Doing Less - How to Unlock Amazing Customer Service

Can doing less satisfy customers more?

There have been many studies about how small rewards create less pressure and instill more creativity and receptiveness. The Candle Problem is the one I refer to the most. But for today, as I so often do, I'll resort to parable to answer this question.

 Parable 1: On my other blog, which deals with an extremely narrow niche of a niche, I created the "Hero program," in which people who buy an item off my Wish List for me to review get the least of all possible rewards - a jpeg image of a badge. This program took off so quickly that there are times I'm often pressed to keep items on my list...and I had to create a premium tier for people who wouldn't stop giving me things! The point here wasn't that I was giving them meaningful physical rewards, but that I was giving them recognition. I'll come back to that in a moment.

Parable 2: I recently called up an airline to request an upgrade for my upcoming trip. I am flying with my wife and while I have barely-elite status, she has none. The CSR said, "You'll be upgraded first, then she will, if there's room." I replied, very slowly and calmly, "But you're going to do *everything* in your power to make sure we both get upgraded, right?" And I kept on her until she actually said those words back to me.

Which brings me to my actual point.

Customer Service has two key components:

  What you do for people

and

  How you do it

What you give people is the actual reward. Whether it is a little gesture of thanks, or a new car, the reward itself is only as important as the feeling of "seriously, we appreciate you" that the customer gets from it.

Truly frequent fliers probably don't notice anymore when they get upgraded...they expect it, demand it, feel that they've earned it. It's their due, not a gesture of appreciation for their business. 

How you do a thing is 99% of the impact of excellent Customer Service. Is what you're giving a true expression of gratitude for the customer's business and support? Or is your loyalty program instead of a true expression of gratitude?

My Heroes know that I appreciate them...from the bottom of my heart. The badge is worthless, my sincere and heartfelt appreciation is priceless. And they know that. In Parable 2, had the CSR said those words - even if she was lying - to me the first time, I would have felt much more appreciated than when she responded with "Well,I don't know...there's not much I can do."

When I call a business that I've supported for years and say, hey, can I get a coupon or something, the wrong response is "Well, we don't have anything like that." The right response is to offer something, anything. "Of course, ma'am! If you come in today, we'll give you...." It absolutely doesn't matter how small the thing is, it's not the the thing I care about. It's the way the thing is presented. What I'm actually asking for is that you recognize and appreciate me and my business.
So, if an airline says, "We see that you've flown with us three times this month and we just wanted to say 'thanks,' so here's a free drink coupon for you." It's worth, what, $6? But it would make me feel good. Like someone noticed me. I feel that my contribution is recognized.

 Providing customers with a pleasant feeling of recognition for their business is the very least thing and the most effective thing you can and should do for good customer service.

Landing Pages, The Herpes of Social Media

You click on a link that interests you; an article or a whitepaper that seems interesting. As your eyes cross the title, the page blurs and your line of sight is obstructed. All you need to do to read this article is SUBSCRIBE TO OUR NEWSLETTER! or give us all your contact info and we'll email you the whitepaper.What is this madness? Give up your name, email, address and phone number just to read an article? Click it away and seconds later it's back like a virus. SUBSCRIBE NOW!

You have encountered the herpes of Social Media - the Landing Page.

It is absolutely true that Landing Pages increase conversion. It is also true that they help qualify leads. They also annoy most of the people who will ever come across your site and drive them away instantly. "I like you, but you should know...I have a landing page."

Landing pages are pernicious. They break visitor concentration, they refocus their interest from content (or product or service) to the ugly business of buying and selling. How serious are you about getting subscribers? So serious that you will interrupt your own message to bring your reader this important message about you.

It's perfectly fine to ask for someone's phone number, but usually we do it after we've talked a bit. Landing Pages may be great for your business, but they are even better for letting people know you have no time or interest in anyone who isn't doing something for you.

Everybody's Talking At You: 3 Really Important Things You Still Don't Get About Social Media

The last few weeks have been a roller-coaster ride in the Social Media world. People who should know better misusing their public platforms to say unfortunate things, people using traditional media arguing about the wrong parts of the problem and the great piranha tank of social media weighing in with opinions without context.

There was a lot of misunderstanding on all sides and everyone was wrong. And in the mix of screaming and screaming about screaming, everyone missed the three lessons everyone who works with Social Media needs to know.

Lesson 1:

You Cannot Control the Message

In the closed world of the conference room, you might make an off-color joke about the mail guy. Depending on your level of power, people might pretend it was funny. If you have less power, someone might look at you and say, "that was uncool." You then backtrack, claim it was a joke. But the mailroom guy is not likely to hear about it, whatever happens.

