Topics: advertising|entrepreneur|marketing
8 Oct 2009
Lately it seems that every new business idea involves the web somehow, and everyone is discussing new and novel ways to use the web and social media to promote their business. With the ongoing changes that the Internet has brought to the marketing world, it’s sometimes easy to forget about the basics.
Starting your own business can be simpler than that. A straight-forward idea and simple yet clever marketing tactics can come together to create success.
Any New Yorker reading this will immediately recognize the phrase “Dan Smith Will Teach You Guitar.” Local guitar teacher Dan Smith has been using this headline (along with a prominent photo of himself) on his flyers to promote his private lessons for years. These flyers seem to be posted on every bulletin board and shop window in New York City. Whether you are in a deli uptown or a dry cleaner downtown, you will spot these flyers everywhere. And the formula always remains the same.
I decided to find out more about Dan’s marketing approach. He was kind enough to answer a few questions about how he views his business and the brand that is Dan Smith.
1. What made you decide to become a guitar teacher? How did you get started giving lessons?
I started teaching a couple friends of mine and I liked doing it. It seemed like a cool thing to do, and it beat waiting tables as a way to make money. I also knew I would learn a lot from it.
That said, I’ve never really thought of myself as becoming “a guitar teacher.” I see myself as me, Dan Smith. I teach guitar because it’s a way for me to be who I am and make music, while providing an experience that people find valuable.
Lesson: When starting a business, find something you are passionate about, then start small.
2. The phrase “Dan Smith Will Teach You Guitar” has become legendary among New York City residents. Did you intend to make that a tagline of sorts, or was it unintentional and just sort of took on a life of it’s own?
That’s me trying to be as simple and direct as possible. It says exactly what the experience is. So it was definitely intentional.
Lesson: Don’t overthink your marketing. Being simple and direct works.
3. You decided to use your own name, as opposed to coming up with a company name or other brand name. Why?
I use my own name because I am the brand. What you get is me. I’m not a company, I’m a person.
Lesson: Authenticity is crucial to the success of any business.
4. What does the Dan Smith brand offer students compared to other teaching options? What makes Dan Smith unique?
One big difference is that I don’t view teaching as something that I’m doing “on the side.” I take teaching guitar just as seriously as a doctor takes practicing medicine. I do a lot of different things, but when I’m teaching, I’m totally focused on my student, their music, and what they are learning.
Another difference is that a lot of teachers out there basically just dispense information. They give you a fish, without teaching you how it fish for yourself. Working with me goes way beyond that. I teach my students how to connect to their musicality. One of the many benefits of that is they learn to be as independent as possible. I also want my students to experience the music first-hand and learn on an intuitive level. So everything we do is very hands-on and designed to develop your overall musicianship.
It’s the difference between just learning the rules of grammar and learning how to tell a great story.
Lesson: Your product is secondary. What you’re really selling is the benefit to the customer. Dan isn’t selling guitar lessons. He’s empowering people to get in touch with their inner musician.
5. The flyers for your lessons seem to be all over New York. Why do you think they stand out so well compared to other flyers and posters?
They stand out because I believe in what I’m doing, and I put that conviction into the message and the design. Plus the fact that they’re everywhere. So when you see one, it’s part of this larger dynamic and it makes you think about all the other times you’ve seen it.
Lesson: Be clear about what you offer, then find ways to get in front of prospects over and over again.
6. What do you think are the most important things your students are looking for when they are choosing how to learn guitar? How do you try and deliver on those?
I think students are looking for someone who will really listen to them and take them in as an individual. They want someone who’s knowledgeable and can teach them in simple, straight-forward terms. They also want it to be a relaxed experience that they look forward to. So what I do is create an atmosphere where you can be yourself, make the music that turns you on, and learn in experiential terms.
There’s got to be an emotional connection to what you’re learning. Otherwise, it’s boring and it doesn’t work. If that’s in place, then I can help you connect to what really motivates you to play, and create music. By doing that, my students find out that they have a lot more ability to play guitar than they thought they did.
Lesson: Customers aren’t only concerned with results. They also want to enjoy the experience. People do business with people they like.
