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Casual Articles - What the Web Isn't
The Art and Science of Sales and The Dissection Of Rejection people will remember you’re the belching hamster company and see what you’re about. An ad on the Super Bowl reaches 60% of the TV audience at the time. Even the most popular websites– Google and Yahoo– reach 30% or less of the web-user population on a given day, according to traffic-analysis firm Alexa. For a more typical example, the site rated as the 37,249th most popular site on May 8th, 2007 only reached about 11 out of every million web users that day."If we had no winter, the spring would not be so pleasant: if we did not sometimes taste adversity, prosperity would not be so welcome." -Josh BillingsIn the art and science of sales, goals are perhaps the seeds that from all creation springs forth! I personally like this statement because it motivates me to want (desire) to ponder, pray and proliferate my own, however slight they may be, creations and contributions. However, the achievement of most goals is largely dependent on the help received from other people. Recognition of this fact is essential! But understand this vital point: Not everyone is willing to be a crusader of your cause!It is an all too common fact that it takes money to make money, but those that already have the necessary resources are usually quite uninterested in giving a leg up to those that do not have it already. Think in terms of the biggest fish bowl in the world…Hollywood! When you are nobody, nobody cares, but when you have arrived…they come out of the woodwork. Why is it like this? Well, we’ll save that topic for another article, this article is more specifically about the dissection of the reasons, and not why we (society) have become so complacent, especially where sales and survival go han Second, users resent being steered into making contact with you. Bandwidth and storage have never been cheaper, so there’s very little excuse not to provide detailed information on your website. If everything is a “call us for more details” message, many users will bounce. They’ll either be concerned that the company isn’t professional or capable enough to adequately fill out its own website, or suspicious that they’ll have to sit through solicitations once they make contact with you. -Websites are not TV itself either. People have been trying to turn the web into TV at least since Internet Explorer 4 and its “Channel Bar”. It’s a terrible metaphor. The Web offers so much more than TV. -Television tends to offer a selection of content that’s a mile wide but six inches deep, while the Internet is both wide and deep. If I want more information on a subject once a show has ended, the show itself rarely provides me with options. A well-planned website will provide both its own resourc Small Business Loans and The Best Time to Apply You’re probably thinking about your new website in terms of what it will be and do. It’s equally important to consider it in terms of what it won’t be and shouldn’t be.Every business, small and large, will sooner or later require outside financing or some form of business loan in order to stay in business or to meet the demands of growth and expansion. In most cases business loans will come from a regular commercial bank but other institutions offering business loans include credit unions, savings and loans companies and investment companies.If your business has been in operation for a number of years it is usually easier to arrange business loans. That’s because you have already proved the viability of your enterprise and probably have established some form of relationship with your bank or credit union to manage your accounts payable and accounts receivable. But even if you are just starting out it is still possible to obtain business loans to get your business off on the right foot.Your first step to obtaining business loans is to prepare a business case for the bank or lending institution to review. This will normally include your projected revenues and expenditures, the investments that you and your colleagues have already made in the business, and a description of the market conditions and operating milieu of your business enterprise. This will also allow you to consider and reconside Imagine delivering sales presentations as epic poems, and telling your spouse about your love for her with a PowerPoint presentation. Obviously, it won’t work well. The web’s exactly like any other medium– ideally suited for certain tasks, clunky for others, and downright silly for some. If you go into the web development process with a clear understanding of what websites aren’t good replacements for, you’ll make choices which produce a better website. Websites are NOT desktop applications. First, users have far more control over the flow of a website session than if you work with a desktop application. Although you can provide navigation, the odds are fairly strong that users will instead click the “back” and “forward” buttons to make their way through a multiple stage process. Some users tend to open new browser windows at certain steps in the procedure. This becomes dangerous when you use frames or AJAX technology to provide a