Cover Me

TunesDay! Today I want to write about the cover tune, one of the most overlooked forms of music. Way back when in the ancient days before the Beatles and Buddy Holly, musical artists rarely wrote their own music. Instead, they either discovered songs on their own or, more often, worked with A&R people and managers at their label to find music that was optimal for their voices. Arrangers would figure out the musical backing and that arrangement was often more important than the vocal. Think of the sound of Frank Sinatra singing a Quincy Jones  arrangement versus one by Nelson Riddle.  Same voice, very different sound.

Today most artists write and perform their own music rather than “standards” or songs produced by writing houses such as those found in The Brill Building.  Covering another artist‘s work is the exception, it seems.  When done right, however, it can make that interpretation something unique and your own.  For example, this:

Became this:

Which is the business point today.  I have clients who stress out from time to time about being original, and I agree that making something one’s own is really important in business.  After all, consumers expect us to be authentic and to speak in our own voices.  However, doing a brilliant cover version of someone else’s song in the business world can be a fantastic and successful strategy.  After all, Amazon wasn’t the first online commerce site nor was eBay the first online auction site.  Both interpreted the “song” they chose and did it better.  They became hits while the original artists faded away.

Rather than worrying about the “new” or the latest shiny object (or technology) out there, maybe we should focus our energies on rearranging what has proven to be appealing and covering it in a way that adds new meaning.  Maybe that’s another example of everything old (covering songs and rearranging them) being new again but if it is, I’m in.  You?

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Bad Menus

Foodie Friday!  Maybe you’ve seen one of the many shows that fall into what I’ll call the “restaurant rehab” genre.

Dinner menu from Water St./ Beaver St. locatio...

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You know what I mean.  A restaurant is failing, a celebrity chef comes in, makes changes and voilà, business saved.  Inevitably, the chef changes the decor, makes sure the place is clean (and some are so disgusting you wonder why the health department hasn’t shut them down), savages the owner for faulty purchasing practices (a walk-in full of rotting food is a good sign you’re buying too much for what you’re using!), and, most importantly, goes over the menu and eats the food.

I think I can safely say, without it being too much of a spoiler, that in each and every case the food sucks.  You might think that bad food is the reason these places are having problems.  I think the bad food is a symptom, not the disease.  The real problem is a bad menu and maybe that’s a phenomenon that could cause problems with your business too.  Let me explain.

Nearly every place that’s been on one of these shows has a menu that’s similar in scope to an encyclopedia.  They have way too many items.  The chef thinks that they’re providing a service by letting diners order..well…almost anything.  The reality is that they setting the business up for problems.  More dishes requires more varied ingredients (the full refrigerator of rotting food).  Cooking them requires more staff training and quality control is harder.  After all, if a cook is making a dish once a week, they’re far more likely to screw it up than if they cook it hourly every night.  Finally, it confuses your patrons.  It’s stressful wondering which choice is great and which items aren’t.

Fewer choices executed perfectly is usually the solution on the TV shows and it is in most businesses and products too.  Think about Word, the widely used word processing program.  Microsoft filled it with features and, to be sure users would see them, put lots of buttons on the menu bar.  That was confusing and very few users cared about the new features each version brought so they didn’t pay to upgrade.  I know people who are still happily using Word 2003.

This notion goes as far back as Henry Ford.  You could get any color car you wanted as long as it was black.  Think of Apple – there is limited customization possible with their phone operating system but that’s just fine for most users and the products are high-quality.

We all want to give consumers choice.  What we don’t want to do is to confuse them or to offer an inferior product.  Just as the restaurants found out, that’s a recipe for failure.  Fewer options perfectly executed is my take.  What’s yours?

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Want To Sell? Stop Selling!

Suppose you want to grow your business through marketing.  Let me rephrase, to quote my lawyer friends.

English: Screenshot taken from the video link ...

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You MUST grow your business through marketing.  The question then becomes how can I increase sales given the fractionalized and changing nature of selling today.  I’ve watched some clients become increasingly desperate as they realize that all of the “old” tried and true methods don’t really work so well, and newer sales channels such as search and social are really confusing.  This leads to a mindset where every point of contact with a potential buyer seems as if it needs to be used to deliver a sales message.  In fact, the opposite is true.

Repeat after me:  I will provide value in every message I deliver.  That means for the recipient, by the way, not for you.  Marketing today is about building trust and relationship with consumers who in turn spread your word and buy your products.  The heavy lifting isn’t in buying media necessarily.  It might be in creating entertaining and informative content that will accomplish the aforementioned goal.  Your potential customers are thinking about interaction, not about listening to your sales pitch.  You wouldn’t try to sell something to your guests at a dinner party (well, maybe if it was  Tupperware party…) so don’t use other channels inappropriately either.  Use channels in the manner in which they were intended.  That means being social in social channels, being visual in visual channels (and not just by repurposing a TV ad on YouTube) and always providing value and quality.

Good salespeople know that “no” just means “not yet.”  They’re attuned to the cues that their target customer is giving them.  That’s dialog, not monologue.  You want to sell?  Stop selling and start conversing.  Start interacting.  Treat your customers as friends, not as wallets.  Engage them.  Entertain them. It might not feel as if you’re selling but you’re doing so in a manner that’s more up to date than just buying ads.  Happy hunting!

Thoughts?

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