Betting the Farm on Natural and Organic Foods

“Zen Management Makes Millions” by Lee Lusardi Connor (, 1 February 2011). Truth be told, I still do quite a bit of reading offline. I imagine my brain has been trained to consume more comfortably and completely when I’m not always nose to screen. Admittedly,  I struggle with my lack of green-ness in this area. It’s Friday, so let’s not get too distracted.

I mention this because I wish you could see how much of this article I’ve circled, starred, drawn arrows to, etc. So rather than reiterate such a high percent of this interview I’ll just saay that if you and your organization are looking for a road map for the future that is both socially and environmentally conscious, and not just about dollar and cents, then invest some time in this article. I promise you won’t regret it.

Side note: While Applegate Farms’ Stephen McDonnell probably knows better than I do, I disagree with his presumption that the sales of natural and organic food is going to level off around 2018. To me that’s like saying that the need for all of us to eat and live healthy is going to level off. That doesn’t seem likely, does it?

Make Your Next Website Your Best Website

“Tips for Successfully Managing a Website Redesign” by Phil Edelstein (, February 2011). At this point there are plenty of organizations that are on their second, third or maybe even fourth iteration of their website. What’s interesting is that there still seems to be a noticeable number who are not satisfied with the results they are getting. This article on Website Magazine makes a number of good points. However, I’d like to take a moment to supplement and refine Phil’s recommendations.

First, let’s start with the idea of redesign itself. To simplify what is now such an essential tool to be just a matter of “design” is understating the context and significance of the matter. While I’m certainly not going to belittle the skills and education of my design colleagues and friends, developing an effective iproperty in 2011 takes much more than attractive aesthetics. I would suggest using a term like “re-launch” or “re-architecting” over the misleading “redesign”.

Once you have embraced that shift in mindset, inventory your business needs, expectations and short and long term objectives. Phil suggest you figure out what you want. Frankly, I’m not a fan of wants. There are plenty of organizations that got what they wanted but not what they needed. I firmly believe the goal is to figure out what you need.  Remember, this next investment isn’t just about design. This means that your resources—both on your internal team, as well as anyone from the outside you might engage—should be capable of defining and discussing business needs. It is also ideal that you have some internal discussion and agreement about needs before you reach out to anyone else. The list you compile will serve you well when you’re building your team.

However, don’t do too much before you pull in a vendor. Ideally the vendor you hire should be able to add value by being both objective as well as offering new ideas. They shouldn’t just listen and take notes (i.e., about your wants). They should be able to participate and help you move past wants and define your needs. The better your business needs are understood and universally agreed upon, the more likely they are to be met. There’s no panacea here other than communication and collaboration. This step is essential so don’t focus on how long it takes. Focus on getting it right, whether that’s two weeks or two months.

For the sake of brevity, I’m going to skip over the idea of wireframes and how that fits into the process prior to actual design. I will say, yes do wireframe. Even if they are sketches on the back of the proverbial envelope. Nowhere is it written that wireframes have to be formalized in Visio or a similar tool. The point is to take your needs and render them visually without being distracted by a formal design. Sure, there are some great tools for testing the actual interactions but let’s not go there today.

At some point things will progress and you’ll be ready to discuss and define the design slice. Some of you might scold me for saying this but don’t be afraid to look at the gazillion templates and themes that are already available. I’m not suggesting you purchase some generic off the shelf design. I agree that brand and branding is important. However, I am suggesting that it makes sense to collect multiple reference points and give your creative proper direction. They should have to start in a complete void. Be sure to look at site in other industries as well. Quite often you can pick up an idea or two that will help. And finally, when evaluating a design don’t look at it from your perspective, look at it how others are going to see and use it. Often you might be making a first impression. For example, the flashy Flash intro might be cool but those get tired pretty quick.

Most of all, be available, be willing to participate and communicate, and never lose sight of the fact that you are making an investment. This isn’t going to just happen overnight, nor is it going to be all fun and games all the time. Chances are good you’ll have other priorities you’ll have to juggle. There will be some difficult decisions and probably even some rattling of swords. But this is serious business with what should be a fairly healthy budget investment behind it. Don’t underestimate the need for teamwork, agility, participation and communications. Ultimately, you’ll only get out what you’re willing to put in.

In most cases a website is marketing and/or selling something. It might be a product. It might be a service. It might an idea or a non-profit’s mission. But ultimately, it’s selling. In order to get your ideal salesperson and/or marketing manager you’d invest a reasonable if not significant amount of time. You’d be thorough and diligent. You wouldn’t just take the first person that walks in off the street. Nor would you just throw your new hire at a desk and say, “Okay, get to work.” Start your relaunch process with the hope of hiring the employee you never had but always wanted. There’s no doubt that’s going to take more than just “design.”

Marketing, Motivation & Being Human

“4 Ways to Capture Me & Make Me a Buyer Forever” by Steve Woodruff (MarketingProfs, 3 February 2011). This is one of those classic instances where after the first read it all sounds simple and logical. However, once you dip into the reader comments your perception changes a bit, and sometimes more. Initially Steve’s list seemed fairly benign, but then there was a comment that triggered me to contribute this:

Agreed Nick! However, I believe that focusing on motivation(s) should be #1, not #5. Trying to effectively attend to #1 – 4 isn’t really possible without have a damn good idea what the motivational target is, eh? And that comes from listening.

Also,  in some regards #1 almost seem comical. Is this where we’re at, “extreme marketing”? Yes, there’s a lot of noise but does that dictate things must escalate to nuclear volume? (As seemed to be implied.) When in doubt, shout? Really?!? Correct me if I’m wrong, the object is quality attention, not more of it. Yes, that requires creativity (and maybe I’m parsing words too much) but “daring” (as well as the example) just sounds a bit sloppy to me. But again, such focus is all a function of determining motivation, which as noted, is missing from this list.

On top of that I’d like to add that, “…make me a buyer forever,” probably isn’t practical either. Noble yes, but more likely than not a goal too far. The reality is, there is going to be churn, as well as the uncommitted. As humans we naturally deviate (for convenience), experiment (out of boredom) or just don’t always do what we say we’d like to do (because we’re human). As a result, try as you might, a very low percentage of your customer base will buy 100% from you 100% of the time.

Get used to it. Embrace it! The fact is, you have you have no choice.  Be smart and reformulate your goal to make more efficient use of your resource. Instead of going for all, consider coming down a notch and build relationships and ambassadors for life. Less really can be more. Whether The Guest is always buying from you isn’t as important as they are always telling others to buy from you. They can leave—and  they will—the key is to connect in such a way that keeps them coming back again and again and again.

It should be noted that such a long term quality relationship might not result from a “$20 for $10″ first kiss. I’m not saying it can’t. I’m simply noting that getting attention from dropping your trousers is not the same thing as something that might be less “daring”. But that’s often the difference between a relationship and a one night stand.