“There is nothing more powerful than an idea whose time has come.” -- Victor Hugo
The quest for a single equation that could encapsulate the behavior of all known forces in the universe has been the holy grail of science. Some scientists that draw on the advances in cosmology, quantum physics, biology, and consciousness studies believe that science is now in a position to produce the “theory of everything,” or the theory that astrophysicists Stephen Hawking believes will allow us to know the mind of God.
Let me share a brief progression of this thought. An aging astronomer by the name of Galileo Galilei was taken before the Roman Inquisition in 1633 and tried, convicted, and sentenced to spend the rest of his life in prison for espousing the idea that the sun, not the earth, was the center of the solar system. Even though this idea was judged as radical, and diametrically opposed to the position of the church, it forged the way for others to use empirical evidence in the real world to validate ideas that come from our thoughts. However, the real question is where do our thoughts come from and what impact do they have on our real world?
Generations later, Sir Isaac Newton mapped the laws of physics that laid the foundation for modern science, but as scientists reached the limits of the Newtonian worldview; their explorations took them into the heart of the atom where the nature of reality becomes less empirical. Quantum physics, or the study of how the world works on the smallest scale, was used to understand why the world does not behave the way Newton said it would.
Albert Einstein discovered the relationship between physical mass and nonphysical energy and further opened our view of how the world works. Einstein showed us how the two are not only related, but that mass and energy can be transformed into each other. He believed that everything is energy because everything is made of molecules, which are made of atoms, which are made of protons, electrons and neutrons, which are made of nothing but vibrating packets of energy. As scientists continued pursuing their explorations on staggeringly small subatomic scales, they were confounded by some sort of force that appeared to be present even at temperatures of absolute zero, when all know forms of energy are reduced to its lowest level. The quantum mechanical system that encompasses this energy is the zero-point field or the quantum vacuum, a concept first proposed by Einstein and Otto Stern in 1913. According to quantum mechanics, the quantum vacuum is not empty but instead contains fleeting electromagnetic waves and particles that pop into and out of existence.
Danish physicists Niels Bohr and Werner Heisenberg discovered that the heart of each subatomic particle is not like the organized billiards of the solar system, but were more like packets of possibilities, and their work suggests that reality is made not of solid substance but of fields of potentiality. Strangely, a particle would take on the specific characteristic of a material thing only when it was observed or measured, and that the act of observation influences a particle’s behavior. Every time a scientist looked for an electron, an electron would appear, right where they expected it. Even more bizarre, it was discovered that just the mere intention of measuring particles would still affect the particles.
In physicist Ervin Laszlo’s book, Science and the Akashic Field (akasha is the Sanskrit term for “space”), he proposed that the quantum vacuum is the fundamental energy and information-carrying field found throughout the universe. Laszlo shares a series of experiments conducted by lie detector expert Cleve Backster where white blood cells were taken from the mouths of subjects and cultured in test tubes. In one of the tests, the subject was shown a TV program depicting the 1941 Japanese attack on Pearl Harbor. The subject was a former Navy gunner who had been present at Pearl Harbor during the attack and when the face of a Navy gunner was shown on the screen, the man’s face showed an emotional reaction, and at that precise moment, the lie detector needle attached to his culture of white blood cells jumped, even though it was over seven miles away.
These results were duplicated in subsequent experiments, even though the distances were sometimes hundreds of miles away. The explanation is that the particles of the subject’s body were still connected with one another. Scientists labeled this capacity for instantaneous interconnection as “nonlocality.” Einstein used the less non-technical term of “spooky action at a distance.”
Laszlo posits that the Akashic Field consists of a subtle sea of fluctuating energies from which all things arise: from atoms to galaxies, stars, planets, living beings, and even conscious thought itself. This Field essentially helps a universe know how to become a universe, how an acorn becomes an oak, and for you to develop and achieve your potential. It is believed that the Akashic Field literally conveys all the information of life itself and has been referred to as the “Book of Life.” In other words, the laws that govern subatomic particles and solar systems also govern our thoughts and ultimately the results we achieve.
If the recent scientific theory of the Akashic Field is true, then this universal energy field is written with our thoughts and actions, and if it can be accessed consciously, then much of the past and traumatic events we hold in our inner world could be liberated and thus increase the energy for positive potentials realized in our outer world.
So what is the point of all of this? It’s that everything that exists first comes from an idea or thought. Putting it down on paper in the form of goals or verbally stating it through affirmations helps to keep our thoughts centered on an outcome. Our ability to think, be self-aware, and communicate our thoughts and knowledge to others to change our environment is what separates us from other life forms. French philosopher Rene Descartes, and a contemporary of Galileo, declared: “I think, therefore I am.” Our thoughts not only matter, but it is our thoughts that create matter because it focuses the force of energy that has the capacity to manifest reality. This can all be summarized in the statement: “You are what you think about most of the time,” or “As a man thinketh in his heart, so is he.”
Everything starts with an idea, and your thoughts have the capacity to initiate and change the events and circumstances in your life. No matter the situation you currently find yourself, the secret to proactive change lies in controlling your thoughts. Focused thought is the most powerful force in the universe, and you can change from a debilitating direction by redirecting your thoughts in a more empowering manner. Great leaders have the ability to create resonant energy within their sphere of influence by directing other’s thoughts toward a vision of possibility. In fact, if you don’t think it and intensely believe it, it will never get done. Your outer world is truly a reflection of your inner world.
