Smart Business Blogging and the Smartest Dog Contest

This is a GREAT time to start a business, as long as you don’t create a bad product (Windows Vista anyone), and try to promote it with a poor marketing strategy and a website that does almost nothing.

Running a bad business poorly usually doesn’t make the news.  However, when it’s a HUGE company in the US which chooses to embrace a relatively recent phenomenon of expecting the government to come to the rescue them from their own bad business practices, the story definitely makes the front page.

GM’s recent holiday charity request of the US government was recently denied,  which brings to mind a joke which recently made the rounds.  This joke illustrates a truth we all embrace and that’s the difference between “government” and “business”.

The joke begins with four men who were  sitting at a bar one night.  As the alcohol flowed, the four men started bragging about how smart their respective dogs were.  One thing lead to another and before you know it, a challenge was issued.  The next night, the four men arrived back at the bar with their dogs to prove whose dog was indeed the smartest.

The first man was an engineer who called to his dog, “T-square, show these jerks what you can do.”

T-square took out some paper and pen and promptly drew a picture of a two story home.

The other men were impressed and all agreed that T-square was a pretty smart dog.

The next man,  an accountant thought his dog could do better. He called his dog and said, ‘Spreadsheet, show these guys what you can do.’

Spreadsheet went into the bar and returned with three dozen peanuts. He divided them into 6 equal piles of 6 peanuts, each perfectly stacked into a carefully constructed pyramid.

All the men agreed that Spreadsheet was pretty smart.

But the third man, who was a chemist thought his dog could do better. He called to his dog and said, ‘Precipitate, show these guys what you can do.’

Precipitate brought out a quart of whiskey from the bar, got a 10 shot glasses and poured each shot glass to the brim without spilling a single drop.

All the men agreed that Precipitate was pretty smart.

The fourth man was a government employee – and the pressure was on.  He called to his dog and said, ‘Bureaucracy , do your stuff.’

Bureaucracy jumped to his feet

  • pooped on the paper
  • ate the peanuts
  • downed all the shots of whiskey, one after another.

When he finished the final shot, he then proceeded methodically to hump each of the other three dogs with enthusiasm previously unseen.  However, in the middle of the act with the third dog, Bureaucracy yelped and  then collapsed to the ground.  He immediately announced that he had injured his back.

Bureaucracy filed a grievance report for unsafe working conditions… applied for Workers Compensation… and went home for the rest of the week on sick leave with full pay.

AND THAT ILLUSTRATES WHY EVERYONE WANTS TO WORK FOR THE GOVERNMENT!!

Jokes like this make us smile because we can recognize that the story perfectly illustrates what goes on when a “company” doesn’t have to answer to “customers”.   The business that doesn’t respect its customers is destined for closure unless that “business” is a form of government!

Unfortunately, GM has been operating their business like they’re a branch of the government for the past few decades.

The “problem” with this business model is that GM doesn’t have taxpayers which have no choice on whether or not to support the business.  Instead, GM has customers who cast their “vote” in the market place every time they purchase an automobile.

Unlike government, GM has competitors who are making cars that customers want to buy.   Unfortunately (for GM), they don’t have easy access to the US taxpayer’s tax dollars.

Fortunately, the representatives in Congress must face their own “customers ” a.k.a. the “voters” decided it was best to just say “No” to yet another charity request from a bloated inefficient business.

I personally think the uproar in Web 2.0 is part of the reason for the recent denial. I honestly think that if there hadn’t been a thousand voices speaking out in the blogosphere about the facts that the vote would have gone much differently.  Not only were blogs pointing out the fact that GM just received a huge sum as recently as in September 2008 – but they were also pointing out the fact that the unions weren’t participating in the proposed “bailout” at all.  I believe that bringing those “facts” to the public attention played a HUGE role in the vote.

If you’re wondering what all the “fuss” about blogging is all about – the information disseminated by tens of thousands of blogs may have actually changed the course of US history.

With that in mind – you might be tempted to think that perhaps a business blog, properly launched and leveraged,  might actually be a powerful and effective of a marketing tool.   Maybe your buisness blog won’t change the course of history – but it might just change the course of your business.

Shedding Light into the Darkest Corners of the Web

If you tell lies about a product, you will be found out – either by the Government, which will prosecute you, or by the consumer, who will punish you by not buying your product a second time.

David M Ogilvy

If there’s one HUGE disadvantage to doing business on the web it’s that it is REALLY easy for people to be – well, let’s say “less than authentic”.