site where parts of the site stay in place as you change others. If you click “Back” on the browser instead of the site’s own “Go Back” control, you may find yourself returned to the beginning of a multi-stage task, or worse yet, stranded with no easy route back to the start or where you were before. The news isn’t all bad there: you can often design to exploit this situation. A user who can open a new browser window is less likely to become stranded because they can’t get the information needed to proceed, and some tasks obviously make sense to present as “click the back button and try again”. Second, websites should be “self-contained” when possible. Even if you can’t have the databases and the code on the same machine, you can at least strive to move the whole assembly onto remote hosting. Many desktop applications, especially for a business’s internal use, rely on a server for the office. Every PC in the office draws information from that. If you follow the same model for your website, you end up still having to take care of the office server, AND constantly monitor its connectivity to the website. Finally, performance characteristics are going to be different on the Web. Desktop applications are frequently processor- or disc-limited, but graphics are essentially free. In comparison, web servers generally have adequate processor and disc resources, which are constrained by fairly limited transfer performance to the user. You might find you get better responsiveness by devoting more time to processing data, if it can avoid the transfer of unnecessary large images or intermediate tables. -Websites are NOT PDF files. You all know PDF files– those little “land mines” of the web, which unexpectedly spawn a slow-to-load plugin and a 5Mb download. Their saving grace is that they generally look the same on every computer you view them on. If a 1040 has to look a certain way, fine, use a PDF. If the document is really destined for printing, then it’s okay to force specific font sizes and page layouts that look good when printed. There are, however, just as many situations– such as product specifications and data sheets– where the target is the screen– and site owners seem incapable of converting these documents to true Web documents. Replacing a bloated PDF with a comparable set of HTML and images often results in faster loading, improved browser compatibility and stability (with no external plugin required, browser crashes and hangs are much less common), and less clumsy navigation (PDFs tend to throw off the “back” button’s behaviour) Even those site owners who avoid using PDFs directly often want to turn their web site into the functional equivalent of a PDF file– they’ll attempt to force the use of certain fonts, colours, and in some cases even browsers in an attempt to control the presentation of the page. While a reasonable amount of corporate style is entirely acceptable, and can improve your image online, you can’t hold a lot of hope for everyone seeing your site exactly the same. Eventually you will have a user on a mobile phone, or a person with fonts enlarged to accomodate weak eyes, and your vision will collapse. In that situation, the best approach is to plan to let it collapse gracefully– ensure the navigation and content can still be read even under adverse conditions. -Websites are NOT TV commercials. I’m sure you’ve went to more than one website which had a huge Flash introduction, followed by two screens of text which add up to maybe three paragraphs. This is the web’s answer to a 30-second TV spot. Think about what you can’t do in a 30-second TV spot– these sites have the same problem. Some people might hope to use websites primarily to build brand awareness, or as a teaser, by which to “force” your potential customers into contacting you for more information. Both of those assumptions are naive. First, it’s only practical to build brand awareness alone when you’ve got a huge audience. This is the mindset behind Super Bowl ads– if you’re lucky, enough people will remember you’re the belching hamster company and see what you’re about. An ad on the Super Bowl reaches 60% of the TV audience at the time. Even the most popular websites– Google and Yahoo– reach 30% or less of the web-user population on a given day, according to traffic-analysis firm Alexa. For a more typical example, the site rated as the 37,249th most popular site on May 8th, 2007 only reached about 11 out of every million web users that day. Second, users resent being steered into making contact with you. Bandwidth and storage have never been cheaper, so there’s very little excuse not to provide detailed information on your website. If everything is a “call us for more details” message, many users will bounce. They’ll either be concerned that the company isn’t professional or capable enough to adequately fill out its own website, or suspicious that they’ll have to sit through solicitations once they make contact with you. -Websites are not TV itself either. People have been trying to turn the web into TV at least since Internet Explorer 4 and its “Channel Bar”. It’s a terrible metaphor. The Web offers so much more than TV. -Television tends to offer a selection of content that’s a