I'm human (most of the time), so I assume other humans (you included) are like me at times.
Ever been stressed?
I mean, really, REALLY stressed?
Sometimes, our kids get time-outs when they're displaying behaviour that stresses us out, but adults don't take time-outs when they need them.
Thankfully, there's a really nifty little de-stressing device that you'll soon be able to download.
It's called the Relaxation Zap!, produced by Dr. Feir Johnson at Innisfree Hypnotherapy.
I mention this because a) I tried it and was de-stressed pretty fast and b) Dr. Johnson's signing up with The Niagara Guide.
We'll be keeping you posted when the Relaxation Zap! is available online for you to download.
Update: The Relaxation ZAP! is available for download!
Tuesday, July 18, 2006
Friday, July 14, 2006
There must be a better way to sell...
I received a call from a voice representing Pitney Bowes at 8:30 the other morning. The very pleasant voice on the other end was telling me about a new 30 day free trial of their postage meter/scale/all-round handy mailing device. It was only $24.95 a month after that and came with $10 of postage pre-loaded from Pitney Bowes. All I had to do was plunk down $30 on my credit card for postage (required by Canada Post through some arcane law) and the machine would be mine for 30 days.
I was thinking that I had only recently purchased $20 of stamps, and that was my first purchase in a few months.
In case anyone reading hasn't noticed, I tend to be an e-business. Almost all of my clients have e-mail so sending things by surface mail isn't a common practice for me.
So, I said to the pleasant voice on the phone that I don't do enough mailing to justify having a postage meter/scale/all-round handy mailing device, but thanks for calling.
The pleasant voice took on a little more desparate tone and described the other benefits of the machine. No longer would I have to worry about employees stealing postage or having to keep petty cash around for the inevitable last minute rush to the post office for stamps at a crucial time. Surely, the voice inquired, my business could benefit from this wondrous postage machine.
I have to admit, those were all good benefits - for someone else. I told the voice almost all of our communications are through e-mail and that I use perhaps less than $5 in postage per month, so I was not interested in taking on a $24.95 monthly expense for something I really don't need.
The voice became more strained as more features and benefits were mentioned. I interrupted to ask if the caller understood why I didn't need the device. The voice paused, then said yes, but that if I took the device for the 30 day free trial then cancelled, I would actually be $10 ahead because Pitney Bowes would let me keep the unused postage they had paid for. A courier would be sent to retrieve the machine and I'd be off the hook.
To me, the progression of the sales pitch felt something like this:
1) Here are the key features and benefits. This can help you. Would you like it?
2) I heard you say no, so here are more features and benefits. This could help you. Would you like it?
3) I understand you really don't need this, but why don't you take it anyway and pull a fast one on the manufacturer and get something ($10) for nothing? (I'm really hoping you do, because as a busy person, you'll probably forget to cancel within 30 days and I'll get more commission.)
I declined again. Quite firmly. The voice retreated and we ended the call.
I understand sales is a "numbers game". Your product or service will appeal to a certain percentage of people so by necessity, you have to contact a certain number of people to make sales quotas.
I don't disagree with the voice going through stages 1 and 2 of the call. Stage 3 bothered me. A better option might have been to ask me to refer a company that was a better prospect for the magic mailing device. No such luck. It probably wouldn't have worked either - the voice was calling from a telemarketing call centre where the numbers and company name popped up on the screen for them to call. Making a sale to a company not on the approved list would be odd.
The call reminded me how important it is to listen to prospective customers instead of just blindly pitching the pitch and expecting them to buy. It also reminded me that despite the fact a company may not require my services, they'll probably know others who do, so it's imperative to walk out of a meeting or end a phone call with the same level of professionalism and courtesy you would extend to a client.
That was my sales lesson for yesterday. I hope this is a more pleasant way for you to be reminded of basic sales points than having to deal with a straining-to-be-friendly voice on the phone.
I was thinking that I had only recently purchased $20 of stamps, and that was my first purchase in a few months.
In case anyone reading hasn't noticed, I tend to be an e-business. Almost all of my clients have e-mail so sending things by surface mail isn't a common practice for me.
So, I said to the pleasant voice on the phone that I don't do enough mailing to justify having a postage meter/scale/all-round handy mailing device, but thanks for calling.
The pleasant voice took on a little more desparate tone and described the other benefits of the machine. No longer would I have to worry about employees stealing postage or having to keep petty cash around for the inevitable last minute rush to the post office for stamps at a crucial time. Surely, the voice inquired, my business could benefit from this wondrous postage machine.
I have to admit, those were all good benefits - for someone else. I told the voice almost all of our communications are through e-mail and that I use perhaps less than $5 in postage per month, so I was not interested in taking on a $24.95 monthly expense for something I really don't need.
