Imagine That!

Shut Up and Sell!

admin — Wed, 25 Aug 2010 20:40:00 +0000

Shut Up and Sell!
A guide to what gets in the way

The Client was in trouble. Sales were down, and he was looking for the reasons why. He was looking at changing the colors of the buttons on his website without really understanding the habits of his customers. It never crossed his mind that he might be looking in the wrong place. What struck me as odd is that when my sales are down. I always look at MYSELF, asking “What else can I be doing or doing differently?” – So, in an effort to try and not offend the client, I asked “John – When is the last time you were on a site and didn’t buy the product becuase of the color of the “Buy Now” button?” He hemmed and hawed and came up with several reasons why the site wasn’t going to work for him, INSTEAD of focusing on GETTING MORE OF THE RIGHT CLIENTS. I have seen this before, and I know where he’s headed. It won’t be pretty when he gets there. Instead of focusing on what is really important, he has chosen to misdirect his energy on minutiae that will make no real difference on the bottom line.

According to Kelly Robertson, here is a short list of what makes successful people sell!

1. They are persistent. The most successful people in any industry have learned to face the obstacles that get in their way. They look for new solutions. They are tenacious. They refuse to give up.

2. Successful sales people are avid goal setters. They visualize their target, determine how they will achieve their goal, and take action on a daily basis.

3. Great sales people ask quality questions.

Uncover their customer’s goals, objectives, concerns and hesitations. This allows them to effectively discuss the features and benefits of their product and service that most relate to each customer.

4. Successful sales people listen. They have learned that silence is golden. 5. Successful sales people are passionate. You are not doing yourself, your company or your customers any favours by continuing to represent something you can’t get excited about. 6. Successful sales people are enthusiastic. When faced with unpleasant or negative situations, they choose to focus on the positive elements instead of allowing themselves to be dragged down.

7. Successful sales people take responsibility for their results. They do not blame internal problems, the economy, tough competitors, or anything else if they fail to meet their sales quotas. They know that their actions alone will determine their results and they do what is necessary.

Jeffrey Cohen is the director of New Business Development at ImageWorks, LLC in Vernon, CT. ImageWorks has been providing state of the art web development solutions for 10 years. ImageWorks can provide web solutions for both large and small companies. Visit our portfolio on our website. For maximum ROI with your web design, development, hosting or internet marketing needs including myspace design, on-line marketing, Social Media and Blog design, or for help with web issues, contact Jeffrey at JCohen@imageworksllc.com.

How to say “No!”

admin — Thu, 12 Aug 2010 13:43:02 +0000

From time to time, clients will ask for things that are outside the scope of what they ordered, what they want, what you agreed to, what makes sense for them, or what is even possible for you to deliver. That’s why it’s important to set the boundaries up front. What’s important about saying “No!” is not the fact that you said “No!”, it’s the understanding that it is still possible for a customer to feel that they have been heard and treated fairly.

There a few ways that you can show you care, while not compromising your standards. Explaining that you understand, explaining your point of view, and remaining caring, open and honest with customers keep open the gateways of communications.

The reason a client chose you in the first place is they trusted you. They had confidence in you. Sometimes, in a polite way, it’s important to remind them that there was a reason they chose a professional to handle their job in the first place.

Being professional and considerate of customers enhances their view of the organization–even when the customer may be disappointed with the outcome.

It Ain’t the Technology, It’s Your Experience.

admin — Fri, 06 Aug 2010 18:28:18 +0000

Technology is cheap. Very cheap. Compared to a few years ago, the cost of computers, cell phones, software, and yes, even the cost of a Web site has come down remarkably. And why not? Labor is plentiful, economy of scale is hard at work, and most importantly, we’ve done it before. We’re now just re-purposing the same technology over and over. So with so much around and people just begging to help, why are so many Web sites failing in delivering the Holy Grail of marketing?

Among the many reasons of course are the usual suspects. Unrealistic expectations, micro-management by the IT folks instead of the marketing team, and poorly built websites that will never be indexed well by search engines are just a few reasons that come to mind. But the really big offender? The one that insures underwhelming results almost every time?

It’s the inability of those involved to resist the temptation to have the Web site drive the business. You need to have the business experience dictate how the Web site should be designed. And I don’t just mean graphically. I know that everyone has a friend or cousin or sisters-neighbors-cousins-nephew who is a web-designer. But ask yourself, “What is the REAL business experience that little Johnny, graphically talented though he may be, ACTUALLY brings to the table?” Will he understand the nuances of a wholesale business that is using a Web site to go direct to consumers for the first time in the 100 year history of the company? I think you all see where this is going.

Now get back to work, and this time, have the dog wag the tail.

Your Web site markets you, but do you market your site?

admin — Tue, 15 Jun 2010 01:06:19 +0000

My friend Jody gets it. Some of our clients get it. But there are still a lot of people who don’t realize that once your new site is launched, the work promoting it is just beginning.

What will you do to keep the site top of mind so that when people need your product or service, they think to visit your site?

There are the obvious things, if you are a restauranteur, you could make sure you put the web site on your to go menus, bumper stickers, email blasts with daily specials, etc.,. But, what if you do something less obvious? what if you have nothing to say on a daily basis?

Advertising specialties to the rescue! Coasters, Mugs, and other imprinted desk accessories with your website’s URL right in front of future client can be extremely helpful. Something useful is not only helpful, but helps keep your branding top of mind.

