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I can’t say I’m too sorry to wave farewell to 2011. Whilst professionally it was a good  year for me – my Idea to Launch programmeTMgoing off-line when I was invited to deliver it at McGill University’s Centre for Continuing Studies in the Spring and again in the Summer;  signing a contract with Business Expert Press in New York for them to publish my book on using questionnaires to understand your clients; teaching International Business Strategy on the prestigious MA-CEMS program at the University of Economics in Prague (www.vse.cz) and being  invited to do all the social media training for LDI in Montreal. Oh and I had my first solo painting exhibition and sold three paintings !  But on a personal basis, a few too many friends, former colleagues and relatives took their leave of this world – an explosion in Kuala Lumpur, cancers and early onset Alzheimer’s; and my mum became increasingly fragile which meant even more trips to the UK and will probably result in me leaving Canada after almost 13 years there.  

On the world stage 2011 was one heck of a year wasn’t it ? At times I did start to seriously wonder if the Apocalypse was imminent !  As Matthew Norman said in the Daily Telegraph this last Saturday “…2011 established itself as the most extraordinary in memory […] it feels as if a decades worth of news was somehow concertinaed into 12 months” .

In 2011, the UK shivered under a tenacious blanket of snow; the impacts of the earthquakes in Turkey, New Zealand, Myanmar  were overshadowed by the catastrophic earthquake and tsunami in Japan that wiped out communities, killed over 15 thousand people and caused the worse nuclear reactor disaster since Chernobyl. Australia started the year with half of  Queensland under flood water; the Sindh province of Pakistan was inundated; Thailand suffered the worst floods in decades; parts of Tennessee, Kentucky and Mississippi were  declared federal disaster areas. There were landslides too notably  in Colombia but East Africa endured an horrendous drought with millions of people at risk of starvation.

A spontaneous and seemingly meaningless wave of riots, arson and looting occurred in the UK; people took to the streets in Greece in the wake of government austerity measures to prevent the country from sliding into bankruptcy;  unrest and riots raged in the Yemen and more recently in Syria; Norway was subjected to two terrorist attacks one of which left 69 young people dead.  But the Arab Spring saw changes in the political regimes in Tunisia, Egypt and the end of Gaddafi’s rule in Libya. Saudi Arabia granted women the right to vote.   We saw the demise of Osama bin Laden and whilst the war in Afghanistan continues, the US has finally pulled out of Iraq.

And  of course millions of us enjoyed THE wedding of the year whilst men around the world fantasised about Pippa Middleton whose bridesmaids dress almost stole the show.

The News of the World newspaper closed forever in the wake of a phone tapping scandal and care homes abuse in the UK hit the headlines but England Test cricket defeated Australia and India and brought home the Ashes and of course our own Mark Cavendish won the Maillot Vert in the Tour de France. While the Eurozone was a disaster area with presidents Sarkozy and Merkel pulling the recalcitrant ‘states’ into order, Sarko and Carla’s baby daughter made her discreet arrival at the Élysée Palace and Italy’s President Berlusconi resigned in the midst of child sex scandals.

A sad farewell was said to Václav Havel the playwright, poet and dissident who became the first president of the Czech Republic and in Canada we lost a much respected politician – Jack Layton (the best Prime Minister Canada will never have) and of course we were all saddened by the untimely passing of the innovative Steve Jobs. This was a year for farewells – the music world lost Amy Winehouse, Billy Jo Spears.  Hollywood said goodbye to some greats – Elizabeth Taylor, Jane Russell, Anna Massey, Susannah York whilst the world of sports saw Joe Frazier, Severiano Ballesteros take their leave. And of course the UK lost Jimmy Savill who aptly departed this world with one of his trademark cigars burning in an ashtray by his side. And the last Harry Potter movie ever was released.

The 10thanniversary of 9/11 made many of us wonder if terrorism would ever be relegated to the past but the Queen’s historic visit to Eire put the ‘Troubles’ and the bombings firmly in the past and showed that moving on and building a new future is possible if the will is there. Even Myanmar took tentative steps towards reform with Hilary Clinton visiting and meeting with Aung San Suu Kyi.