Low-tech But High Impact
It’s easy to get caught in the trap of overthinking your marketing and being fascinated with what’s new and shiny. But there are some tried and true tactics that never go out of style. If you have a business to promote or are thinking of starting one, make sure you consider even the most basic approach.
Who knows, you might just end up a local celebrity like Dan Smith.
Thanks to Dan for sharing his thoughts with us. If you are interested in having Dan Smith Teach You Guitar, check out his site.
Topics: book reviews|entrepreneur
29 Sep 2009
There seems to be only one thing that outnumbers the amount of people who are unhappy with their jobs: books about leaving the job you’re unhappy with. A quick trip to the bookstore (remember those?) present rows and rows of books on the subject, ranging from guides on starting your own business to get-rich-quick schemes.
In the face of this mountain of information, blogger and Career Renegade Jonathan Fields felt the need to add to the pile.
And I’m glad he did.
Cutting to the Chase
For a book devoted to following your passion, Career Renegade does away with most of the fluff that you find in books like these. Perhaps due to his previous career as a hedge fund lawyer, the author gets right down to business. As he writes in the few first pages, this book answers the question: What about the money? Convincing someone to start a business is all well and good, but few provide a concrete plan to earn a respectable salary on their own. Jonathan does just that.
Heartfelt speeches about freedom and liberation are left aside, nor is much time devoted to talking about the evils of corporate life. Instead, we open with a brief introduction about the author’s own journey of career change, then jump right into different ways that passion can serve as a starting point for building a new career. Various methods are included, as are case studies of individuals who actually followed these plans. They are all presented in the context of helping you find the one that fits your particular passion.
Tools of the Trade
As different techniques for market research and validating an idea are discussed, specific websites and URL’s are shared with the reader. One gets the impression that the author has spent countless hours sitting in front of a computer figuring out the best way to do things, then decided to share it with readers.
This is the kind of book you can sit down and read all the way through, but then keep on your desk, dog-ear pages, and continually reference when working on your own project.
Something for Everyone
While this book was written with a specific purpose (helping you find a career based on your passion), there is a lot of value in here for anyone involved with or interested in selling online. Even having worked in interactive marketing for over a decade, I still discovered a few new things to add to my bag of tricks.
Some of the methods discussed overlap with other books and might be familiar to anyone who has also read The 4-Hour Workweek. But combined with everything else in the book, the author has much to add on the subject of finding a market and selling a product.
Career Renegade is a refreshing entry into the crowded space of small business books. The straight-forward tone and practical approach to changing careers separates this book from others like it. For those who are past the point of considering whether or not to start your own business and now need an actual game plan, Career Renegade is worth picking up.
Topics: marketing
24 Sep 2009
Who doesn’t love duct tape? This miracle material seems to (temporarily) fix just about anything, and has gotten MacGyver out of his fair share of problems. The seemingly endless usefulness of duct tape has also made it a common metaphor.
One of the more popular examples among entrepreneurs would be Duct Tape Marketing. Small business expert John Jantsch launched and manages this blog and marketing system, which has helped many businesses build a marketing program on a small budget. While the name is gimmicky enough to attract attention, as a metaphor, it cheapens the straight-forward and practical advice John has to share.
Yesterday brought us another example that developers might be more familiar with. Respected blogger and programmer Joel Spolsky posted an article titled The Duct Tape Programmer that has generated quite a bit of debate online. In the article, he discusses a specific mindset certain developers have towards projects.
He is the kind of programmer who is hard at work building the future, and making useful things so that people can do stuff. He is the guy you want on your team building go-carts, because he has two favorite tools: duct tape and WD-40. And he will wield them elegantly even as your go-cart is careening down the hill at a mile a minute. This will happen while other programmers are still at the starting line arguing over whether to use titanium or some kind of space-age composite material that Boeing is using in the 787 Dreamliner.
When you are done, you might have a messy go-cart, but it’ll sure as hell fly.
My problem with the duct tape metaphor is it usually ignores the middle ground. You’re either an impractical perfectionist or you produce messy work.