In Social Media, even with locked accounts, you are speaking to an open room. Once out there, a screencapped image can live on forever. Forget claiming an account was hacked or that it was a joke...the evidence of your inside voice can and will get to the mailroom guy....good luck getting your mail forever.

Being tone deaf to the AIDS crisis or Middle East uprisings will not make you look clever, it will not get laughs, except those "Hah-Hah!"s that accompany pointing fingers as you go down in flames. Political and social crises are not acceptable vehicles upon which to piggyback your marketing messages.

If you wouldn't want 7 billion people seeing, talking about or retweeting it - don't say it.


Lesson 2:

Everything You Say on Social Media is Relevant

The person you hire to spread your messaging is You. The message they spread is You. The name that is used in those messages is You. It is not Social Media's fault if you won't admit that yours is not the most popular company.

When a person states in their profile that they are your PR person, they will speak about your corporate culture 24/7. If they post dismissive, rude comments at 3AM on Saturday after a night out, it will still reflect on you.

There is no "time-off" for your company. No kicking back, taking the shoes off. Everything ever said by you, about you or for you reflects on you.


Lesson 3:

Social Media is Not An Advertisement

In a discussion with an agency recently, we commiserated over the case of the client with a missing clue. They want to get straight sales conversion from a Social Media profile but they don't want to do actual sales tactics. Apparently, the client believes that merely liking their page - and never hearing from them again - should magically convert into higher profit.

Advertising works because it saturates a space. Social Media works because it doesn't saturate a space, it targets very specific, very precise areas. Social Media is the way we communicate with people in small, deep pockets of the Internet, not broad swaths of it. If you're looking to work the advertising funnel model of conversion, do not go with Social Media.

You get to choose one way to communicate: You can talk to everyone through advertising or You can talk to a few people through Social.

Both can create value for your brand and your bottom line...but you have to choose each one for itself, mixing them up doesn't really work.

Learn these three lessons about Social Media and you'll never be embarrassed again.

Attack of the Serial Commenters (How to Manage Fans Who Don't *Get* The Rules)

Comments, likes, upvotes, shares - these are all signs that someone is engaged with your community. You use these marks of engagement to measure how well you are connecting with your audience and which members are converting their loyalty or interest into action.

So when you notice that a member of your community always comments on every post, it doesn't seem like it's a problem. Comments are *good*. Then you notice that this person comments on everything whether they have something to say or not. You're reluctant to tell them to stop, because People Talking About This is good, right? You can always pull the conversation back on track if it starts to slide or correct mistakes. This is your job as community manager.

Then one day, you notice that more than 15 minutes of your day is spent managing this one person. They've hijacked so many conversations you start to doubt that anything they've posted has value. And you start to doubt your own ability to manage your community - after all this person is a *fan.* So what if they keep mentioning this other site, or get annoyed with you for correcting them? And why do they annoy you so much anyway?

You have just met the Serial Commenter.

Serial Commenters come in several forms:

New fans who discover your community and spend the next week reading, liking/voting and commenting on everything you've posted for the last month, or in a particular topic.

Old fans who believe that "LOL" is a valuable comment on every single post.

Time-outs who seek to cull favor by adding content, whether or not it is relevant, helpful or legal. These often become the hardest to deal with, those people who simply Need to Stop Posting for a bit, but won't.

Serial Commenters are extremely difficult to deal with. They are often highly, deeply and passionately engaged, but cannot manage to play by the rules. They never take kindly to being gently warned. And more often than not, they have no self-awareness of what you mean when you ask them to stop.

So how do you deal with a Serial Commenter?

First, Time-Out: This is an incredibly important step. Give yourself a Time Out. Take a few days to decide if the comments are harmless, if they might add value to someone who isn't you, or if they stimulate productive conversation in the comments. If any of these are true, bite your lip and ignore whatever it is that rubs you the wrong way. They may simply be new and excited. Give them time to calm down. This person is not a problem.

Second, Etiquette Reminder: Some people are not used to community rules. They may have been hanging out somewhere with less rules, or simply never been socialized. Do your best to surface unwritten rules somewhere. Write down in plain words what you expect of community members. I keep my rules relatively simple, but my expectations high.

Do not be coy, if a Serial Commenter is breaking an unwritten rule, write it out. Some people are not subtle. Don't be rude, but be blunt.

Third, Warning: By the time you have gotten to this stage, you should have already given all the gentle guidance you have to give. At this point you are merely handing the SC rope with with they can hang themselves.  Warnings should be simple. If you choose to enforce a Time-Out for your SC, state the time period, expectations upon their return and the factors you will weigh against them.

Fourth and Final, Escort Them Out the Door: At this point, you have decided that their absence will free the community up. No one need talk around them, explain things to them or help them with a seemingly un-ending list of confusions and problems. Time and energy can be spent on fun things again.