So what does 2012 have in store for us ? The UK celebrates the Queen’s Diamond Jubilee; London hosts the Olympic and Paralympic Games; Myanmar will hopefully move closer to democracy; Barack Obama may or may not be re-elected;  natural disasters will occur; companies will launch and others will fold; the economic crisis will continue to bite – we may even see the demise of the Euro but 2012 has to be better than 2011. And we can do our bit to make it better. We can’t change all the natural disasters but we can make a contribution by being kinder to our environment and we could also be kinder and more tolerant towards those around us.

So I’ll leave you with these wonderful words from the letter Jack Layton wrote to all Canadians a few days before he died of cancer:  “My friends, love is better than anger. Hope is better than fear. Optimism is better than despair. So let us be loving, hopeful and optimistic. And we’ll change the world.” 

 

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I found this on a website of  Irish blessings and sayings. It sums up nicely what I wish for us all in 2012.

May love and laughter light your days,
and warm your heart and home.
May good and faithful friends be yours,
wherever you may roam.
May peace and plenty bless your world
with joy that long endures.
May all life’s passing seasons
bring the best to you and yours!

Happy New Year everyone !

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They say you should tell your potential customers a story they can relate to, a story that makes them feel they know you and can trust you. So this means I should tell the story of how 9/11 blew my corporate career out of the water and I reinvented myself by moving into marketing and then following the sudden death of my father started an internet business which lead me into social media. Rightly or wrongly I choose not to tell this story on my websites because I think it’s all a bit sad but then others say it shows my flexibility and ability to survive when life gets tough.

But here’s an example of a story from Westjet – a Canadian airline – that appeared on their Facebook page at Christmas (2011):

TRAVEL ADVISORY: Pilots across the globe have reported seeing a mysterious aircraft travelling west, with nine engines and a single flashing red beacon. The aircraft appears to carry at least one free checked bag. The contents of the bag are unknown however it is emptying rapidly as the journey progresses..

All WestJet flights are expected to be impacted. Guests flying near this aircraft can expect even more in-flight joy and laughter than on a regular WestJet flight. Travellers report a desire to embrace relatives and friends on arrival

This was posted on their Westjet Facebook page

What stories do you tell in your business ? What stories have you read that you want to share here ?

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Yes YOU can self-publish on Kindle.

Amazon allows you to publish your books on Kindle – free of charge – at Kindle Direct Publishing (KDP).

It’s a great way for Amazon to make mo*ney ! And for you too !

Did you know that for every 100 hardcover print books sold on Aamazon that 180 Kindle books are sold ? And don’t forget – Kindle books are not just for Kindles – with all the apps out there now they can be read on iPod, iPad, laptops etc And books don’t have to be massively long. Most of mine are about 25 – 40 pages.

This blog post gives you the edited highlights of publishing your book on Kindle. It ‘s not a summary of my detailed 25 page e-book complete with screen shots, the book actually grew out of this post when I realised that it would just be way too long if I went through everything. Can you imagine a post that’s 25 pages long ?!!  (By the way Step by Step Guide to Publishing your Book on Kindle is a mere $7.99 available from this website).

Meanwhile ….here’s an overview of what you need and the steps involved for publishing books on Kindle as well as some do’s and don’ts on document formatting.

First of all you’ll need all of the following:

  • content (!!)
  • Microsoft Word
  • a Kindle Direct Direct Publishing account
  • a means to convert your document to Kindle format – you can use Mobicreator for this. Mobicreator is free.
  • the Kindle Previewer software so that you can see what your book will look like on a Kindle. You can get this free from Amazon on their Kindle publishing page. Just scroll down until you find it
  • an image of the cover for your book saved as a .jpeg
  • a means to capture the image of the cover of your book and save it as a .jpeg (I use SnagIt but there are free options available such as Snapashot from Nicekit.com)

When you prepare your content you should respect the following formatting rules:

  • Kindle automatically indents paragraphs
  • do not use bullet points
  • avoid Footers, Headers and Page numbers
  • create a dynamic Table of Contents
  • use live links – don’t use too many affiliate links but do include resources for readers to click on and get more help

Saving and converting

  • When you’ve created your book you need to save it as a .doc – not as a .docx.
  • You then need to save it in Web Page, Filtered (*HTM & *HTML) format
  • Then you need to convert it to a Kindle format using Mobicreatorwhich is a wonderful – and free – piece of software.
  • You should also review it using Kindle Previewer available free from Kindle publishing page so that you can check if you’re happy with the format before uploading it to KDP.

