That generally means having an honest beneficial relationship for both sides, which does not involve any trick sales gimmicks,  fake scarcity, manipulative selling or coercion.

Modern marketing is based on open-ness and authenticity and what is professional has been redefined. We can be professional working in a bedroom upstairs, or from a shed in the garden.  No more black and white corporate uniform as a badge of professionalism – think of Richard Branson in his jumpers.  Or the internet where anyone can write anything about a company via facebook, twitter and blogs.

But marketing and selling that would be most naturally authentic and express the “spark”  is sometimes rejected because of fears that it would not be perceived as “professional”.  This is what stops people writing one to one in a mass email, or recording a video where they talk about what they care about and just enjoy themselves!

Being authentic means being committed and behaving according to our values and what matters to us.  When we are on message everything seems easy and natural.  When things start to become inauthentic there are little niggles, a sense of hollowness and self-consciousness, and a lack of connection to ourselves.

Want some humour and music?  I can’t stop watching!  But I do love the original Alicia Keys’s song “New York” .  See this video from Newport in Wales

and then watch this one. It is the spark that is so compelling.

Authentic? Professional? Enjoyable?

What did you think?

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How could a business owner benefit from the programme?

Mary herself comes across as very authentic and natural.  She doesn’t do consultant-speak, she is very unstuffy and wears cool funky clothes (I especially like the ankle boots!) , she gets up early cheerfully if she has to, and she is sensitive to others feelings but not afraid of confrontation, nor of saying when she feels down.  Above all the has a great energy and sense of purpose…and a sense of humour!  All very refreshing and a good role model.

She operated in the real world and was on top of the facts. She said that 5000 small shops closed last year, and that half the number of greengrocers exist now compared to ten years ago, despite the fact that in the UK we spend 8 billion on fruit and veg a year.  Plus the salient point that sales of local produce have increased by a third, and that the veg box market is worth £ 170m.

She enrolled others in the vision and kept going despite setbacks.  One sister was on board with the new ideas (so she suggested she be in change) one was resistant to all change, and one was on the fence.  I was particularly impressed that she commented on the lack of enthusiasm even while they were in Harrods Food Hall, and was happy to challenge.

The shop moved from undifferentiated to specialist. Doing one thing well (providing quality local produce to the local community) made the shop better and more relevant than the supermarket.  Dominating a niche as a specialist is more effective than being generalist.

The personalities of the sisters became part of the brand rather than simply being all about the fruit and veg.  It made the shop more memorable with the new logo and photographs compared with its previous incarnation or a supermarket.  Small businesses naturally have loads of personality.

The physical premises became more inviting. With Mary’s magic wand and money from either the BBC or her company the shop became  more contemporary and more values-based. Local prodice was not only sourced but also described more fully.  Customers were invited to come in to a welcoming space, to read, to come to the launch party, and of course to take action and buy.

The owners’ assumptions about their customers were challenged. The sisters were shocked by the negative attitude of shoppers in the supermarket “before” and couldn’t believe “after” that providing what they thought customer wanted would be acceptable.  A woman said she would pay £ 10 – not the £8 they had imagined, and one man on the step of his house said that he would enjoy receiving a surprise box of fruit and veg for the week.  Mary made the most of this by giving him a hug!  Sometimes businesses have to listen (and it can be tough) and sometimes take the lead, and this was a lovely example.

I am sure there were other aspects which will occur to me at some point.

Did you watch the programme?  What did you like about it?

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Next – facebook keeps changing and it can be hard to keep up.  Plus there is a lack of transparency over what is going on and a few legal issues.  His hero status starts to be interrogated.

Finally – facebook is amazingly, popular with users, and financially very successful.  Oops very scary indeed.

Three easy ways to go from hero to villain.

1. In the start up phase (preferably while you are young, poor and working from a bedroom) it can be easy to win hearts and minds.

Your business is probably pitted against more powerful establishment businesses and you look like the attractive new kid on the block.