mile wide but six inches deep, while the Internet is both wide and deep. If I want more information on a subject once a show has ended, the show itself rarely provides me with options. A well-planned website will provide both its own resource Hire a Programmer and Make Millions Today s at certain steps in the procedure. This becomes dangerous when you use frames or AJAX technology to provide a site where parts of the site stay in place as you change others. If you click “Back” on the browser instead of the site’s own “Go Back” control, you may find yourself returned to the beginning of a multi-stage task, or worse yet, stranded with no easy route back to the start or where you were before.The Team:Nobody is blessed with ALL the skills it takes to make a successful business. That’s why most businesses have a management team, a creative team, and a technical team. You have to figure out where you fit into that team.If you feel like you are very creative, but don’t have the skills to carry out the technical process, it is very important to find someone who can.What a Programmer Can Do For You:First of all, it is important to know that programmers are probably the least creative people in the world. Programmers don’t know how to match colors, don’t know what “looks hip”, and definitely don’t know how to market themselves or their products.So, when you do hire a programmer, you have to be ready to explain every little detail about your program down to the smallest color.A Program That Solves Problems:When creating and designing a program, you have to figure out, first of all, what a major problem people are having, and how your program is going to solve it. This program has to solve problems for millions of people if you want it to be successful. Not only that, it should be so good that your customers will want to The news isn’t all bad there: you can often design to exploit this situation. A user who can open a new browser window is less likely to become stranded because they can’t get the information needed to proceed, and some tasks obviously make sense to present as “click the back button and try again”. Second, websites should be “self-contained” when possible. Even if you can’t have the databases and the code on the same machine, you can at least strive to move the whole assembly onto remote hosting. Many desktop applications, especially for a business’s internal use, rely on a server for the office. Every PC in the office draws information from that. If you follow the same model for your website, you end up still having to take care of the office server, AND constantly monitor its connectivity to the website. Finally, performance characteristics are going to be different on the Web. Desktop applications are frequently processor- or disc-limited, but graphics are essentially free. In comparison, web servers generally have adequate processor and disc resources, which are constrained by fairly limited transfer performance to the user. You might find you get better responsiveness by devoting more time to processing data, if it can avoid the transfer of unnecessary large images or intermediate tables. -Websites are NOT PDF files. You all know PDF files– those little “land mines” of the web, which unexpectedly spawn a slow-to-load plugin and a 5Mb download. Their saving grace is that they generally look the same on every computer you view them on. If a 1040 has to look a certain way, fine, use a PDF. If the document is really destined for printing, then it’s okay to force specific font sizes and page layouts that look good when printed. There are, however, just as many situations– such as product specifications and data sheets– where the target is the screen– and site owners seem incapable of converting these documents to true Web documents. Replacing a bloated PDF with a comparable set of HTML and images often results in faster loading, improved browser compatibility and stability (with no external plugin required, browser crashes and hangs are much less common), and less clumsy navigation (PDFs tend to throw off the “back” button’s behaviour) Even those site owners who avoid using PDFs directly often want to turn their web site into the functional equivalent of a PDF file– they’ll attempt to force the use of certain fonts, colours, and in some cases even browsers in an attempt to control the presentation of the page. While a reasonable amount of corporate style is entirely acceptable, and can improve your image online, you can’t hold a lot of hope for everyone seeing your site exactly the same. Eventually you will have a user on a mobile phone, or a person with fonts enlarged to accomodate weak eyes, and your vision will collapse. In that situation, the best approach is to plan to let it collapse gracefully– ensure the navigation and content can still be read even under adverse conditions. -Websites are NOT TV commercials. I’m sure you’ve went to more than one website which had a huge Flash introduction, followed by two screens of text which add up to maybe three paragraphs. This is the web’s answer to a 30-second TV spot. Think about what you can’t do in a 30-second TV spot– these sites have the same problem. Some people might hope to use websites primarily to