw in one of these number into your response?:

  • $10/hour
  • $20/hour
  • $50/hour
  • $100/hour
  • $200/hour
  • $500/hour

Potential clients often respond in one of these ways:

  1. “That’s too cheap!”
  2. “ooo, that’s too expensive and way out of my budget!”
  3. “ok, sign me up!”

If they say “that’s too cheap!” that’s a disaster because:

  • You’ve set off an alarm in the prospects head. You’ve signalled to them that your quality is low, or you don’t have enough experience, or enough training. If you did have those things you would have said the rate they wanted to hear

If they say “ooo, that’s too expensive and way out of my budget!” that’s a disaster because:

  • You’ve scored a black cross on their list of criteria and if you try and justify it now by jumping in and defending yourself with a list of your previous clients, experience, training you’ve had, years on the job, results you’ve got, whatever, it’s too late, you are on the back foot.

Even if they say “ok, sign me up!” that’s a disaster too because:

  • You could have doubled it and they might have said yes! You’ve just cut yourself off from a huge pay day. Gutted.

So what can you do?

First, watch this 37 second video of how I answer the question “what’s your hourly rate?”, and then keep reading below:

My point is, there is no way to answer the question with the right number.

So don’t do it.

Never say your hourly rate.

Instead, quote for a result or a package.

Here’s how to respond to the question “What’s your hourly rate?” in 4 steps:

  1. Dodge the question completely and say:
    • “I want to check I understand what you need first…”
  2. Then read back to them a summary of their problem/goals and check you’ve got it right:
    • “As I understand it, you want to… [their-problem/goals]”. Is that right?”
  3. Did they say “yes” or “no”?
    • If they say “yes”, move to the step 4
    • If they say “no” then ask them to clarify and read back a new summary
  4. Then you say “I can help you achieve [their-goal]. My price is [your-package-price]”

It’s best to deliver step 4 via email when you’ve had some time to digest the project and crunch some numbers. So you could say:

4. “I can help you achieve [their-goal]. Can I have your email address so I can crunch some numbers and get back to you?”

If they push and push for your hourly rate you can respond with:

  • “I don’t have an hourly rate. I work on a results basis. Tell me what you need to achieve and I’ll tell you what it’ll take”

What do you think?

Agree? Disagree? Say so in the comments below.

Should I Renew My Yellow Pages Listing For My Small Business?

Is that a questions you are struggling with right now?

Have you been advertising in the Yellow Pages hardcopy and/or online for years but now you’re thinking of cancelling?

Do you suspect you are wasting your money, but you are shit-scared that your business will completely dry up if you stop paying them thousands of dollars every year?

Snap out of it sucker.

The free one-liner with your phone number is all you need.

(Except if you’re a plumber. If you’re a plumber then buy a huge expensive ad because when older people have a plumbing emergency they panic, dig out a 3 year old copy of the Yellow Pages out of a drawer, and call number after number to find someone that can come right now.)

How To Find Out For Sure If Your Yellow Pages Advertising Is Not Working

Measure it.

  1. Ask every new customer how they heard about you
  2. Add up all the mentions of “Yellow Pages” in a year (or in a month and then multiply by 12)
  3. Divide that number by 4 (I’m assuming your conversion rate is 25%)
  4. Multiply that number by your average revenue per customer over a year
  5. Divide that number by 4 (I’m assuming your Net Profit is 25%)
  6. That’s how much Yellow Pages is worth to you to break even. Don’t spend a cent more than that. If the customer buys from you again next year, that’s your gravy to keep.

Eg For XYZ & Co:

  • 12 mentions per year
  • 12 / 4 (a conversion rate of 25%) = 3
  • $100 revenue x 3 = $300
  • $300 / 4 = $75 ad to break even in the first year

Eg for ABC & Co:

  • 120 mentions per year
  • 120 / 4 (a conversion rate of 25%) = 30
  • $1,000 revenue x 30 = $30,000
  • $30,000 / 4 = $7,500 ad to break even in the first year

So, if you’re not a plumber:

5 Reasons Why You Should Quit Advertising In The Yellow Pages (hardcopy)

  1. Just because you’ve been doing it for 10 years doesn’t mean that you should keep the momentum up. That momentum is in the wrong direction!
  2. Just because your competitors are doing it is not proof it works, it only means they are suckers too!
  3. Because 12 month contracts suck so bad. They put a huge amount of high pressure sales tactics into getting you to sign up because they know that you won’t bother measuring the effectiveness of the ads over the coming months because you fear that if you did, you will actually find out you wasted your money and you’ll feel like a fool, so you don’t bother, because you want to save yourself the embarrassment. No one likes to realise they made a huge financial mistake. And you can’t cancel anyway because it’s in print. And you don’t have to worry about it until next year anyway, so you forget about it.
  4. Because the amazing discounts that the sales reps offer you at the last minute when you just told them you want to cancel aren’t actually amazing, they are just a clever sales pitch. A 70% discount on advertising that doesn’t work isn’t going to make it work!
  5. Because you shouldn’t support an industry that prints millions of books with thousands of pages and dumps them on the doorsteps of millions of New Zealanders every year that didn’t ask for the books in the first place. It’s junk mail on an enormous ecologically-damaging scale

What about online Yellow Pages?

Why You Should Not Advertise In Online Yellow Pages

Because it’s a rip-off.

And it’s so easy to test and measure for yourself:

  1. Open up your webstats for the month and find any click throughs to your website from Yellow
  2. Divide that number by 10 (I’m assuming your visit to enquiry rate is 10%)
  3. Divide that number by 4 (I’m assuming your enquiry to sale conversion rate is 25%)
  4. Multiply that number by your average revenue per customer over a year
  5. Divide that number by 4 (I’m assuming your Net Profit is 25%)

Eg For XYZ & Co:

  • Cost: $60/month
  • 10 clicks per month
  • 10 / 10 (a visit to enquiry rate of 10%) = 1
  • 1 / 4 (a conversion rate of 25%) = 0.25
  • $100 revenue x 0.25 = $25
  • $25 / 4 = $6.25 is what the advertising is worth to you a month just to break even but you’re spending $60…

Eg for ABC & Co:

  • Cost: $80/month
  • 50 clicks per month
  • 50 / 10 (a visit to enquiry rate of 10%) = 5
  • 5 / 4 (a conversion rate of 25%) = 1.25
  • $1000 revenue x 1.25 = $1250
  • $1250 / 4 = $312.50 is what the ad is worth to you to break even and you’re spending $80… hooray! That is actually worth it in this example

You probably don’t need another reason, but I will share one theory with you.

I think that people are suspicious of ads or “promoted listings” on the Yellow Pages website.

They think to themselves “don’t get up in my face, I will decide who is best to serve me. My list of decision criteria does not include the item ‘whoever pays the most to be up in my face’ “.

There isn’t that level of distrust with a Google search because the ads are actually helpful. They are relevant. They are in context.

And just like Google Adwords, a fairer way for Yellow to offer you online ads would be to offer you the Cost-Per-Click model too. You could set your bid price and an algorithim could calculate who’s ad will show.

But you won’t see such an offer for Yellow because it makes it too easy for you to quit. You could run it for 1 day, or 1 week and spend $20 and you’d have enough information to decide to quit or not.

Yellow doesn’t like that. Yellow likes to lock you in for 12 months and works really hard at making sure you don’t measure effectiveness.

What do you think?

Have you recently quit and now feel good/bad about that decision?

Are you struggling with the decision right now?

Have your say in the comments below.

Is Your Blog Stale? How Not Updating Your Blog Can Damage Your Business

“When I look at your blog I can almost see the tumbleweed rolling through…”

Are visitors to your website thinking that?

If you have a blog section on your website, at some point you thought it was a good idea to get one.

You might call it your “news section” or your “article section”, they are all the same thing.

You were probably told one, or all, of these reasons.

3 Reasons Why Writing New Articles For Your Blog Is Good For Your Business

Continue reading “Is Your Blog Stale? How Not Updating Your Blog Can Damage Your Business”

Job Hunting? Clever, But Simple Marketing Advice For Job Hunters

Looking for a new job?

Does your job hunting plan look like this?

  1. job-applicationsTrawl through job ads on Seek, TradeMe Jobs and a couple of other sites
  2. Find jobs that look interesting and throw your CV at them
  3. Wait
  4. And wait some more
  5. And apply for some more (on the assumption that it takes 100 applications to get an interview)
  6. And wait some more

Does it feel like an enormous waste of time?

That’s because it is!

Try this 5 step approach instead.

5 Steps To You Finding The Job Of Your Dreams

1. Who do you want to work for?

Write a list of the top 3 places you want to work for.

Ignore the fact that they are not hiring right now. That doesn’t matter. Just do it.

Dream big.

Life’s too short to rely on job ads to tell you where you can work.

If you don’t know the company’s very well yet, research them thoroughly through their websites.

You might realise they’re not as awesome as you hoped. Fine, choose another for your top 3 list.

You might find a particular department which you think will feel like home, and you are confident you can make a real difference there and learn lots too. Great! This will give you the passion and energy to do what it takes to end up there.

2. Who’s the boss?

Your mission is to get a 45min meeting with the boss.

Your first reaction might be to contact the HR manager. Wrong! The HR manager can’t help you. They have an ancient recruitment process to follow. They are trained to say no to you.

Bypass them completely.

That’s why you’re going to talk to the boss.

You’ll need to get some background info so, using Google News searches, LinkedIn, his organisations website, and a search on the companies office, find out as much as you can about the boss.

3. How do you get a meeting with the boss?

There are 2 major barriers in your way to achieving this goal:

  1. Gate keepers blocking your access to the boss
  2. The bosses busy schedule

You are going to leap over these barriers.

Here’s how.

First, the receptionist is the gate keeper. They take their role seriously. They are trained to not forward calls that will waste their bosses time. If they sniff out that you are job hunting they will just stop you cold with “we’re not hiring right now” if they get the chance.

Here’s how to get past all that.

Call the receptionist and ask for the boss by their first name, say “Hello there receptionist_name,  is Bob in this morning?”.

When the receptionist asks “who’s calling?” say only your first name. This creates the impression you are on a first name basis.

If you get asked “may I ask what this call is regarding?”, reply with “I’m just starting out in this industry and need career advice and I think Bob can help”.

Get through to their voicemail?

Leave a message like this: “Hi Bob, my name is John Doe, I need some advice on my career and I’m hoping you can help, I’ll call you back later”. Do not leave your phone number. Ever.

Get through to them?

Say this: “Hi Bob, I need some advice on my career and I’m hoping you can help. Can I buy you lunch on Thursday at name_of_the_best_cafe_nearby?”

This works for 4 reasons:

  1. You’re not asking for a job (very hard to give)
  2. You are asking for their advice (easy to give, and they are flattered to be asked, they want to “give back” to the next generation and this is their chance)
  3. Everyone eats lunch so it’s hard to say no to you
  4. You are inviting them to a Cafe they know is good (because you have already asked the receptionist for the name of a cafe nearby that is a favourite for most of the staff)

If Thursday doesn’t work for them, keep suggesting other days until they say yes.

Be persistent.

4. What do you talk about during the lunch appointment?

Your objectives are as follows:

  1. To appear interested, attentive, thoughtful, knowledgeable, and appreciative of their time
  2. To get them to generate a few names of who you should talk too next

The pretence is getting career advice, so briefly tell them what you’ve done so far, where you want to get to in your career (eg a job like theirs) and then ask them how to climb that ladder.

They’ll love to tell you their story.

Probe deeper with more questions during the telling of this story.

Take notes throughout. It shows that you value what they have to say.

Do not launch into a monologue all about you. Everything out of your mouth must be a question.

Towards the end, say “Thank you so much for your time today, who do you think I should talk too next?”

Ask them who they know who might be hiring now (or soon), or might have more career advice, or have another career story to tell you.

Write those contact details down. Ask them for a mobile number.

Each time they give you a name, ask “anyone else?” again and again until they say “No. That’s about it.”

5. What do you do with the names they give you?

For each name they give you you can take a huge shortcut in this process.

Ring them up, ask for them by their first name and when you get through say this: “I was having lunch with Bob from ABC Corp earlier today and he suggested I give you a call. I need some advice on my career. May I buy you lunch on Wednesday…”

6. How do you follow up?

Write a note in your diary to send a email in 2 weeks time.

In that email tell them how the meetings went with the people they recommended you talk to.

Give them an update on what you’ve learnt since you had a meeting with them.

4 weeks after that, find something you disagree with in a news article they have been mentioned in in the last 6 months and send another email stating your reasons why you disagree with their point of view.

Don’t ask (or beg) for a job.

Let them come up with the idea of offering you one.

Why you are doing all this?

Instead of spending your time trawling through job vacancies, and filling in applications, you are choosing to meet the key people in the industry you want to work in.

You will impress them with your get-out-there attitude, your ambition and your drive.

They’ll like you because these are qualities they have themselves.