Do not second guess yourself.  Whether it is your personal or professional community you have every right to control it. As we all must sometimes remember, every site/platform/network online is owned by *somebody.* It is a privilege, not a right to post on these. Sometimes we must remind someone of this.

Serial Commenters are not always a problem, but be ready for those that become one with a fair, actionable plan. You owe it to your community.

Yes, Less Can Be More in Customer Service

There have been many studies about how small rewards create less pressure and instill more creativity and receptiveness. The Candle Problem is the one I refer to the most: 

As I so often do, I'll resort to parable.

Parable 1: On my older blog, which deals with an extremely narrow niche of a niche, I created the "Hero program," in which people who buy an item off my Wish List for me to review get the least of all possible rewards - a jpeg image of a badge. This program took off so quickly that there are times I'm pressed to keep items on my list...and I had to create a premium tier for people who wouldn't stop giving me things!

The point here wasn't that I was giving them meaningful physical rewards, but that I was giving them recognition. I'll come back to that in a moment.

Parable 2: I recently called up an airline to request an upgrade for my upcoming trip. I am flying with my wife and while I have barely-elite status, she has none. The CSR said, "You'll be upgraded first, then she will, if there's room." I replied, very slowly and calmly, "But you're going to do *everything* in your power to make sure we both get upgraded, right?" And I kept on her until she actually said those words back to me.

Which brings me to my actual point. Customer Service has two key components:

• What you do for people

and 

• How you do it

What you give people is the actual reward. Whether it is a little gesture of thanks, or a new car, the reward itself is only as important as the feeling of "seriously, we appreciate you" that the customer gets from it.

Truly frequent fliers probably don't notice anymore when they get upgraded...they expect it, demand it, feel that they've earned it. It's their due, not a gesture of appreciation for their business.

How you do a thing is 99% of the impact of excellent Customer Service. Is what you're giving a true expression of gratitude for the customer's business and support? Or is your loyalty program instead of a true expression of gratitude? 

My Heroes know that I appreciate them...from the bottom of my heart. The badge is worthless, my sincere and heartfelt appreciation is priceless. And they know that.

In Parable 2, had the CSR said those words - even if she was lying - to me the first time, I would have felt much more appreciated than when she responded with "well,I don't know...there's not much I can do." 

When I call a business that I've supported for years and say, hey, can I get a coupon or something, the wrong response is "well, we don't have anything like that." The right response is to offer something, anything. "Of course, ma'am! If you come in today, we'll give you...." It absolutely doesn't matter how small the thing is, it's not the the thing I care about. It's the way the thing is presented. What I'm actually asking for is that you recognize and appreciate me and my business.

So, if an airline says, "We see that you've flown with us three times this month and we just wanted to say 'thanks,'  so here's a free drink coupon for you." It's worth, what, $6? But it would make me feel good. Like someone noticed me. I feel that my contribution is recognized.

Providing customers with a pleasant feeling of recognition for their business is the very least thing and the most effective thing you can and should do for good customer service.

Moderation: Policing, Curation and Shoveling Behind Elephants

A new tenant moves into a community, notices that the grass has been trimmed, the kids are playing in the street without fear of being run over, and every Friday, there's a BBQ for the residents.

How does that happen? Well, resident fees are high enough to pay for regular maintenance, people obey the posted rules and they all chip in for the weekly affair with money, time, or supplies.

That sounds idyllic, but in reality it's just as likely for new residents to chafe at the rules, and work harder to find ways around paying the fees, and be annoyed by the constant clipping of the grass.

In online communities the secret ingredient to a peaceful life is almost always good moderation.

***

Good moderation looks awfully like the secret police to those members of communities who just can't manage to follow rules. Transparency in moderation always sounds good but involving the entire community in moderation only produces good policy when the community is small and there is a consensus of purpose. Once the community grows larger than the founders it's almost impossible to maintain that consensus.

Moderators, like the police, have an unpleasant job and no one likes them for doing it. They have to be parents, expressing disappointment at bad behavior, reprimanding when the behavior escalates and, ultimately punishing when it becomes untenable.

***

In a library, collection librarians are tasked with managing the size and content of the collection. They know the space limitations, budget constraints and what their community needs from them. This is not an abstract concept - a library filled with classic literature, when the community around it needs employment resources is a terrible mismatch. The gap would harm the library as much as the community.

Moderators, like librarians, have to have awareness of what the community wants from the community. If the majority of the community likce having a nice library, as unpopular a decision as it is, Moderators will have to remove Playboy magazine from the shelves. This may mean keeping tabs on "joke answers" or memes as answers because, while they entertain, they lessen the overall quality of the community. Not surprisingly, while the community wants a nice community, if they are the one posting the joke answer, it still hurts to get slapped.