I’m skipping over this not so that you need to splash out $7.99 for my ebook but because it is a bit tricky the first time out and works better with screenprints to show you what I’m talking about.

Uploading to Kindle Direct Publishing

When you are all set to upload your book to Kindle you need to login to your KDP account and complete all the fields. I’ll just run through the mains ones here:

Title: Put the title of your book here – make it attention grabbing – use keywords in it

Description: Think of this as your Sales Page and let potential readers know what your book contains and if it’s a non-fiction tell them what it will do for them – the pain that it will take away.  You have 4,000 characters so go on – use them all !

Publisher : you could use your name but I choose to use the name of my website

ISBN: not needed but if you want to get one – I would for a longer book that I also intended to publish using Amazon CreateSpace.

Categories: you can pick up to 2 so you need to be really laser focused.

Keywords : you can put seven and remember keywords are whatever is between the commas. So for example for a book on Moroccan cookery you could have Moroccan recipes, Moroccan cookery, recipes, Moroccan cooking.  These are 7 words but only 4 keywords. Use the keywords that you know people use in their searches for information on your topic.

Upload Image: upload the .jpeg of the image you have made of your book cover

Enable rights: This enables you to select maximum or minimum security. I would only pick maximum if it was a long book or part of  a back end program. If you are using a shorter book as a lead generator then you don’t mind if people pass it around

Worldwide rights: keep this checked

Royalties : choose whether you want to sell your book for a commission of 70% (in which case you have to offer it for sale between $0.99 and $9.99) or, if you want to sell it for more than $9.99, you to have to go for the 35% royalties. Do the math and you will see that it’s only when you sell for more than $20 that you make more money. I personally would go for selling quantity rather than having just a few sales at a much higher price but of course it depends on the size of your book and the value of the content to your reader.

Then finally you click on Save and Publish. In about 48 hours your book will be available on Amazon.

Now you need to go and promote your publication to your list,  in your status on Facebook and LinkedIn, tweet about it on Twitter, maybe make a short vid and put it up on your YouTube channel. In the case of my ebook on publishing to Kindle I could do a webinar showing how to do the formatting and how to convert the document using Mobicreator. I could promote that as taster that peeps sign up for at no charge. You could even have a web page just for that book and then have a free section for people to sign up for and read and put your reviews up.

Reviews for your book

Make sure you get people to put reviews up about your book too. You can do this by sending them a PDF version and asking them to read it and then go to Amazon and write a review.

WANT MORE DETAILS ?

So that’s about 900 words on the key points. If you want the detailed version then for just $7.99 you can get my 25-page book  Step by Step Guide to Publishiing your Book on Kindle that I wrote as a step by step guide – initially for myself so that I had a process set out for each time I wanted to publish a book but then I decided to add in screen shots and some helpful tips so that it would be useful for everyone.

And no, I’m not publishing it as a Kindle book. Why ?  because there are so many images in it – this is one example of where a conventional ebook works better !


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I want to share with you some ways in which you can find out what your customers and target clients want and how we can discover what their pain points are.

You could do a survey – perhaps one you’ve written, printed and taken to your local shopping mall or local library or airport – wherever your target customers are most likely to be found or perhaps it’s one that you’ve produced on line using SurveyMonkey and sent out to your contacts.

You could gather together a group of people for a focus group to discuss the topic of interest to you – you’re sure to gain loads of insights.

You could interview people on the topic of concern or interest to you and find out more about the wants and needs of your target customer, how they would like those needs to be satisfied. This is important as you may not only assume what their needs and wants are but also how they would like them to be met. It’s vital to get both right ! So how can you do this?