You’ll remind them of a younger version of themselves and they’ll feel compelled to help you however they can.

If you impress them, they have the power to offer you a job on the spot. They have the power to tell the HR manager “I need this person, I don’t care if there are no vacancies, make one, and make it happen”.

Let’s pretend there are 6 major players in your industry that you would seriously like to work for.

Imagine that you’ve worked through the process above and made efforts to meet every boss.

Let’s recap what you’ve got:

  1. All 6 bosses know your name
  2. You’ve had lunch time meetings with 2 or 3 of these bosses
  3. You have a rare insight into career progression in this industry

Do you think that provides you with an advantage if a vacancy does pop up in the next few weeks?

5 Co-Working Spaces in Auckland, The 6 Lessons I Learnt

Last week I visited all 5 of the co-working spaces in Auckland:

  1. Movers & Shakers, Auckland Central, Dion Bettjeman
  2. Loft503, Auckland Central, Matt Knight 
  3. Generator, Auckland Central, Ryan Wilson
  4. The Kitchen, Grey Lynn, Auckland, Murray Sheard
  5. Bizdojo, Auckland Central, Nick Shewring

I am honoured that every single one of the founders/owners made time for me and my questions. I loved hearing their stories.

6 Lessons I Learnt About Setting Up A Co-Working Space in New Zealand:

1. Set The Stage

  • Set the style
  • Set the theme
  • Set the scene
  • Set the culture
  • Set the values
  • and you will attract those that want to belong

2. Have Wow Factor

  • Have wow factor when people walk in the door
  • Eg 1 Movers And Shakers has a giant inflatable brain-shaped meeting room, all lit up with LED’s + the desks made with old pallets and ply wood + globes of light hang down at irregular heights
  • Eg 2 Loft503 has sleek modern high-end glossy black furniture
  • Eg 3 Generator has a bar in the lounge with a full time barman/barista
  • Eg 4 The Kitchen has a lunchroom kitchen where they all get around the dinning room table for lunch every day
  • Eg 5 The Bizdojo has set up a creative space (across the road, called a “co.space”) which has high-end business machines, a photography studio,  3D printing, and industrial sewing machines. Their attitude is “we have built it so come and use it and create something awesome”

3. Party Lots

  • I’m not talking about boozing, I’m talking about making a place for people to come and talk with each other
  • If you’re huge, host weekly get-togethers for the co-workers to ensure they mingle
  • At least every month host a get-together for the co-workers, their networks, and other connected people you know (and want to know) in your city
  • This is just about the only marketing you need. People experience the space and tell others about it, and these messages filter through the eco-system to potential co-workers

4. Hot-Deskers Are Not A Gold Mine

  • If you think providing desks for hot deskers is a gold mine, think again
  • Their commitment is low, the terms are short, your income from them is small, and worst of all, the disruption to permanent co-workers is high
  • To make money on them you have to oversell the space (just like gyms do), and hope they don’t all turn up on the same day (don’t worry, the chances are low)
  • The lesson for me is: Have 1 or 2 hot desks that people can use to trial the space for a few days or a week and then sell them on a permanent spot

5. You Are A Connector

  • As the founder, it’s your job to help your co-workers succeed. Do lots of one-on-one sessions. If they don’t succeed, it’s your fault
  • Help them discover what they need, and then help them get it
  • Help them out grow you
  • Connect them with who and what they need to connect with
  • Delegate and share jobs amongst the co-workers. This eases the burden on you and helps them give back to the community

6. Co-Working Is Living The Future, Today

  • Over a hundred years ago factories were invented. Thanks to the internet now you don’t have to work in a factory, you can work for yourself, in your bedroom, wearing your pj’s and work for clients that you choose
  • The problem is, even with all this awesome hardware (Smart Phones, Laptops, Tablets, PC’s – which are so cheap you can have all 4) and communication software (Email, cheap mobile calls, SMS, Facebook, Skype), you can be “connected” but lonely and isolated at the same time
  • That’s were co-working is awesome because it brings the face-to-face back into your life that so many of us crave. Here are 14 more reasons why co-working is awesome.
  • (If you are going to continue wearing pj’s to your co-working space, at least get ones with a very secure button at the front)

Photos of Auckland’s Co-Working Spaces:

IMG_4585
The inflatable brain (meeting room) in the centre of Movers & Shakers, Britomart

 

Crates and Desks at Movers and Shakers
Workspaces made from pallets and plywood at Movers and Shakers

 

The sleek modern high-end glossy black furniture at Loft503
The sleek modern high-end glossy black furniture at Loft503 (in this case, the kitchen)

 

IMG_4596
Sleek, shiny, classy furniture at Loft503 (in this case, the 90secondsTV corner)

 

The fulltime barista/bar tender at Generator
The fulltime barista/bar tender at Generator

 

IMG_4600
The “Plaque of Legends” at Generator. Who is the pie eating champion this month?

 

IMG_4617
The “maker-space” at Biz Dojo

 

How Many Co-working Spaces in Hamilton?

Good news for you if you can answer “YES!” to these 3 questions:

  1. Are you are freelancer in Hamilton?
  2. Do you work from a home office?
  3. Do you want to move into a co-working space in Hamilton city?

Up until now you would have had no option but to start your own space (which has all the complications of lease terms and becoming a landlord).

But now SODA Inc (Hamiltons business incubator), has just pushed 2 companies out of the nest (they have grown so fast and big, they had to go out into the big wide world and get their own office), which has made room for 7 freelancers to join the space.

You’ll get most of the perks of living in the middle of a business incubator in terms of connections and networking.

They have an ad on TradeMe right now: http://www.trademe.co.nz/property/commercial-property-for-lease/auction-550939857.htm

Thinking of starting your own co-working space in Hamilton anyway? Let me know and I’ll help you spread the word.

Will You Join the 2013 Marketing Bootcamp in Tauranga?

The 2013 Marketing Bootcamp is a series of 12 workshops (one per month) which will improve both you and your business.

Is the “2013 Marketing Bootcamp” for you?

  • YES! If you own a Tauranga-based Small Business and you are either a solo operator, a husband-and-wife team or have a business partner
  • YES! If last year went by in a blink of an eye and you want to be more proactive and in control of your business this year
  • YES! If you want to set new goals for your business and for yourself personally for 2013, and see them achieved
  • YES! If you are sick to death of wasting time and money on marketing and advertising that doesn’t work
  • YES! If you want to learn new-age sales and marketing techniques, tips and tricks to help your business thrive and can be implemented straight away
  • YES! If you think it would be valuable to work with a small group of marketing pro’s and other small business operators who you can bounce ideas around with and who can keep you accountable to the actions you will take toward your goals

If you answered “YES” to those questions then the 2012 Marketing Bootcamp IS for you. (If it’s not for you, can you think of someone who needs this sort of help? Yes? Well, get this content to them today.)

During this 12-month bootcamp you’ll learn how to:

  1. Define your point of difference and shout it from the rooftops
  2. Create and perfect your own, memorable ‘elevator pitch’
  3. Develop and implement a sales process that’s tailored to your business
  4. Structure your pricing to suit your business (and your goals)
  5. Write proposals that make saying ‘yes’ easy for your prospects
  6. Collect the perfect customer testimonial and put it to best use
  7. Extract the most value from networking events
  8. Write articles and copy that inspire action (perfect for websites or blogs)
  9. Use social media as a marketing tool for your business
  10. Deliver outstanding presentations with confidence

Each month you’ll attend

  • A 1-hour workshop delivered by Dan Necklen and Sheldon Nesdale
  • A coffee catchup in between sessions, to report back on your progress to the group

Our commitment

  • Our sessions will be fast, focused, and tailored to suit your needs and your business
  • You’ll have the opportunity to put forward any topics you’d like us to cover
  • We’re so sure you’ll get value from the bootcamp, we’re offering a 110% money back guarantee (that’s right, there’s no risk)

About Sheldon & Dan

  • “Hi, I’m Sheldon. My mission on this earth is to help turn your business into a goal achieving machine for you as the owner. To find out more about me read through https://www.marketingfirst.co.nz/about-me/
  • “Hi, I’m Dan. My purpose in life is help small businesses realise their potential and become (even more) awesome. To find out more about me read through http://likeable.co.nz/about-me/

Included within the marketing bootcamp:

  • Twelve 1-hour bootcamp workshops (one per month)
  • Twelve 1-page guides (one for each topic) + any other materials or guest speakers we need to pull in
  • Twelve group coffee catchup’s in between sessions (including the coffee itself!)

Cost:

  • This is a 12 month commitment for those who are serious about dedicating sustained effort to their sales and marketing in 2013
  • The cost is 562.50 per quarter (this is a $44 per week investment in yourself and your business)
  • There’s no risk to you thanks to our 110% money back guarantee (yes, we’re serious!)

Bootcamp Schedule

Define your point of difference and shout it from the rooftops
10.30am Tuesday 22nd January

Create and perfect your own, memorable ‘elevator pitch’
10.30am Tuesday 19th February

Develop your own sales process that’s tailored to your business
10.30am Tuesday 19th March

Structure your pricing to suit your business (and your goals)
10.30am Tuesday 23rd April

Write proposals that make saying ‘yes’ easy for your prospects
10.30am Tuesday 21st May

Collect the perfect customer testimony and put it to best use
10.30am Tuesday 18th June

Mid year re-cap and skills review
10.30am Tuesday 23rd July

Extract the most value from networking events
10.30am Tuesday 20th August

Write copy that inspires action (perfect for websites or blogs)
10.30am Tuesday 17th September

Use social media as a marketing tool for your business
10.30am Tuesday 22nd October

Deliver outstanding presentations with confidence
10.30am Tuesday 19th November

End of year re-cap and skills review
10.30am Tuesday 17th December

Will you let this year slip by faster than last year or will you take control of it?

Imagine getting to December 2013 and looking back on your year and thinking “This year was the best year of my life! I set aggressive goals for my business and for myself and I bloody-well achieved them!”

Or will you just think like everyone else “Oh… 2013 is over already. Wow, that sure went quick. I hope next year goes slower.”

You can have the first scenario.

The first step is to secure your place in the 2013 Marketing Bootcamp.

Contact me before 5pm Friday 18th January (either by phone, email, or by filling in the form below). Spaces are limited to 6 business owners so be quick.

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Selling services? Find out how to set your prices, and if you should put them on your website

  1. Are you selling services?
  2. Are you quoting your hourly rate or using “value based pricing”?
  3. Should you put these prices on your website or not?

Find out the answer to these questions with this short 2.5 minute discussion with Sheldon Nesdale from www.MarketingFirst.co.nz and Dan Necklen from www.Likeable.co.nz


15 Reasons Why Co-Working In The City Centre Is Awesome

This article is for those of you who are working from home right now, and it’s purpose is to show you what you could gain from moving out of home into a co-working space in the city centre.

This is part 2 of 2. Read part one: 5 Reasons Why Working From Home Sucks

I worked from home for 3.5 years.  I have now been in a co-working space for 10 weeks, and now I realise what I was missing out on.

15 Good Reasons Why Co-Working In The City Centre Is Awesome

1. Growing your business is good

In a co-working space you can network without even trying. You don’t have to go out in the evenings for networking when you can network with your co-workers and the people they bring in everyday.

It’s easy to generate new business when you are in a co-working space because you quickly become comfortable sharing your clients around, sticking to your strengths, and outsourcing the jobs you don’t like to make room for the jobs you do like.

2. Collaborating is good

Imagine being a few metres away from 2 marketing guys, a designer/web/seo guy, an architect, a film guy, and a programmer guy.

Imagine being able to dream up start-up businesses on a Monday and have it generating it’s first customers on Friday.

Imagine being able to tell a client “what you need next is high quality video for your website, that’s Jono’s speciality actually and we share an office together”.

3. Commuting is good

Use the commute for exercise (ride your bike), or for listening to audio-business-books, or if you bus, you can engage with your family and friends via Facebook.

Don’t listen to music or to the radio because you’ll get *37% angrier in traffic jams.

4. Casual chats around the water-cooler are good

Heard of cross-polination of ideas? It’s amazing how often ideas and concepts in one field can apply to a seemingly unrelated field. It’s those casual chats around the water cooler on breaks that can provide the breakthrough moments with projects you are stuck on.

5. Getting distracted is good

You might think that working in a co-working space would be distracting.

It is.

But it’s a good thing.

A good distraction is one that creates a mental break so when you return to your task you feel refreshed.

*73% of distractions in a c0-work context can actually be applied to your work in some way. But only *18% of distractions in your home office are useful.

The policy in our office is: If my headphones are on, please don’t disturb me. If they’re off, let’s chat, unless it looks like I might be ‘in the zone’.

6. Celebrating successes is good

We have a bicycle bell that we ring when anyone makes a sale. It’s good to celebrate your successes, big and small, with others.

7. Being invited to things is good

A co-working space is like a family and so you inherit brothers and sisters who work near you everyday. You’ll get invitations for events and gatherings during lunch or in the evenings. You might say no to some, but you’ll say yes to lots.