Unfortunately, it’s very, very easy for those who are NOT “web savvy” to be taken in by someone who “baffles them with BS!”

A few weeks ago, I was “virtually introduced” to a small business web marketing consultant and SEO “expert”   During the initial introduction, this small business web marketing consultant and SEO expert shared that she wanted to talk to me because she would like to enter into the dazzling and exciting world of blogging.

This statement is causing red flags are going up ALL OVER the place for me.

A small business web marketing consultant and SEO expert needs MY SERVICES to set up a blog?!?!?!?

No, no, no.  My clients are people who use Hotmail and AOL because they can’t figure out how to set up Outlook Express.    My clients want an easy to use and effective internet presence because if it’s not easy, they can’t use it.   A few of my clients don’t know the difference between an email address and a URL -yet they’re successfully blogging – blogs rock! My clients are the reason I wrote my 8 Week Power Blog Launch course… because once they “mastered” the mechanics of blogging, they didn’t know what to do next.

One thing is certain, my clients usually do not proclaim that they are small business web marketing experts  OR experts in SEO!

One of the things I share in the course are the “secret authenticity discovery tools” available for free  which allow you to see exactly HOW much someone who claims to know SEO really knows.   I mean, if you claim to be a nutrition expert, then I don’t expect you to have a six digit or less Alexa ranking, but if you’ve written books on SEO and claim to be an expert, I really expect to see better than a 4.6 Million Alexa rank.

Yet again, another reason I LOVE blogs!!! 

Blogs can act as a great “authenticity” meter.

Since the small business web marketing consultant and SEO expert doesn’t have a blog, all you can do when you get to her website is to read the three articles on her website or buy a copy of her book.  Did she write the articles?  Who knows – she doesn’t write regularly enough to see if she wrote that copy or if she stole it from someone else.

Did she even  write a book?   (There’s no link to purchase it on her website – but she references it frequently in her email to me.)   Again,  I have no idea, but one has to wonder how “authentic” her expertise on SEO is with an Alexa ranking of 4.6 Million.

There are plenty of people who hire others to write for them.  There’s nothing wrong with this practice – unless you’re hiring someone to demonstrate expertise that you in fact do not possess.

As I was publishing my book I discovered someone was doing just that with articles I had written and published on my old static website.   Turns out a web development firm in New Zealand that had copied every single word of my old HTML static website and published it as their own work.  After I got over the shock, I had to laugh.  The secret spy tools told the whole story.  Let’s just say it was obvious that GOOGLE was giving me credit as the original author of the content.

Here’s the deal – you can hire the “published author, small business web marketing consultant and SEO expert” I recently met who has an Alexa ranking of 4.6 Million to act as your virtual mentor.  You can go to her website, read a few articles and if you want, call her to set up an appointment.  (Oh, good luck with that – you have to schedule an appointment with her VA to talk to her – her time is VERY valuable!)

OR you can have Naomi Dunford of the blog IttyBiz with an Alexa Ranking in the  100K range give you advice on building your online business and SEO.  I’ve never tried to call Naomi but she responds very quickly to email – unlike the “expert” above!

The kicker – you can access Naomi’s “wisdom” by picking up a copy of her SEO Ninja course OR you can pay 10 times that price to book an hour of the SEO pretender’s time.

TRUST -TRUST-TRUST-TRUST-TRUST!

If you get the feeling I don’t “trust” this new contact – you’d be correct!   Oh, and if you get the feeling that I do trust Naomi – well, you’d be right on the money again.

I trust Naomi because of MONTHS of reading her regular blog posts – post I miss now that she’s gone “big time”.

I’ll bet there are people you trust because you’re a regular reader of their blog as well.

Which is why, if you’re selling your expertise and you don’t have a blog – you need one.  There’s no better way to demonstrate your expertise.

Strategic Internet Marketing: Making the Intangible Major Sale

Blogs are a GREAT strategic internet marketing tools and should be included in every independent service professional’ marketing tool box!

If you’re selling “nothing but air” (a.k.a. selling your knowledge and/or services), your blog can be a great cost effective way of attracting your ideal clients to your practice.

In order to understand the “Why” behind why a blog can be a great tool to promote your business when you’re selling nothing but air, you need to understand the two types of sales your business may be making.

The Ultimate Major Sale: Selling the Intangible

When you’re selling your services, you’re making the most difficult sale of all : the Intangible Major Sale.