Friday, July 30, 2010
Wednesday, July 21, 2010
How am I Doing?
When I was learning to fly, my flight instructor had me go under the hood and close my eyes. This was a large white hood that was placed on my head so I couldn’t see outside. He then repositioned the aircraft and told me to open my eyes and make any necessary corrections. Just flying by the seat of my pants, the plane felt like we were flying straight and steady. Without any other feedback, the plane would have eventually crashed into the ground.
The whole purpose of the exercise was to teach me to put my trust in the instruments rather than just how I felt at the moment. The various instruments offer continuous feedback to help a pilot take corrective action. Ignoring or not monitoring the airspeed, altitude or attitude of the aircraft is pure folly.
Many business owners make the same mistakes within their companies. They tend to run their business by the “seat of their pants” and ignore or not monitor feedback from their employees or customers. Many don’t have a mechanism to get feedback from their frontline employees who deal with their customers everyday and hear their complaints or suggestions. If you aren’t getting continuous communication about how your organization is doing, then your business may “fly” straight and steady for awhile, but it will eventually lose altitude and crash.
Here are four ways to effectively get feedback that will allow you to take corrective action. The first and easiest is to just talk to your customers on a regular basis. Ask them questions to learn how they feel about your company. If you want to be more systematic, you can prepare a few questions for your staff to ask during their interaction with customers. Not only will your employees learn more about your customers, but the simple act of asking questions demonstrates that you care and are interested in their feedback. Questions can also open up a conversation that will allow your staff to build stronger relationships.
Document the answers to look for any trends or reoccurring positive or negative aspects of your business. If you keep hearing the same complaint, then you’d better do something about it because it is what your customers will be telling other people about your business.
A second and more formal method for feedback is to ask your customers to complete a survey or questionnaire about your business. Keep it short and to the point, and give the survey after they have made an order or completed a transaction. To get maximum participation, include the surveys in a drawing for a valuable prize.
Some companies get a little more sophisticated by sending online surveys that automatically compile the results. I’ve received several sales receipts that asked me to go to a website to take an online survey, and after completing it, I was offered a coupon for 10% off my next purchase or some other incentive.
Third, you can have mystery shoppers visit your business and complete an evaluation form that rates various aspects of your business. We’ve conducted over 1,500 mystery shopper visits and I often have my students visit local businesses. Employees who know that a mystery shopper may be visiting tend to provide better service because they don’t know which customer will be formally evaluating them.
Hotels, larger corporations, and franchises often conduct mystery shopper visits to get valuable feedback about how the company is doing. They also have service standards, and train personnel to adhere to those standards. Countries such as Australia and New Zealand have developed service standards for businesses that deal with tourists. Those businesses that adhere to the standards and pass their mystery shopper test are listed in their advertising and are given a star rating or allowed to display a decal that tells tourists they are a quality business.
The last method is more difficult, but it makes every customer a potential mystery shopper for your company and provides valuable feedback on a continuous basis. Provide an online forum where customers can rate and comment on your business. This is available in the U.S. through such companies as eOpinions.com for products and AngiesList.com for businesses.
Allowing all your customers to offer feedback may seem daunting to some businesses who would rather not know what their customers think. However, they tend to be the same businesses that would rather stay under the hood and “fly by the seat of their pants.” Your customers are already talking about your business, so why not let them share their suggestions and comments with you and others. You may discover things that will help you improve or provide better service. Just offering the service alone will keep all your employees sharp and careful to treat each customer with care, since a poor experience could be broadcast online. You can also encourage customers to thank you for excellent service by asking them to post a comment and giving your business a high rating.
Any method you use to gather feedback will allow you to better serve your customers and make improvements that cause them to return and share their experiences with others. Don’t go “under the hood” when it comes to operating your business.
The whole purpose of the exercise was to teach me to put my trust in the instruments rather than just how I felt at the moment. The various instruments offer continuous feedback to help a pilot take corrective action. Ignoring or not monitoring the airspeed, altitude or attitude of the aircraft is pure folly.
Many business owners make the same mistakes within their companies. They tend to run their business by the “seat of their pants” and ignore or not monitor feedback from their employees or customers. Many don’t have a mechanism to get feedback from their frontline employees who deal with their customers everyday and hear their complaints or suggestions. If you aren’t getting continuous communication about how your organization is doing, then your business may “fly” straight and steady for awhile, but it will eventually lose altitude and crash.
Here are four ways to effectively get feedback that will allow you to take corrective action. The first and easiest is to just talk to your customers on a regular basis. Ask them questions to learn how they feel about your company. If you want to be more systematic, you can prepare a few questions for your staff to ask during their interaction with customers. Not only will your employees learn more about your customers, but the simple act of asking questions demonstrates that you care and are interested in their feedback. Questions can also open up a conversation that will allow your staff to build stronger relationships.
Document the answers to look for any trends or reoccurring positive or negative aspects of your business. If you keep hearing the same complaint, then you’d better do something about it because it is what your customers will be telling other people about your business.
A second and more formal method for feedback is to ask your customers to complete a survey or questionnaire about your business. Keep it short and to the point, and give the survey after they have made an order or completed a transaction. To get maximum participation, include the surveys in a drawing for a valuable prize.