You’ll get more invitations than you would have from your home office.

You’ll make new friends, grow your network, find clients, and most importantly tell your story and make mental notes to change your story the next time you tell it. You’ll be inspired by other peoples stories.

8. Being watched is good

Just having people near you that might catch you wasting time surfing the web creates a pressure to not waste your time.

This is different from a office cubicle as a employee where you often have privacy on your screen and can get away with it. In a co-working space you often have your screen in an open plan environment in view of others.

9. Feedback is good

Did you know that you are an awesome decision making machine? Some decisions are big, others a small. Obviously feedback on your big decisions is good, but feedback on little decisions is good too. This isn’t about changing your mind based on every little bit of feedback, it’s about simply taking it into account and being informed. This helps you make better decisions.

Feedback via phone, email or text message is cold. Face to face feedback is rich and full. You’ll be able to read facial expressions, body language, gauge their interest with their level of eye contact, and use your  internal lie detector to discard some of the things they say.

10. Corporate meeting space for clients is good

You didn’t want clients in your home so you never invited them, so you were left with cafes which are often too noisy and busy.

You look like a pro with several meeting rooms to choose from, and your clients pick up the creative vibe from the space too.

11. Different scenery is good

What’s on your computer screen may change everyday but what’s on your wall, floor, desk, and outside the window doesn’t change much.

In a co-working space in town, you’ll see different things every day – interesting looking people on the street (and in the office), funny accidents, serious accidents, emergency vehicles zooming past that make you wonder where they are going, street parades, protest marches, day time stag and hen parties.

Some will make you smile, some will make you laugh, some might make you sad, some might make you angry, sometimes you’ll care, sometimes you won’t.

The point is, you’ll have a emotional reaction and we are emotional beings and we need to flex our emotions like we flex our muscles to be healthy.

12. Having work stories is good

When you get home from the office you might have a story or 2 to tell your family about your day.

Working from home you won’t.

The best you’ll do is “I got this email from this guy and his punctuation was all over the place!”

13. Home baking is good

Every week we have one of our spouses cook up some home baking for us to bring in and share. Yum!

14. Time away from your family is good

It’s good to get home and having the kids say they missed you. It makes you appreciate your time together in the mornings, evenings and weekends.

And you get the freedom to linger at home for half a morning or half a day anytime you want.

15. Being asked what you do again and again is good

Being more social means that you’ll get asked “so, what do you do?” a lot.

You can use this opportunity to refine your “elevator pitch” everytime you say it (or just say something weird and see how people react).

Either way you get to listen to yourself. If you don’t actually like what you’re saying you get to come to the co-working space and re-invent yourself with the help of your work mates.

What Do You Think?

Disagree? Agree? Got more to add to the list? Let me know in the comments below.

Join Us?

I work in a co-working space in Tauranga city called Studio64. Would you like to join us?

Call me on (07) 575 8799 and you can come for a visit. Check out our Facebook group to see what’s happening.

Elsewhere in New Zealand? Have a look at NZStartUps.co.nz and find one near you.

*All statistics used in this article were made up.

This is part 2 of 2. Read part one: 5 Reasons Why Working From Home Sucks

5 Reasons Why Working From Home Sucks

This article is for those of you who are working from home right now, and it’s purpose is to show you what you could gain from moving out of home into a co-working space in the city centre.

This is part 1 of 2. Read part two: 15 Reasons Why Co-Working In The City Centre Is Awesome.

I worked from home for 3.5 years.  I have now been in a co-working space for 10 weeks, and now I realise what I was missing out on.

5 Reasons Why Working From Home Sucks

1. You get lonely and depressed

Are you the type of person who has the need for face to face time with other humans built into you? I think most of us do.

A day full of phone calls, emails, Twitter, Facebook – all these interactions don’t satisfy this need.

Ever wonder why you feel glum or depressed when you’ve spent long periods alone? It’s because interacting with other people releases endorphines into your brain and make you feel good.

Solitary confinement is the worst punishment that prisons have in their arsenal for a reason. It breaks even the most solitary of people. So why imprison yourself?

2. Your ideas are smaller

Let’s face it, are your best ideas the ones that you come up with on your own, or the ones that you refine again and again after you bounce them other other people?

3. You get distracted

No one might be walking behind you and bust you for watching porn or pointless YouTube videos or reading the news.

4. You a turning weird

Without frequent social interaction you’ll develop weird personality traits.

And the worst thing is that you won’t know that you’re turning weird.

 5. You work too much (or not enough)

Working at home you’ll either work too much (eg checking your email as soon as you wake at 5.30am, or at 10pm at night), or at the weekends at the expense of family or social time.

Or you’ll work too little and give in to distractions or procrastination.

What Do You Think?

Disagree? Agree? Let me know in the comments below.

*All statistics used in this article were made up.

This is part 1 of 2. Read part two: 15 Reasons Why Co-Working In The City Centre Is Awesome.

Freakonomics by Steven D. Levitt and Stephen J. Dubner

My notes on Freakonomics by Steven D. Levitt and Stephen J. Dubner.Blank white book w/path

Lots of interesting stories in this book, but I’m just going to talk about 2 that really struck a chord with me.

The Cost To Avoid Guilt? Just $3

Economists in an Israeli study in day care centres started imposing a fine of $3 if any parent was more than ten minutes late picking up their kids.

The number of late pick-ups doubled.

The incentive had plainly backfired.

Continue reading “Freakonomics by Steven D. Levitt and Stephen J. Dubner”

In the retail business? Waiting for the world to change back to the way it was?

Can you answer yes to any of these questions?:

  1. Are you in the retail business?
  2. Are you waiting for the good-old-days to come back in terms of the economy and retail sales?
  3. Do you want the world to change back to the way it was before the recession?

If so, I have good news.

The good news is: You can stop waiting!

Those days are never coming back.

Sorry.

So you have no choice but to do the following:

  1. Double the amount of value you deliver through your service
  2. Halve the number of products (and services) you offer so it’s obvious you are a specialist in your chosen area
  3. Choose a single target market and declare that you are actively excluding everyone else
  4. Double your prices to signal to your customers (and competitors) that the improvements you just made with #1, #2, #3 position you as the best in your category

For each of the retail business on the following list, think about how you’d apply these actions to each one:

  • A music store
  • A sports foot wear store
  • A jeweller
  • A cafe
  • A restaurant

2 things for you to do in the comments below:

  1. Either add your retail business below and we’ll analyse it for you
  2. Or analyse a business on the list add your notes below

Own A Cafe, Restaurant, Bar But Have No Website? Get One Before 2013

If you don’t have a website for your Cafe, Restaurant or Bar, then take some comfort in the fact that you are not alone.

Did you know that only about one third (to one half) of New Zealand’s Cafe’s, Restaurant’s and Bar’s have a website?

The 5 Most Common Objections I Hear From Owners:

When asked why they don’t have a website, owners typically come up with one or more of the following objections.

(Have similar thoughts gone through your head? If so, it’s time to update your thinking.)

1. “I don’t know how, I’m not good with computers”

  • Then learn. Or at least find a family member or staff member to take care of the basics.

2. “Websites cost too much”

7 Simple TradeMe Tips: Turn Your Trash Into Treasure

sales-funnel

Ahh TradeMe, we all love it 🙂

(And the recent copy-cat auction sites are hilarious. They have no chance!)

You’ve heard the phrase “one mans trash is another mans treasure”?

On TradeMe, that old saying is certainly true.

Do you want to squeeze every last dollar out of each TradeMe sale?

You are about to find out how.

Think of the process of selling on TradeMe as a funnel

Above the funnel is the entire TradeMe audience. Your task is to push a volume of prospective buyers down your funnel.

You have 4 Goals:

  1. Get as many page views as you can
  2. Get as many people on the watchlist as you can
  3. Get as many bidders as you can
  4. Get a bidding frenzy going in the closing minutes

How do you achieve these goals?

Here are 7 simple but cunning tips about how to turn your junk to gold using TradeMe.

1. Research how your other sellers are selling the item

Spend 10 – 60 mins checking out the competition before you list your item.

What headline are they using? How can you improve on it? What extra keywords are they missing?

What photos have they taken? How can you improve the angles and detail?

What questions have bidders asked?  Avoid annoying your bidders by answering these questions ahead of time in your description.

What do they say in their description? What extra details are they missing? Can you tell a story (about the reasons your selling) or write an interesting story about the item?

You task is to learn from their mistakes.

2. Set the auction close to 9pm Sunday night

What you want is a bidding frenzy in the closing minutes of your auction.

To get this, an auction close at Sunday night will mean all your auction watchers will get an email that morning reminding them to come back that night for the closing minutes.

If your auction ends on a weekday, or too early in the morning, or too late at night, you will miss out on that bidding frenzy.

3. Run your auction for 10 days

Did you know it costs only 25c to run your auction for an extra 3 days? You’ll make that money back many times over.

All you have to do is start your auction after 9pm on Thursday night (or first thing on Friday morning).

(Don’t forget to set the end date manually to 9pm the following Sunday as per the tip above).

4. Be ridiculously honest in the description

I mean over-the-top honest.

When you describe the defects and imperfections in detail, buyers get giddy with trust and bid more and more.

Your natural tendency is to not mention these defects. You think it will scare some people off.  Sure, some people will be scared off. Let them go.  Lot’s more people will be attracted like seagulls to fish n chips. So fight your instinct to hide the defects. This tip will make you money.

It works because on TradeMe we are all strangers. We are strangers buying from each other for the first (and last) time, so we are looking for reasons to trust each other.

We trust shop keepers that we can look in the eye. We trust online ecommerce sites that look professional and legitimate. But it’s hard to trust a stranger.

Do I trust you will pay? Do you trust me that the goods will turn up in the condition you expect?

Revealing defects and imperfections generates trust.

Trust is highly valuable.

People pay more when they trust you.

5. Always sell at $1 No Reserve

What is the number one reason people flock to TradeMe in their millions every day?

To find a bargain.

And nothing screams “BARGAIN!!” more than “$1 No Reserve”.

Put “**$1 NO RES**” at the end of your title and at the top of your description.

This works because it gets bids very early – within minutes or a few hours of listing you should have a few.

And most important of all, each person who places a bid is automatically adding your auction to their watchlist, so they will get emailed next week to say your auction is about to close. That gives them another chance to make another bid, and that’s when you get a last minute bidding frenzy.

I know, I know, it’s a little bit scary selling at $1 No Reserve.  But trust me, this works. (TradeMe will charge you a $3 withdrawal fee if you get scared and cancel the auction).

I do $1 No Reserve on everything I sell on TradeMe.

My biggest success was when I did $1 NO Reserve for my car. (My wife and my dad were freaking out and thought I was crazy).

I’d been offered $2000 cash from Turners Auctions but got $4500 in my TradeMe auction. Probably $1000 above what I thought it was worth.

This works. Do $1 No Reserve.

Let the market decide what your item is worth. It might be worth more than you think (especially when that buying frenzy kicks in).

Another bonus is that your item will sell. You don’t have to muck around re-listing your items and waiting even longer to convert your junk to gold and get that gold in your pocket where it belongs.

6. Pay for extra photos

Yes, yes, it is a bit cheeky that TradeMe charges you an extra 10c for photos these days, but its worth it.

Upload about 5 photos of your item from a variety of angles. Include a few photos of all the items laid out nicely on a table, photos of the packing/box, and most importantly: close-ups of any defects or damage.

This is less about being honest and fair and doing the right thing (although that’s important), and more about boosting your credibility so the bidders trust you more and bid more.

7. Pay the extra $3.95 for Feature Combo

This adds a photo beside your listing, TradeMe says its “twice as likely to sell” (and I believe this claim), the title is bold, and it features your auction first in the categories.

This is a classic Return on Investment decision: ask yourself the question “will I get more than $4.00 extra for my auction with this extra exposure?”

The answer is Yes, yes you will.

What’s Next?

Try these tips for yourself. Come back and write your success story below.

Interview with Cheryl Reynolds, CEO of SODA Inc, Hamilton’s Business Incubator and Accelerator

I’m on a mission to establish a Business Incubator in Tauranga next year.

Part 1 of this mission is to learn from people who have already succeeded.

So last week I spent an amazing, inspiring, uplifting 3 hours with Cheryl Reynolds the CEO of SODA Inc and Rachel Wark, the Communications Manager (thanks for making so much time for me guys!).

As a bonus I brought my good friend Alistair McMahon with me who shares my passion for start-ups and marketing.

Wow. What an incubator. They have achieved so much in just 3 short years and 3 days (their birthday was last Monday).

Here are my notes about SODA Inc.

What is SODA Inc?