build brand awareness, or as a teaser, by which to “force” your potential customers into contacting you for more information. Both of those assumptions are naive. First, it’s only practical to build brand awareness alone when you’ve got a huge audience. This is the mindset behind Super Bowl ads– if you’re lucky, enough people will remember you’re the belching hamster company and see what you’re about. An ad on the Super Bowl reaches 60% of the TV audience at the time. Even the most popular websites– Google and Yahoo– reach 30% or less of the web-user population on a given day, according to traffic-analysis firm Alexa. For a more typical example, the site rated as the 37,249th most popular site on May 8th, 2007 only reached about 11 out of every million web users that day. Second, users resent being steered into making contact with you. Bandwidth and storage have never been cheaper, so there’s very little excuse not to provide detailed information on your website. If everything is a “call us for more details” message, many users will bounce. They’ll either be concerned that the company isn’t professional or capable enough to adequately fill out its own website, or suspicious that they’ll have to sit through solicitations once they make contact with you. -Websites are not TV itself either. People have been trying to turn the web into TV at least since Internet Explorer 4 and its “Channel Bar”. It’s a terrible metaphor. The Web offers so much more than TV. -Television tends to offer a selection of content that’s a mile wide but six inches deep, while the Internet is both wide and deep. If I want more information on a subject once a show has ended, the show itself rarely provides me with options. A well-planned website will provide both its own resourc Six Sigma Tools for Process Control isc resources, which are constrained by fairly limited transfer performance to the user. You might find you get better responsiveness by devoting more time to processing data, if it can avoid the transfer of unnecessary large images or intermediate tables.Aim for perfection.That’s a pretty lofty concept. It’s definitely not easy – especially when speaking of core business processes. Moving toward perfection requires measurement, analysis and documentation. And if you really want perfection, then you need more sophisticated tools. But is driving toward that ideal of perfection worth the effort?If you want to increase quality and dramatically save costs in production, then, yes, the road to perfection is definitely worth the driving time.Forward Steps, Quality and ProcessesLast time, we discussed process mapping to increase communication and understanding within an organization and to effectively develop a system of procedures. Now, let’s take a forward step, and look at how Six Sigma tools can decrease variability and increase quality in your processes.Six Sigma, Pyramids and SystemsThe Six Sigma methodology is an advanced set of tools designed for problem-solving and quality improvement. A 'sigma' refers to the standard deviation from the mean of a population. Standard deviation indicates the likelihood that your next data point will deviate from the mean of the data set.At the bottom of the Six Sigma pyramid begins a sys -Websites are NOT PDF files. You all know PDF files– those little “land mines” of the web, which unexpectedly spawn a slow-to-load plugin and a 5Mb download. Their saving grace is that they generally look the same on every computer you view them on. If a 1040 has to look a certain way, fine, use a PDF. If the document is really destined for printing, then it’s okay to force specific font sizes and page layouts that look good when printed. There are, however, just as many situations– such as product specifications and data sheets– where the target is the screen– and site owners seem incapable of converting these documents to true Web documents. Replacing a bloated PDF with a comparable set of HTML and images often results in faster loading, improved browser compatibility and stability (with no external plugin required, browser crashes and hangs are much less common), and less clumsy navigation (PDFs tend to throw off the “back” button’s behaviour) Even those site owners who avoid using PDFs directly often want to turn their web site into the functional equivalent of a PDF file– they’ll attempt to force the use of certain fonts, colours, and in some cases even browsers in an attempt to control the presentation of the page. While a reasonable amount of corporate style is entirely acceptable, and can improve your image online, you can’t hold a lot of hope for everyone seeing your site exactly the same. Eventually you will have a user on a mobile phone, or a person with fonts enlarged to accomodate weak eyes, and your vision will collapse. In that situation, the best approach is to plan to let it collapse gracefully– ensure the navigation and content can still be read even under adverse conditions. -Websites are NOT TV commercials. I’m sure you’ve went to more than one website which had a huge Flash introduction, followed by two screens of text which add up to maybe three paragraphs. This is the web’s answer to a 30-second TV spot. Think about what you can’t do in a 