Be Irresistible: 10 Steps to Consistently Develop Highly Viral, High ROI Products

Filed Under Business Life, Content, Successful Blog, Writing | 7 Comments

How Good, Great, and Elegant Is a Product that No One Uses?

Yesterday while I was talking with @MichaelPort about solid.ly the software system he’s developing to support his Book Yourself Solid System. He told me about a conversation he had with venture capitalist who asked him, “What makes you think you can move from writing books into developing software?” I was taken by the perfectness of his answer. It was something like …

“I’m hiring the best people to do the development, but I know and care about the people who will be using it.”

That lead us into a discussion of what a product developers job is.

I spent almost 3 decades developing products for teachers — books, CD-Roms, websites, videos, audios, and others. During that time, I learned a lot about how products were made — what works, what doesn’t, and that the great idea that hasn’t made it to the market probably isn’t there NOT because someone hasn’t already thought of it, but because

it’s too expensive,
too labor intensive — to build or to use
or no one really wants it.

If I can’t afford it, don’t have time to use it, or don’t want it, it doesn’t matter how elegant, great, clever, cutting-edge, award-winning or beautifully you produce it.

10 Steps to Consistently Develop Highly Viral, High ROI Products

But the most crucial thing I learned as product person was that no matter how much I thought about my products, I had to think about my customers more. My role wasn’t to produce great products, but to produce great products people wanted to buy and use. Those are the products that folks buy again and tell their friends about. Here’s the secret I discovered …

It’s not my brilliance that makes a product irresistible. It’s not the awards the product might win that makes a products go viral and gain loyal long-term fans. It’s understanding my role as the product person is to know, love, and serve the customer.

Most of my intelligent customers could do or learn to do what I do.
But if they did what I do, they wouldn’t have time to do what they do.
My job is to make the customer’s life easier, faster, more meaningful and, if possible, more fun.

We turned around a failing company by developing highly viral, high ROI products by getting as close as we could to our customers. Here’s a few ways to do that before you even start planning that product execution …

Know and live with the people you’re building for. Talk to the people you want to use what you’re building. Live in their natural habitat. Know the issues of their lives. Know the little things that bring joy to them. Know the prickly things that they don’t even realized irritate them daily. Know the influencer group of your customer group. Know the folks who understand both groups intimately and best. Invite the most interested from all three groups into your process as participants not just advisors.
Use measurements appropriately. Data supports how people do things but rarely gets down to the why they do or the patterns of what moves them emotionally. When you think you know something, then, test and measure it. Don’t build a profile of customers through measurement only. Think about what companies would get wrong about you if they only used the quantitative data and scores from your medical check ups and school reports about you, without ever finding out about your personality.
Respect the products that your customers are already using. Don’t fall into the trap of only seeing the faults of what’s already out there. That product you see so many flaws in has already solved a huge number of problems for your customers or they wouldn’t be using it. If it’s so bad, why does it have 100,000 or a million people using it? Ask people what they love about it. Be careful not to build something that takes away something they’ve made a part of what they’ve come to enjoy and they’re regularly doing. Lose what they hugely love and it won’t matter if you offer something that fixes a minor irritation.
Start with a small offer built to your highest standards. Respect your customers’ time. Make the first release your best work, not a beta test. If you know your customers, if you’ve lived with them and invited them into the the development process, you know what works for them. Deliver it. Don’t play with their time or ask them to work out the bugs for you. That’s your job. If you want to attract the best, be the best.
Simplify until there is no learning curve. Simple is not only elegant. It allows us to focus on why we got the product not learning the product first. Apple has mastered this. They can put the entire manual for using a product in a pamphlet that no one reads because we can pick up the product already knowing how to use it.
Get paid for your product. Free samples are fine. Free products are not. The model of building things for free costs those who build products more than we might think. We release things unfinished at standards less than our best. We don’t build the appropriate support or service into them and we ask too much from our “free” customers who take us for granted. We work with people on promises. We lose money, reputation, and if nothing else, time we don’t have. Ever seen a tweet the equivalent of, “I’d gladly pay for Twitter if they’d guarantee service.”
Systematically and strategically build your customer base as you build your product line. We no longer need to build a huge department store and fill it will products to prove we exist. We don’t need to stress our resources, cash, or infrastructure like that. Release one product that does one thing well for one audience. Let that product and that customer base finance the next. One customer group well served is better than 12 products less well defined — and one product is easier to market and easier for our friends and networks to share on our behalf. Know, love and serve that first group and they’ll tell their friends. They’ll also tell you what they want next and what group of their friends are your next best bet.
Learn the life cycle of your product and know when to revise. Every product has a life cycle. It seems the way of the Internet to let the product die a slow death. Know how long that product is likely to sell well, then just after the peak selling point, carefully revise it to add new features. Once you’ve got a history to rely on do this on a predictable schedule. If your product life cycle is 9 months to a year. Plan your next revision at 11-12 months. Be careful not to revise out the features that customers love and not to add features they don’t care about. Look to make your product even easier, faster, and more meaningful at doing what it does. .
Release new products on a predictable schedule. High tech companies might be slaves to the fast-changing conditions, but not every company is. If you can provide a predictable release schedule get fully behind that. It will build discipline into your infrastructure and your process. Predictability also builds trust. Customers will come to know that they can look forward to something knew from you when they’re planning their budgets. .
And go back to Step 1 by getting to know your customers even better after they buy from you. Think of that first purchase as the first date in a long-term relationship. Value the customer who’s already shown a commitment above all others. Respect them by giving the best offers to them, not to the “potentially new” customers who haven’t been listening to you. .