  • SODA Inc is a fusion of incubator/accelerator + cluster
  • The cluster is a fusion of StartUps and Existing Industry
  • Lesson for me: I think that sometimes existing industry can see StartUp’s as nimble, agile threat’s that are determined to steal business from them, so I love to see that SODA is working at bridging the gap between startups and existing industry and pointing out the opportunity for both

Empowering story’s everywhere

  • The SODA Inc identity is fused to the building and it’s rich history as a soda bottling plant in the 1900
  • Each company which has been carefully selected to be included in the incubator has a story: a history, a present, and a future
  • One tenant of note is Alistair Grigg, COO of Xero. Alastair oversees all aspects of Xero product development and service delivery, from design to customer support, but from Hamilton where he chooses to live with his family. How 2012 is that??
  • Lesson for me: Make sure I have a story to tell. People love stories, they identify with stories, they believe stories.

There is a empowered women component:

  • It starts with in the 1870’s when Mary Jane Innes seized control of the brewery business, from her inept husband and made it a roaring success
  • Cheryl herself her started planning SODA 8 years ago and now runs it
  • And now Rachel Wark as the communication’s manager
  • Many of the incubated businesses are either women run and women led
  • Lesson for me: About damn time. Hooray for the end of the male dominated business sector

A beautifully designed and modern space

  • The design of the space is a fusion of open plan but partitions/cubicles to provide a workspace you can call your own
  • No doors, but doorways for a distinct feeling of territory (good for minimising distractions)
  • Lesson for me: The “wow” factor is so important. It’s essential to create a space that has form and function and design so the residents feel good, but also it needs to impress the daily visitors

It’s hard to get in. It’s harder to stay in

  • Cheryl: “We are not for profit, not for loss”
  • The entry criteria is very strict, and must be so. All incubated companies must have exceptional stories, exceptional growth potential, and with a global expansion focus
  • If an incubated company doesn’t double it’s key metric every 6 months they are out
  • Lesson for me: I love that! It keeps the residents motivated to push forward and the SODA team/mentors to push forward too 

Who funded it to get it off the ground?

  • Once the company was formed, the Hamilton Council donated the space
  • Wintec provided initial funding for the fit out
  • NZTE approached SODA and now the programmes are NZTE accredited
  • Lesson for me: An interesting hybrid between public funding grants and private investment

Opened in 2009 but when did the work really begin?

  • pre-2004: Cheryl’s series of successes, failures and exits
  • 2004: Cheryl started planning SODA
  • 2008: Board formed and corporate sponsors in
  • 2009: Open for business
  • Lesson for me: The public only sees the 3 year history when the doors opened, but so much work had to happen to lead up to that point

Building an ecosystem

  • SODA is growing not just a StartUp ecosystem for Hamilton, but for New Zealand.
  • Alongside it’s day to day activities they have a number of initiatives in place that don’t directly contribute to their own key metrics but are happening because they contribute to strengthening and growing the eco-system
  • One such initiative is “SODA Labs”: The CEO’s of 3 external, well established companies (plus 1 wildcard from the incubator) are invited into the room for 90 mins. Often those CEO’s walk out with a long standing competitive dispute resolved or a joint venture. SODA provides the neutral venue
  • Lesson for me: I love the idea of building an ecosystem that benefits everyone

What’s Next?

A visit to Bizdojo in Auckland.

Business Facebook Pages: 6 Simple Tips For Your Business Page on Facebook

Are you just about to set up a Business Page on Facebook?

Or have you set one up already but it’s just not generating business for you?

Then this short list of tips will save you some time and help you generate some results.

#1. Don’t sign up for a new Facebook Personal Profile just for the business

  • You can always tell when people do this because under the business name it says “Add as Friend” instead of just clicking “Like”
  • This introduces strange elements like “Date of Birth” and “Hometown” and “Marriage Status” that just don’t fit. This is because Facebook Personal profiles are for people, not businesses
  • The “Add as Friend” process is odd and cumbersome for your Fans. It creates a barrier that you just don’t need
  • Also, this is a violation of Facebooks Terms of Service that state that everybody on the planet can have one login only and that each personal profile must be a real person not a business.
  • Anyone with a personal Facebook account can set up a business page. If you’re an employee, that’s fine, you won’t be personally identified on the business page, and you can set up additional admins so that when you leave, you can remove your own access and everything still runs smoothly
  • If you’ve made this mistake you can convert your Personal Profile to a Facebook Business Page

#2. Ensure your Cover Photo is the right size

  • Set your cover photo to exactly 851px by 315px
  • If you don’t, then Facebook will do a really bad job of resizing it for you and introduce graininess and “artifacts” around parts of the image (especially any text)

#3. Add a Facebook widget or “Like Box” to your website

  • Don’t be tempted to just add a Facebook icon and link, add a whole widget! Facebook calls it the “Like Box
  • Set the widget to show 20+ fans (the more the better)
  • The genius of this is that Facebook will automatically show the friends of the person looking at the webpage which will encourage them to “Like” you too. That is “social proof” that makes people think “if my friends have liked these guys, I will too!”
  • Turn off the other junk like a stream of message
  • This is the easiest way to get Facebook followers

#4. Get a Vanity Url as soon as you can

#5. Consider Facebook Advertising/Promotion

  • Consider Facebook text-ad advertising. It’s ability to target specific groups of people in your target market is unmatched on the planet. However, people are on Facebook to socialise, not to click on ads so Click-Through-Rates are poor
  • Consider promoting one or two of your posts using the $5/$10 promotion button. This can expose your messages to a huge audience

#6. Use Polls for creating engaging content

  • Polls work really well for getting people talking about 3 or more choices you set
  • Everybody who votes automatically tells all their friends what they’ve done so the word spreads virally

What do you need to make your Facebook Business Page really work for you?

  • Do you need help with the initial set up of each your Facebook Business Page?
  • Do you need someone who can provide you with advice, strategy, techniques, know-how, shortcuts, tips and tricks on how to use various social media platforms to generate results for your business?
  • Do you need training so you can control it all yourself so you don’t need to pay anyone to do it for you?

I know some people who can help with this, so let me know if you’d like to talk to them.

Customer Survey Package

I’m about to show you that with your next customer survey, it is possible to generate satisfaction rather than just measure satisfaction.

Let’s consider the customer’s perspective first.

Do any of the following 3 scenario’s sound familiar?

1. Imagine you have just started dinner and the phone rings…

You pick up and it’s someone asking you to partake in a market research survey.

Do you leap at the chance?

2. Imagine you are out and about and get asked to fill in a satisfaction survey…

You get half way through, does it suddenly occur to you how pointless the questions are?

Maybe it occurs to you “surely they will get so little usable information back they really shouldn’t have bothered!”

3. Imagine you get emailed a link to a survey with a free prize at the end…

So you start it, expecting it to take 2 or 3 minutes, but it turns into a 25 minute marathon, so you rush blindly through the rest of the answers just to qualify for the prize.

And then you get to the end and you realise it’s not a free prize, it’s the chance to win a free prize, so you get angry because you’ve wasted your time for no reward.

And just as bad, you’ve provided them with a useless response anyway because you didn’t even read most of the questions.

Sound familiar? (I’m looking at you Subway).

There are 2 major problems with Customer Survey’s these days:

  1. The customers experience is horrible. Most survey’s are boring and feel pointless
  2. The whole point of them is to provide actionable information to aid business decisions, right? Well, they they fail dismally at that

Well, I have good news for you, there is a better way.

There is a way to generate satisfaction with a survey rather than just measuring satisfaction.

  • Do you want to know more about what turns on your customers?
  • Do you want to explore opportunities to grow your customer base, or sell more to your existing customers?
  • Do you want to identify defects in your service that you can fix immediately?
  • Do you want to be customer-led and pro-active rather than fall behind your competitors?
  • Do you want to take action from the results rather than just file them on a shelf somewhere to get dusty?
  • Do you want to craft questions that won’t bore your clients to tears?
  • Do you want to ask only the most important questions because you know people will get bored if there are more than 10?
  • Do you want to motivate your customers to provide you with full answers rather than tick-the-box responses?
  • Do you want to communicate to your customers that you really care about their responses?

If you answered “Yes” to these questions, then this is for you.

This Customer Survey Package Is Not For You If…

If you already have a good feeling for what your results will be and just want the data to back up your hunch, walk away now.

I have zero tolerance for that crap.

I’ll strip back your questions to the bare basics and give your customers every chance to answer in the way they want to rather than how you or your boss wants them to answer.

This way you’ll actually get results you can take action on, rather than ones that can immediately start to accumulate dust on a shelf somewhere.

Do you need to pretty much copy the questions from previous years so you can show statistical improvement?

Too bad. I don’t care about the past. I just care about how your customers today can help you adapt to the customers in your future.

So leave your past behind and let’s tap into your customers minds and future-proof your business today.

Q: “How Much Does it Cost?”

  • $1800.00
  • No hosting fees

Q: “What’s involved?”

We will start with a short meeting. I will ask you questions such as:

  • What do you want to achieve?
  • What action will you take if the results show x, or y?
  • What questions do you think we should ask?
  • How will you invite customers to fill it in? (eg by email invitation, hyperlink on your website, or advertising)
  • What incentive will you provide for them to fill it in? What’s in it for them? (“Out of the goodness of their heart” will only get you so far)

Geeky Technical Stuff

  • I use open source software. My favourite is Lime Survey (check out the demo) or Google Forms or Survey Monkey
  • If your website is on an Apache server running php and MySQL, I can host the survey on one of your sub-domains eg http://survey.yourwebsite.co.nz
  • Otherwise, I will host the survey on one of my subdomains eg http://yoursurvey.marketingfirst.co.nz, or we could purchase a new domain for your survey if you are really serious

Want to Find Out More?

    Your Name: *

    Your Email: *

    Your Phone: *

    Your Website:

    http://

    Message:


    Market Research Package

    • Do you have your eye on a target market and want to find out what those customers want?
    • Do you want to find out more about the competition (if any) in that space?
    • Do you want to evaluate the risk and determine your chance of success?

    Then consider this Market Research Package.

    Q: “Is this Market Research Package For Me?”

    • Are you thinking about launching a new product or service a little bit outside of your domain?
    • Is the growth curve flat in your industry and you know you need to innovate now to survive/thrive?
    • Thinking of buying out an existing business and want to know what you’re really in for in that market?

    If you answered “Yes” to these questions, then this package is for you.

    Q: “How Much Does it Cost?”

    • $3600.00

    Q: “What’s involved?”

    We would start with a short meeting. I will ask you questions such as:

    • What core competencies are you bringing that make you think you’ll succeed?
    • What drives you?
    • Why are you changing the status quo?
    • Who’s on the team?
    • What human resources do we have?
    • What missing skills do we need to find?
    • What does success look like?
    • Where do you want the business to be in 12 months/24 months from now?

    Want to Find Out More?

    Error: Contact form not found.


    Tauranga 2013: A Business Incubator, A Business Accelerator, And 3 Co-Working Spaces

    Have I shared with you my plan for 2013?

    I want to establish a business incubator/accelerator/co-working space here in Tauranga.

    Tauranga’s first co-working space starts this week in the Priority One building, hooray! I’ll be doing my best to help them succeed.

    But that is only the beginning. Imagine there was one business incubator, one accelerator and 3 co-working spaces here in Tauranga. That’s my vision.

    But one step at a time. The first step for me on this journey is research.

    Research into what has worked well and what hasn’t.

    I don’t want to re-invent the wheel. I want to learn from the mistakes of the past. I want to learn from the best.

    First up is Grind in New York.

    8 quick facts about Grind co-working space in New York:

    1. Open plan floor + hot desks + lockers + bookable meeting rooms
    2. Free, high quality coffee
    3. “Frictionless” membership and entry into the building
    4. A “wall of awesome” that celebrates and showcases successes that Grind members have had
    5. Existing members invite new members
    6. Furniture chosen for its sustainability and low-environmental impact
    7. Coming soon: “the agora. In the future we’ll be rolling out tools that encourage Grindists to tap into the skills of other Grindists.”
    8. Cost: US$500/month membership (of US$35/day)

    Lessons for me:

    • A very cool name. A combination of “the daily grind” in an ironic sense + a reference to coffee that black liquid that wakes us up and we meet over
    • It’s simple/spartan and uncluttered: A big open plan floor with desks, office chairs and couches. But…
    • It doesn’t feel like a temporary place with a short lease. It feels permanent. I thought I could start with a cheap 12 month lease somewhere but now I’m thinking that might be a mistake

    More co-working spaces for me to check out

    Want to Help?

    • I’ve started a list of people who share my vision and want to help. Want to join this list? Say so in the comments below

    The Lean Startup: How Constant Innovation Creates Radically Successful Businesses by Eric Ries

    My notes on “The Lean Startup: How Constant Innovation Creates Radically Successful Businesses” by Eric Ries

    I’ve only made notes on the sections I found most interesting, so to get the full benefit of this book I urge you to read a copy for yourself Continue reading “The Lean Startup: How Constant Innovation Creates Radically Successful Businesses by Eric Ries”

    Have A Great Idea For A Start-Up Company But Worried Someone Will Steal It?

    On Monday you’ll see my notes on the book by Eric Ries called “The Lean Startup: How Constant Innovation Creates Radically Successful Businesses”.