30-second TV spot– these sites have the same problem. Some people might hope to use websites primarily to build brand awareness, or as a teaser, by which to “force” your potential customers into contacting you for more information. Both of those assumptions are naive. First, it’s only practical to build brand awareness alone when you’ve got a huge audience. This is the mindset behind Super Bowl ads– if you’re lucky, enough people will remember you’re the belching hamster company and see what you’re about. An ad on the Super Bowl reaches 60% of the TV audience at the time. Even the most popular websites– Google and Yahoo– reach 30% or less of the web-user population on a given day, according to traffic-analysis firm Alexa. For a more typical example, the site rated as the 37,249th most popular site on May 8th, 2007 only reached about 11 out of every million web users that day. Second, users resent being steered into making contact with you. Bandwidth and storage have never been cheaper, so there’s very little excuse not to provide detailed information on your website. If everything is a “call us for more details” message, many users will bounce. They’ll either be concerned that the company isn’t professional or capable enough to adequately fill out its own website, or suspicious that they’ll have to sit through solicitations once they make contact with you. -Websites are not TV itself either. People have been trying to turn the web into TV at least since Internet Explorer 4 and its “Channel Bar”. It’s a terrible metaphor. The Web offers so much more than TV. -Television tends to offer a selection of content that’s a mile wide but six inches deep, while the Internet is both wide and deep. If I want more information on a subject once a show has ended, the show itself rarely provides me with options. A well-planned website will provide both its own resourc The 7 P's of Business Phone Etiquette esentation of the page. While a reasonable amount of corporate style is entirely acceptable, and can improve your image online, you can’t hold a lot of hope for everyone seeing your site exactly the same. Eventually you will have a user on a mobile phone, or a person with fonts enlarged to accomodate weak eyes, and your vision will collapse. In that situation, the best approach is to plan to let it collapse gracefully– ensure the navigation and content can still be read even under adverse conditions.Etiquette is in essence about proper conduct and presenting yourself favourably. Demonstrating good etiquette is important if one seeks to be successful. An area in which this is essential is the business phone call. Millions of business phone calls are made every hour and day. Business people that interact solely over the phone yet never meet still form strong opinions of one another. Practising good business phone etiquette helps encourage clear lines of communication, build rapport and avoid misunderstandings. Most of us can recollect a phone call that left us feeling frustrated or irritated. How much of this could have been attributed to poor phone etiquette? Here we explore a few simple examples of areas within business phone etiquette that should be employed when making or receiving calls. All successful business interaction needs preparation. The phone call is no exception. It is important to know who you are calling, the most convenient time to do so, the reason for your call and what you can do for them. Be structured, short and sharp. If the caller is not known to the receiver it is important that the purpose of the call and the caller’s credentials are establi -Websites are NOT TV commercials. I’m sure you’ve went to more than one website which had a huge Flash introduction, followed by two screens of text which add up to maybe three paragraphs. This is the web’s answer to a 30-second TV spot. Think about what you can’t do in a 30-second TV spot– these sites have the same problem. Some people might hope to use websites primarily to build brand awareness, or as a teaser, by which to “force” your potential customers into contacting you for more information. Both of those assumptions are naive. First, it’s only practical to build brand awareness alone when you’ve got a huge audience. This is the mindset behind Super Bowl ads– if you’re lucky, enough people will remember you’re the belching hamster company and see what you’re about. An ad on the Super Bowl reaches 60% of the TV audience at the time. Even the most popular websites– Google and Yahoo– reach 30% or less of the web-user population on a given day, according to traffic-analysis firm Alexa. For a more typical example, the site rated as the 37,249th most popular site on May 8th, 2007 only reached about 11 out of every million web users that day. Second, users resent being steered into making contact with you. Bandwidth and storage have never been cheaper, so there’s very little excuse not to provide detailed information on your website. If everything is a “call us for more details” message, many users will bounce. They’ll either be concerned that the company isn’t professional or capable enough to adequately fill out its own website, or suspicious that they’ll have to sit through solicitations once they make contact