Some companies get a little more sophisticated by sending online surveys that automatically compile the results. I’ve received several sales receipts that asked me to go to a website to take an online survey, and after completing it, I was offered a coupon for 10% off my next purchase or some other incentive.
Third, you can have mystery shoppers visit your business and complete an evaluation form that rates various aspects of your business. We’ve conducted over 1,500 mystery shopper visits and I often have my students visit local businesses. Employees who know that a mystery shopper may be visiting tend to provide better service because they don’t know which customer will be formally evaluating them.
Hotels, larger corporations, and franchises often conduct mystery shopper visits to get valuable feedback about how the company is doing. They also have service standards, and train personnel to adhere to those standards. Countries such as Australia and New Zealand have developed service standards for businesses that deal with tourists. Those businesses that adhere to the standards and pass their mystery shopper test are listed in their advertising and are given a star rating or allowed to display a decal that tells tourists they are a quality business.
The last method is more difficult, but it makes every customer a potential mystery shopper for your company and provides valuable feedback on a continuous basis. Provide an online forum where customers can rate and comment on your business. This is available in the U.S. through such companies as eOpinions.com for products and AngiesList.com for businesses.
Allowing all your customers to offer feedback may seem daunting to some businesses who would rather not know what their customers think. However, they tend to be the same businesses that would rather stay under the hood and “fly by the seat of their pants.” Your customers are already talking about your business, so why not let them share their suggestions and comments with you and others. You may discover things that will help you improve or provide better service. Just offering the service alone will keep all your employees sharp and careful to treat each customer with care, since a poor experience could be broadcast online. You can also encourage customers to thank you for excellent service by asking them to post a comment and giving your business a high rating.
Any method you use to gather feedback will allow you to better serve your customers and make improvements that cause them to return and share their experiences with others. Don’t go “under the hood” when it comes to operating your business.
Wednesday, July 14, 2010
A CNMI Issue
This is perhaps the most important article that I’ve ever written because it could affect the future of every person in the CNMI. Before reading it, I want to give a disclaimer that I am acting on my own as a concerned citizen. These views are solely my own, and they do not necessarily represent the views of the Board of Regents, the administration, nor any other person at Northern Marianas College.
The recent action to place Northern Marianas College on Show Cause is really upsetting, not only for the College, but it also impacts the entire community. I’d like to share what the late Paul Harvey used to call “the rest of the story” to provide greater perspective on the matter.
The action occurred after a special accreditation evaluation visit that was prompted by newspaper articles and unsolicited emails. Well, is it possible that some, if not most, of those unsolicited emails came from individuals who called themselves the “NMC Collective?” These were individuals who used whatever means necessary to keep Dr. Fernandez in power (not implying that Dr. Fernandez had any involvement). In a May 16, 2010 Tribune article the NMC Collective described themselves as “a loose association of current and former NMC faculty, staff, and students” and they claimed responsibility for sending hate emails to Regent King and Interim President Cabrera by stating: “We have attacked you as a group and we have attacked you as individual members.”
This small group stooped to using threats and intimidation, primarily through anonymous emails. If you recall, the College was closed down for an afternoon in January with a bomb threat made through an anonymous email in order to stop the Board of Regents from meeting to discuss issues concerning Dr. Fernandez prior to her suspension. DPS and the FBI were called in to investigate this serious matter, and the Board and other individuals should be praised for not allowing the NMC Collective to browbeat them with terrorist tactics. However, it appears that the NMC Collective did achieve their objective to influence a “fact finding” visit.
There is no question that there was internal conflict within the College while Dr. Fernandez was president, and the NMC Collective proves that point. The numerous non-renewals, firings, and forced resignations created not only high-turnover and job instability, but also created internal factions within the College that pitted people either for or against Dr. Fernandez. The “final straw” came with the infamous non-renewal of NMC’s living legend, Sam McPhetres, which shortly thereafter raised the ire of the community and prompted a vote of “no confidence” by a faculty assembly in the president and her leadership ability.
The role of the Board of Regents is to set policy and provide guidance while letting the administration deal with the hands-on issues during normal circumstances. However, we were dealing with anything but normal circumstances. Another role of the Board is to ensure the stability of the College, and NMC at that time was more like a ship in a severe storm with no one at the helm to steer us into smooth waters.
Did the Board step in to intervene during the storm? Yes, and thank God they were willing to step up to the plate during this critical time and make some tough decisions, rather than sit back and let the College sink into the abyss. If anything, instead of criticizing the Board, they should be commended for taking a leadership role during this crisis to help the College achieve stability and get back on track so it could focus fully on its mission.
I was curious about how people really felt about the situation at NMC, and I wanted their input on positive as well as negative issues with the College. So in May 2010, I sent a survey to College students and personnel, and I also interviewed individuals in the community. The 32 individuals who responded were allowed to reveal their identity or remain anonymous in the survey, and I assured everyone that their responses would remain confidential so they could be open and honest.
Most of the comments were informative with some praising the Board, faculty and staff at the College. Many mentioned the importance of maintaining accreditation. Others pointed out problem areas that needed to be corrected to make the institution a better place and some expressed the need to get a new president on board right away, but not one person criticized the Board for their actions with the former president.
Now the College is faced with a very serious situation that could result in the loss of accreditation. If this occurs, the impact on the CNMI could be catastrophic. Millions of dollars from tuition, fees, salaries, grants, and local and federal financial aid flow throughout the CNMI to pay rent, buy food, and provide business and government revenues. Losing accreditation is a very serious matter. Furthermore, it could be the final death blow to our already extremely fragile economy.