But the most value comes from people who sit between the two extremes.
To build on Joel’s description, how about a programmer who approaches a project in the following way:
He is the kind of programmer who knows you want to get down the hill, and agrees a simple go-cart is the best way to start. Four wheels and some steering. He knows you aren’t the first person to build a go-cart, so he isn’t going to reinvent the wheel. As long as a standard set of limited features are agreed to in the beginning, he can quickly launch a great, well-built go-cart that goes fast.
Once the go-cart works, then he is ready to focus on adding a horn and some racing stripes.
What They Really Mean
Using “duct tape” implies a certain sloppiness and that something is temporary until it can be addressed and fixed or done correctly. But those aren’t the principles that John or Joel ultimately value.
They both appreciate the ability to get things done, in a practical way, with the resources available.
Duct tape isn’t the solution to every problem and certainly shouldn’t be an overall philosophy. Overusing the duct tape metaphor lessens what is an extremely valuable talent, and leaves the door open for people to excuse their own poor work and messiness.
Knowing how to wield duct tape when the situation calls for it is important, but doing things well is much more valuable.
Topics: entrepreneur|running a business
22 Sep 2009There are various talents that can lead someone down the path of self-employment. Perhaps their business is based on a technical skill, such as being a sculptor or running a plumbing business. Others may have less tangible skills, such as being a gifted speaker or event planner. Regardless of what your business is, sooner or later you will need to develop another critical talent:
The ability to negotiate.
Many of us feel uncomfortable negotiating. The mere thought of the confrontation inherent in all negotiations is enough to make people avoid it altogether. But from dealing with your clients, to lowering your advertising rates, to making sure you aren’t overpaying for your office space, the benefits that effective negotiating can bring to your business are worth the initial discomfort.
Here are a few tips to make sure you are always getting the best deal.
1. Know What You Want in Advance
Have an idea of how you would like a negotiation to proceed ahead of time. Going in with a rough plan of what you need to accomplish before you talk to someone can help make sure you get it.
2. Be Prepared
Related to the first tip, it is important to learn as much as you can and gather as much information as possible beforehand. Understanding the situation from various viewpoints will allow you to address the other party’s concerns appropriately and reach an eventual agreement.
3. Don’t Think in Terms of “Winning” and “Losing”
Both parties are entering this negotiation with set goals in mind. Try to find ways to accommodate each other as much as possible. Being too emotional and concentrating just on “winning” can lead to bad behavior like yelling or being unreasonable. This will leave the other person frustrated and bitter and can create problems down the road.
4. Don’t Act Desperate
This is where a bit of acting can come into play. Whatever the real situation is, always give the impression you are willing to walk away. When somebody knows you NEED to do a deal, they won’t be willing to give up as much.
5. Assume Everything is Open for Negotiation
An entrepreneur should believe that everything is open for discussion. When someone quotes a price, that should be considered an opening bid. Even when you can’t lower a hard cost, there are often other benefits you can get thrown in if you ask.
Go Haggle Your Heart Out (But Be Nice)
A successful negotiation will leave everyone feeling that they benefited. Since you will often negotiate with the same people repeatedly (such as your clients), it is important to not breed resentment.
This post is just the tip of the iceberg and there are many great books written on the subject. But hopefully these tips are enough to get you started and make the process a little easier. Good luck!
Yesterday Federal Reserve Chairman Ben Bernanke announced that the current recession was “very likely over.” Banks are back to handing out big bonuses. Blue skies are here again, right?
So why are so many people still out of work? Right now there are more than 5 unemployed workers for every job opening. CareerDiva Eve Tahmincioglu recently wrote about how, in her words, “sometimes you just can’t find a gig.” There is a lot of frustration out there and much has been written about searching for a job. The web has no shortage of career advice, covering everything from networking to crafting the perfect resume. But in this type of market, sometimes you just can’t find a job.
Are you using the same tactics as everyone else?
One of the problems could be how you are going about your job search. Regardless of how well you are doing them, chances are you’re doing the same things everyone else is. Having the best possible resume is important, so is having a great cover letter. But you are still competing with other candidates who are using the traditional cover letter and resume process to get a job.