You could do random telephone interviews at times of the day when you know you are likely to find your target audience or you could so interviews in public places or if you have an on-line business invite people to apply to be interviewed. People love to do this as they have the opportunity to have their moment in the spotlight – and this can also give you material for blog posts. If you have a show on Blog Talk Radio then you may decide to invite some of the respondents to be in conversation with you on your show. Do you see how you can make efficient use of your time and information and make it work hard for you ?

Whichever method you choose to ensure that:

1) you reach your target customer
To do this you need to have identified who you target customers are and where you can find them. There’s nothing to be gained by asking your questions of the wrong set of people
2) you’ve designed your questions in a way that enables you to identify what the person’s needs are but also how they would like to have them satisfied
For example – if people want to lose weight some won’t want to achieve this goal by exercising and will prefer to change their diet or consume special weight loss drinks and food; others will want to lose weight by an exercise program – perhaps at a local gym perhaps at home then of course there will be those who want instant success and liposuction could be their preferred option. Perhaps someone wants to know if their business idea is viable – they may want someone to do this for them, they may want to buy a book or a program or watch a webinar and then do it themselves.

My challenge to you:

Think of all the needs that might exist in your market. You can then do a short survey to test whether you are right. I’ll tell you about doing surveys next time.
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I was in luck today and was able to listen to Michael Port’s Think Big Revolution call that he generously does every Tuesday at noon EST. This week the discussion was about reaching out to people for help. Michael shared a lot of useful insights as did the people participating in the call so I really learned a lot from it for example:

  • when you reach out to someone and ask them to help you be clear what help you want
  • if you participate in a call or attend an event with someone experienced who could help you don’t (metaphorically speaking) let them open the door to you and then turn and walk away in the other direction – you went there to learn so take the opportunity to learn
  • if you ask an experienced person / expert for help think big not small – approach the person in a courteous manner, be respectiful of their time but don’t approach them in a small, apologetic way – be comfortable with yourself and your own value
  • when someone asks you for help be careful to give the right help – may be they just need some sympathy, some understanding, some help that they can easily implement

I really had to think about a few things after this call. One of them is a personal thing – helping my mum back in the UK – I get frustrated sometimes when I try to help her – for example I try to get her someone to help clean the house, someone to visit her from time to time but then having complained she resists my solution – a friend suggested that maybe all she really wants is for me to sympathise and to show understanding. I shared this with Michael and he said that even with our clients we should start by sympathising and seeking to understand them rather than diving in with the solution.

This lead me to a further thought – I know I have a habit of so wanting to help someone that I now fear I sometimes (often ?) offer a solution that is either me taking over so they feel they’re losing control or I suggest something that is too advanced for them. As one lady on the todays call said: “sometimes they are just learning to walk and I want them to run.”

We hear so much about giving clients what they want, of the importance of ensuring that we’re the aspirin that removes their pain, the solution that brings them happiness, more time whatever but …..perhaps …..we should identify what the person WANTS and then, by careful questioning, discover HOW they want to achieve what they want. This would better enable us to provide the appropriate solution or refer them to the person who can.

What do you think ? I really hope you’ll share your thoughts on this topic and some of your own experiences both as a consumer of services and as a provider of services.

(BTW – if you want to know more about Michael Port and the Think Big Revolution click here)

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A business should be based on a need that the founder knows or suspects exists in a market. A prospective client will only be interested in your offer only if it meets one of the more or less essential needs they are seeking to satisfy.

If we take a car as an example: someone buying a car needs to get from A to B but other factors come into play such as financial aspects, safety, environmental issues, quality  to name but a few.

High value purchases like homes and cars usually reflect a combination of several needs, but there will be a hierarchy among them specific to each person. Even purchases of a smaller dollar value should meet a need that the prospective purchaser is experiencing.