In my book, Beyond the Niche: Essential Tools You Need to Create Marketing Messages that Deliver Results, I cover the fact that there are TWO types of sales your business can make. There are Minor Sales which are sales which don’t carry life altering consequences. Buying office supplies is an example of a Minor Sale. There are few, if any consequences from making a purchasing mistake when it comes to buying copier paper. There isn’t a significant investment of time, energy or money unless you’re buying copier paper by the semi-truck load.

On the other hand, there are other purchases that do carry life altering consequences if you make a purchasing mistake. Choosing a doctor, buying a house/car/motor home or investing your life savings are all examples of Major Sales. A significant investment of time, energy or money are all important elements in the Major Sale. However, not surprisingly, another key element in determining whether it’s a Major or Minor sale is the possibility of a developing a personal relationship. Even in there’s not a significant investment of money, if there’s the possibility of “getting to know you” in the course of doing business, then that transaction is elevated in the realm of the Major Sale.

As you have probably guessed, when people are making a decision which qualifies as a Major Sale, they need a LOT of information.

However, there’s a type of Major Sale for which I haven’t come up with an appropriate “name” yet. For now, I’ll call it the Intangible Major Sale. The Intangible Major Sale takes the traditional “Major Sale” to a whole new level.

While purchasing a motor home is a significant investment, you at least have the benefit of being able to walk inside the vehicle. You can look under the hood. You can take it for a test drive. This is one of the reasons it’s difficult to sell a car, a motor home or a house solely via the internet. There’s something about needing to lay your hands on an item that is 2 – 3 times your yearly salary before you write that check or sign those loan papers.

So, when you take a Major Sale but you remove the ability to touch, smell, see and feel the object, you elevate the level of trust you must build with the client before you can close that sale.

Selling Your Expertise

When you’re selling your knowledge, in essence you’re selling “nothing but air”. Your prospective clients can’t touch your expertise. They can’t smell your expertise and it’s possible for them to see your expertise in action and not recognize the magnitude of the display!

Often the truly skilled make the execution of their knowledge in action appear to be easy and effortless.

A few year ago, my husband was chosen to serve as a juror on a medical malpractice case. When the two teams of attorneys entered the court room, they both looked the part.

If anything, the team of prosecuting attorneys were more formidable in appearance. They traveled “en masse” and there were three attorneys followed by five “assistants”. Meanwhile, the defense attorney’s team was comprised of just two lawyers.

Aside from the size of the teams, the two appeared equally matched. Each member of both teams were impeccably dressed. When each lead attorney gave his then her opening remarks, my husband said there was little difference between the two.

At the beginning of the trial, both lead attorneys were well spoken, well groomed and well presented and appeared to be equal in the quality of the representation they provided their clients.

However, by the end of the 2nd day (of a 5 day trial), my husband’s perception of the two teams of attorney teams had changed radically. He reports that by the end of the second day of the trial, there was no doubt which team was going to prevail. The defense attorney had a well defined plan and was executing that plan with finesse. Meanwhile, the defense attorney’s team plan appeared to my husband to be defined as “throw as much sh*t and see what sticks.”

My husband came home saying, “Boy! If I ever need a lawyer, I’m calling that defense attorney!” He reports that other members of the jury uttered similar sentiments.

That is the essence of the Intangible Major Sale.

Prior to sitting through the trial, if anything, you might have decided that the prosecuting attorney was the better litigator -after all, he brought with him a larger team. However, in the end is was the defense attorney and her assistant who won the respect of everyone in that court room that week.

We all want it to be like it is in the movies. The “good” attorney is well spoken and makes a great impression while the “bad” attorney is wearing a cheap suit, smells like cheap cologne and smells faintly of whiskey.
In other words, you really can’t judge an attorney by his/her appearance.

Which is why, the joke amongst the newly divorced is “I may have a good attorney – but my ex has a GREAT attorney. If I only knew then what I know now, I’d have hired his/her attorney to represent me!”

This is what it’s like when you’re selling nothing but air.

You can look the part. You can talk the talk. The question is, can you walk the walk?

That’s why testimonials play such a HUGE role for the independent service professional who is selling his or her knowledge – a.k.a. “nothing but air”.

It’s also yet another reason why blogs are a GREAT way to build the trust needed to land new clients when you’re selling your intangible services.

Try as you might, it’s tough to “fake” that kind of expertise over the course of 200 or so posts.

So if you wonder why consultants and other independent service professionals who have blogs earn more than others -(I wish I could remember where I read that now) – this is the WHY behind that phenomenon.

If you’re selling nothing but air and you want a way to demonstrate your expertise – expertise that you would like people to spend their hard earned money to access – launch a blog. It’s just one way you can demonstrate your expertise.