by Marvin Kane | Nov 14, 2011 | Business, Rants, Sharing
Is it so hard to be nice?
My friend often complains about his boss. The complaints are not about workload, hours or responsibilities. Mostly they’re about feeling under appreciated. This got me thinking. So I asked around and in an admittedly small sample size my very unofficial poll confirmed what I already knew. Employees want to feel valued. Simple. Although you can’t see it, everyone of us has a sign on our backs. The sign says “be nice to me.” This is a very basic human trait. It is NOT a weakness. Why then do bosses, managers and supervisors not get it?
You Get More With Honey Than With Vinegar
Have you heard that one? It’s true. It seems to me that bosses are afraid to show empathy because they believe, wrongly, that doing so will erode their authority. It won’t! It will make you seem human, which you are. Sure, you’re the boss. Your employees have to do what you say. After all, you hold a very sharp sword over their heads. You can fire them. But beware. Brandishing that sword overtly will create resentment and fear. Is that really what you want? I’m not talking about becoming everyone’s personal friend. That has its own set of problems. Here is what I am talking about:
- Say please – yes, I know it’s their job to do as you ask. Say please anyway
- Say thank you – yes, I know its’ their job to do as you ask. Say thank you anyway (I just said that)
- Be consistent – complimenting employees today and criticizing them tomorrow sends a mixed message. If your employees never know if they’re getting the “mean boss” or the “nice boss”, they’ll hold back for fear of getting the “mean boss”.
- Be sensitive – you make more money than your employees do. Don’t talk to them about your vacations to far away places (unless they ask). Chances are they can’t relate and will end up resenting you.
- Praise more, criticize less – okay this one is really Human Relations 101 and we’ve all heard it countless times. Bosses/managers/supervisors listen up! You can’t praise enough! I’m guessing that if you’ve never had children, you won’t get this one.
Fear and Resentment Will Work … Temporarily
So here it is in a nutshell. The “mean boss” and the “nice boss” will both get the same results from their people. But here’s the crucial difference. One approach creates a culture of resentment and fear and the other creates a culture of mutual respect and cooperation. The first can’t last. The second can’t lose.
And Now Back to You
I really need help with this one. If you’re an employee, does this resonate for you? Have you worked for the “mean boss” or the “nice boss” or both? What was your experience? If you’re a boss, does any of this make sense to you or am I missing something?
Photo credit: robinsonelizabeth76
by Marvin Kane | Nov 6, 2011 | Business, Sales and Marketing, Social Media
Conversations with my clients have convinced me that people don’t understand the reach of LinkedIn. Unlike Facebook and Twitter, LinkedIn users tend to treat their profile as an online resume. They set it once then forget it. Big mistake! According to Social Brothers, a social media management and consulting firm, the average age of LinkedIn users is 43 versus 18-34 for both Facebook and Twitter. The average annual income of LinkedIn users is $109,000 versus $26,000-$50, 000 for both Facebook and Twitter. This is a strong and influential demographic and using all of LinkedIn’s capabilities to reach them is a smart business move. Most LinkedIn users are aware of its more obvious capabilities, but here are three less obvious ways to use LinkedIn to help you reach potential clients, solidify your online reputation and find people working inside of companies you are interested in speaking to.
1. Search Companies
Let’s say you want to speak to the Vice President of Marketing at Hubspot (one of my favorite companies). You can use the traditional method of emails, letters or phone calls. Good luck trying to get past the gate keepers who have been trained to keep you at a distance. Or you can search Companies on LinkedIn.
Simply type the name of the company you’re interested in into the search field. Your search results will be a list of people you are connected to who work inside the company. I tried this and was surprised to find that I knew two people working inside of Hubspot. Now I’m not looking to meet the Vice President of Marketing at Hubspot, but if I were what an advantage it would be to get a personal introduction from someone already working there. No more gatekeepers.