SOME THINGS TO THINK ABOUT

Here are some things you should think about when considering the need(s) you’ve identified:

    • How did you detect this need? – Why do you think these people have this need?
    • Are there other needs associated with the need you have identified?
    • Will this need continue over time? Is it a temporary or a sustainable need?
    • Who are the people with this need? Is it a small or a large group of people?
    • Is it an on ongoing need for a clearly identifiable group of people? OR a heterogeneous group of people?
    • What are the typical behaviour patterns of the people expressing this need?
    • Is it an on-going need or a new need?
    • Are there other ways this need could be satisfied ?
    • Are the people expressing this need frustrated to a slight, an average or a high degree?
    • Have the people expressing this need had it for a long time, for some time or only recently?
    • Do the people expressing this need want to satisfy it quickly? Are they ready to buy?
    • What factors identified in your external environment scan could impact this need? And would this be in a positive or negative way?
    • How might the need evolve over time?

This post was based on  “Identifying Needs” by Claude Ananou. in Filion, L.J. and C. Ananou De l’intuition au projet d’entreprise. Transcontinental, 2010.

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We live in a world where starting your own businessng s increasingly seen as an option, indeed even a preferred choice. For some people the entrepreneurial spirit is so ingrained they wouldn’t be happy unless they were putting their business ideas into being. For other people, starting a business is a way to avoid a lengthy commute to work or not having to work for someone else. Some people need to stay at home to be with their children or to care for an elderly or disabled family member. Some people have reached an age where a conventional job is no longer an option. Some folks just simply like to be location independent and spend time in whatever country currently holds their interest.

 Exciting times!  But, if you make the wrong choices then financial challenges and disappointments can be the order of the day. I’ve had contact with literally hundreds of people who’ve wanted to start a business but  relatively few launch a business and actually make money from it. In fact statistics on the success rate for start-up business make sobering reading. In the USA, for example, Bureau of Labour Statistics data show that 49 % of businesses survive 5 years+; 34 % survive 10 years+ ; and 26 % survive 15 years+.

BUT THERE IS A SOLUTION !  – EVALUATE YOUR BUSINESS IDEAS !

How ?

Well, start by taking a close look at YOU – are you the right person to start and run this business ?

Is there sufficient DEMAND for your products or services ?

Do your products / services satisfy a NEED in the market place ? Do they remove someone’s problems ?

What is happening in the macro-environment – what are the opportunities and threats ?  how will these impact your business idea ?

What are the barriers to entry in your market place ? what is the extent of rivalry between competing firms ? how will competitors react if you enter the market ?

What are financial costs – of start-up, of running the business on a day to day basis ?

What prices will you be able to charge ? how many of your products or services will you be able to sell ?

I’ve produced a free report on all of these so if you want to read more just look over to the right hand column and sign up for it in the box at the top of the column.

 

 

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Bill C-28 (Canada’s Anti-Spam Law), received Royal Assent on December 15, 2010. Once in force, FISA will prohibit certain forms of spam, phishing and the use of spyware in commercial activities. More detailed regulations should have been issued for public comment in this spring and the regulations put into force in autumn 2011. This might be delayed by the upcoming federal election.  Nonetheless all of us operating online businesses in Canada should start to get ourselves geared up for this and ensure that we are squeaky clean.

The  Anti-Spam provisions include:

  • the delivery of commercial electronic messages to an electronic address unless prior consent has been obtained from the recipient. The message must be in the prescribed form.
  • electronic messages are those sent by any means of telecommunication, including a text, email, sound, voice or image message.
  • since an electronic address is defined as an address used in connection with the transmission of an electronic message to an email, instant messaging, telephone or similar account it might be interpreted that social media platforms such as Twitter and Facebook are also included. This we need to keep nan eye on and start to think how we will ensure that we are not in breach of this.

 Consent is not required in all instances

Certain exceptions to the requirement that prior consent is obtained before sending electronic messages for commercial activities are provided such as:

  • giving a quote or estimate for the supply of a product, goods or service, if it was requested by the recipient
  • facilitating, completing or confirming an existing commercial transaction
  • provide notification about an ongoing subscription, membership etc
  • deliver a product, good or service, including upgrades further to an existing relationship

 Now I assume that if you do any of the above you would be in breach of the law if you also included a pitch about another product or service.

What is meant by “consent”?

FISA creates an “opt-in” system whereby prior consent must be obtained from the recipient in order to deliver a commercial electronic message. The onus is thus clearly on the sender to demonstrate that consent was received prior to sending a commercial electronic message. So if someone signs up for your teleseminar, infoletter, free report then you are not in breach of this law.