Think Richard Branson, Bill Gates or Steve Jobs in the early days.  Richard Branson even signed up musicians because he liked them -

even though he hadn’t heard their music demonstrating he was all-heart, plus good instincts.)

2. When the market is dominated any lack of transparency is seen as ominous.

3. Extreme financial success elevates the individual or company to villain status.

Google reaching 80% of search results, Microsoft owning the desktop market and charging for continuous upgrades,  Ipad sales topping 2 m in a few months means the general public (consumers and pundits) can feel threatened.  Apple’s treatment of its Chinese workers, brutal management at Virgin, Google slaps that are difficult to analyse and general We-love-to-hate-Microsoftishness get more air-time.

It is just the tall poppy syndrome.

As fortunes get made more quickly the hero to villain cycle becomes more rapid.  It has been six short years for  Mark Zuckerberg and it is getting more personal.  He is being portrayed as a villain in a new film.   The appealing story of a student developing a way for friends to stay in touch in the dorm at Harvard is being taken into new dimmensions of the tall poppy syndrome.

As facebook now has users totalling  the equivalent of the third biggest country in the world, and they are making a lot of money ($800 m) they have become an extremly tall poppy.

Mark Zuckerberg and facebook may or may not be adversely affected, but as a small business owners it is important to keep our customers, stakeholders and the press on side.  Building an appealing brand at all stages of development is mandatory.

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Research is showing that internet social networks are becoming viewed as “Entertainment” and second only to television.

According to Edelman the public relations company that carried out the research on 1,000 people in the US and the UK seventy-three percent of 18-24 year olds in the US and 61 percent in the UK see social networks as a form of entertainment.

Among the older age group the figures were lower but still over half the researched population: 50 percent (US) and 56 percent (UK) of respondents aged 35-49 also consider social networking sites as a form of entertainment. Despite the growth of social entertainment, consumers do not currently identify Internet brands as entertainment companies.

Youtube is a social networking site and has wall to wall entertainment if that is what you want .. and of course games are very popular on Facebook – particularly Farmville and Zooworld.

Perhaps in the wider perspective the barriers between what is entertaining and what is not are coming down.  After all “Work” and “Home” have become synonymous for many solo entrerpreneurs.

More on the research

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Email marketing that is so valuable your readers pay you would be a great way to make money – provided your emails are valued by your readers.  In reality your emails are in hand-to-hand fighting in the inbox with spam and other email messages and could be beaten.

One way round this is the new idea that emails are on a pay-per-read basis. On My attention people are saying how much they would charge a reader.  The real question is of course, how much would people pay to read.

However, it is worth bearing in mind that in the original days of the postal system it was the recipient who paid the man on the horse delivering the mail. Before you broke open the seal on the letter, you would decide whether it was worth it!

Improving your chances of getting your emails read is the first step – whether or not paid-for email becomes a reality.

1. Write to people you know (or who have heard of you).  It is spam to send to strangers, anyway, but the principle of a small list of fans rather than a huge list of connections is useful, so you build up genuine communication.  Your marketing generally will help to get your name into the minds of people in your target market, so the list can grow.  If you are writing from your name it is better to carry on, even if at some point this task is performed for you.  Your name is valuable.  Once your name is known, the chances of email being read, letters being opened and phone calls being received are increased.
2. Be consistent.  This sounds easier than it is!  Even if you have decided to write a monthly newsletter only, commit to it, and make it a top priority.  If in doubt be consistent, and then build up to frequenqy.  In some ways writing more often is actually easier, and the ideas flow, but the worst thing is to start in a blaze of enthusiasm and then stop.  It happens a lot, so don’t worry if it has happened in your business.
3. Write a headline which is interesting for the reader so they will want to open it.  At the start you have to provide excellent value.
4. Write a headline which can be read in one eye span.  Headlines that are too long will be cut.  Short and snappy is best.
5. Relate to your readers’ life and issues.  The more closely you know what life is like for them, the more credibility you and your company will gain.  Modern email systems let you target sub-groups without wasting trees or spending long days slaving over a hot computer.
6. Once you have written your newsletter, take a break. When you come back to it you will look at it with new ideas.  Often ideas develop during the writing, and you may be able to focus the content more clearly.
7. Check to see that you are providing value. You can be a guide-post to interesting and relevant stuff, as well as give it yourself.  You will know if you have done something amazing because people will tell you.  However, it is worth asking customers when you see them.  If your market is not very computer confident, they might prefer to tell you in person.
8. Don’t be 100% serious. We all like entertainment, and we all want to relate to real human beings not machines. Once you have gained trust, let people into your world.  The more you enjoy sending email, the more likely it is that your readers will enjoy reading it.  A few surprises can be good, too!
9. If you are giving good value it is fine to ask for a response. It could be to click a link, make a phone call, buy something.  Once you are the authority for your market, you will be doing them a disservice if you do not let them know about other opportunities.  Shake up the ratio of value to response – never just hit people to buy.
10. Deliverability and Reports. If using your own servers make sure you get the information about opened emails, bounces etc. If you do not have your own servers use a good third-party email software company.  Sending a lot of emails could get you banned, but in addition to delivering bulk email, the software will give you reports on opens, bounces etc, and will integrate easily with your website.