***

And then there's times of crisis. On online communities, crisis looks like nothing at all to people who are not involved, the end times to people who are and the inevitable "this community sucks now" to people on the sidelines.

To Moderators, who have to escort anti-social, perpetually angry/dissatisfied or microaggressive members off the community and, to the best of their ability, clean up the mess afterwards - all while taking heat from people who don't really know the details - it looks exactly like the parade does from behind the elephants.

***

Moderators are unloved by nearly everyone, but essential to the functioning of a healthy community. Because Moderators are human, it's smart for a community Owner not to give them unlimited personal power, and require a certain amount of checks and balances from them before drastic measures are taken.

But if you've ever wondered how an online community can keep the lawns trimmed and hold a Friday BBQ, that's a good time to reach out and thank the Moderators.

Two Things You Can't Fake on Social Media

This week Social Media channels are abuzz with NBC's epic failure to recognize what Social Media is about...and what the Internet is, full stop. While Twitter blazes with reported failures of NBC's streaming channels and inability to access live coverage, NBC executives have taken to the airwaves to explain to the denizens of the Internet how the problems are all their fault.

The above debacle is a massive and public expression of the two things that cannot be faked in Social Media: Cluefulness and Relevance.

Being clueless is, unfortunately for many businesses, quite simple. All you need to do is have no idea of the needs of your audience, or any idea of what social media really is (hint: it's a lot of people talking...).

Being Clueful and Relevant means you know:

Who Your Audience Is (Where they are, When they are on)

What They Want

How They Intend to Get What They Want If You Don't Give It To Them

This last is where NBC really dropped the ball. By insisting on delayed coverage for the Opening Ceremonies, I guess they expected we'd all sit around staring at the clock. Instead, many of us simply found overseas streams and proxy servers, so we could watch the Ceremonies live. It took me, oh, about 15 minutes to find a working overseas stream. When that one cut out, it took me 10 more minutes to find another one.

But I'm not talking about NBC today. I'm talking about another failure to be Clueful or Relevant. A much, much smaller scale of failure, but just as annoying.

Yesterday I received a tweet: Hey @Yuricon! I followed you, you should follow me!

Okay, not the most skilled opening, but maybe sincere. So I popped over to their account and found something that only very tangentially intersected my interests and the interests of my audience. I tweeted back:

"Your topic isn't my topic, but if you say something interesting, I'll share it and follow."

Okay, so far, another day on Twitter. Bear in mind that I am outspoken about media's failure when it comes to women (hyper-sexualization, body image, unequal portrayals of men and women in power, dismissive and judgmental language in regards to women, etc.,). The next tweet showed a massive dose of Cluelessness.

The person/company in question assured me that they understood women, because he (he had identified himself) was publishing a book on self-improvement for women. My response was admittedly very sarcastic, something about how wonderful that was, because more women need more men to tell them how to improve themselves.

Here's my point. NBC execs are taking to Twitter to tell us to stop whining, that the problems are with our computers..., this shows clearly a complete lack of connection with their audience. It's obvious that to NBC and to the IOC, that we are merely a commodity to be bought and sold. NBC cannot fake having a clue, or understanding the least anything about Social Media. This guy was also unable to fake being Clueful or Relevant and instead, just opted to throw his one pitch with "something about women" at me.

The worst part about companies pretending to have a clue or to be relevant, is that it is horribly, painfully evident to anyone looking on.

NBC could have asked their interns, "Hey, if we do a time-delay on the Opening Ceremonies, what would you do?" This guy could have read some of my posts and seen what he does that would be relevant to me and my audience.

Have a clue who you're talking to - about what - and why - and you won't need to fake anything at all.

Sharing Content vs Sharing Activity

If you've been anywhere near a social platform, you've seen messages like this: "Friend A likes this update" or "Friend B" has read this article" (and, clicking on the article title seems to always require you to hand all your information to the publisher before you can see the content.)

Facebook, in particular is very keen on you seeing your friends' activity. LinkedIn, too, wants you to know that a connection has followed a company, connected with someone else, answered a question, joined a group.

The problem with that is exactly the same problem as talking to a friend who walks you through every step of their day, without degree or distinction; waking up, brushing teeth, eating breakfast, commute, meetings at work, home, etc... no one wants every single detail of your day. What we'd like to hear is the juicy bits, the good stuff. ^_^

Each social platform is a different conversation. Even when you have the same people talking about the same thing in the same place, there's subtle differences in audience, tone, attention, and acceptable length. Posting Twitter conversations on LI is meaningless to anyone not already in that conversation.

Be mindful of the difference between "activity" and "content." 


Facebook wants us to know all our friends' activities. What they read, what they commented on, what games they played, etc.