These 10 steps work. I know because I’ve used them successfully and two well-respected financial guys have put their names on that fact.

It takes two things to win a loyal and growing customer base,

products customers truly want that live up to their promise
and more opportunities to get those kinds of products from a business they can trust..

Simply being that business who knows, loves, and serves their customers better than anyone else can save those customers the time of having to look in other places when they need what you offer. Who wouldn’t value that?

Have you had any experience with a company that consistently builds highly viral, High ROI products.

–ME “Liz” Strauss
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The 4 Keys to Reader Comments and Conversation

Filed Under Basics, Content, Successful Blog | 30 Comments

The People Connection

The living web is built on relationships that grow through conversation. A certain magic happens when blog comments turn into conversation. When a blogging conversation happens, ideas, thoughts, and information gets passed from person to person. In the process, we find a human connection.

The Four Keys to Reader Comments and Conversation

These won’t surprise or stun you. You already know them. They’re what we all do when we talk to any person we value.

Come down from the podium. Talk to me like a person who can listen. Let me be as smart as you are, even when I don’t know what you do.

Leave what you say a little unfinished. Then I can add a word in. When a talking person fills in every idea and detail before anyone else talks, that’s called a speech. The response becomes applause or that awful noise.

Blog your experience. I’ll respond to what you tell me. I don’t have to agree with you for what you say to resonate.

Hold up your end of the bargain. Respond to my comments as you would my conversation. It’s only polite.

They say “no blog is an island.” But a blog can be one, and blogging is not the same in isolation. The ideas, thoughts, and information that we share in blogging conversation make us stronger and expand us, as people, not just as bloggers.

Therein lies the magic — we meet and make each other better.

–ME “Liz” Strauss
If you’d like Liz to help you make a plan to meet your goals, click on the Work with Liz!! page in the sidebar.

Reluctant Readers: Content Is King, But . . . I’m Too Tired to Read

Filed Under Content, Design, Successful Blog | 8 Comments

What This Is Not: This is NOT a design critique. It doesn’t take into account, the elegance, usability, great content, SEO, or revenue values of the fabulous blog discussed here: Read/WriteWeb, which is one of my favorite reads.

What This Is: It’s an exercise in point of view, how readers look at things. It also only addresses one value — how folks read. I choose a great blog to illustrate that even the greatest blog can challenge the patience of a tired, reluctant reader.

We’re All Reluctant Readers

In literacy education, there’s a euphemism, RELUCTANT READERS. That term is meant to name adults and children who come to print after having failed at learning to read. They come with specific needs. It’s hard to catch and keep their attention. Most educators use the term to identify folks who read below the level of the average population.