2. Join or Start a Group
Groups are online communities built around a particular topic or area of interest. Currently there are over 250,000 LinkedIn groups covering a wide variety of topics. Why join a group? When others view your Linkedin profile they will see the names and logos of all the groups you belong to. This involvement boosts your authority and lets people viewing your profile know that your interests are deep and diverse. In addition, being plugged into groups within your sphere of interest helps you learn from others.
LinkedIn's Search Groups feature
Finding groups to join is easy. Type a keyword phrase into the Groups search field. The screenshot below shows the results for a search on the phrase “paul reed smith” (Paul Reed Smith or PRS, is a handmade electric guitar. I own one). This is a highly specialized area of interest so the results show only 3 groups. You can see the Join Group button on the right. If you can’t find just the right group to match your interest or expertise, the yellow Create a Group button on the left allows you to start your own.
The LinkedIn Group search restults page
3. Ask or Answer a Question
LinkedIn’s Answers feature is a great example of the collaborative nature of today’s social web. By asking a question you are tapping into the knowledge, expertise and experience of hundreds of thousands of people who can see, and if they choose, answer your question.
LinkedIn's Answers feature
The screen capture below displays the screen you will see after selecting Answers from the drop down menu.
You can either ask or answer a question
When you ask a question, LinkedIn prompts you to categorize the question so that others with expertise in that category can answer it. When answering a question, it is in your best interest to choose a question about something you really know well. Bear in mind that many people will be responding and the person who asked the question gets to choose what he/she believes to be the best answer. If your answer is chosen as the best, this will be reflected in your profile. The more best answers you provide, the more credibility you build… and that, after all, is the point.
Quick Summary
Three under used features of LinkedIn:
- Company search
- Groups – join or start your own
- Questions – ask or answer
Now Back to You
What LinkedIn features have you found useful? Were you aware of the three I’ve covered here?
by Marvin Kane | Nov 2, 2011 | Business, Sales and Marketing, Social Media
Back about a year and a half ago a colleague of mine asked me a simple question. “When are you going to get social”? It’s not that I was anti-social, it’s just that I wasn’t blogging, didn’t have a Facebook page or a Twitter account. The only online community I was participating in was LinkedIn. And I wasn’t really participating. I set up my profile and forgot about it. It gradually dawned on me that given what I do for a living I’d better get in the game. So like I did forty five years ago when I decided to play the guitar, I sought out the leaders in the field and started by emulating.
Identify the Best and the Brightest and (Try to) Do What They Do
The following is a list of ten people I’m following now. I have learned and continue to learn from all of them. I am certain that in six months this list will look different but for now I would like to share it and thank those who are on it. You have all taught me much. So in alphabetical order by last name, here it is:
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Chris Brogan
Chris Brogan – Chris’ name was the first name I heard when I posed the question to others “who should I follow“? He’s been blogging longer than anyone and knows the terrain like no one else. He has co-authored, with Julien Smith (see number 9), Trust Agents, a primer on how to use the web to build influence, improve reputation and earn trust and Social Media 101, Tactics and Tips to Develop Your Business Online. I’ve read both of these books. If you’re truly interested in understanding social media, I suggest you read them too and subscribe to Chris’ blog.
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C.C. Chapman
C.C. Chapman – C.C. is a recognized leader in the online and social media marketing space. He is also the author, along with Ann Handley (see number 4), of Content Rules, How to Create Killer Blogs, Podcasts, Videos, eBooks and Webinars that engage customers and ignite your business. I had the pleasure of meeting C.C. at the Boston Wordcamp last summer. His knowledge and insight would be enough. The fact that he is one of the friendliest people I’ve ever met is a real bonus.
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Seth Godin
Seth Godin – There’s not much to say about Seth Godin other than he is one of the most influential minds on the planet. At last count (it changes daily) he has written 14 books. He is irreverent, funny and brilliant. Seth’s blog just reached its 4000th post. Back when the algorithm was interesting, the blog was ranked by Technorati as the #1 blog in the world written by a single individual. Do yourself a favor and become familiar with him if you aren’t already.