In addition, the loss of accreditation would destroy the jobs and lives of hundreds of people who would be forced to leave the CNMI. These are people who go to your churches, are customers of your businesses, have children in your schools, and make a solid contribution to the community. It would also dash the future career goals and dreams of hundreds of students who cannot leave the islands to pursue a degree because of job or family responsibilities.
It’s easy to criticize the actions of others and assign blame to certain individuals or groups that might have placed the College in this situation; however, this is not the time to sit back like a spectator and watch the outcome or throw barbs of criticism. Your full support is critically needed. The College, community and government must be united in the effort to resolve this matter quickly. This is not only a “Northern Marianas College issue,” it is an issue for every single person who lives on Saipan, Tinian or Rota, or who lives off-island and calls the CNMI home.
The recent action to place Northern Marianas College on Show Cause is really upsetting, not only for the College, but it also impacts the entire community. I’d like to share what the late Paul Harvey used to call “the rest of the story” to provide greater perspective on the matter.
The action occurred after a special accreditation evaluation visit that was prompted by newspaper articles and unsolicited emails. Well, is it possible that some, if not most, of those unsolicited emails came from individuals who called themselves the “NMC Collective?” These were individuals who used whatever means necessary to keep Dr. Fernandez in power (not implying that Dr. Fernandez had any involvement). In a May 16, 2010 Tribune article the NMC Collective described themselves as “a loose association of current and former NMC faculty, staff, and students” and they claimed responsibility for sending hate emails to Regent King and Interim President Cabrera by stating: “We have attacked you as a group and we have attacked you as individual members.”
This small group stooped to using threats and intimidation, primarily through anonymous emails. If you recall, the College was closed down for an afternoon in January with a bomb threat made through an anonymous email in order to stop the Board of Regents from meeting to discuss issues concerning Dr. Fernandez prior to her suspension. DPS and the FBI were called in to investigate this serious matter, and the Board and other individuals should be praised for not allowing the NMC Collective to browbeat them with terrorist tactics. However, it appears that the NMC Collective did achieve their objective to influence a “fact finding” visit.
There is no question that there was internal conflict within the College while Dr. Fernandez was president, and the NMC Collective proves that point. The numerous non-renewals, firings, and forced resignations created not only high-turnover and job instability, but also created internal factions within the College that pitted people either for or against Dr. Fernandez. The “final straw” came with the infamous non-renewal of NMC’s living legend, Sam McPhetres, which shortly thereafter raised the ire of the community and prompted a vote of “no confidence” by a faculty assembly in the president and her leadership ability.
The role of the Board of Regents is to set policy and provide guidance while letting the administration deal with the hands-on issues during normal circumstances. However, we were dealing with anything but normal circumstances. Another role of the Board is to ensure the stability of the College, and NMC at that time was more like a ship in a severe storm with no one at the helm to steer us into smooth waters.
Did the Board step in to intervene during the storm? Yes, and thank God they were willing to step up to the plate during this critical time and make some tough decisions, rather than sit back and let the College sink into the abyss. If anything, instead of criticizing the Board, they should be commended for taking a leadership role during this crisis to help the College achieve stability and get back on track so it could focus fully on its mission.
I was curious about how people really felt about the situation at NMC, and I wanted their input on positive as well as negative issues with the College. So in May 2010, I sent a survey to College students and personnel, and I also interviewed individuals in the community. The 32 individuals who responded were allowed to reveal their identity or remain anonymous in the survey, and I assured everyone that their responses would remain confidential so they could be open and honest.
Most of the comments were informative with some praising the Board, faculty and staff at the College. Many mentioned the importance of maintaining accreditation. Others pointed out problem areas that needed to be corrected to make the institution a better place and some expressed the need to get a new president on board right away, but not one person criticized the Board for their actions with the former president.
Now the College is faced with a very serious situation that could result in the loss of accreditation. If this occurs, the impact on the CNMI could be catastrophic. Millions of dollars from tuition, fees, salaries, grants, and local and federal financial aid flow throughout the CNMI to pay rent, buy food, and provide business and government revenues. Losing accreditation is a very serious matter. Furthermore, it could be the final death blow to our already extremely fragile economy.
In addition, the loss of accreditation would destroy the jobs and lives of hundreds of people who would be forced to leave the CNMI. These are people who go to your churches, are customers of your businesses, have children in your schools, and make a solid contribution to the community. It would also dash the future career goals and dreams of hundreds of students who cannot leave the islands to pursue a degree because of job or family responsibilities.
It’s easy to criticize the actions of others and assign blame to certain individuals or groups that might have placed the College in this situation; however, this is not the time to sit back like a spectator and watch the outcome or throw barbs of criticism. Your full support is critically needed. The College, community and government must be united in the effort to resolve this matter quickly. This is not only a “Northern Marianas College issue,” it is an issue for every single person who lives on Saipan, Tinian or Rota, or who lives off-island and calls the CNMI home.
Wednesday, July 7, 2010
People Power
Bringing people together for a common cause has proven to be a powerful tactic. It has worked to create social change, influence politics, and bring awareness to environmental issues.