I use the term more literally. I think, at times we’re all reluctant readers — no matter how strong our skills are. Any time we have to read when we’re out of steam, we become reluctant readers — even if it’s our favorite topic. Then there are the times when we just aren’t interested. we’re definitely reluctant readers at those times too.

If you question that you’re ever been a reluctant reader, try this — pick up a legal document you don’t care about, and dig in for entertainment. . . . Bet you’ll wish for some pictures and some subheads.

Serving and Being a Reluctant Reader

Last night I was a reluctant reader. I decided to go with it. I looked at pages as an a naive, intelligent customer. My quest was to see when the page made it hard for me to read the content. What I found was that the question of supporting reluctant readers is only one value.

Beautiful blogs have many values.

Here’s a page from Read/WriteWeb, a blog I read regularly. This particular page features a post on Web Previews. The screen shots that follow tell the story.

Read/WriteWeb: the page full width.

Read/WriteWeb: same page main text only.

To get the fullest effect, visit the Read/WriteWeb page itself.

Feeds are a moot point in this discussion. Readers can’t see the ads, but they also can’t respond to them. Some questions to consider about folks who see the whole page:

Where does your eye want to spend it’s time?
Would you call this choosing for the reader?
Could design tweaks increase readership, without sacrificing revenues?
Is content king on this page? How would you order the elements by importance as you take the page in visually?

Read/WriteWeb is an excellent blog. with great content, great design, and a loyal readerhip. They’re in a business that is sponsored by advertising. That’s what lead me to realize that accessing the content has to be a partnership between the blog and the reader. Each has a part to make the experience work effectively.

What do you see that supports a reluctant reader? What might you do to draw that reader into the content?

–ME “Liz” Strauss

The Mic Is On: Do you Remember the Time When. . .? What’s Your Favorite Family Story?

Filed Under Content, Customer Think, Motivation/Inspiration, One Way to CC It, Productivity, Successful Blog | 96 Comments

It’s Like Open Mic Only Different

Here’s how it works.

It’s like any rambling conversation. Don’t try to read it all. Jump in whenever you get here. Just go to the end and start talking. EVERYONE is WELCOME
The rules are simple — be nice.

There are always first timers and new things to talk about. It’s sort of half “Cheers” part “Friends” and part video game. You don’t know how much fun it is until you try it.

What’s your favorite family story? You have several, don’t you? They are each as different as a snowflake.

We might also talk about

what happened this holiday season that will become a repeated story
our most embarrassing story
stories that make us roll on the floor laughing
how our memories differ from those of our family members

AND THE EVER POPULAR,
Basil the code-writing donkey, and Milton the Skinny Moose.

–ME “Liz” Strauss

Open Mic 7pm Chgo Time: We’re Misbehaving! Well, Sort of . . .

Filed Under Community, Content, Links, Marketing, Outside the Box, SOB Business, Successful Blog | 6 Comments

That One Time I Said I Was Twins . . .

YES, the mic will be open again tonight. So start collecting your thoughts. Remember, you get to bring what you want to talk about.

The rules are simple — be nice.

There are always first timers and new things to talk about. It’s sort of half “Cheers” part “Friends” and part video game. You don’t know how much fun it is until you try it.

Tonight we’re misbehaving — well, sort of . . .

We might also talk about

things we did as kids
pranks we pulled with our friends
funny stuff that happened
the weirdest situations we got in at school

AND THE EVER POPULAR,
Basil the code-writing donkey, and Milton the Skinny Moose.

It’s like any rambling conversation. Don’t try to read it all. Jump in whenever you get here. Just go to the end and start talking. EVERYONE is WELCOME.

–ME “Liz” Strauss

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Liz Strauss at Successful Blog

Thinking, writing, business ideas … You're only a stranger once.

How Good, Great, and Elegant Is a Product that No One Uses?

10 Steps to Consistently Develop Highly Viral, High ROI Products

The People Connection

The Four Keys to Reader Comments and Conversation

We’re All Reluctant Readers

Serving and Being a Reluctant Reader

Read/WriteWeb: the page full width.

Read/WriteWeb: same page main text only.

It’s Like Open Mic Only Different

That One Time I Said I Was Twins . . .

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