with you. -Websites are not TV itself either. People have been trying to turn the web into TV at least since Internet Explorer 4 and its “Channel Bar”. It’s a terrible metaphor. The Web offers so much more than TV. -Television tends to offer a selection of content that’s a mile wide but six inches deep, while the Internet is both wide and deep. If I want more information on a subject once a show has ended, the show itself rarely provides me with options. A well-planned website will provide both its own resourc SPIN, Relevant To Both Salesmanship & Advertising! people will remember you’re the belching hamster company and see what you’re about. An ad on the Super Bowl reaches 60% of the TV audience at the time. Even the most popular websites– Google and Yahoo– reach 30% or less of the web-user population on a given day, according to traffic-analysis firm Alexa. For a more typical example, the site rated as the 37,249th most popular site on May 8th, 2007 only reached about 11 out of every million web users that day.Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.Situation, Problem, Implication, Need Pay-off.It should come as no surprise that one of the things that he discovered was that successful salesmanship means asking a lot of questions, before presenting products. This is just common sense. What would you think of your Doctor if he told you, “Here take these Zoloft tablets, by the way, what seems to be bothering you?” Probably not very much, so don’t “show up & throw up”, ask questions.So far, so good, but what kind of a questioning process most often resulted in a positive result?Here’s what he discovered.At the beginning of the sales cycle, good questions about the buyer’s situation were well received, provided these questions were perceived by the buyer to be relevant, and to illicit information that was not easily obtained elsewhere. The best situation questions were those that built on the seller’s research. For example, “Many of the homes in this area have sump pumps, do you have one too?” Neil characterized these Second, users resent being steered into making contact with you. Bandwidth and storage have never been cheaper, so there’s very little excuse not to provide detailed information on your website. If everything is a “call us for more details” message, many users will bounce. They’ll either be concerned that the company isn’t professional or capable enough to adequately fill out its own website, or suspicious that they’ll have to sit through solicitations once they make contact with you. -Websites are not TV itself either. People have been trying to turn the web into TV at least since Internet Explorer 4 and its “Channel Bar”. It’s a terrible metaphor. The Web offers so much more than TV. -Television tends to offer a selection of content that’s a mile wide but six inches deep, while the Internet is both wide and deep. If I want more information on a subject once a show has ended, the show itself rarely provides me with options. A well-planned website will provide both its own resources and links to quality sites, allowing me to go as far as I want in the topic. -There are no “Channels” on the Internet. If I turn on a TV station, particularly a cable one, they’re going to stick fairly close to their target subject matter. It’s not like they’re suddenly going to make pastry on the Cartoon Network. This is perfect for a passive medium– the program changes every 30 minutes for you, but doesn’t wander far from home. The Internet is more active. You choose both when to leave one site and where you’re going next. Therefore, the click of a link corresponds to BOTH the click of a remote (switching to an entirely new line of content) and a change of show (switching to new content on the same theme) If you start organizing your site content into “channels”, it tends to encourage to restrictions on navigation, trying to ensure that the user doesn’t jump into a different “channel” too easily. A “channel” mindset may also result in dividing content in ways that don’t match up with user’s expectations, just to fit into the existing set of channels, or an imposing proliferation of channels. A good example of this is the otherwise excellent Craigslist. They organized their classified ads into types of merchandise. These are classic channels– once you get in one, the navigation doesn’t provide an obvious way to jump into another. As a result, if you’re looking for an item which doesn’t fit clearly into one of the categories, it’s common to make several wrong guesses before finding the “right” category. Furthermore, once you find the “right” category, you’ll probably miss any ads which were placed in the “wrong” category. If content has to be divided, there are some interesting approaches which can help to lessen these problems: -Wider categories reduce the ambiguity about where the desired content will be found. The key to successful web development is to recognize and cooperate with the foibles and strengths of the medium. If you choose to design by metaphor, ensure that you’re not becoming caught up in the parts of the metaphor which won’t work on the web.
HTTP = HTML link (for blogs, profiles,phorums):
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