On a commercial level, people have banded together to help them get the best deals. Producer and consumer cooperatives have existed for centuries so that members can get the best deals in retailing, housing, utilities, banking and agricultural interests. Warehouse clubs give better deals by providing products in bulk to a large number of their customers, and there are many organizations that broker deals or negotiate discounts on behalf of their members. In all of these situations, when a large number of people come together to make a purchase en masse it results in big discounts for them and a quick infusion of cash for the businesses.
The Internet has already changed how people communicate, learn and shop, and now it’s changing the ways that businesses are promoted. In the last couple of years, individuals have been harnessing the power of the Internet and social media to get the best deals on food, fun, and fitness. The electronic medium has the ability to bring hordes of people together very quickly to get deep discounts from sellers through what is known as “collective buying power.”
How deep? We’re talking about discounts from 50 to 90 percent on local and national brands. Organizations such as woot.com, letsbuyit.co.uk, and yugster.com allow individuals to save big on consumer goods. If you’re looking for health, beauty and wellness products, us.wahanda.com offers more than 45,000 professionals and advice, as well as great deals. For those with a hankering towards more upscale fashion and luxury brands, then the Gilt Groupe at gilt.com can satisfy your needs while saving you up to 70 percent.
Some of the sites offer different deals periodically, but they require a minimum number of people to buy them in order for the deal to go. For instance, a fitness gym might have an offer of 50 percent off for exercise classes if 40 people are willing to buy it. If the minimum number is not reached before the time runs out, no one gets the deal and no one is charged.
By utilizing collective buying and social media, businesses are able to get hundreds and sometimes thousands of new customers literally overnight. Requiring a minimum number for the deal to be valid, guarantees that a business will earn a specific amount if the sale goes through, and customers have a chance to try something new at a great value. Here are some other benefits that a business gains from participation:
Full control. They have control in setting the minimum number needed for the item to be sold, and the discount amount. Even though the margins are lower, a minimum volume ensures the business comes out ahead.
No risk. Typical advertising requires an upfront purchase for an ad with no guarantee on the number of items that will be purchased. Most of the sites I researched only take a portion of what is actually sold, and if the deal does not go, there is not cost.
Measurable activity. Business owners know exactly how much is purchased from the website during the period of time it is offered, and they can check the site periodically to see what the current tally is. Can other forms of advertising offer the same ability to track where results are coming from?
Repeat customers. The type of people who are attracted to this kind of promotion are Internet-savvy, have more discretionary income, are better educated, and they are willing to try new places. They’re not your typical bargain hunter who will drop a business in a heartbeat to find a better deal somewhere else. If they like the business, they’ll return.
Most of the businesses that have used this method of promotion have had a very positive experience. In one study, 97 percent of the businesses asked to participate again.
Even though “people power” has proven to be extremely effective to connect huge numbers of people with businesses offering great deals in the United States and England, Saipan lags behind in offering something similar to the populace. In fact, many businesses here haven’t even discovered the on-ramp to the Information Highway. If you’re one of those businesses, maybe it’s time to start your engines.
On a commercial level, people have banded together to help them get the best deals. Producer and consumer cooperatives have existed for centuries so that members can get the best deals in retailing, housing, utilities, banking and agricultural interests. Warehouse clubs give better deals by providing products in bulk to a large number of their customers, and there are many organizations that broker deals or negotiate discounts on behalf of their members. In all of these situations, when a large number of people come together to make a purchase en masse it results in big discounts for them and a quick infusion of cash for the businesses.
The Internet has already changed how people communicate, learn and shop, and now it’s changing the ways that businesses are promoted. In the last couple of years, individuals have been harnessing the power of the Internet and social media to get the best deals on food, fun, and fitness. The electronic medium has the ability to bring hordes of people together very quickly to get deep discounts from sellers through what is known as “collective buying power.”
How deep? We’re talking about discounts from 50 to 90 percent on local and national brands. Organizations such as woot.com, letsbuyit.co.uk, and yugster.com allow individuals to save big on consumer goods. If you’re looking for health, beauty and wellness products, us.wahanda.com offers more than 45,000 professionals and advice, as well as great deals. For those with a hankering towards more upscale fashion and luxury brands, then the Gilt Groupe at gilt.com can satisfy your needs while saving you up to 70 percent.
Some of the sites offer different deals periodically, but they require a minimum number of people to buy them in order for the deal to go. For instance, a fitness gym might have an offer of 50 percent off for exercise classes if 40 people are willing to buy it. If the minimum number is not reached before the time runs out, no one gets the deal and no one is charged.
By utilizing collective buying and social media, businesses are able to get hundreds and sometimes thousands of new customers literally overnight. Requiring a minimum number for the deal to be valid, guarantees that a business will earn a specific amount if the sale goes through, and customers have a chance to try something new at a great value. Here are some other benefits that a business gains from participation:
Full control. They have control in setting the minimum number needed for the item to be sold, and the discount amount. Even though the margins are lower, a minimum volume ensures the business comes out ahead.
No risk. Typical advertising requires an upfront purchase for an ad with no guarantee on the number of items that will be purchased. Most of the sites I researched only take a portion of what is actually sold, and if the deal does not go, there is not cost.
Measurable activity. Business owners know exactly how much is purchased from the website during the period of time it is offered, and they can check the site periodically to see what the current tally is. Can other forms of advertising offer the same ability to track where results are coming from?