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Ann Handley
Ann Handley – In addition to co-authoring Content Rules with C.C. Chapman (mentioned above), Ann is Chief Content Officer at MarketingProfs, an essential online resource for marketing professionals. She is the author of one of my all time favorite blog posts, 5 Reasons You Shouldn’t Be a Content Marketer. Give it a read and you’ll see why I subscribe to her blog.
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Guy Kawasaki
Guy Kawasaki – Guy has been an influential voice in the tech world for a long time. His opinions are so valued that his blogs can be found on American Express’ Open Forum website. He has written ten critically acclaimed and immensely popular books including his most recent, Enchantment. He is the co-founder of Alltop.com, an “online magazine rack” of popular topics on the web, and a founding partner at Garage Technology Ventures. He was a long time Apple evangelist and worked closely with the late visionary, Steve Jobs. He writes about that experience here.
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Bob Poole
Bob Poole – I recently started following Bob Poole’s blog. Chris Brogan referenced Bob in one of his posts so I thought I’d have a look. I subscribed to Bob’s blog immediately and now look forward to checking back often. I like Bob for a couple of reasons. First of all, he’s my age. Let’s just say we both survived the sixties and lived to tell about it. He is a sales and marketing guy with a very fresh approach. In fact, he wrote a book about his approach called Listen First, Sell Later. I love that. He’s got a sense of humor. I love that too. Best of all, he’s got a link on his website called mojo. I really love that.
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Amy Porterfield
Amy Porterfield – Here’s the first sentence on Amy’s About page: Here’s How I Can Help You Grow Your Business With Social Media. I love her direct, no nonsense style. Almost every one of her blog posts begins with the words “How to … ” and she delivers. Her tips and suggestions all work. She knows Facebook better than Mark Zuckerberg (ok, you caught me exaggerating) and has great insight into how to use it as the powerful marketing tool it is. I just received her book (which she co-authored with Phyllis Khare and Andrea Vahl) Facebook Marketing All-In-One For Dummies. The cover says it’s 9 books in 1. At over 600 pages I’m sure it is. I can’t wait to dive in.
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David Meerman Scott
David Meerman Scott – David Meerman Scott wrote the book on the new rules of marketing and PR. No, I mean it. He literally wrote the book. It’s called The New Rules of Marketing and PR. He also wrote Real Time Marketing and PR and my favorite book title in the history of books (remember, I’m an old time rock n’ roll hippie from the sixties), Marketing Lessons From the Grateful Dead (co-authored by Brian Halligan, co-founder of the dynamic inbound marketing software company, Hubspot). If you really want to know how marketing is changing, subscribe to David’s blog.
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Julien Smith
Julien Smith – Julien, along with Chris Brogan (see number 1) authored the best selling book Trust Agents. It was the first book I read about the real social implications and potential power of the web. I subscribe to Julien’s blog because he is different. He thinks outside the box, I mean way outside the box. Here is how C.C. Chapman puts it: “A creative individual who not only thinks outside the box, he puts his foot down and crushes it.” What more can I say.
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Gary Vaynerchuk
Gary Vaynerchuk – If this list weren’t in alphabetical order by last name, Gary would probably have been first. He has become so ubiquitous on the web that it’s difficult to know where to point someone who isn’t already familiar with him. He is a human tornado. My thinking about social media marketing was completely changed after I read The Thank You Economy. He is a pioneer in the video blogging space and still maintains a video blog. By trade, he is a wine merchant but it’s almost ridiculous to categorize him that way. To say he is a passionate advocate for social media marketing is the understatement of the year. Subscribe to his video blog and you’ll see what I mean.
And Now, Back to You
So this is my Top Ten List. How does it stack up to your list? Who have I missed that I shouldn’t have? If it were a Top Twenty List, who do you think I should add? Talk to me.