If your Twitter feed is automatically sent to LinkedIn, all your contacts are getting all of your activity, your RTs, your @s, your replies. The only thing that will be meaningful to many of those people in all of that is any content you share. And how patient do you think your contacts will be when they have to wade through 3 dozen chatty posts to get to a brilliant piece of content?

Quora, a platform I adore, yesterday launched a new feature that shared your Quora activity on your Facebook Timeline. I enabled it and ten minutes later, disabled it. I have no doubt my friends on FB would be interested in some of the answers I post to questions there, but equally, I have no doubt at all that no one not already on Quora cares which other answers I upvote. While the content I generate there may be of interest, my activity on Quora is entirely irrelevant to the folks on FB.

Small and medium sized businesses on Twitter, and individuals whose expertise is their business, often have only one Twitter account. To be authentic and real, these people tend to chat as well as share good content from this same account. This works really well on Twitter, where each tweet is viewed individually but, when it becomes a stream of half the conversation on a Twitter feed embedded on a web page, it simply makes no sense at all. Like sitting next to a person on the train who talks loudly enough that you can't not listen, you're getting an intrusive half a conversation you don't really want to hear.

Worse, when companies keep their Twitter account for purely professional contacts, that embedded stream becomes an obsessively narcissistic stream of "me me me." Again - it works fine on Twitter, but watch where else it gets shared or you can seem like you are incapable of listening to others.

So, by all means, share content! Just be mindful that your not drowning it out with all of your activity.

The Importance of Not Ignoring the Problem

As happens quite frequently on today's Internets, someone I admire was sharing a bad customer service story. And, like anyone who exists today, I also have had bad customer service stories.

Ken Mueller wrote a post about a bad experience he had at his local post office, and on Twitter, I mentioned that I had had similar experiences at mine. As I did, I started to think about that particular problem and realized - every single time I had that issue, it was the same exact person who caused it.

I'll bring an envelope or package to any of the other employees, they send it. Person A demands full customs forms for just about every kind of thing one can send, right down to a birthday card. The discrepancy isn't the real pain point though - its the incredulity with which this story is met by any side. I tell her, "Well J let me send this same thing without customs," and she rolls her eyes and shrugs, refusing to send it. I tell that story to J and T at the counter and they shrug and say that they have never heard of such a thing. These three people have been working together for 10 years and this has happened multiple times...how is it that no one had ever encountered that problem but me?

Obviously, that is not the case. What is true is that everyone is ignoring the problem.

J lets things through, because he's the "nice guy" of the staff. T follows the rules by the book, but if the book lets you avoid the customs then you do, but she gets all bent out of shape when you make her add a surcharge for sending something weirdly shaped. A demand all forms be filled out before you get to her window, and you will fill out ALL forms that might, potentially be needed, because probably once she was reprimanded for not doing that.

Here's the problem - there's no consistency between the way they handle things...and no acknowledgement that the others handle things differently.

So you go in and hand the letter with customs form already filled out to J and he scoffs at the form, tells you don't need it, what are you thinking? You hand it to T and she hands it back, but bitches "what's IN here?" and hand it to A and she rolls her eyes at the fact that the zip code is not legible enough. You have to do it over again.

Thinking about your customer service - are you ignoring the problem? Are you or your employees ignoring the actual issue? Is it divide and conquer - "no one else has reported that problem, so it must be you"? Is each person picking up the phone giving a different story, a different process, a different set of requirements?

Imagine if you're your client or customer - you'd want a consistent set of rules and a consistent set of outcomes. Ignore the problem and you're sure to give the consumer the customer service from hell.

Three Reasons Why You *Really* Shouldn't Automate Social Media

One of the unwritten rules of excellent Social Media is  - don't automate your Social Media. When a so-called Social Media Expert tries to convince you that a piece of software can make your Social Media a snap, it's a good bet that they have no idea what they are doing.

It's very apparent, however, that it is possible to automate Social Media - Tweetdeck, Hootsuite and even Empire Avenue, provide ways of doing just that. So....where's the disconnect? If you can make Social Media simpler through automation, why not just do it? Here's three critical reasons why you should make each and every connection personal:

Lack of Customization Looks Insincere

When you format a Tweet, you have 140 characters total. There needs to be no preamble, no sign-off. Everyone knows this, and no one considers it inappropriate. On your mailing list, however, this would be seen as terse - at best - and really just plain rude by most people. You're missing a chance to be approachable and human with a simple greeting and sign-off or, if you have the kind of list that uses customized images and formats, a slick-looking message. What works best for Facebook might be a short intro to the link, the link and a personal comment about the link. On LinkedIn, you'll probably want to add a line or two of insight or application.

When you boilerplate your communications, it signals insincerity. Take the time to make each communication count for maximum impact on that platform.