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I love blogging, giving credit and sharing in a community so I was very interested when I found the information.  But as for finding a woman who has inspired me .. that is a completely different matter.  Firstly the only woman scientist I have really heard of (which is the point of the whole thing!) is Marie Curie .. and she has never interested me, so it would be wrong to wheel her out.

Then I asked a friend who is a professor of Acoustics and he talked about a woman who is president of the Royal Society  and some others ..but using them would be like doing homework.  I wanted to find someone who was amazing, that I had heard of but had forgotten.  Even after some online research nobody jumped out at me.  I don’t have to do this for homework – it is real, so it better be real for me.

Next I thought about women who inspired me where there was some scientific quality.  Mary Wollestonecraft Shelley who wrote Frankenstein which is a bit scientific, George Eliot who I know was very interested in phrenology (the bumps on your head), Beatrix Potter with her interest in anatomy and botany.  None seemed quite good enough.  I love the paintings of Joseph Wright of Derby – lots of early scientific experiments and racked my brains to see if there were any women in the Lunar Society which was all about using science as a way of understanding life, rather than religion .. but there were none.

Then I thought about my own education.  Was there an enthusiastic woman teacher of this stuff ever in my life?  Maths was taught by men, (goodness – that is a strong subliminal message, isn’t it) the Biology teacher was incompetent and we used to mess around, chemistry was taught by a blue stocking spinster type – I remember finding her dull and a bit scary. Who taught Physics?                                                                                                                 That was the subject that I liked the most but I have absolutely no idea who taught me!  No one comes to mind at all.

Until I started this thought process I hadn’t quite realised how badly science was represented by teachers.  But in fact, we were very short-changed by inspirational teachers … one taught French and was fantastic, and while I was doing A level English we had two excellent teachers.  But by that time I had made up my mind about which subjects I liked best.  If there had been a lively science teacher somewhere in my past I think it would have made a huge difference.

Perhaps I should ask myself whether this is hopeless.  Am I capable of being excited by science and technology? Am I meant to be doing this Ada Lovelace Day at all?

The answer is yes!  My father describing the solar system using apples and oranges from the fruit bowl at supper, my boyfriend years ago talking about motherboards, the principles of database design and so on had me completely hooked even if I didn’t understand it all.  I am fascinated today by using technology in websites .. but I have never been inspired by a woman.  I think it has been more that it was a land I couldn’t enter.

If I am really honest the only people who have inspired me are my three daughters.  They took to computer games like ducks to water, and are all technically competent even if not particularly interested.  The finer details of CAD, Powerpoint, computer hardware or making films are no problem to them.  They just assume they can do it, that there is no reason why not. So although I started by looking for some kind of heroine, I have ended up with the people I know best in my own life!  Perfect.

They have a mother who supports them to do it, which was the hallmark of Ada Lovelace’s education.  Her father (Byron) though a charismatic person was totally absent from Ada’s life, but her mother educated her about numbers and science.  Probably the best kind of inspiration.