We practice what we preach, so if you are looking for something to take up some desk space, drop us a line and we’ll send you something!

CT Web Design Quick Tips

admin — Mon, 07 Jun 2010 15:18:55 +0000

CT Web design Quick Tips

Here’s is a quick tip list for getting the most out of your web design project. Stick to these rules and you will be well on your way to launching a successful online marketing campaign.

1) Navigation that makes sense, and is well placed on the site. The two standards are across the top, and down the left side. Don’t make people guess where to find things.

2) Less is More. A clean layout and simple yet effective design that incorporates white space makes a site easy to read, and intuitive.

3) Make sure your site is cross browser compatible. Test it on a Mac as well as a PC, and make sure it looks and acts the way it was designed to.

4) Make sure your site technology is scalable. There’s nothing worse than having to rebuild your site or start your web project from scratch because you want to add some functionality that won’t integrate into your platform.

5) If you are not doing the work yourself and outsource the project, INSIST on real world examples from your developer, and get a hands on demonstration so that you understand exactly what you are getting.

For even more tips, visit our white papers page at http://www.imageworksllc.com/white-papers.cfm

Web Design Basics – The statistics have spoken!

admin — Wed, 19 May 2010 23:45:14 +0000

Friend and colleague Chris Amorosino recently dug up some statistics and sent them out in his e-news blast. And I Quote “People spend twice as much time looking at the left side of your web page as they spend looking at the right. According to “the king of usability,” Jakob Nielsen in an April 2010 study, web visitors spend 69% of their time viewing the left half of the page and 30% viewing the right half. Nielsen recommends keeping navigation to the far left; placing the main content a tad further from the far left; and showcasing your most important content between one third and halfway across the page. That’s where users focus their attention the most.

Here’s an area where it doesn’t pay to be creative. We train people to pay attention to certain spots on the page because most sites place their key information there. Break with the conventional layout and you risk breaking down your readership.”

Chris (and the Nielsen folks) clearly “get” what’s going on here. Conformity where appropriate, ease of use, and making use of what naturally works will help get your message read.

For the details on Nielsen’s study, go to www.useit.com/alertbox/horizontal-attention.html.

Everything I’ve Ever Learned about Running a Web Design Business

admin — Tue, 18 May 2010 12:46:28 +0000

I’ve read a tremendous amount of business books. Here’s everything I’ve ever learned, boiled down so that you do not have to read the volumes that I have already digested: Constant and vigilant measuring, evaluation, and action accordingly. Understand the competitive landscape. Know your team’s strengths and weaknesses. Love what you do, and surround yourself with people who share your goals.

The pieces that help us achieve success for our clients are twofold: Scalability, and the ability to genuinely listen to our customers marketing problems and then offer them an array of solutions that can actually solve these problems. Before embarking on your web design project, ask yourself: Do I know what my marketing problems are? How will I measure success?

Jeffrey

Your Place in the Universe

admin — Fri, 14 May 2010 12:48:54 +0000

OK, Ok, I know I preach a lot about continuity in blog posts, and how you should stick to a central theme when blogging, but every once in a while, there need to be exceptions. And today’s exception is breathtaking. Here’s Hubble, looking at nothing. http://www.flixxy.com/hubble-ultra-deep-field-3d.htm

Jeffrey

Search Engine Optimization in 2010 (SEO)

admin — Mon, 10 May 2010 12:23:18 +0000

Google has recently indicated that it will start using the speed at which a site loads as a priority in page ranking. An article published in issue 168 of Web Designer magazine states that “searches will now factor in how fast a page loads which will directly relate to how a site ranks in Google”. Based on our experience as a web design firm, this is the first time that a fast Web site will actually be rewarded by a search engine. The general consensus among other CT web design companies we have spoken to? It appears to be a good thing for keeping the web relevant, and quick.

Jeffrey.

Ten Things to Ask BEFORE you build your website.

admin — Tue, 16 Feb 2010 16:20:39 +0000

Many clients come to us for help in re-designing their Web site. Typically, the conversation starts with the client asking us questions. In response, I hand them a sheet with questions that are best answered before they start peppering us with questions that are, in some cases, not relevant. This list of questions is a fantastic guide to help people get back on track with their web development projects.

1) What is the goal of the site? If it’s to support your product or service, great. Then let’s make the documentation front and center, and easy to find. If it’s to make the phone ring, then lets make sure the phone number is big and bright and well placed.

2) How will you measure success? Is it number of visitors? Is it spreading your message? Or, is it having the right kind of person pick up the phone and call you?

3) How many people on your team have to be involved? At what level?

4) Who will be writing the content? And, what will the content say about you? this relates directly back to item number 1 on this list. Are you trying to close sales? Are you telling a story?

5) Are you earning permission to follow up? Allowing appropriate people to opt in is a very powerful tool for gaining permission to “touch” you clients.

6) How will people find your site? Google? From your URL printed on Billboards? Does showing up in the search engines matter? What about Viral Marketing?

7) Who needs to update this site? How often? Do your news and sections need frequent updating? Will your developer support ongoing maintenance, or supply you a toolset to update your content, or both?

How are you integrating your other marketing efforts with your Web site? Do you have coupons that are emailed out that can be redeemed in your online store? Can people request coupons from your site that can be used in your brick and mortar establishment?

9) How often will you overhaul your site? What are the dollar and time constraints on the project?

And finally, my personal favirite:

10) Do your team members understand that ‘everything’ is not an option?

Jeffrey