    Amaaaaazing book.

    But I couldn’t wait until then to share this with you.

    There is one section in there that talks about how many of us have ideas that we think are great and could potentially be turned into Start-Up company’s, but we hesitate getting started or even sharing the idea with people because we are worried the idea will quickly be stolen and we will end up with nothing.

    Sound familiar?

    I bet it does.

    You and I both have this fear I’m sure.

    Here’s what Eric Ries has to say on the issue:

    The most common objection I have heard over the years to building an Minimal Viable Product is fear of competitors – especially large established companies – stealing a startup’s ideas.

    If only it were so easy to have a good idea stolen!

    Part of the special challenge of being a startup is the near impossibility of having your idea, company, or product be noticed by anyone, let alone a competitor.

    In fact, I have often given entrepreneurs fearful of this issue the following assignment: take one of your ideas (one of your lesser insights, perhaps), find the name of the relevant product manager at an established company who has responsibility for that area, and try to get that company to steal your idea. Call them up, write them a memo, send them a press release—go ahead, try it.

    The truth is that most managers in most companies are already overwhelmed with good ideas. Their challenge lies in prioritization and execution, and it is those challenges that give a startup hope of surviving.

    If a competitor can out execute a startup once the idea is known, the startup is doomed anyway.

    The reason to build a new team to pursue an idea is that you believe you can accelerate through the Build-Measure-Learn feedback loop faster than anyone else can.

    If that’s true, it makes no difference what the competition knows.

    If it’s not true, a startup has much bigger problems, and secrecy won’t fix them.

    Sooner or later, a successful startup will face competition from fast followers.

    A head start is rarely large enough to matter, and time spent in stealth mode – away from customers – is unlikely to provide a head start.

    The only way to win is to learn faster than anyone else.

    What do you think about this? Does this allay some of your fears? Useful? Not useful?

    Let me know in the comments below.

    Quickguide to LinkedIn Part 2: How To Milk LinkedIn – The 8 Most Important Cows

    (Missed part 1? Read it first)

    Firstly, it’s important to note that “100% completion” is your starting point.

    That’s right, spend a few hours and just get all the basics done and out of the way until you score 100% completion.

    Then come back here and read the rest of this article.

    The 8 Most Important Components (or “Cows”) of LinkedIn For You To Milk

    1. Customise your profile address url

    2. Join at least 10 groups

    • Join a set of groups that paint a picture of your interests
    • Include several dedicated to your city, several to your country, and a few international ones
    • Don’t bother reading the discussions in those groups. Don’t bother starting discussions yourself.  Just join to get the “badges” on your profile

    3. Be creative with your job titles

    • Have some fun with them
    • Poke fun at yourself
    • Be a little outrageous
    • I’ve created a website that lists all of New Zealand hot pools so my job title for that is “Head Hot Hydro Honcho”.
    • Stupid? Yes. Silly? Yes. Entertaining and different that might brighten someones day even for a moment? Yes.

    4. Be creative with your job descriptions

    • Use numbers to made things concrete Eg “Developed 47 business plans, created 53 advertising plans, wrote 54,327 words for newspaper ads”
    • Take a guess at the numbers rather than painstakingly count, and don’t round them off
    • The longer ago a role was for you, the more you should simplify your experience there to a single project, or the biggest impact you made, or a long lasting improvement you made. Tell a story
    • Say something controversial
    • Take a stand on an issue
    • Wake people up
    • For example, in one of my roles I say “When clients come to me for a new website, I don’t give a damn about what they want, I only care about what THEIR customers want.”
    • The worst you can do is be boring. The world is full of boring. Don’t add to it.

    5. Write your summary last

    • Weave together elements of your past, your attitude in the present, and your plans and ambitions for your future

    6. Be the first to connect

    • Every time you meet someone face-to-face (or talk to them for a reasonable time over the phone), find them on LinkedIn and request a connection
    • Do not use the default message which is “I’d like to connect with you”. It requires zero effort and everyone knows it, so it cheapens your effort to connect and looks like spam
    • You could make a reference to how you met, repeat something they said to you, or thank them for a specific piece of advice or an idea they had, or simply say “Hi firstname!

    7. Don’t add people you don’t know

    • If you get requests from people you don’t know, don’t add them
    • They are just playing a game to get more connections than other people
    • And worse than that, by adding them you are “vouching for them” and they may use your endorsement to get to others in your network. Not cool

    8. Write recommendations for people you want recommendations from

    • Testimonials/recommendations are powerful stuff. They help people trust you and get to know you
    • It’s easy to get them, just write them for others and that creates pressure to reciprocate without you even asking
    • I’m not a big fan of pushing the “ask for a recommendation” button, but do it if things are moving too slow for you in this area

    For bonus points (or bonus milk)

    There are a few bonus sections that are a little hidden in the navigation that you could try. Like “Projects” and endorsing “Skills”.

    For bonus points you could start discussions in the Groups you join (I might write a whole blog article just on that one day). A few ideas to start with:

    • Write an engaging headline. Headlines that ask questions are the best
    • Make it short. Articles on LinkedIn are more about generating discussion than you sharing your wisdom
    • Finish the article by asking people to add their opinion or share their point of view

    Do You Use LinkedIn?

    • Did you find this article useful? Say so in the comments below
    • Got value out of other sections I haven’t mentioned? Like the jobs section? Write your ideas in the comments below

    Quickguide to LinkedIn Part 1: What Types of People Are Looking At Your LinkedIn Profile Today?

    Think you should be doing more with your LinkedIn profile?

    First let’s consider your audience.

    Who’s actually going to look at your profile?

    The 5 types of people looking at your LinkedIn profile today:

    1. People you meet who are curious about you

    You might hunt them down first, or they might find you first.

    They will have these kinds of questions on their mind:

    • Might it be useful to connect with this person?
    • Would connecting with them be consistent with the image I’m trying to project? Do they fit smoothly into my network?
    • Can I connect them to other people I know to make me look good?

    2. Employers both past, present and future

    They will have these kinds of questions on their mind:

    • Past: What have they done since leaving here?
    • All: Who are they connected to?
    • All: What do they say about themselves?
    • Future: Are there gaps in their employment history?
    • Future: Do they bad-mouth x-bosses or workmates or workplaces?
    • Future: Are they worth poaching?

    3. Potential clients getting a feel for your experience and skills

    They will have these kinds of questions on their mind:

    • Can I be confident this person will get the job done?
    • What else are they capable of that could be useful?
    • How diluted is their range of services/experience?
    • Do they specialise in what I need them for?

    4. Salespeople who just want to sell you something

    • They may be just trying to collect 500+ connections (this is called “vanity metrics”) in the hope that this huge number will engender trust in them and their services

    5. Uber-networkers who just want to connect with the entire world if they can

    • They are driven to feel important and like to see themselves in the middle of a giant virtual hub

    What Next?

    Tomorrow in Part 2 I’ll share with you tips on how to milk LinkedIn, and I’ll detail 8 cows.

    In the meantime, start to think about how each of these audience groups have different information needs, and which groups are more important to you right now.

    TEDx Auckland 2012: 16 Hours of Awesomeness

    TEDx Auckland ran from 10am to 5.30pm on 6 Oct 2012: 7.5 hours of awesomeness.

    But my day started at 6am because I drove up from Tauranga for it, and got back home at 10pm.

    I’m still counting the 8.5 hours of waiting and driving because those were all awesome too. I was either talking to my car buddy Rachel Tabb from Bubble Interiors about our businesses, family, lives, dreams and aspirations. Or,  chatting to new people we met during the day and catching up with friends.

    I’ve been watching TED videos for a few years now (3-5 a week), but to have the speakers right in front of you, really engages your other senses and drives the content and their message into you.

    We turned up at the event an hour early, which was good because I had left my tickets at home.

    Oops.

    I explained this to one of the key organisers: Elliot Blade and he gave me a ViP ticket.

    Yay!

    This turned out to be awesome because I grabbed a seat in the centre on the front row. Probably the best seat out of the 2075 people there that day.  I was 3 metres from every speaker.

    I met some awesome people sitting in that row: Matthew Bosher, Don Bisset, Johnathan Custance, Lara Custance, and Ben Irving, and caught up with Matty Blomfield.

    This was not an accident. It’s my philosophy that 50% of the value of any event/seminar/conference/expo you go to is the content you are exposed to, and 50% the people you meet before, after, and during the breaks.

    Also, I made a point of spending some time with the organisers because I intend running TEDx Tauranga in 2013 and wanted to make those connections so I can benefit from their experience, resources and connections later.

    On to the TED talks.

    I have broken the 17 speakers into 3 sections:

    1. Freakin’ Awesome
    2. Awesome
    3. Somewhat Awesome

    5 Freakin’ Awesome Speakers at TEDx Auckland

    1. Michelle Dickinson: Nanogirl – My Quest to Become a Superhero

    • Michelle talked about how she likes to break stuff ever since she was a kid to find out how stuff worked. Much to the annoyance of her Dad.
    • She told her story about how she found her dream job – a place where she gets to break stuff all day and never have to put it back together.
    • She told us how technology has given her superhero powers. 2 examples: fly like a super hero with super conductors, and wear an invisible cloak of nano particles to be waterproof.
    • Such a passionate, memorable and entertaining story straight from the heart. Really inspiring stuff.
    • Lesson for me: The most impactful stories are the personal ones delivered with unbridled passion and energy
    • Michelle is a specialist in biomedical materials engineering and head of New Zealand’s only nanomechanical testing laboratory at the University of Auckland.
    • Web: www.medickinson.com | Twitter: @medickinson
    2. Dr. Paul Wood: What’s Your Prison?

    • Paul talked about how he did a 10 year stretch in jail (often in solitary refinement), but his real prison was his self limiting beliefs. He changed his attitude and rose up beyond his confinement, and with the help of some friends, got a degree, got a masters degree and then started his doctorate before he was freed.
    • Wow. What a personal story. It’s people like this that inspire me to be a better person.
    • Lesson for me: If there is something that truly needs to be done, there is no excuse I can come up that is good enough. Break through confinements and constraints.
    • Paul is a change specialist and founder of Switch Coaching & Consulting. He specialises in industrial, organisational and workplace psychology.
    • Web: www.whatsyourprison.com

    3. Pip HallWet Hot Beauties

    • Pip walked out on stage in a dressing gown and a few minutes stripped that off down to her togs and bathing cap. She stood there bravely in her middle aged body
    • She told her story how she “found joy” in organising amateur synchronised swimming in the kiddies pool for women between 14 and 70 years old. Any fitness level, any coordination level, all are welcome. There are now 250 in the group
    • Joy is when you feel alive, you celebrate life, when life “clicks”. She encouraged us to all find our own joy and to “lean into joy”.
    • Fantastic stuff. So passionate, so brave.
    • Lesson for me: Start something fun, and a tribe of people who also think it’s fun will form around you. Be vulnerable. Take the risk
    • Pip is a playwright, actor and co-creator / producer of the Wet Hot Beauties. She is a recipient of the prestigious theatre honour, the Bruce Mason Playwriting Award.
    • Web:www.whbs.co.nz

    4. Emma Rogan: Inspiration Wherever You Are – The 100 Days Project

    • The idea here is for everyday people to commit to creating something new every day for 100 days along a theme. In 2012 almost 100 people did so, and took photos of what they made everyday.
    • One guy took a video of his son every day.
    • One mother took a photo with her tweenage daughter doing something new everyday (including dressing up as mummies)
    • A 7 year old girl drew a dress every day
    • An 11 year old drew a monster every day
    • Many other charming examples were shared: www.100daysproject.co.nz
    • Endearingly, Emma made no secret that she stole this idea from Michael Bierut. When she asked for retro-active permission he was very happy that his idea had spread
    • Lesson for me: You don’t need a business agenda for everything you do. Starting something just for the hell of it is good for the world
    • Emma is a partner at Auckland design company Apropos and founder of New Zealand’s 100 Days Project.
    • Web: www.emmarogan.co.nz

    5. Paul Cameron: Reinventing Reading

    • Paul has found a way to reverse the disturbing trend of falling book reading rates. Half of of high school graduates in the US don’t read a book again in their entire lives.
    • He has developed a way to add a sound track to stories, this extra dimension improves:
      • Access to inner imagination
      • Brings more emotional engagement
      • Provides immersion not distraction
    • The sound tracks include ambient noise, mood music and sound effects
    • Lesson for me: There is always a way to fix something that’s broken. Find the pain first, then create the solution. Don’t give up.
    • Paul is the CEO of Booktrack, which is his answer to addressing the decline in reading and literacy rates that will help make reading relevant again to a new generation of readers.
    • Web:www.booktrack.com | Twitter:@pccameron