Photo credit: Abi Skipp
by Marvin Kane | Oct 24, 2011 | Business, Sales and Marketing, Sharing
Humor has always been my ally. I got out of a lot of jams back in Brooklyn when I was a kid by making people laugh. I remember one steamy summer night in particular. Walking home I realized a car was following me. I picked up my pace and darted into an alley. When I came out the other side the car was still there. I started to run. The car closed in. Exhausted, out of breath and with no place left to hide, I sagged to the curb. The car stopped, its headlights fixed squarely on my face. Out jumped 5 menacing kids with baseball bats. I steeled myself for the first blow when a voice yelled out “hey, aren’t you the kid who was making us laugh on the beach today”? “Yep, that’s me”, I replied. Instead of painful blows I received hearty pats on the back. See what I mean about humor being my ally? It’s been that way my entire life.
Not Everyone “Gets It”
In the late eighties I thought it was time to take comedy seriously so I started doing standup in the clubs around Boston. I soon learned a lesson that has stuck with me ever since. Not everyone gets it. Today I still consider humor the most important tool in my toolbox. It helps prospective clients let their guard down and breaks the ice. But … not everyone gets it. You see to be effective, comedy has to have context. And to understand the context you have to listen. There! That’s the secret. Listening. Not only will listening increase the odds that you’ll be funny when you’re trying to be, it will let your clients know you care. And you must care.
For another take on comedy as a sales tool, read A Funny Sales Secret on Bob Poole’s terrific website. In it, Bob talks about his good friend Walt, a very funny guy and a great salesman. What strikes me about Walt is not his sense of humor but his natural ability to make everyone in the room feel comfortable. That’s a gift. And while you’re at it, treat yourself by spending some time on Bob Poole’s website. There are many sales and marketing gurus. There is only one Bob Poole.
Closing Thoughts
These pointers are solely my opinion and do not necessarily reflect the opinions of management.
- If you use humor in a sales context, understand it’s not about inflating your ego. It’s about making your client/customer/audience feel comfortable
- Remember context. Before you start firing off jokes, ask questions, listen earnestly to the answers. Get the lay of the land. Then determine if humor is appropriate. It may not be.
- If you’re not sure if something you’re about to say is funny, chances are it isn’t. Don’t say it.
- In the same way that social media won’t work for you if you’re not a social person, humor won’t work for you if you’re not funny. (Don’t get mad at me for that one … it’s the truth).
So what do you think? Is humor an effective sales tool? Have you used it effectively? Has a sales person used it on you and did it work? I would really love some feedback on this one.
Photo by tofslie
by Marvin Kane | Sep 12, 2011 | Business, Design
Why treating your website as an afterthought can stall your business before it starts
Don't Make Your Website an Afterthought
The latest statistics suggest that it will take visitors to your site all of 4 seconds to decide if they want to stay or move on. And that’s down from the last study which put the number at 8 seconds. On the web, first impressions count – a lot! That’s why it continues to surprise me when businesses treat their website as an afterthought. You simply can’t think that way anymore. When I ask would-be clients about their current websites, I typically hear some variation of this response: “I just needed to throw something up there quickly.” Ouch!
Your Website is the Face of Your Business
You wouldn’t go to a business meeting in bell bottom jeans and a tie dye shirt (unless you were very certain the theme of the meeting was “remember the 60’s“). Don’t “dress” your website in outdated styles either. And it’s not just about looks. It’s about content, credibility and positive user experience. Remember that for many of your clients, your website will be the only connection they have to your business. If it fails to impress, it may well be the last time they consider doing business with you. Think of it this way: if your website is well constructed, looks professional and polished and is easy to use, it won’t matter if you are actually working out of a broom closet. Why? Because your website gives you the credibility of a well established, successful business. That’s what you really want isn’t it? But here’s the danger. It works the other way too. If you are a long established business with an impressive client list, a poorly designed and executed website will erode your credibility. See where I’m going with this?
