How not to get more business online

Small business owners are all seeking one thing at the moment – more business. Everywhere you look, small businesses are in need of extra custom. Whether it’s the recession, the credit crunch or just plain greed doesn’t matter – what matters is the fact that this is such a common requirement.

So what strategies are small business owners taking to get more business? Some use “Search Engine Optimisation” in the hope that higher Google rankings will bring them more attention. Others try “pay per click” to get more visitors to their web site. Meanwhile, other small business owners are trying things like writing better sales letters to help them convert more.

But this is all clutching at straws. SEO, pay per click and copy writing are solutions to problems – but few small business owners appear to have identified whether or not they have the problem which these tools solve. In other words, SEO might help – but it could be the wrong tool.

In a sense most small business owners are acting like a bad carpenter; they are choosing the tools they want to use without having decided what it is they actually want to build. The small business owner is so focused on their own need for more cash, or more customers that they have taken their eye off the ball of what their business actually means to their clients.

If you want more business start by considering yourself as a customer. What EXACTLY are you looking for? Let’s imagin you sell training courses in Microsoft Office. Simply using SEO or pay per click to get more customers will waste your time and your money. Instead, focus your energies on considering the kinds of customers you get and what they really, really want. Changing your offer into something like “how to save time when writing office documents” rather than “learn Microsoft Office” might be more appealling – your potential customers might be turned on by time-saving. However, you could also offer “Microsoft Office for busy mums”.

The “busy mums” are not looking for saving time, but the manager of a small team of adminstrators, led by targets, could well be in the market for time-saving techniques and wouldn’t be turned on by the “busy mums” line. Neither or them, though are attracted by the more general “learn Microsoft Office”.

Most small business owners want to get as much business as possible. Who is your target market, I often ask people; and they tell me – “everyone”. That means a web page that is targeting everyone will always fail. Whereas a web page that targets “busy Mums” or another that aims at “time saving techniques for Microsoft Office” will have direct appeal.

So, far from losing business by focusing on narrow areas, you will gain business. If you run a small business the best thing you can do to try and get more income is to audit your existing web site and see how well it focuses on specific targets. If you cannot identify the target customer within one second – that’s right, one second – your page will not sell.

For most small businesses, the key to getting more custom lies not in the tools you could use – SEO, pay per click, etc., – but rather in understanding who your precise and individual target markets are.

Took on 007 Daniel Craig yesterday…!

Interviewed yesterday about Daniel Craig’s views on Facebook…see here for an example.

Jonathan Ross, Russell Brand and your web site

Jonathan Ross and Russell Brand are at the centre of a perfect storm – it’s got everything; sex, money, jealousy, a grandfather, an attractive young woman, an iconic corporation, stardom, – the list goes on. However, it’s a story that could have been knocked on the head within hours, rather than allowing it to drag on for almost two weeks.

It was a stupid prank, a juvenile stunt and an indication of weakening editorial standards within the BBC. But while the world is suffering recession, people are being killed in Iraq and Afghanistan, and the USA is about to select the most powerful man in the world, two so-called “comedians” have dominated the news agenda in the UK for days on end. Why?

The reason is simple; a complete mis-handling of the crisis by the BBC top brass. They have dithered, delayed and danced around the issue, rather than being decisive. Research on crisis communications has shown consistently that what we want is immediate, decisive action that shows the bosses understand our perspective. When a company is in the doo-doo we expect the boss to act immediately. We expect the boss to see it from our perspective – not the company’s. We expect the communication to be consistent and swift.

What have the BBC given us? Bosses that remained silent for over 10 days, bosses that disagreed with each other in public and bosses that were telling us about their internal perspective. Indeed, it’s taken almost a fortnight for the Director General to say a word – that’s a resignation offence in itself. In other words, the BBC that reports week-in, week-out on the crises of other companies has shown it does not even understand the principles of crisis communications itself. That’s the real issue here – how inept the top brass at the BBC have revealed themselves to be. They have allowed a rather silly and embarrassing event to escalate into a full-scale disaster for the organisation. People wonder why we are spending money on “talent” like Jonathan Ross, but I wonder why we are spending money on such poor management and a clear lack of leadership.