Don’t get me wrong, all the standard pieces of advice still apply, so make sure you do them well. But they have become the new bare minimum.
In the interest of helping you stand out from the crowd, below are 4 Unconventional Ways to Get a Job.
1. Create a “Should Hire Me” Website
Building a mini-website allows you to showcase your abilities and talent in a unique way that grabs the attention of employers. This isn’t an entirely new idea, as it has been done by other job-seekers. Jamie Varon famously tried to get a job at Twitter with her website, TwitterShouldHireMe.com. The site was featured in Fortune magazine, CNN, and other media outlets. While it didn’t lead to working with Twitter, the site opened other doors for Jamie and she now runs her own consulting business. I have a similar story, having used ShouldHireMe.com websites during a job search last spring (see an example here). I was featured in the Baltimore Sun and a few blogs, all of which convinced me to start my own consulting business as well.
These types of sites are extremely cheap and easy to setup. Go to 1and1.com, buy a domain name and/or cheap hosting, and setup a basic page. If you have absolutely no HTML skills, and aren’t eager to learn, you can probably find some help at elance.com for somewhere around $50. Get clever with your domain (ie LetMeGrowYourSales.com or WhyYouNeedtoHireMe.com). Even a generic page you can share with multiple employers can have a huge impact.
2. Advertise on Facebook
Like many sites, Facebook offers Cost-Per-Click ads on their site. The big difference is that you can target people who work for a specific company. If you see a job from a specific employer, you can run an ad for their employees stating why you would make a great new hire. This works especially well in conjunction with Step 1, when you have your own site. Setup LetMeGrowYourSales.com, then run an ad with a headline such as “Let Me Grow Acme’s Sales” and some copy encouraging them to “find out how I can help your company grow.”
I did this during my job search and it received a lot of attention. The great part is that you can often reach your future boss or someone you will work with, as opposed to just an HR representative who is sorting through huge stacks of resumes. And since you are targeting such a specific group of people, each campaign will only cost a few dollars.
3. Work for Free
This tip is aimed primarily towards two groups of people: new graduates and those looking to switch careers. I’m not suggesting you offer to perform Accounts Receivable duties without getting paid, but if you have spare time and are looking to break into a new field or are just starting out, working on a project for free can be a great way to get your foot in the door. Recent graduate Charlie Hoehn used this method to start his career, and wrote a free ebook about this experience called Recession-Proof Graduate.
While the book is aimed at younger grads, there is valuable advice in there for anyone looking for work. Even if it doesn’t lead to work, at least you something to add to your resume to fill the gap in employment. I would much rather hire a candidate who is making productive use of their time off as opposed to someone who doesn’t seem to be doing much of anything.
4. Be More Interesting
That might sound a bit broad, but the idea is to take this time to make yourself a more interesting candidate (and person). Regardless of how many years of work experience you might have, it’s helpful to have some powerful talking points about why you are remarkable. Writing an ebook is a great way to demonstrate expertise and draw attention to yourself. Who knows, it could also lead to other professional opportunities. Or offer to speak somewhere or hold a free training seminar. Contact the Small Business Administration and act as an adviser in your area of expertise for entrepreneurs just starting out. Consider starting a small business scholarship program, where you will volunteer your services to a worthy company. Any of these will make you more interesting than 99% of the applicants an employer will hear from.
Much like Traditional Marketing, the Old Methods are Dying
The traditional methods of job-hunting worked well when there were an abundance of positions available. But now that they are scarce and competition for each is fierce, having a respectable cover letter and resume is no longer enough. Just as the rules of marketing have changed dramatically, so have the rules for competing for jobs. So start thinking about how you can differentiate yourself from other applicants.
It’s definitely tough out there. But by changing your job search strategy, you will dramatically increase your chances of getting back to work as soon as possible. Good Luck.

One of the Co-Founders of SideTour, former TechStar (NYC Summer 2011), ex-NBA'er, and past TechCrunch Disrupt Hackathon Winner.