    8 Awesome Speakers at TEDx Auckland

    1. Philip Patston: The Label Libel – A New Look at Diversity

    • Philip talked about how we all so readily jump to labelling people and just how unfair that can be. He himself being a disabled, gay, white, comedian
    • What amused me is how me handled the “next slide” button better than all the other abled-bodied presenters (they often skipped 2 slides ahead and then had to click back)
    • Lesson for me: If creativity comes from constraints then disabled people must be the most creative of all of us
    • Philip is best recognised for his ten-year career as a comedian and entertainer. He is an alumni of the New Zealand Social Entrepreneur Fellowship.
    • Web:www.philippatston.com

    2. Aakash Polra and Jade Tan Swea Phin: The Mind Leading the Blind

    • This team is working on a way that Smart Phones can be used as seeing-eye dogs for the blind.
    • In a survey, the blind stated their top 3 needs as: The colour of things, reading text and brightness level of rooms
    • The AI software can recognise many objects so the user can determine “of the 2 cans in front of me, which is spaghetti, and which is cat food?”.
    • As the AI continues to learn, there is also an crowd-sourced human layer of people who receive the photo on their own smart devices and they can text back what they see.
    • Lesson for me: We’ve only begun to see the tip of the iceberg about how Smart Phones will change our world, and for the minorities especially, there are special opportunities for them
    • Aakash and Jade are members of MobileEye, a software start-up team from Auckland University of Technology.
    • Web:www.mobileeye.org

    3. Sam Hunt

    • I knew of Sam Hunt of course and enjoy the uniqueness of his poem reading style, but I’d never taken the time to really listen to what he had to say
    • He had the entire crowd laughing. The stories in between poems where hilarious, and the poems themselves… well, I only understood half of it, but I came away with a new appreciation of him as an artist and the style he has created for himself
    • Lesson for me: Be unique. Even in an antiquated commodity (like poetry), there is always room for you to define your own style.
    • Sam is New Zealand’s preeminent poet and author. His recent work includes Doubtless and the semi-autobiographical Backroads: Charting a Poet’s Life.
    • Web:www.samhunt.co.nz

    4. Victoria Spackman: The Wall – Making History Social

    • Victoria has developed a mobile museum with giant touch screens in a 40 foot shipping container that enables people to find out more about the history and significance of their city
    • Victoria is the Chief Executive of the Gibson Group. Her recent projects include an award-winning immersive museum outreach project in Copenhagen.
    • Web: www.gibson.co.nz

    5. Dr. Assil Russell: ICARE – Changing Lives in Iraq

    • Assil encourages people to donate time and/or money to Iraqi orphans and other disadvantaged children
    • One powerful quote she read out that her Dad told her once: “If you see something that needs changing, change it with your own hands. If not with your hands, then with your voice. If not with your voice, then with your heart”
    • Assil is a dental surgeon and founder of ICARE, New Zealand’s first and only registered medical and dental charity for Iraqi orphans and disadvantaged children.
    • Web:www.iraqicare.org

    6. Professor John Windsor: Fighting Organ Failure

    • John’s theory on Multiple Organ Failure “the plague of modern medicine” is that the lymphatic system is to blame for spilling toxins sequentially into the Heart, Lungs, and Kidneys
    • John is a surgeon who holds a personal chair in surgery at the University of Auckland. He is also co-founder and a director of the start-up SIMTICS Ltd.
    • Web: www.fmhs.auckland.ac.nz

    7. Matthew Simmons: The Lowdown on Infrasound

    • Matthew really really really likes loud speakers. The bigger the better. The louder the better.
    • He sold hundreds of the “Bladder Buster” speakers which are 3m high. He sold the first one before he’d even built a prototype.
    • He is interested in things that have never been done, or “impossible”.
    • To him, “impossible” means you just don’t have enough info yet
    • Lesson for me: You can sell something that doesn’t exist yet if it is so outrageous that people fall in love with it as soon as it starts to take form in their minds
    • Matthew is the CEO of Arvus Group International and currently part of the NZ Clean Energy Centre’s Enterprise Great Lake Taupo (EGLT) team.
    • Web: www.arvusgroup.com

    8. Dr. David Krofcheck: Higgs boson – The Kiwi Connection

    • David did his best to explain to me what is happening in the particle accelerator in Cern, Switzerland
    • Basically they smash streams of Protons together and detect the various particles that come flying out of these collisions.
    • I appreciated his sense of humour about it all, because it was quite complicated in parts.
    • David is one of New Zealand’s leading physics researchers and a specialist in experimental high energy nuclear physics and environmental radiation.
    • Web: www.physics.auckland.ac.nz

    4 Somewhat Awesome Speakers at TEDx Auckland

    1. Alistair Knott: Teaching Computers to Talk

    • Alistair is an Associate Professor at University of Otago with a background in cognitive science and artificial intelligence.
    • Web: www.cs.otago.ac.nz
    2. Sean Gourley: Big Data and the Rise of Augmented Intelligence

    • Sean is a physicist, decathlete, political advisor and TED fellow. He is also the co-founder and CTO of Quid, which is building a global intelligence platform.
    • Web: www.seangourley.com | Twitter: @sgourley

    3. Peter Young: The Last Ocean

    • Peter is one of New Zealand’s most accomplished documentary fi lmmakers and the founder of Fisheye Films.
    • Web: www.lastocean.org

    4. Andrew Patterson: Rebuilding Architecture From the Ground Up

    • Andrew is the Design Director of Patterson Associates Ltd, and arguably New Zealand’s most internationally recognised and published architect.
    • Web: www.pattersons.com

    There were also 2 music sets:

    1. Five Mile Town: The Lucky Ones

    • Five Mile Town are an up and coming Auckland-based Indie Folk band made up of Louis McDonald, Adam Quiqley, Levi Heeringa and Ryan Wilson.
    • Web: www.fivemiletownband.com

    2. Seth Haapu: Pull No Punches

    • Seth is a singer-songwriter whose self-produced debut album saw him work alongside musicians such as Godfrey De Grut (Che Fu) and Nick Gaff aney (Golden Horse).
    • Web: www.sethhaapu.com

    And the MC Andrew Patterson was awesome:

    • A special shout out to Andrew who did a fantastic job at making the speakers feel welcome and keeping all the transitions smooth.

    “I Think It’s Too Long, Can You Make It Shorter?” A Phrase I Dread

    I do quite a bit of copywriting:

    • email proposals
    • email newsletters
    • sales pages on websites
    • blog articles
    • direct response letters
    • and the occasional fax (I’m joking about the fax, it’s not the nineties anymore)

    The pieces of work I create are as long as they need to be and often include all of the following components:

    • Headline: A headline dripping with benefits that leaves the reader hungry to read the rest
    • Highly personalised: In email newsletters I like to mention the recipients first name 7 times. In direct mail my record is mentioning their first name 16 times
    • Chatty and friendly: Written in a one-on-one style as if the two of us were sitting down over a coffee and having a chat. This decreases the distance between you and I
    • Compelling content: That tells a story and focuses on what you get out of the deal. It even addresses your objections before they form in your mind
    • A limited time offer: “Respond before 5pm Friday”, and/or a limited number of customers “Only 10 positions available”
    • A call to action: Eg choose between 3 packages with ascending prices and value. “Call 0800 123 123 to secure your position”

    I put my heart and soul into this work.

    I work on it like it’s a piece of art. It just has to be perfect before I’m happy to release it on the world.

    And time and time again this work pays off, because it generates the responses/action/sales goals that I set for those pieces.

    But sometimes, a client comes back and says that dreaded phrase “I think it’s too long, can you make it shorter?”

    arrrrgghh

    There are 2 reasons why clients say “I think it’s too long”:

    1. Because they are not in the target audience (I’m not trying to sell your services back to you, I’m selling them to your prospects. It’s no wonder you aren’t captivated)
    2. They are bored of simple explanations of what they do. This is what prospects that have never heard of you need, but you might be bored of simplifying your story

    Because the fact is, if something is interesting to an individual, they will keep reading and keep reading and keep reading.

    They are thirsty for the content, and they can’t stop because it tastes like cool water as they read.

    Most novels take 4, 6, 8, 10 hours to read, right?

    If you had just started a novel by your favourite author that you’d been waiting months to get hold of, and I told you that I had a one page summary in a sealed envelope and I tried to give it to you would you yell at me “Keep that away from me!! Leave me to read my book in peace!”

    Sure you would.

    Length isn’t important.

    It’s the journey.

    It’s the story.

    So the next time you read an article in a newspaper, or an email newsletter, or draft copy from someone who is helping you write an email newsletter, and your first thought is “I think it’s too long”. Check yourself.

    Are you in the target audience?

    If not, keep your opinion to yourself.

    5 Questions For Small Business Owners to Think About Today

    1. Compete against yourself
      • Pretend there is a brand new competitor opening next door to you, what product and service bundles should he start selling?
      • To who?
      • Don’t wait for this to happen, create those bundles and target those customers yourself today
    2. Why you?
      • What are the top 3 reasons customers should choose you?
      • Put those 3 reasons in all your customer touch points
      • Can’t think of any? Pack it in and go home
    3. Your website:
      • Don’t have a website yet? Build yourself a website today for $141.50
      • Got a website? What 3 improvements should you make today?
      • Every business on the planet should have it’s own website. Even a crap one beats not having one at all
    4. Radio Ads:
    5. Yellow Pages:
      • Do you advertise in the Yellow Pages hardcopy and/or online?
      • Cancel it today.
      • You know you are wasting money so why do you renew every year? Snap out of it sucker
      • The free one-liner with your phone number is all you need

    Small Business Website: Do It Yourself For Only $141.50

    If you don’t have a website for your small business, then take some comfort in the fact that you are not alone.

    Did you know that only about one third (to one half) of New Zealand businesses have a website?

    The 5 Most Common Objections I Hear From Owners:

    When asked why they don’t have a website, owners typically come up with one or more of the following objections.

    (Have similar thoughts gone through your head? If so, it’s time to update your thinking.)

    1. “I don’t know how, I’m not good with computers”

    • Then learn. Or at least find a family member or staff member to take care of the basics.

    2. “Websites cost too much”

    • Wrong. They can cost as little as $141.50+gst/year. I’ll tell you how in a moment.

    3. “I don’t think I’ll get a return on the investment”

    • Wrong. A simple website is the best return on investment you can get. It beats all other advertising options. And the payback gets better and better the longer you’ve got a website

    4. “That’s not how customers choose a business”

    • Wrong. It may not be how you choose a business but it is the way that hundreds of thousands of New Zealanders do it. Plus more every day

    5. “I’m too busy, I don’t have time to keep it updated”

    • Keep the content simple. Don’t do anything fancy. Delegate to family or staff.

    The 4 Best Reasons To Have An Official Website:

    Ask owners who do have a website why they do, you might hear things like…

    1. “Our website is the official place where I own and control the content”

    • That’s right. No longer are you at the mercy of business directories like Finda who display your brand however they like

    2. “Our website is the official place where the public can be confident and trust the info because they know we wrote it”

    • That’s right. Otherwise you are annoying potential customers by forcing them to use a business directory like Finda that has missing, incomplete or just plain wrong details. Wouldn’t it be better if they went to your official website instead?

    3. “We noticed that the public are increasingly using the internet at home, at work and even on their phones wherever they are, to choose a business”

    • That’s right. Having your own website means you get to appear in search results and get a chance at being chosen. Isn’t that better than no chance at all?

    4. “We’d prefer to have an upset customer contact us via our website rather than complain publicly on Facebook or a business directory”

    • That’s right. Not having an official website effectively forces upset customers to vent their frustration on platforms like Facebook where you have zero control and you won’t hear about the complaint until it’s too late to fix it, or never hear about it at all.

    What You Should Do Next:

    If you are a small business owner and you don’t have a website yet, here’s the 5 steps you should take next:

    The 5 Simple Steps To Take If You Want An Official Website

    1. Go to 1stdomains.co.nz and purchase your website address for $21.50+gst/year

    • Get a .co.nz (not a .net, or .net.nz or anything else!)
    • Set the DNS settings to ns1.ramsu.co.nz and ns2.ramsu.co.nz

    2. Go to the website hosting company Ramsu.co.nz and purchase hosting for $120+gst/year

    • Type in the domain name you purchased
    • Create a database using the admin panel and write down the username and password

    3. The next day, go to WordPress.org and download the latest version of their free website building software

    • WordPress is high quality Content Management System that is easy to use. If you get stuck, any problem can be solved with a Google search
    • Follow the set up instructions written on WordPress.org called “the famous 5 minute install

    4. Login for the first time and start writing content

    • Keep it simple. No fancy stuff. Just the basics that prospective customers want to know
    • Phone number + address + Google Map + your products and services + testimonials. That’s it.
    • If you check your email once a week, don’t you dare put your email address on your website

    5. Register your new website address with Finda.co.nz (and a few other free business directories too)

    • This just gives Google a kick to announce that your website is up and running

    Still Too Hard?

    Then ask a family member or staff member to help.

    They teach this stuff in primary school now, so find a 10 year old and get on with it.