Repeat customers. The type of people who are attracted to this kind of promotion are Internet-savvy, have more discretionary income, are better educated, and they are willing to try new places. They’re not your typical bargain hunter who will drop a business in a heartbeat to find a better deal somewhere else. If they like the business, they’ll return.
Most of the businesses that have used this method of promotion have had a very positive experience. In one study, 97 percent of the businesses asked to participate again.
Even though “people power” has proven to be extremely effective to connect huge numbers of people with businesses offering great deals in the United States and England, Saipan lags behind in offering something similar to the populace. In fact, many businesses here haven’t even discovered the on-ramp to the Information Highway. If you’re one of those businesses, maybe it’s time to start your engines.
Tuesday, July 6, 2010
Life Transitions
One of the fascinating things I enjoy about flying is the ability to see the big picture and view the world in three dimensions. I remember returning to Dyess AFB from a refueling sortie and looking below where I could see San Angelo, Texas on one side of the cockpit, and small cars slowly moving like ants on a trail to our destination city, Abilene, on the other side. It took over an hour to drive by car, but I could easily see the entire distance that separated the two cities in one glance.
As normal, earth-bound beings, we look at a trip in the car as a slow, two-dimensional experience where we have a start, then move slowly from point-to-point along a path until we come to our final destination. On the interstate, we can gauge our progress by looking at the mile markers along the route; yet, while we are driving, we can only see what is directly in front of us, or where we just passed.
Life is somewhat similar, we have a beginning (birth) and an end (death), and between those two points we travel slowly enough through time so that we can only see what is immediately ahead of us, or where we just passed. However, if I could add an additional dimension to your perspective, say a metaphorical view of your life from 30,000 feet, you could easily see that life is a trip marked by specific transitions along your path. These transition points are significant moments in your life that gauge your growth and development, and you often use them as references or markers for all other events you experience.
Between the starting and ending marker, people experience other life transitions such as going to school, getting a job, finding that special someone and getting married, having and raising children, moving to a new location, retiring, and so forth. We often mark our calendars each year to celebrate or remember specific life transitions such as our birth, marriage, or the death of a loved one.
I’m stating what may seem like the obvious because the power of life transitions does not appear to be so obvious to most businesspeople. They tend to take the two-dimensional view of a prospect as someone who does or does not have a need right now for what they’re selling. If they took the 30,000-foot perspective of a person, they would treat everyone differently and realize that even though a person doesn’t have a need for their product at this immediate moment, there will come a point in time as they move along the path of life when that need is heightened and they will be highly qualified. This concept underscores the importance of providing excellent customer service to everyone because a person treated with respect and consideration – even though they aren’t interested in buying from you now – will seek you out when that need arises if you make it easy for them to find you.
For example, when two people are engaged to be married, they have a heightened need for things such as a ring, wedding cake, photographer, caterer, wedding dress, tuxedo, etc. Most businesspeople congregate right at the figurative road marker labeled “engaged” and they clamor for attention like a political road rally gaggle, trying to snag their share of the market as the couple passes by them.
What would happen if, instead, you could grab the attention of the engaged couple even before they met each other, and you could create the desire early enough for them to want what you have when that special moment arrives? I brainstormed with several clients whose main clientele were engaged couples, and we came up with two strategies to not only separate them from their competition, but to also place them in front and position them as the obvious, best choice even before couples needed their services.
One event that we planned was a Summer Bash party for high school and single, college-aged individuals. Our client, a wedding and senior portrait photographer, formed an advisory group of upcoming seniors from different high schools to help plan the party. Shirts were given to everyone with the Summer Bash logo on the front and the names and logos of the sponsoring businesses on the back. It was a huge success with hundreds of people attending, and getting a group photo sent to them to remember the event. It was so popular that it became a recurring annual event that attracted people from many different cities, and our client became THE preferred wedding and senior portrait photographer in the region.
The second event was a bridal fair. Even though there was one held every year, some of my clients complained that it was lame and it needed more pizzazz, so we created our own. It was held at a client’s reception center, and another client, whose daughter was a former state beauty pageant winner, called in some favors to have professional models showcase the bridal gowns and tuxedos to hip music. All of the businesses gave out “bridal bucks” with each purchase to help promote the event and then use during the fair to bid for items at an auction. The bridal fair was so popular that people had to park several blocks away from the reception center, and the police were called to direct traffic. It not only attracted a lot of engaged couples, but also many of their single friends and family who would one day get married. It became THE bridal show to attend each year and it helped to separate my clients from their competition when individuals became engaged.
These are just a couple of ways to keep prospects thinking about you before they need what you have. There are many other methods you can use to position your business in a way that will make you the most obvious choice when they approach a life transition marker and have a need for what you have to sell.
I’ve put together the best of what I’ve studied and done to create something that has the potential to help a business dominate their market. Using the analogy I’ve mentioned throughout this article, your best position is to be invited to become the driver of the vehicle as people approach a life transition marker. Not only will they see you as the best, most obvious choice, but they will respect your professional advice because you’ve become the person or business they know, like and trust, even before they have a need for what you’re selling. If you’d like to place yourself in that position, then stay tuned for some other ways that have a way of putting you in the right place when people need what you have during their life transitions.
As normal, earth-bound beings, we look at a trip in the car as a slow, two-dimensional experience where we have a start, then move slowly from point-to-point along a path until we come to our final destination. On the interstate, we can gauge our progress by looking at the mile markers along the route; yet, while we are driving, we can only see what is directly in front of us, or where we just passed.