The voice became more strained as more features and benefits were mentioned. I interrupted to ask if the caller understood why I didn't need the device. The voice paused, then said yes, but that if I took the device for the 30 day free trial then cancelled, I would actually be $10 ahead because Pitney Bowes would let me keep the unused postage they had paid for. A courier would be sent to retrieve the machine and I'd be off the hook.
To me, the progression of the sales pitch felt something like this:
1) Here are the key features and benefits. This can help you. Would you like it?
2) I heard you say no, so here are more features and benefits. This could help you. Would you like it?
3) I understand you really don't need this, but why don't you take it anyway and pull a fast one on the manufacturer and get something ($10) for nothing? (I'm really hoping you do, because as a busy person, you'll probably forget to cancel within 30 days and I'll get more commission.)
I declined again. Quite firmly. The voice retreated and we ended the call.
I understand sales is a "numbers game". Your product or service will appeal to a certain percentage of people so by necessity, you have to contact a certain number of people to make sales quotas.
I don't disagree with the voice going through stages 1 and 2 of the call. Stage 3 bothered me. A better option might have been to ask me to refer a company that was a better prospect for the magic mailing device. No such luck. It probably wouldn't have worked either - the voice was calling from a telemarketing call centre where the numbers and company name popped up on the screen for them to call. Making a sale to a company not on the approved list would be odd.
The call reminded me how important it is to listen to prospective customers instead of just blindly pitching the pitch and expecting them to buy. It also reminded me that despite the fact a company may not require my services, they'll probably know others who do, so it's imperative to walk out of a meeting or end a phone call with the same level of professionalism and courtesy you would extend to a client.
That was my sales lesson for yesterday. I hope this is a more pleasant way for you to be reminded of basic sales points than having to deal with a straining-to-be-friendly voice on the phone.
Tuesday, July 11, 2006
So, You Want a New Website Developer, eh?
"Changing Website Developers 101"
I get asked every now and then to take over an existing website. Hey - that's one of my businesses - The Web For Business.com. I'm often happy to do so, but being the second (or third, or fourth) person to work on a website can be a little challenging.
If you're not happy with your existing website developer, here are a few things you should get cleared up before you start calling around to find a new one.
1) Domain Ownership
Who owns the domain you use? You can find this out at http://www.betterwhois.com (for .com domains) or http://www.cira.ca (for .ca domains). Type in your domain and examine the ADMINISTRATIVE CONTACT information.
If you are listed as the administrative contact, or at least your E-MAIL ADDRESS is listed under the administrative contact, you're alright. If not, INSIST upon your website developer getting that change made before you switch. While legally, the registrant of the domain is the owner, the administrative contact of the domain has the power to change registrars, move your domain to another machine or even remove you as the registrant without your consent. This is considered theft. At best, it's disruptive and annoying if they do something like this. At worst, you could lose your domain and wind up in court fighting to get it back.
*Note: If you're happy with your website developer and have a healthy, trusting business relationship, then they may be taking care of all your domain renewals and that's fine. Just make sure your company name or your name shows up as the registrant and that you have the registrar's username and password information (below).
Domains are registered through REGISTRARS. Your domain's account will have a username and password needed to access it through the registrar's website. It is ESSENTIAL you change your password (at least) if you are not the sole person with this information. If you trust your new web developer to take care of this stuff for you, you should still have a record in case something happens to them.
2) Where is the Website Hosted?
The term "HOSTING" refers to the storage of the electronic files that make up your website. Files are stored on a web-server (a computer hooked up to the Internet 24/7). Any changes to your website require changes to those files. Changes can be done on any computer, but the changed files must be sent to the webserver they are hosted on. This is usually done through FTP (File Transfer Protocol). You need to know the following information:
a) What company hosts your website?
b) What is the login information needed to upload new files? This usually consists of
i) Remote Server Name or IP Address
ii) Remote Directory (not always required)
iii) Username
iv) Password
v) Transfer Mode (Active or Passive)
When you find out this information, it is important to CHANGE THE PASSWORD associated with FTP so only authorized people have access to change the files on your website.
3) Who Owns the Copyright to the Website?
It's my belief that once a client pays for work, they own it and all rights associated with it. However, not all website developers work this way. While you may pay them for the work, they may still hold onto the belief they own the copyright to the design. This makes it troublesome when you want to change developers as the old developer may insist they own the design to your website and only they can make modifications to it. It's a stupid business practice, but it happens.
When you deal with a website developer (or graphic designer, for that matter), get it in writing that all rights to the work will be assigned to you once the project is paid for. If you're changing developers, ask the old one about who owns the copyright on the work.
4) Get the Source Files for ALL Work (if possible)
Often, websites are created in a graphics program to create a layout. The original layout graphic is then modified to make it useable in a website format. If you want to make changes to a website's layout in future, it's much easier to do it when you have the original layout graphic. Without the original, you may be forced to compromise on your design or worse, recreate the whole thing from scratch.
You should also get all the HTML pages as well as other images for the site. Often, clients will provide very large image files that need to be re-sized and optimized for use on the web. It will save your new developer lots of time if you can provide these right away.