In addition (and this I believe will be very helpful for online businesses) there are cases where consent may not be needed for example:

  • a message sent in the context of an existing business or non-business relationship between sender and recipient so I assume I could let my friends or current clients know about my upcoming social media talks for example

There are some exceptions that could have implications for your business:

  • the recipient has ‘conspicuously published’ their email address and this is not accompanied by a statement that they do not wish to receive communications and the message is relevant to the person’s business, role, functions or duties in a business or official capacity. This means that if you do not want to receive such commercial messages then you should state clearly on your website that you do not wish to receive unsolicited commercial messages
  • the same exception applies if the person receiving the commercial communication has disclosed their email contact information to the sender without indicating that they do not wish to receive communications and the message is relevant to the person’s business, role, functions or duties in a business or official capacity;  

 Form of the message

  • Other than the specific types of messages benefiting from the form and content exemption referred to above, the message must be in a prescribed form. This will be established in the pending regulations. It should identify the sender, provide their contact information, and include an “unsubscribe” mechanism.

The unsubscribe mechanism

  • The unsubscribe mechanism must enable the recipient to indicate that they no longer wish to receive future commercial messages. In addition, the sender of the message must specify an electronic address, or link to a web page that can be accessed through a web browser, where the recipient can express his or her desire to unsubscribe. The unsubscribe mechanism must enable the recipient to unsubscribe using the same electronic means by which the message was sent, or if using those means is not practical, any other effective electronic means. The electronic address or web page where the recipient can express his or her desire to unsubscribe must be valid for at least 60 days after the message is sent. On receiving notification of a desire to unsubscribe, the sender must unsubscribe the address within no more than 10 business days.

Penalties

  • Penalties for non-compliance are not good news and it’s not just corporations that can take action as the FISA includes a private right of action allowing a person to bring a civil action in court thus potentially opening the door to class action proceedings.

 NO EXCUSES – GO ACTION THESE ITEMS RIGHT NOW

  • Review your current Electronic Communication Practices
  • Collect Consents
  • Ensure that electronic messages satisfy the requirements such identifying the sender, and that they satisfy the unsubscribe requirements to opt-out of future messages.
  • Ensure that your staff, VAs and anyone writing in the name of your company understands and respects these requirements – especially when you VAs outside of Canada who will unlikely to have any idea about the existence of this legislation

I based this blog post on an article by Blakes. They list the following staff as being able to advise and assist.

Christine Ing 416-863-2667

Tricia Kuhl 514-982-5020

Elizabeth McNaughton 416-863-2556

Wendy Mee 416-863-3161

Dean Murray 604-631-3367

Laura Weinrib 416-863-2765

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My new coaching client, a lovely lady living on an island in  the middle of the Saint Lawrence river in Montreal, is set on bringing politeness, manners and etiquette back into the world. Hooray ! This got me thinking about etiquette in general.
 
Should women expect men to let them out of elevators first ? open doors for them ? (I would say yes ! because we’re women and it’s nice to be reminded of this sometimes)
 
On Facebook should we poke people ? No !  would you come up to me at a live networking event and poke me and walk on ? hey, I hope not !
 
If someone invites you to supper or treats you to lunch – do you write a note to say thank you  ? I hope you do !
As a minimum I write an email but often I write a real note… yes, I take a pen and I write on a nice card, address the envelope, I put a stamp on it and post it in a letter box.
 
When a client pays me I send an email to acknowledge receipt and say thank you – not that some of the people I outsource work to extend the same courtesy to me. And this raises another point… do we lower our standards – of course we shouldn’t !  I still say Bonjour ! when I get in an elevator and Bonne journée !when I get out even if the québecois find this very odd and almost never respond.
 
And how about politeness to ourselves ?  how many times do you tip toe around someone because you don’t want to seem to be rude (you know – that client who still hasn’t paid you or who is pushing you to do more for the same fee) but…. you are not being polite towards yourself. Now that’s something to think about eh ?
 
And I could go on but I’m leaving the next examples to YOU !
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