Life is somewhat similar, we have a beginning (birth) and an end (death), and between those two points we travel slowly enough through time so that we can only see what is immediately ahead of us, or where we just passed. However, if I could add an additional dimension to your perspective, say a metaphorical view of your life from 30,000 feet, you could easily see that life is a trip marked by specific transitions along your path. These transition points are significant moments in your life that gauge your growth and development, and you often use them as references or markers for all other events you experience.
Between the starting and ending marker, people experience other life transitions such as going to school, getting a job, finding that special someone and getting married, having and raising children, moving to a new location, retiring, and so forth. We often mark our calendars each year to celebrate or remember specific life transitions such as our birth, marriage, or the death of a loved one.
I’m stating what may seem like the obvious because the power of life transitions does not appear to be so obvious to most businesspeople. They tend to take the two-dimensional view of a prospect as someone who does or does not have a need right now for what they’re selling. If they took the 30,000-foot perspective of a person, they would treat everyone differently and realize that even though a person doesn’t have a need for their product at this immediate moment, there will come a point in time as they move along the path of life when that need is heightened and they will be highly qualified. This concept underscores the importance of providing excellent customer service to everyone because a person treated with respect and consideration – even though they aren’t interested in buying from you now – will seek you out when that need arises if you make it easy for them to find you.
For example, when two people are engaged to be married, they have a heightened need for things such as a ring, wedding cake, photographer, caterer, wedding dress, tuxedo, etc. Most businesspeople congregate right at the figurative road marker labeled “engaged” and they clamor for attention like a political road rally gaggle, trying to snag their share of the market as the couple passes by them.
What would happen if, instead, you could grab the attention of the engaged couple even before they met each other, and you could create the desire early enough for them to want what you have when that special moment arrives? I brainstormed with several clients whose main clientele were engaged couples, and we came up with two strategies to not only separate them from their competition, but to also place them in front and position them as the obvious, best choice even before couples needed their services.
One event that we planned was a Summer Bash party for high school and single, college-aged individuals. Our client, a wedding and senior portrait photographer, formed an advisory group of upcoming seniors from different high schools to help plan the party. Shirts were given to everyone with the Summer Bash logo on the front and the names and logos of the sponsoring businesses on the back. It was a huge success with hundreds of people attending, and getting a group photo sent to them to remember the event. It was so popular that it became a recurring annual event that attracted people from many different cities, and our client became THE preferred wedding and senior portrait photographer in the region.
The second event was a bridal fair. Even though there was one held every year, some of my clients complained that it was lame and it needed more pizzazz, so we created our own. It was held at a client’s reception center, and another client, whose daughter was a former state beauty pageant winner, called in some favors to have professional models showcase the bridal gowns and tuxedos to hip music. All of the businesses gave out “bridal bucks” with each purchase to help promote the event and then use during the fair to bid for items at an auction. The bridal fair was so popular that people had to park several blocks away from the reception center, and the police were called to direct traffic. It not only attracted a lot of engaged couples, but also many of their single friends and family who would one day get married. It became THE bridal show to attend each year and it helped to separate my clients from their competition when individuals became engaged.
These are just a couple of ways to keep prospects thinking about you before they need what you have. There are many other methods you can use to position your business in a way that will make you the most obvious choice when they approach a life transition marker and have a need for what you have to sell.
I’ve put together the best of what I’ve studied and done to create something that has the potential to help a business dominate their market. Using the analogy I’ve mentioned throughout this article, your best position is to be invited to become the driver of the vehicle as people approach a life transition marker. Not only will they see you as the best, most obvious choice, but they will respect your professional advice because you’ve become the person or business they know, like and trust, even before they have a need for what you’re selling. If you’d like to place yourself in that position, then stay tuned for some other ways that have a way of putting you in the right place when people need what you have during their life transitions.
Surfing for Business
No, I’m not talking about teaching people how to catch the next wave. Instead, I’m referring to the future wave that will have more of an impact on your business success as millions of net-savvy surfers continue to use the Internet to find, shop and buy from local and international businesses.
Saipan businesses have been able to get along fairly well by just floating their website or not even having a net-presence because most of their competitors are also not doing much on the Internet. However, that’s changing. With 235 million Internet users in the U.S. and 1.8 billion worldwide the Web is becoming easier, faster and more reliable for people to find what they need. It’s estimated that, on average, 40 percent of the online population has made an online purchase, with South Korea leading the way with 99 percent of their online shoppers making a purchase over the Internet.
Online shopping trends are showing a consistent rise, with many experts predicting that online shopping will continue to rise at an alarming rate. A study by Avenue A/Rasorfish.blog indicated that there are sweeping changes in the behavior of Internet consumers as more people use the Internet to get current news (91%), read blogs (70%), and watch videos (67%) or TV shows online (71%).
Here are some more interesting bits of information from studies and articles. The mother-of-all-search-engines, Google, Inc., recently stated that it generated $54 BILLION in U.S. economic activity in 2009 because more businesses have turned to online advertising as the economy slowed down. That’s more than double the $23.7 BILLION they reported the previous year.
According to ZenithOptimedia, advertising on the Internet is forecast to rise from 13 percent to 17 percent in 2012. One of the factors causing this shift in ad dollars is the ability to specifically track results and know precisely the return on investment. Many businesses are diverting their advertising budget away from traditional advertising and putting it into methods that allow them to track leads and sales.