Another option to get the HTML and graphics files (aside from the original) is to open every page of your website in a browser and select the "Save File As" option and choose "Web Page, Complete" format. This will save both the HTML page AND all the images from that page. Very convenient.
Ideally, before you even consider switching developers, you should save a copy of the most current version of your website. Why? Just in case some "technical difficulties" take your site offline or worse, your site files are modified without your knowledge before being handed over to you.
These guidelines should help smooth the transition to a new developer. If you're looking for a new website developer, consider calling me. I've been helping companies cut through the BS of internet hype since 1997. I look forward to helping you make the most of your internet presence.
I get asked every now and then to take over an existing website. Hey - that's one of my businesses - The Web For Business.com. I'm often happy to do so, but being the second (or third, or fourth) person to work on a website can be a little challenging.
If you're not happy with your existing website developer, here are a few things you should get cleared up before you start calling around to find a new one.
1) Domain Ownership
Who owns the domain you use? You can find this out at http://www.betterwhois.com (for .com domains) or http://www.cira.ca (for .ca domains). Type in your domain and examine the ADMINISTRATIVE CONTACT information.
If you are listed as the administrative contact, or at least your E-MAIL ADDRESS is listed under the administrative contact, you're alright. If not, INSIST upon your website developer getting that change made before you switch. While legally, the registrant of the domain is the owner, the administrative contact of the domain has the power to change registrars, move your domain to another machine or even remove you as the registrant without your consent. This is considered theft. At best, it's disruptive and annoying if they do something like this. At worst, you could lose your domain and wind up in court fighting to get it back.
*Note: If you're happy with your website developer and have a healthy, trusting business relationship, then they may be taking care of all your domain renewals and that's fine. Just make sure your company name or your name shows up as the registrant and that you have the registrar's username and password information (below).
Domains are registered through REGISTRARS. Your domain's account will have a username and password needed to access it through the registrar's website. It is ESSENTIAL you change your password (at least) if you are not the sole person with this information. If you trust your new web developer to take care of this stuff for you, you should still have a record in case something happens to them.
2) Where is the Website Hosted?
The term "HOSTING" refers to the storage of the electronic files that make up your website. Files are stored on a web-server (a computer hooked up to the Internet 24/7). Any changes to your website require changes to those files. Changes can be done on any computer, but the changed files must be sent to the webserver they are hosted on. This is usually done through FTP (File Transfer Protocol). You need to know the following information:
a) What company hosts your website?
b) What is the login information needed to upload new files? This usually consists of
When you find out this information, it is important to CHANGE THE PASSWORD associated with FTP so only authorized people have access to change the files on your website.
3) Who Owns the Copyright to the Website?
It's my belief that once a client pays for work, they own it and all rights associated with it. However, not all website developers work this way. While you may pay them for the work, they may still hold onto the belief they own the copyright to the design. This makes it troublesome when you want to change developers as the old developer may insist they own the design to your website and only they can make modifications to it. It's a stupid business practice, but it happens.
When you deal with a website developer (or graphic designer, for that matter), get it in writing that all rights to the work will be assigned to you once the project is paid for. If you're changing developers, ask the old one about who owns the copyright on the work.
4) Get the Source Files for ALL Work (if possible)
Often, websites are created in a graphics program to create a layout. The original layout graphic is then modified to make it useable in a website format. If you want to make changes to a website's layout in future, it's much easier to do it when you have the original layout graphic. Without the original, you may be forced to compromise on your design or worse, recreate the whole thing from scratch.
You should also get all the HTML pages as well as other images for the site. Often, clients will provide very large image files that need to be re-sized and optimized for use on the web. It will save your new developer lots of time if you can provide these right away.
Another option to get the HTML and graphics files (aside from the original) is to open every page of your website in a browser and select the "Save File As" option and choose "Web Page, Complete" format. This will save both the HTML page AND all the images from that page. Very convenient.
Ideally, before you even consider switching developers, you should save a copy of the most current version of your website. Why? Just in case some "technical difficulties" take your site offline or worse, your site files are modified without your knowledge before being handed over to you.
These guidelines should help smooth the transition to a new developer. If you're looking for a new website developer, consider calling me. I've been helping companies cut through the BS of internet hype since 1997. I look forward to helping you make the most of your internet presence.
Catching Up with the Sugar Mamas
Lara and the other Sugar Mamas at Sweet Rage were on the Smith n Hayes show in June and are going to be on the CH morning show on July 21st. They're also working on a segment for Breakfast Television. Way to go Mamas!
We also had a chance to do a podcast with the Sugar Mamas - which can be listened to at the Niagara Podcast website www.niagarapodcast.com.
It's summer and there are lots of backyard parties on the go. Why not make an impression and bring a cake from Sweet Rage for dessert? It's a sure-fire way to impress your hosts!
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