It Puts A Barrier Between You and Your Message

Let's say you have a blog, a Mailing List and Facebook. When you automate your Social Media, on the one hand it shows consistency, but on the other, it begins to take on a corporate slickness that makes it less human. There's one message there, and no real person behind that message. How long does it really take to email your List and let them know something terrific is happening? That personal touch gives your message a voice - and a face.

Taking a moment to write authentic communications gives your audience a voice to hear, and a person to respond to.


Closes You Off To Response

Once you've begun to automate Social Media, you'll save a lot of time. That's the rationalization, but is it true? Aside from the obvious point that taking 5-10 minutes a day to connect with people isn't really asking all that much; when you save those seconds, what are you planning on doing with them? Because you've automated your communications with your audience, the barrier you've placed between them and you goes both ways -  are you going to take the time needed to respond to people?

+1ing a comment on Google+ takes mere seconds. Responding to a tweet or a comment, perhaps a minute. If the issue is complex, you might need to take it off-platform, through mail or phone. Once the audience you're addressing with your standardized messages become faceless number counts in your stats, are you going to make that time? These people are your audience, your market - your customers. Automating communications with them may give you a few more minutes in the day, but it's unlikely to give you a few more sales at the end of that day.

Keep your Social Media real - talk with, not at people. Time invested in communicating always brings about a better ROI.

How To Not Be *That* Client

There's an infographic making its way around the Internets right now. Called the "Anatomy of a Web Design Client" from Top Web Design Schools, it's pretty clear about the pain points designers run into with clients. (Click image for full-size)

But how can you avoid being that client? After all, you aren't a designer yourself, you just know what you want. Here's a few simple steps to do before you end up having a terrible web design experience and being *that* client.

Know What You Want To Do

The initial reaction to the question of web design is very similar to the initial reaction to art, "I know what I like."

But...do you?

Name three qualities about a web site you use often that you like. Color should not be among those three things. Saying you like the color of a website is exceedingly similar to saying you like a car for the color.

If you're reaching desperately for a vocabulary to describe the things you like, you probably need to start further back in the concept of websites than you may think. Yes, sure, you use them all the time, but if you don't know what you want yours to do, you might not be able to adequately describe what you like. Designfestival has a really simple description of what a webpage is. These words listed each describe a feature of the webpage.

Until you know what the purpose of your website actually is, you're going to have a hard time knowing what features to focus on. Most business websites feature:

Information about the company/store/products or services

E-commerce - links to purchase those products/services or to follow up for more information

Demonstrations of expertise - product demos, presentations, expert articles

Not every website needs to have all of these, but business websites without any of these, end up being confusing or unfocused.

In addition, it's smart to provide Sharing capabilities, so your customers can get the word out for you.

Navigation is the unsung hero of websites. Few people pay any mind to the navigation within a site, but if you've ever been caught in a website where you couldn't find what you wanted, or get back to where you started, you know how critical good navigation is.

Take a look at sites you use often, and sites you find aesthetically pleasing. Note down what you like about each site. Pay attention to the difference between good site structure and good content. Your designer can make the first shine, but the second bit is going to be up to you.


Know What You Definitely Do Not Want and Why

The other common phrase from *that* client is, "I don't know why, but it just doesn't work for me." There's pretty much no faster way to sour a client/designer relationship. It's absolutely critical that you know exactly why a thing does not work for you.

For instance, Web Pages That Suck coined a term - Mystery Meat Navigation. These are sites that are so clever and visual that you have no idea what anything does. There's not a pop-up or a roll-over hint, either. These sites have jettisoned utility for style (or sometimes, just plain delusion.) Visit the link to Mystery Meat navigation to understand the levels of frustration this can cause a new visitor - or a returning one. In fact, bookmark Web Pages That Suck and check out what they have to say about web design. You'll learn a lot, quickly and with a few laughs. They've been doing this since the days of Tripod and Angelfire, they've seen it all.

Once you know what you can't stand about other sites, give your designer a short list: No flashing, scrolling, spinning things, no background music, no automatically downloading *anything*, etc....


Be Realistic About Your Contributions

Nothing is eternal. Even your perfect nice new website will need to be refreshed once in a while. It might have a server issue or a feature may not work the way you want it to on an upgraded browser. There is nothing you can do to make a site with 100% uptime and no errors ever. Everything on the Internet is changing, all the time.

If you are truly put off by the idea of spending any time on the phone with your internet host, and can't figure out how to add a Facebook 'Like' button to a WordPress page (or are too stressed by the idea to try,) let your designer know upfront. They may know a website manager you can hire to check in periodically to update, upgrade and clean up the back end. This is exactly as important as having someone straighten your shelves and vacuum your store at the end of the night - you do that every day, to make sure the store looks clean and organized. You'll need to have someone do that for your site regularly, too. Your designer is not a website manager. Don't expect to be able to call them at 2AM with a panicked "The site crashed!" message. The moment you do, you've become *that* client.