    Email Marketing: 7 Reasons Why It’s Cool, 3 Reasons It Sucks, 7 Tips To Make It Work

    Why are you attracted to the idea of “email marketing”?

    7 Reasons Why Email Marketing Seems Cool

    1. Because sending emails is cheap (or free). It’s a cheap way to keep in contact with your customers
    2. It’s scalable – if you double or triple the number of customers on your email database there is no extra effort for you
    3. Because it reminds your customers about what you can do for them – it keeps your brand in their minds, it builds familiarity, relationship, trust
    4. Because you could sell something directly
    5. Because it’s fast. You can get your first response within minutes
    6. Because it’s measurable. You can test various headlines and offers
    7. Because it’s easy. You can do it yourself

    3 Reasons Why Email Marketing Actually Sucks

    1. Because most email software is actually hard to use (despite what they claim!)
    2. Because it’s hard coming up with ideas for new content every week/month (exhausting!)
    3. Because building up your list of subscribers is slow (and why do people keep unsubscribing anyway? Annoying!)

    7 Components to Make Your Email Marketing Work For You

    My philosophy with email marketing is very simple:

    1. Make it obvious why someone should subscribe
      • Don’t expect sign-ups just because your email newsletter exists!
      • Provide at least 3 reasons why they should subscribe. If you can’t think of 3 good reasons, pack up and go home, email marketing is not for you
    2. Make your emails really plain
      • Which types of emails do spend most attention to: Ones with fancy graphics and big logos, or ones that are plain text? Plain text! You always read those first and leave the fancy newsletters for last, if you have time
      • No header graphics. No logo. You have your “from” address and your email signature to remind them of your brand. That’s enough. (Remember, this email is about them, not about you!)
    3. Make your emails really personal
      • Make the email a 1 on 1 conversation between you and your customer/client
      • Use the recipients first name at least 5 times. Not just “Hi Bob” at the beginning!
    4. Make your emails as long as they need to be
      • State your point in the subject line, expand on the point in the body, close with a call to action
      • Tell a story that can be read from start to finish
      • Use subheadings and bullet points so readers can scan for things that interest them
      • Include a photo or 2 if you can. Even better, a short 30 second video summarising your message
    5. Make it really easy to subscribe. Make it even easier to unsubscribe
      • Create links to your sign-up form everywhere: on your website, in your email signature etc
      • Put your unsubscribe link clearly at the bottom, or even better, as the very first sentence of your email – you only want people who are really interested in what you have to say so let the others go
    6. Brainstorm 12 months worth of content ideas before you send your first email
      • Get your friends, family and existing customers to help you generate a huge list of ideas
    7. Make your emails really cheap
      • My favourite email marketing software is MailChimp. It’s not super-easy to use but it is super cheap: completely free up to 1000 subscribers and 6000 emails per month

    Your Thoughts?

    So have you tried email marketing yet? If not, why not?

    If so, are you getting the results you want?

    What do you think of these tips?

    Share your thoughts below.

    The Toilet Paper Entrepreneur by Mike Michalowicz

    téléchargerMy notes on “The Toilet Paper Entrepreneur” by Mike Michalowicz

    This book had excellent structure, but I’ve only made notes on the sections I found most interesting, so you might find these notes jump around a bit.

    Launching Businesses

    • I loved entrepreneurialism. I could talk about business all day, read every magazine, attend every seminar, and still my thirst would not be quenched. It took me a few years to figure out what was sitting right under my nose the entire time: That I loved launching businesses.
    • Once I came to the realization that it is the birthing and maturing of a business that I love, I knew the path my future would follow.

    Continue reading “The Toilet Paper Entrepreneur by Mike Michalowicz”

    Business Cards: Don’t Waste Money Printing Business Cards

    When people first start their own business, the first thing they do is get 1000 business cards printed.

    Don’t bother!

    Don’t print business cards because only people who want to sell you something (that you don’t need) will take them from you and use them.

    Do people that you need something from ever take your business card and use it to contact you?

    No. Of course not. Because it’s your job, not theirs.

    If you want something from someone you have to take it or ask for it.

    So the next time you talk to someone that you might find useful later, instead of giving them one of your business cards, take theirs instead.

    And then, when you get home tonight, send them a “hello!” email with your huge-mungus email signature.

    A standard, boring email signature looks like this:

    John Thomas
    Boring Company Name 
    Phone number 
    Mobile number
    Fax number

    That is so lame.

    This is your chance to make an awesome email signature.

    An awesome, huge-mungus email signature has the following 11 extras:

    1. Your tag line:
      • A phrase under your name that summarises how you make the company you work for awesome (that leans towards how your company helps clients)
      • Or, at the very least, a sentence that explains what your company does
    2. Your tertiary qualifications
      • If you are proud of them
    3. Your Skype username
    4. Not your fax number
      • Because fax machines are lame and having the number makes you look like a fossil
    5. Repeat your email address
      • Restate it here so it’s easy for them to share it with other people
      • Don’t rely on people checking up in the email header for it
    6. Your physical address
      • Especially if you run a home based business
      • Stating it makes you credible and real
      • People like to know they can come round to your office and punch you in the face if you annoy them… Or pat you on the back for a job well done too I spose…
    7. Link to your LinkedIn profile
      • Which is a prompt for you to ensure it is up to date because LinkedIn is awesome
    8. Link to your blog
      • So people can read your thoughts and you get the chance to establish your credibility, oh… you don’t have one? Lame.
    9. Link to your business Facebook page
      • So you look 21st century, oh… you don’t have one? Lame.
    10. Link to your Twitter
      • oh… you don’t have one? Fair enough actually, it’s not for everyone
    11. Link to your websites
      • oh… you’ve only got one website? Lame. Add a link to your favourite charity then

    My email signature is 21 lines (excluding spacing). I dare you to make yours bigger!

    (And before you include the text “think about the environment before you print this email” just stop. It’s not 1999 anymore. Just stop.)

    My huge-mungus email signature:

    Cheers,
    Sheldon Nesdale
    www.MarketingFirst.co.nz

    Digital Marketing for Small NZ BusinessesMBA.Waikato.(2011). BECom.(Hons.Mktg).Waikato

    c/o Marketing First 2009 Ltd
    13 The Green, Bayfair, Mount Maunganui 3116, New Zealand
    Email: sheldon@marketingfirst.co.nz
    Phone: (07) 575 8799
    Mobile: 021 128 5046
    Skype: sheldon.nesdale
    Web: www.MarketingFirst.co.nz

    * Blog – http://www.MarketingFirst.co.nz/blog/

    * Head Organiser of Tauranga.StartUpWeekend.orgFirstbyte Websites | www.FirstByte.co.nz
    Search Engine Guide | www.SearchEngineGuide.co.nz

    Donate $4-$32/month to a worthy NZ charity with www.4good.org.nz

    Twitter: You Suspect It Would Waste Your Time, Are You Right?

    What is it?

    Twitter is a micro-blogging platform which enables 160 character text messages (called “Tweets”) to be broadcast to “Followers”.

    From a business perspective, Twitter can be useful in 2 ways:

    1. For introducing your brand to a new, tech-savvy segment of the population
      • When you “Follow” someone they are notified via email (unless they opt out of this notification) and they may be curious enough to find out more about you by reading your profile, reading your recent tweets or clicking a link to your website
      • A Korean BBQ truck in Los Angeles became famous for using Twitter to update their customers about what street corner they were parked on every night (this was back in March 2009)
    2. For monitoring what is said about your brand online
      • Telecom New Zealand is especially good at this. They have a small team who respond to every negative or positive comment about them, usually within minutes.
      • One of the most famous Twitter users in New Zealand in the food service category is the manager of an Italian Gelato shop in Auckland called Giapo: http://twitter.com/giapo

    What did owners of NZ cafe’s, restaurant’s and bar’s have to say about Twitter?

    I interviewed 7 owners one-on-one in April 2011. None of the owners interviewed had used Twitter for personal or business use.

    Owners had this to say:

    • “I don’t know if my staff use Twitter, they haven’t talked about that much. I did hear about it from the news in a story about how a celebrity was using it. From a business point of view I don’t really understand what it is, so I wouldn’t know how to apply it”
    • “I’ve never gone on it. Facebook is enough for me”
    • “I don’t know what that is”
    • “I’m sceptical that it will bring in more customers. I’m concerned it will just suck up even more time”
    • “I don’t think it is really a kiwi thing”
    • “We intend to start using Twitter soon. We will work on developing a formula over time by trying different kinds of content such as announcements about the freshness and taste of our dishes, and questions about their last visit”

    What did customers say?

    105 members of the public answered a questionnaire as part of my research which had several questions about Twitter specifically.

    15% of these respondents reported “Sometimes”, “Often”, or “Always” seeing people they follow talk about their experiences at cafes/restaurants/bars on Twitter.

    Perhaps this result is more an indication of the low levels of adoption of Twitter amongst New Zealanders than anything else.

    The implication for owners is that it is easy to set up alerts to monitor any mention of their brand names on Twitter. If they get one, they have an opportunity to communicate directly to the person praising/complaining and solve the issue.

    6% of respondents indicated they “Sometimes”, “Often”, “Always” ask friends via Twitter to recommend a new place to visit.

    7% of respondents indicated they “Sometimes”, “Often”, “Always” tried a new place after seeing a Twitter message about it.

    Should Cafe/Restaurant/Bar owners get a Twitter account?

    Based on the results of these 3 questions about Twitter, it would seem that Twitter should be low down the list of priorities in terms of online marketing methods.

    Having said that, there may be some first-mover-advantage of getting involved now rather than waiting to see if critical mass is reached.

    Speaking from 3 years of personal experience with Twitter (I recently mothballed 4 of 6 Twitter accounts I have) I would summarise by saying that Twitter is for individuals who follow like-minded individuals who share information and links about topics they are interested in. Those with an explicit business agenda are shunned or worse, ignored.

    In short, there is very little opportunity for explicitly converting followers into patrons of your cafe/restaurant/bar. But many people enjoy this medium as a way of keeping up to date on issues and topics in industries that interest them.

    How can you get started with Twitter?

    The steps are as follows:

    1. Go to http://Twitter.com and signup for a free account
    2. Fill in your details; a short biography, your location, a link to your website, and upload a photo
    3. Find interesting people/brands to follow:
      • Eg celebrities, media personalities, a guru in a topic you are interested in, influential people or brands in your industry, friends, journalists etc
      • You can search by name, location, words in their profile, or search their latest tweets for a certain keyword
      • By “Following” them you begin to feed their Tweets into your timeline for you to read at a time of your choosing
      • For example you might follow Richard Branson because you find his “just do it” attitude inspiring
    4. Write tweets of your own for your followers (and for people considering following you):
      • Write some wise words
      • Or “ReTweet” something interesting you’ve seen another Twitter user say
      • Or you can post a link to a photo or video
      • Or ask the universe a question
      • Do NOT tell people what you’ve had for lunch!
    5. Reply to other peoples Tweets
      • Reply to other peoples tweets to show your interest, provide feedback, or start a conversation

    You don’t need to be infront of a computer to use Twitter. You can post messages to your Twitter page by txt message from any mobile phone. All Smart Phones also have Twitter applications with full functionality.

    In What Type Of Business Is The CEO Also The Receptionist?

    You’ve probably noticed that there are often 2 types of receptionists in 9-5pm business offices:

    The first type I’ll call Wendy Winter and the second I’ll call Susan Summer.

    Wendy Winter

    • Wendy doesn’t really want to be there
    • She’ll be on Facebook most of the time if it hasn’t been blocked, and txt msg friends constantly (sometimes while a customer is in front of her)
    • She will put in minimum effort to earn her minimum wage

    Susan Summer

    • Susan loves her job
    • She feels important, she feels valued, she knows she’s contributing to the success of the company
    • She conducts her business with the elegance and finesse of a orchestra conductor

    If your receptionist is most often the first point of contact with new or existing clients/customers, then surely you want the very best person for the job?

    Actually, the survival of your business depends on your receptionist, and a great one could be the secret sauce that could help your business thrive.

    If it’s such an essential function, why is it so often delegated to someone on minimum wage who doesn’t really want to be there?

    Maybe the CEO should be the receptionist instead.

    Imagine the CEO’s of all the 9-5pm businesses near you cancelling all their meetings for the year and settling into the reception area and putting on a headset ready for walk-ins and phone calls.

    Would you get better service the next time you walked in there or called?

    Could this be the difference between surviving and thriving?

    There is one industry that has got it right: The Food Service industry. I’m talking about Cafe’s, Restaurant’s & Bars.

    Have you noticed that in the best Cafe’s, Restaurant’s & Bars near you, the front-of-house person is most often the owner?

    So these guys have figured out at the CEO must be the receptionist.

    Your thoughts in the comments below please.

    9 Reasons Why Outsourcing Your Sales Role Would be a Disaster

    Can you answer “yes” to one or more of these questions?:

    1. Is your business a one-man-band or husband-and-wife type of business?
    2. Are you a bit shy and find the prospect of networking and meeting people face to face a bit daunting?
    3. Are you thinking about outsourcing the sales role to a sales rep, either hiring him/her as an employee or as a contractor (for a retainer plus commission)?