Google uses a Pay Per Click (PPC) method of advertising that only charges an advertiser if someone clicks on a link that is listed prominently at the top or side of a search engine query. Google conservatively estimates that a business will see a return of $8 in profit for every $1 they spend on PPC. Can your local Yellow Page representative give you those odds or even make a rough guesstimate of how much your display ad will net you?
Speaking of Yellow Page advertising, the average small and medium-sized business used to spend nearly one quarter of their budget in a Yellow Pages directory; however, it has become one of the first advertising vehicles they decrease to try new mediums according to a 2006 survey by Spot Runner, an Internet-based ad agency. A 2009 Online Advertising Survey Report stated that 57 percent of businesses say they’re spending more for online display advertising.
I discovered some interesting things as I “Googled” some of our local businesses. Not many have a website and very few list their business with Google maps – even though it’s a free service that can help people find their location quickly. If a tourist is thinking about visiting a particular place, they won’t’ find much on the Internet. Some of the major hotels have not updated their information, and one beachside hotel is shown in the middle of the island, which could keep a free and independent traveler from booking a stay there if they want to be near the beach.
Even though we have several dentists and real estate agents, there is only one dentist and real estate company listed on Google maps, and even their information is lacking useful contact data. Have you checked your business listing to ensure that people can find you?
Just for an interesting exercise, pretend that you are a prospect looking for your business on the Internet and you go to your favorite search engine and type in some words to find what your business has to offer. Are you on the first page? If not, did you make it to the second or later pages? When it comes to page rankings, if you’re not on the first page your website is basically invisible.
Two different studies state that between 95 and 98 percent of people will only look at the first ten listings on the first page of a search engine. Either way, if you are not on the first page of Google or Yahoo when someone types in their search phrase, less than one in 20 will click on the second page to continue their search. As more people use the Internet to find what they want, it will become more imperative for you to stop “floating” on the Internet and start paddling to catch the wave of web surfers that want what you have to offer.
Saipan businesses have been able to get along fairly well by just floating their website or not even having a net-presence because most of their competitors are also not doing much on the Internet. However, that’s changing. With 235 million Internet users in the U.S. and 1.8 billion worldwide the Web is becoming easier, faster and more reliable for people to find what they need. It’s estimated that, on average, 40 percent of the online population has made an online purchase, with South Korea leading the way with 99 percent of their online shoppers making a purchase over the Internet.
Online shopping trends are showing a consistent rise, with many experts predicting that online shopping will continue to rise at an alarming rate. A study by Avenue A/Rasorfish.blog indicated that there are sweeping changes in the behavior of Internet consumers as more people use the Internet to get current news (91%), read blogs (70%), and watch videos (67%) or TV shows online (71%).
Here are some more interesting bits of information from studies and articles. The mother-of-all-search-engines, Google, Inc., recently stated that it generated $54 BILLION in U.S. economic activity in 2009 because more businesses have turned to online advertising as the economy slowed down. That’s more than double the $23.7 BILLION they reported the previous year.
According to ZenithOptimedia, advertising on the Internet is forecast to rise from 13 percent to 17 percent in 2012. One of the factors causing this shift in ad dollars is the ability to specifically track results and know precisely the return on investment. Many businesses are diverting their advertising budget away from traditional advertising and putting it into methods that allow them to track leads and sales.
Google uses a Pay Per Click (PPC) method of advertising that only charges an advertiser if someone clicks on a link that is listed prominently at the top or side of a search engine query. Google conservatively estimates that a business will see a return of $8 in profit for every $1 they spend on PPC. Can your local Yellow Page representative give you those odds or even make a rough guesstimate of how much your display ad will net you?
Speaking of Yellow Page advertising, the average small and medium-sized business used to spend nearly one quarter of their budget in a Yellow Pages directory; however, it has become one of the first advertising vehicles they decrease to try new mediums according to a 2006 survey by Spot Runner, an Internet-based ad agency. A 2009 Online Advertising Survey Report stated that 57 percent of businesses say they’re spending more for online display advertising.
I discovered some interesting things as I “Googled” some of our local businesses. Not many have a website and very few list their business with Google maps – even though it’s a free service that can help people find their location quickly. If a tourist is thinking about visiting a particular place, they won’t’ find much on the Internet. Some of the major hotels have not updated their information, and one beachside hotel is shown in the middle of the island, which could keep a free and independent traveler from booking a stay there if they want to be near the beach.
Even though we have several dentists and real estate agents, there is only one dentist and real estate company listed on Google maps, and even their information is lacking useful contact data. Have you checked your business listing to ensure that people can find you?
Just for an interesting exercise, pretend that you are a prospect looking for your business on the Internet and you go to your favorite search engine and type in some words to find what your business has to offer. Are you on the first page? If not, did you make it to the second or later pages? When it comes to page rankings, if you’re not on the first page your website is basically invisible.
Two different studies state that between 95 and 98 percent of people will only look at the first ten listings on the first page of a search engine. Either way, if you are not on the first page of Google or Yahoo when someone types in their search phrase, less than one in 20 will click on the second page to continue their search. As more people use the Internet to find what they want, it will become more imperative for you to stop “floating” on the Internet and start paddling to catch the wave of web surfers that want what you have to offer.
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