Vague ideas and unreasonable requirements lead directly to you being *that* client. The more you know about what you do want, don't want and why, the more likely you'll get a website that suits you.

(Unsolicited plug for three designers I use: Bonnie Wasielweski, May Young and Lissa Patillo. If you're looking for stellar design work, check them out. Bonnie and Lissa also do implementation.)

Best Practices for Strong, Stable Linkbuilding with Social Media

The old adage "It's not what you know, it's who you know," is more important than ever in today's business world. And, one of the major measurements Social Ranking sites use now is an objective measurement of the value of your network. This is a questionable measurement since, our networks are always valuable to us, but on the principle that links in from major industry players weigh more heavily than links from friends and family, there some value to the concept.

So, what can a small- or medium size business do to build a strong network? Let's start with Social Media Linkbuilding. Many, if not most, of the "Best Practices" guides online on linkbuilding advocate tactics that are questionable, if not outright ignored now by measuring tools. Just as poor website construction can damage your overall SEO, poor linkbuilding tactics can severely damage your Social Media credibility. Here are five simple tactics that will increase your credibility and your network value.


Converse, Don't Monologue
Like people, companies are self-absorbed. They enter Social Media spaces focused on what it can do for them. They pop up on Facebook, Twitter or whatever platform with the corporate equivalent of "Hey guys, I'm here!" and expect people to care. But, just as no one really likes the guy who comes into the room at the party and says that, no one really cares that your business is on GetGlue...until you become interesting.

Forget the press release that you now have a Twitter account. Take time every day to find people talking about your business and just talk with them. Have a chat about the sandwich, those tickets they bought - were the seats good?, news in that field...and after you're become someone to listen to, THEN tell them about the sale coming up.

Talking with people sends a clear signal that you are not just in this for you - you really get the Social part of Social Media.


Be Generous
Sharing ideas, praise, credit will make you the kind of person whose network people want to be part of. Who is retweeting you, sharing your Facebook posts? Thank them, make them feel special, make it a special thing to be recognized by you. You'll find that the more generous you are, the more generous your network will be to you. It takes so little time or effort to recognize and thank someone, there's really no good reason to not do it at least semi-regularly. Slow news week? That's a perfect time to highlight some great network contributors! Saw a great article? Tell the person - publicly. Yes a nice long email explaining what you liked about it is great, but a short "This was an excellent article" on your Social Media platform helps spread the word. This gives the author a chance to respond back and possibly a new connection for both of you.


Don't Hijack, Give Credit Where Credit is Due
When you quote someone, you're expected to source the quote. On Social Media, source your links and wisdom, too. No one likes the guy who never has his wallet...no one wants to be part of the network of the guy who never says where he saw the link first. Use via to let people know that they've been sourced. This link will come back to them...and there's a good chance that you'll get a link back from them.

People who hijack links without sourcing the original, or who run them through their own jump pages make for lousy network additions. Avoid people who hijack links and hope they avoid you.


Variety is the Spice of Linking
You're good at linking to people in your industry. You know your peers and vendors and maybe even some of your customers. But no company is an island. There are industries peripheral to yours...and many service industries that you can benefit from like research, design, finance...don't be afraid to link out of your vertical. In fact, be afraid to not link out of your vertical! The further out you link and connect, the further out your message will be heard and seen.


Be Bold
Once you've started conversations with people in other industries, there comes a moment when you can just talk with anyone. Don't worry that the person is a President of a powerful company - if they are speaking with you as an equal, just talk back to them as an equal. Social Media is a great equalizer. Be bold in who you address and confident in how you converse with them.  The bolder you are, the more confident you'll grow, and the stronger your network will become.

Use solid linkbuilding tactics to build a solid network to raise your credibility and value.

Measure Twice, Post Once

When developing a Social Media Strategy, it's absolutely critical to know a few things before you begin:

Who Are You Talking To?

What Are You Trying to Say to Them?

What Do You Want Them to Do?

Before you try to answer any of these questions, think about where you're getting you data from. Are you out there listening to your audience, measuring your market and do you know how your strategy is supporting your business objectives? To do this, you must measure twice, so you only have to post once.


There are any number of free and proprietary social listening and measuring tools. They change so quickly that any list will almost immediately become obsolete the moment I hit "publish" on this article.  Here are a few of the tools I use to track influence, sentiment, response and engagement:

SocialMention - Social Mention tracks your keywords (company name, personal name, tagline) across the social internet. It tracks passion, sentiment, strength and reach, which gives you a good idea of what kinds of responses you're getting and from whom.