    If you answered “yes” to one or more of those questions, then read the following list before you hire.

    9 Reasons Why Outsourcing Your Sales Role Would be a Disaster and Why You Must Be Your Own Salesperson

    1. When that salesperson leaves, you have nothing, and you’ll have to start again
      • A drawer full of business cards of people they met have zero value because they met those people, not you
    2. It is a skill you must develop or you don’t have a business at all, you have a very expensive hobby
    3. If you can’t learn how to sell yourself then you should be an employee in someone elses business, and not have your own
      • Fire yourself today and go and get a “real job”
    4. A hired salesperson will never be as passionate about your business as you are
      • It’s passion and enthusiasm that gets sales
    5. Salespeople don’t stick around. They get bored easily and move on quickly
      • So you’ll be taking the risk on someone new all over again in about 6 months
    6. Realise that you are an interesting person and people are curious about you as soon as you open your mouth
      • Your personality and manner is actually a great advantage and point of difference (compared to a hired salesperson)
      • Your enthusiasm and passion for what you do is contagious and generates sales
    7. Managing employees is a huge undertaking in itself
      • Contracts, PAYE, holiday pay, sick days…
      • And worst of all, they get paid every week and you might not. And they get to switch off at 5pm every day and go home at night, but you stress 24/7 and have sleepless nights
    8. Learning to sell is a skill for life
    9. Talking to customers directly is where you get the most valuable feedback about your business
      • You can’t delegate the collection of feedback to anyone but you
      • This is the fastest way to find out if what your offering is actually of no interest to the marketplace and you need to change what you’re offering (this is called a “pivot”)

    So instead of putting your hard earned money into a salespersons pocket in the hope that they’re going to make sales for you one day, invest in yourself and learn how to sell.

    3 Ways to Learn How to be a Better Salesperson

    1. You can do it for free by reading every book on sales at your local library
    2. Hire me for coaching sessions in-person if you live in Tauranga, or over the phone if you are elsewhere in NZ (call me on 07 575 8799)
    3. Hire a friend of mine who also does sales coaching (in-person or over the phone): Dan Necklen

    Made to Stick by Chip & Dan Heath

    My notes on “Made to Stick” by Chip & Dan Heath

    S.U.C.C.E.S.s: Simple, Unexpected, Concrete, Credible Stories41hMTwhl6IL._SY344_BO1,204,203,200_

    Simplicity

    • Not dumbed down or sound bites
    • Find the core fo the idea
    • “The curse of knowledge” if you say 3 things you say nothing
    • Simple = core + compact, forced prioritisation
    • To make a profund idea compact use flags – “tap the existing terrain of your audience”
    • Schema’s are a collection of generic properties of a concept or category
    • Higher level schemas are composed of other schemas. Analogies are great
    • The goal is to write a proverb

    Should You Quit Your Job And Start A Home Based Business? 8 Pros and 12 Cons To Help You Decide

    Yesterday I was reading through one of my old journals from 3 years ago when I faced exactly this decision.

    In the journal I found my list of Pros and Cons that I had written to help me decide.

    Maybe they could help you to?

    PROS

    1. I’m ready. I’ve had my 3 years of experience. I’m learning more in my own time than at work
      [for a few months I had been getting up at 6am and reading business books at a rate of 1.5 per week]
    2. I’ll learn more, I’ll be more productive, I’ll get things done in shorter time frames because I’ll be working for myself & my clients rather than half heartedly working for someone else for about $20/hour
    3. I’ll accelerate my growth and learning whether I succeed or fail just by trying
    4. This recession could mean that what I’m selling [website design and marketing advice] is more valuable, and businesses may want to outsource more
    5. If I survive the recession, when the boom comes I’ll have it made
    6. With zero income we could still survive for 10 months by drawing on our revolving home loan overdraft
    7. I’ll have the freedom to take time off for myself or for my family any time I choose
    8. I don’t have to spend another cent to get started. I have my computer and my brain.

    CONS

    1. It is scarey giving up steady $46k/annum income
      [It turned out I earned that in my first year anyway, and doubled in the year after]
    2. The risk of failure. If it doesn’t work, my self esteem will be crushed
    3. I’ve always thought of working alone at home would be lonely but now I know it won’t be because communication and interaction will be a big part of what I do every day
    4. Risk of less income (or no income) for my little family
      [my wife was 6 months pregnant with our first child at the time]
    5. It would scare the hell out of my wife
    6. Spending too much time with my wife might be hard on our marriage
    7. I’ll be putting enormous pressure and stress on myself, marriage and my wife
    8. The recession could mean hard times for me, harder to sell what I’m offering
    9. We are in a recession, I should be greatfull that I have a job at all… Shall I wait 2 or 3 more years and then give it a go? Hell no!
    10. I might have to work longer & harder hours, not less (especially at the start)
      [It turned out that working on my own projects was actually fun and didn’t feel like work]
    11. Very stressful for my Dad because he’ll have to pay the mortgage if I fail
    12. No paid sick days. No paid holidays.

    I went for it, and it’s been great!

    What’s Your Favourite?

    My favourite is Pro #8. 🙂

    What’s your favourite?

    Are you facing this decision now? Or do you think you might in the future? Tell your story.

    How To Make Millions With Your Ideas by Dan S. Kennedy

    My notes on “How To Make Millions With Your Ideas” by Dan S. Kennedy5188mtDB8rL._SX326_BO1,204,203,200_
    • To win with premium prices, clobber competitors with service
    • Call every customer after the job is completed to verify satisfaction
    • Offer strong guarantees
    • Get crazy publicity & word of mouth with free product to local companies (works if you own a cafe anyway)
    • Stake out a market leader position from the start – define a new niche
    • Break even on the first sale / product to get a mailing list together. Sell to that group long term
    • Repackage the same core product / service in heaps of different ways, different formats, different prices, to different target markets

    The Unwritten Laws of Business by J. King and James G. Skakoon

    My notes on “The Unwritten Laws of Business” by J. King & James G. Skakoon. 2007511pX2EDVHL._AC_UL320_SR214,320_

    Good advice for employees who want to get the most out of their current role.

    How to Win Friends and Influence People by Dale Carnegie

    My notes on “How to Win Friends and Influence People” by Dale Carnegie

    3 Fundamental Techniques in Handling People51RWA6BmIWL._SX320_BO1,204,203,200_

    1. Don’t crisicise, condemn or complain
      • Instead, try to understand them, why they do what they do
      • The most important human desire: A feeling of importance
    2. Give honest and sincere appreciation
      • Find out their good points
      • Try to see everything from the other person point of view
    3. Arouse in the other person on eager want

    Purple Cow by Seth Godin

    My notes on “Purple Cow” by Seth GodinpurpleCow

    • Remarkable marketing is the art of building things worth noticing right into your product. If it isn’t remarkable, its invisible
    • The Advertising Age
      • Before: Word-of-Mouth
      • During: Ever increasing consumer prosperity, and endless consumer desire. Simple formula: Advertise on TV & mass media = increased sales
      • After: Word-of-Mouth with new networks at rocket speed

    Confession: I Only Have 4 Skills

    It’s true. My confession to you today is that I only have 4 skills.

    Skill #1: I Can Read

    Being able to read is my first skill.

    I read a speed reading book 4 years ago and it changed my life: 10 Days to Faster Reading by Abby Marks Beale

    It increased my comprehension from 60-70% to 80-90% and increased my reading speed from 300wpm (already quite good) to 600-900wpm.

    I can consume a regular sized business book in 2 to 3 hours. And when I studying for my Masters over the last 2 years I read hefty text books in 4 – 6 hours.

    The pay off for my reading skill is that I get to steal ideas from the best minds on the planet and rework those ideas into my own. Continue reading “Confession: I Only Have 4 Skills”

    The Award For The Worst Toll Free Number Goes To 0800 MELANOMA

    There’s an ad playing on the radio at the moment about a local skin cancer specialist.

    I have a problem with their choice of phone number:

    0800 MELANOMA

    To me, this is a classic case of being unable to consider the customers perspective, who is looking into the business from the outside.

    The business owner must have thought “we deal with melanoma every day, it’s what we do, so if 0800 MELANOMA is available, it’s the right number for us”.

    Meanwhile, the customer is thinking “I don’t like the look of this mole on my arm. I think I’ll be ok, but I better get it checked by a professional just to be sure”.

    And then you want them to dial 0800 MELANOMA?

    No thanks. I don’t want melanoma.

    If you had two take-a-way pizza joints to choose from would you call: Continue reading “The Award For The Worst Toll Free Number Goes To 0800 MELANOMA”

    A Facebook Page For Your Business? Should You Bother?

    Word of Mouth is how a business dies, survives or thrives, right?

    Well, social media platforms such as Facebook are Word-of-Mouth with a megaphone.

    Traditional, mass-media, or “broadcast” forms of advertising are becoming less effective because they are based on interruption.

    Media is continuing to fragment (more websites, more TV channels, more magazines) so it is increasingly expensive to shout at your target audience.

    The future is about getting permission to talk to your audience.

    Facebook is all about building a permission asset.

    People of all ages are using it. It’s free. It’s easy. It’s a way to get feedback from your customers.

    Continue reading “A Facebook Page For Your Business? Should You Bother?”

    How To Handle Negative Reviews About Your Business

    Have you ever looked up your own business online and found a negative review somewhere?

    Maybe you own a restaurant and you’ve just found a negative review on a restaurant directory written by someone who was grumpy that night and they have lashed out at you?

    Maybe you own a motel and you’ve just found a negative review on a motel directory written by someone who expected a 5 star experience when you sign clearly says 3 star and now they a complaining loudly?

    You wish they had come to you first so you’d have the chance to put things right before they flamed you in public like that, right?

    Well, for whatever reason, they didn’t. And now there is a negative comment out there poisoning your online reputation and scaring away potential customers.

    It is a frightening experience for a business owner.

    Did you know that there is a way to turn negative reviews left online by disappointed customers, into a positive force that is 10 times more powerful?

    All you have to do is follow this guide:

    Step #1: Don’t Make Excuses Continue reading “How To Handle Negative Reviews About Your Business”

    The Art of the Start by Guy Kawasaki

    My notes on “The Art of the Start” by Guy Kawasaki

    Complete This Sentence

    • If your organisation never existed, the world would be worse off because…

    Take Notes To Impress

    When you are doing a pitch to an investor and they speak, take notes. The visible act of taking notes says:

    Anything You Want by Derek Sivers

    My notes on “Anything You Want” by Derek SiversDerekSivers-AnythingYouWant-318x450

    My personal philosophy’s

    1. Business is not about money. It’s about making dreams come true for others and for yourself
    2. Making a company is a great way to improve the world while improving yourself
    3. When you make a company, you make a utopia. It’s where you design your perfect world
    4. Never do anything just for the money
    5. Don’t purse business just for your own gain. Only answer the calls for help
    6. Success comes from persistently improving and inventing, not from persistently promoting what’s not working

    1. Your business plan is moot. You don’t know what people really want until you start doing it
    2. Starting with no money is an advantage. You don’t need money to start helping people
    3. You can’t please everyone, so proudly exclude people
    4. Make yourself unnecessary to the running of your business
    5. The real point of doing anything is to be happy, so do only what makes you happy Continue reading “Anything You Want by Derek Sivers”

    How Are You Going To Change Your World in 2012?

    Notice how I said “your world” rather than “the world”.

    Can one person change the world?

    Well, I do think one person can change 10 people.

    And those people can change 10 people each.

    And so on.

    And perhaps, in that fashion, you can change the world.

    But I’m talking about “your world”.

    Your world could be:

    1. Your country
    2. Your city
    3. People with an interest in common to you
    4. Your network
    5. Your family, your friends
    6. You

    I’m confident you can change #6, and by starting there, you can change all the others.

    What Are The 4 Things You Need Before You Can Change Your World?

    1. You just need to find you are passionate about (passion keeps you going when everyone else quits)
    2. Find people equally passionate about it and get them to help you (doing it yourself can work too)
    3. Take the action you need to (taking action moves good ideas into great ideas)
    4. Never give up. Let nothing stand in your way.

    How Can We Change The City of Tauranga Together in 2012?

    I’m passionate about:

    And in the last 6 months I have met dozens of people that are passionate about these same things!

    But until now, no one person has held all the piece of the puzzle at once.

    So in 2012 I’m going to bring all these people and elements together somehow…

    Some initial ideas:

    1. Run a Tauranga version of Start-Up Weekend (perhaps twice)
    2. Be a mentor at “The Idea Shed” (high school students)
    3. Help create a Business Incubator in Tauranga
    4. And help these entrepreneurs from these 3 sources to either:
      • bootstrap their business (get it going with zero capital)
      • or help them pitch their ideas to local investors

    Keen to help?

    Then let’s talk: Phone (07) 575 8799.