I must stop now and get to grips with my new Joomla site which was explained to me on Skype last night in a friendly hour and a half call with – yes -  a geek in the US. Knowing who inspires me gives me more confidence that I can understand it all and make it work the way I want.

The fact that I have done this blog at all has been inspirational as I can see more clearly the influences on my life.   I will read others’ blogs on Ada Lovelace Day about the women who inspire them, and, who knows,  maybe by next year a real whole person who inspires me will have come into my life.

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Ada Lovelace is thought to be the first computer programmer.  She died in 1852 aged only 37. She was the daughter of the poet Lord Byron, but he played no part in her life.

Ada Lovelace day on March 24th is an opportunity for bloggers everywhere to acknowledge women in science and technology who have been inspirational.

You don’t have to be a woman to blog but you blog about a woman scientist – living or dead – who has inspired you.

More about Ada Lovelace Day.

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Poetry inspires us by getting to the heart of it all.  Suddenly we see things in a different light, we think and feel in a new way and then become renewed ourselves.  We all need constant inspriation in our work, as a way of connecting with ourselves as well as an alternative to the constant busy “doing.”

As it is National Poetry Day today I am publishing a poem.  Having recently read it in a blogging workshop I feel more encouraged to let it see the light of day!

To my creative self

I thought at first that you liked things Done Properly

You know, new notebook, Time to Do It,

Focus, Discipline, and bingo, Results.

But I knew that wasn’t me so I tried to outwit

you, disarm you, prove I was right.

a poem on the back of a bus ticket

in a scruffy diary, while I was walking

painting my bedroom wall, travelling somewhere,

drawing in the margin of my work life.

And all the time you were just with me,

Wherever I was.

And now I have acknowledged you

Given you proof of your existence

Enjoyed the flash of recognition between us

The matching of equals

Now I feel your stubborn ness.

You’re not going anywhere.

It doesn’t matter how I do it

You won’t be shaken off

You are holding me fiercely

But that’s not enough for you

You need more

You want us to be together side by side

Step by step.

I don’t yet know how to be a partner

With you

my creative self.

© Jean Wolfe

January 2003

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The trouble is that jobs often drag on, and change shape without having a sense of completion.  In fact your customers may not really know whether you have done a good job or not, but they will certainly be able to tell if the project is not completed.

I was reminded of this recently as I discovered a leak in a radiator and needed to call a plumber urgently.

My normal plumber did not reply, so I called another who had been recommended as good value and reliable. He came promptly, and all seemed to be well, and I was thinking that I could use this new plumber in future as he is much more local.  The carpets were getting soaked, and water was pouring down walls so I didn’t get comparison quotes – I needed quick action.

After the new radiator was installed, and the plumber had gone I glanced outside and noticed the old radiator propped up against a wall.  Now I may not be an expert on plumbing but I certainly know customer service when I see it.

I expected the old radiator to have been taken away.  It is extremely heavy, and I have no way of disposing of it at all.  So I had to phone the plumber up and ask him to take it away.  He did so, but without an apology and rather grudgingly.

Dirty old radiator not taken away at the end of the job

I have no reason to believe the plumbing is not first class, but I am not capable of judging it fully.  The leak has stopped.  However I can judge  customer service, and in my opinion it fell short of what I expected.  So he did not wow me.  The next day my original plumber returned my call as he had been away on holiday and apologised.  Next time he will – yet again – be my first phone call.

Even if we are not plumbers we still have radiator-removal in our business, so we finish the job cleanly.

The final parts of a project are in many ways even more important than the beginning.  Where things have gone wrong it is a chance to get back on track, and where they have gone right you can look back together knowing the work has been completed well.

The final assessment, or even a thank you helps to cleanly finish one scope of work, and tidy up.  It brings a sense of completeness and helps you to look good in your customer’s eyes.  Doing it really well brings that wow factor which is the best marketing in the world.

Mmm perhaps I’ll retrain as a plumber!

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