Your Website is Huge Part of Your Marketing Effort
It’s true, and a bit surprising, that many business owners still don’t get the power of the Internet and the importance of a website. Why else would they “throw something up there quickly“? If you’re a start up or a new company still writing a business plan, make your website part of the plan. Budget for it. How much should you budget? Hard to say but you should be talking to a web professional early in the process to get a handle on the cost. If you don’t see clients at your office or facility then I would say this. Take the money you might spend on a fancy chair and expensive desk – which your clients will never see – and add it to your website budget. Not only will your clients see your website, they will judge you by it.
The Tragedy of Underestimating Your Website
Here’s why I call it a tragedy.You’ve spent countless hours planning, thinking, forecasting, hoping. You’ve spent hard earned money on equipment, office space, employees. Then you launch a website that squanders the precious 4 seconds you have to make a first impression. That’s a tragedy.
Summary
- Understand your website is the face of your business
- Understand your website is a very powerful marketing tool
- Make your website part of your business plan from the beginning. Don’t treat it as an afterthought.
- Budget for it. Make a web design professional part of your early discussions so you will always have a realistic idea about the cost
Is your website an effective expression of your business? What’s the feedback been?
by Marvin Kane | Aug 1, 2011 | Business, Design
Choose Wisely. Avoid nightmares
For those with limited resources, short time frames and no desire to get their hands dirty, web design services offering a quick, easy and cheap template driven solution may be the right answer. But beware! Make sure you know exactly what you’re signing up for so down the road what looked convenient and easy doesn’t turn out to be a nightmare.
It’s Your Domain Name. Own it.
Working with a company that “takes care of everything” for you may be fine but when it comes to registering your domain name, make sure it is being registered under YOUR name and associated with YOUR contact information. Why is this important? Consider the case of Acme Plumbing [names have been changed to protect the innocent]. They hired a “we’ll take care of everything” company to design their website. The sales rep registered the company’s domain name under his own name and contact information. When the domain name was several months from expiring, the renewal emails were sent to the sales rep. See where this is going? The sales rep left the company. Acme Plumbing had no idea their domain name was expiring until they were unable to access their website. Nightmare number 1.
Can Your Website Grow as Your Business Grows?
Sure it’s tempting to get your three page website up in 24 hours. Especially when all you have to do is email your content to the design company and voila! There it is. Your shiny new website. But if your business plan calls for growth – and if it doesn’t why are you in business – make sure you understand the process of growing your website to match your growing business. Will your web design company add pages for you as part of your original contract? If not, how much will it cost? How quickly will they get to it. How much control do you have?
Another Nightmare Scenario
World’s Best Electricians [again, names have been changed to protect the innocent] went with a “one stop shopping” web design service. The company registered his domain name, built a three page website with stock photos of their choosing, and hosted the site on their servers. Joe, the owner of World’s Best, didn’t have to do anything. What a deal. Except Joe’s business started growing. He wanted to use real photos of his work. He wanted to add testimonials. You get the picture. Not part of the deal said his one stop shopping company. Joe has decided he wants a brand new website but needs to get the domain name transferred to his name. Problem. His sales rep, apparently the only person with any knowledge of his account, has left the company.
Nightmare number 2.
Conclusion
I am not condemning the template driven, one stop, quick and easy web design companies. They offer a valuable service. What I am saying is make sure you understand very specifically what the company will and won’t do for you. It is important for your business to understand the following:
- make sure your domain name is registered to you
- understand your web design company’s policy about updating your site, i.e. adding pages, etc
- make sure the company is reputable and has a measurable track record
- try to find out the average life span of the company’s sales personnel. If there is frequent turnover ask why. Be suspicious.
Chances are you’ve spent a lot of time thinking about your business. Perhaps you have a three year plan, a five year plan or even a ten year plan. Keep that in mind when deciding who will build your company’s website.
Photo credit: fuzzysaurus