Klout - According to their description, Klout measures the likelihood of response to you. Higher scores mean that any given post/status will engender response, sharing or action. Unfortunately, many people are using Klout scores as a measure of expertise or elite status. Avoid this, as it indicates a lack of understanding about Klout. Klout has also spawned what Animenewsdotbiz has coined as "Credibility hobo." This would be asking users for shares, +1 on Google and other assistance for upping your score. "Brother can you spare a +K?"

Topsy will give you a overall picture of your activity online. It's doesn't dig deep into analysis, but if you want to see a quick overview of your activity - and any activity engendered by it - Topsy is a good tool.

And as I posted previously, I'm finding Crowdbooster to be a very useful tool to get a visual impression of the popularity and response to any given post.

Of course, any savvy company should have a Google Alert and Twitter Search set up to see what people are saying about them.

Now that you know who is listening to you, acting on your links, sharing and responding, and what they are saying about you, you can answer the above questions appropriately. You will know who you are talking to, when they respond, and to what. You can see what language works and which kinds of posts get the most response on your platforms.

Listen and measure before you post for the most effective use of Social Media.

What Does Your Klout Score Mean to You?

Recently, Social Media Influence measuring tool Klout has been a hot topic in the Social Media sphere. Not just because of the scores it gives out like grades, but more for the power that Klout provides to companies and savvy marketers.

I see a lot of anti-Klout backlash on Twitter, people harrumphing about not having time or interest to worry about their score...and even more people who are concerned with increasing their score. On Quora someone asked "How much Klout does Klout really have?" Here is my answer:

It depends on what kind of clout you're looking at Klout for.

Right now, Users are looking at Klout as a measure of their influence - which Klout broadly defines as likelihood of response to a tweet/post/status.

Brand Marketers are looking at Klout as a tool to identify Key Opinion Leaders so they don't have to do their own KOL research. (Which, I admit, having done qute a bit of that over the years, can be a drag.)

Most of the folks who are actively engaged with Social Media see Klout as a kind of gold star on their report card. It's not like they really *care* per se, but they know that lazy, time-crunched people make decisions based on things like that, so they keep it high, without actively pursuing a a high Klout score for the sake of having a high score.

EVERYONE knows it's a game and can be manipulated, and that the algorithm is flawed, skewed and biased. But it simplifies complexity, and that has some value, even if it is flawed, skewed and biased.

There was some press this week about a fashion party that only allowed people with a Klout score of 40 or above in. That shows a complete misunderstanding of the kind of authenticity needed to have a good Social Media reputation. To paraphrase Groucho Marx, I wouldn't join a party that would let me in...for that kind of reason.

I like Klout. I've gotten some good perks. My score is good. It's a tool, and a score, and maybe even an entree to exclusive things, but the true clout I've built is the way I interact on Social Media platforms. I have a high Klout score because I have clout, not the other way around.

What's your take on Klout?

On Social Media and the Quantification of the Qualitative

One of the biggest movements in Social Media Marketing right now is the search for numbers. Marketers and and companies are flailing to find a way to drive business through Social Media efforts...and failing horribly. Earlier this year, Practical Matters reported that few sales are generated through Social Media.

Klout, EmpireAvenue, Twtrland, and a million other tools, both free and paid, promote themselves as ways to understand the influence your Social Media use has. In the end, few of these have value beyond garnering how many people see a thing and, perhaps, how many people reacted to it in the least possible way (Retweet, Like, Share, +1.)

Our response to all of this should be "Well, duh~." On Quora a number of people have put their finger squarely on the problem of "measuring influence."  Influence is not a number.

I love Klout, I really do. But there is a huge flaw at the center of Klout - and at the center of all influence measuring tools - they are measuring something that isn't quantitative. Klout tells me that they measure engagement - how likely a comment I make somewhere is likely to be responded to. But they don't (and can't) measure the quality of that engagement.

At the heart of Influence is human interaction. This is not a numbers game. Any marketer that talks to you about likes and votes and other quantitative measures, is missing the key point of Social Media being Social.

Social Media is about you reaching past your own self-interests. It's not as complicated as creating a "vote for your favorite charity to get some money (that we will claim on our taxes)" and it's not "for every $$ you spend, we will give ten cents to charity (that we will claim on our taxes.)" There's nothing social in corporate philanthropy, or telling the world how much your employees gave to charity. These are entirely self-serving numbers.

Social Media is about building relationships based on trust, credibility and from that, building influence. There are no numbers here. Your spouse is not a 72 (although this week, the number has been going up.) The friend who was there to help you move in is not a 60.

Set aside the numbers for a day, a week, a month. Don't check your Klout score. Don't look at your Radian6 dashboard. Ask a question and see what kind of response you get. Praise someone for their support and see who else chimes in. Reach out to help someone and see how many other hands reach with you. That's the measure of your Influence.

It's time to stop quantifying the qualitative. It's time for Social Media to be about people, not numbers.