So what has this all to do with your company and your web site? Reputation. Your business WILL face a disaster or a serious problem that will affect your reputation. It is not “if” disaster will strike your business, but “when”. At some stage in your business, the proverbial will hit the fan; it’s as sure as tax.

How you handle that problem will determine whether or not your business survives. Follow the BBC way and you could be in trouble. Follow the advice from crisis communications experts and you’ll be OK. So here’s what to do.

When a crisis hits your business IMMEDIATELY put a front-page message on your web site. In that message the FIRST thing you say is how you PERSONALLY feel about the situation – show your emotional reaction. Next, say what action you are taking to deal with the issue and prevent it from happening again. Then show your compassion for the people affected by the problem. Finally, demonstrate the energy you are committing to the situation. It’s an easy-to-remember notice you need to place on your web site – F.A.C.E. – Feelings, Action, Compassion, Energy. All of which have been distinctly lacking by the BBC in the past two weeks.

And if you feel this won’t work you might recall the British Midlands air crash in 1989 when the company’s response was “text book” – leading to the survival of the airline and its continued success in spite of the fact that the company was responsible for 47 deaths. But the way Townsend Thoreson handled the Herald of Free Enterprise disaster in 1987 saw the company fold – their handling of the situation just compounded the disaster. There are dozens of other examples and the lessons are clear – follow the FACE method and your business will survive and your reputation may well increase. Nowadays, though, you need to act even faster – your web site MUST respond to the problems within MINUTES of you knowing about them.

Oh dear – we’re back to the banning Facebook debate….again…!

How good to see a “major think tank” so up-to-date with thinking….! According to Demos “Bosses should embrace Facebook“. Apparently, says Demos, it could be counter productive to stop staff using Facebook.

Now, forgive me a moment while I blow my own trumpet – but isn’t that exactly what I said when I wrote about Facebook bans over six months ago…!

Interesting too, that the Demos web site doesn’t feature the Facebook research it has carried out. Also, the sponsors of the study, Orange, make the amazing statement that “social networking is increasing now, because of the proliferation of new technologies that enable us to connect to each other in our personal and professional lives”. Er…wasn’t the very technology that Orange promotes (the phone) invented more than 100 years ago? And isn’t it used for social networking?

This is a classic example of a big company being “taken over” by the hype surrounding a supposedly new technology. Let’s get this right – social networking has been around since humans first started walking on the face of the planet. All that the likes of Facebook do is enable us to carry on doing that in new and exciting ways. Too many people are falling into the trap of thinking that social networking online is something new or different; it isn’t. It’s what we’ve always done and that’s why it is so successful. And that’s why you (and Orange) can’t afford to ignore it.

Get physical to be a better blogger

Bloggers spend a great deal of their day stuck in front of a PC, doing little exercise and rarely seeing the outside world. Well, that’s the tabloid image of a blogger. Of course, people who blog come in all sorts of shapes, sizes and with varying levels of inactivity.

But better bloggers are probably the physical ones; these are the people who lead an active lifestyle and who do things like home DIY, or gardening. And there’s a reason. According to Dr Kelly Lambert, a neuroscientist from Virginia, USA, complex tasks with our hands actually reward the brain. In other words, doing things like gardening or engaging in physical activities help our brains.

We have known for ages that physical activity reduces harmful adrenalin levels and stimulates the production of endorphins (the “happy” brain chemical). Now, Dr Kelly reveals in her book Lifting Depression that there is another beneficial effect in physical activity – one that works directly on the brain itself.

So what does this imply for the couch potato blogger? It suggests that your blogs will be more incisive, more engaging and more thought provoking if you do something physical. In other words, taking up gardening could very well improve your blog about tax planning; or becoming a part-time painter and decorator could make your blog about marketing so much more interesting.

So here’s my tip – don’t put finger to keyboard for your blog unless you have taken 20 minutes of physical activity beforehand. Not only will you feel more relaxed by changing the adrenalin and endorphin levels in your body, you will also have had a direct impact on your brain. In the long run, it can only result in a better blog.


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