Jun 25

Myself, Caelen and Jason went to an informal meeting last night of some local online business people, where we all talked through our products and pricing plans and gave each other some advice on how we might change and hopefully improve them.

It was great to meet:

James from Piehole
Eoghan from Contrast
Helen from Shop 4 Training
Shane from the Castleknock Print Blog
Ali from FishPond

We’re looking forward to continuing to discuss some of the ideas that cropped up last night, and hopefully we’ll see all of the above and some more of you at the next one. More details soon…

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Jun 23
Collab.ie Homepage

Collab.ie Homepage

This week’s Tuesday Push is for Collab.ie, a site which aims to enable “collaboration by helping people with ideas meet people with skills”. Collab.ie is brought to us by SmartCube, the people behind SwiftStore.

So, how does it work?

Say you have a great idea but you don’t have the tech skills to implement it, you could come to Collab.ie and post an general outline of the project and ask for someone with the right skills to collaborate with you on it. Similarly, if you have a product but no idea how to market it, you could find someone here to help you get on track.

Now, at first this just sounds like another job / CV site, but (and I’m guessing here) there are other ways to collaborate other than just being paid straightforward salaries. Some people will no doubt offer advice for free. Others may even lend a hand on a small part of a project in their spare time. Others still might want a stake in the final company or product in return. I guess this whole aspect won’t become clear until more people are using the service.

Something that does stick out to me though is that a lot of the collaboration seems to take place behind closed doors.  This makes sense for privacy reasons obviously, but also discourages people from joining in to collaborate. For instance, I wouldn’t spend my time on a message board giving advice to someone about SEO or SEM if someone else has already given them the same advice earlier in the thread. If the public’s responses to a Collab.ie posting are hidden from each other, they might be less inclined to take part in the first place. This is a little bit catch-22, so I’m not sure what the answer here should be.

I decided to try using the site and came up against some behaviour that was a little unexpected. When I hit the “Add a Project” button, rather than being asked to put in the details of my project, I was asked to login, with the usual “forgot password” link. However, I wasn’t given the option to register on the same screen, other than the link in the top right hand corner. Ideally, I’d have liked to see a form where I could post my project and add my login or registration details in at the end.

Apart from that though, the site seems pretty clear and functional to me. The latest projects list and the tag cloud give you a couple of quick ways into the content. All the expected links (Twitter, RSS) and pages (How, About, Contact) are easy to find. Overall, Lee Munroe has done a nice job on the design.

Any tool that can help move people and their ideas forward is very welcome, especially in current climate. A free tool like Collab.ie even more so.

collaboration by helping people with ideas meet people with skills.

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Jun 22

Caelen and James Kennedy of Piehole the voiceover directory are getting together to talk about sales, marketing and pricing on Wednesday after work in Oleysa’s Wine Bar on Exchequer Street (between Grafton Street and George’s Street) and would love you to come along too. It’s completely informal, and there will be some drinking, but the main purpose is to talk about how to decide what your price points should be for your products, and how to differentiate them for sales and marketing purposes.

If you’re free on Wednesday evening, drop in and say hi and add your 2 cent to the discussion.

What: Talking about pricing, drinking beer and wine.
Where: Oleysa’s Wine Bar, Exchequer Street, Dublin 2 [Google Map]
When: 6pm, Wednesday, June 24th.

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Jun 22

Following on from my ramble about addresses (see Return To Sender) I’m going to complain in general about some blocks of information on the web.

Say you work as a professional, and your professional body sends around a form for you to fill out. They tell you it will be published on the web, say to help people find their nearest qualified aerospace engineer, of which you are one of course. Now, if you fill in an email address on the form and it gets published you will get emails. It is surprising how many people think this will not happen.

Which brings me to what my real point is: a whole load of data that gets thrown out there on the web is published without considering either its intention or its purpose.

If you make your phone number public, is it decipherable? The bottom line is that I don’t want phone numbers like (0)-555/767.768/9 appearing anywhere. [OK, below is a long post-amble about what I think a well formed number might be. Read it to see how finikity (which may or may not be a word, making it all the more embiggening) I am.]

If you write your number like this people will probably still be able to reach you, but you’re making it hard for them, and if you’re inputting the number on the web somewhere, you’re probably caused a few people to scratch their heads and wonder if they should bother coding solutions for numbers of such opacity. (They should not.)

In case you’re getting angry at coders at this stage, the flip-side is the dumb entry field that insists you enter your number in some bizarre format chosen by a coder through ignorance/laziness. (Yes Bord Gáis a + is valid in a telephone number, in fact it is the single best starting character for a number to have, but enough about that… )

Where was all this going?

Oh yes, why is all this information going on the web in the first place?

A lot of official data now seems to find a place on the web in PDF format. The motivations behind this may be laudable; the original may be a Microsoft Word document and PDF is a more open format. However, PDFs tend to be designed for human rather that machine legibility and lack the semantic structures that are increasingly available (if underused) in html/xml formats.

If the official Canadian list of area dialling codes is in a PDF that lacks a readable table structure then someone (or worse still, more than one person) will create unofficial lists using wikis or web pages. These will only maintain some level of compatibility with each other and the original source, so any further sources of information that verify themselves against these pages become less and less reliable. This is all a long way from Tim Berners-Lee’s vision for a semantic web.

If governments are responsible for making data they hold accessible, and this is good in any number of ways, then they also have a responsibility for the level of accessibility. A locked filing cabinet in a basement that is accessible by asking the staff member responsible, available the first Monday of the month, between 9:00 and 9:30am, is a level of accessibility…

This is not a purely esoteric complaint. Somebody pays for that list of dialling codes, and those emergency service numbers and a whole host of data that has been decreed web worthy, but very little thought seems to go into how much of that information appears to the web or how its value could be maximized.

ISO, the International Organisation for Standards publish a lot of information on the web. Take their currency pages for example, which have nice tables of data. Well, their HTML is invalid; the doctype does not match the data contained. Their entity names are arbitrarily chosen forms of country names, even though they themselves define unique identifiers for countries, so the table must be interpreted for it to have value. I guess if ISO can’t get this right there is little hope for other folks.

Is there a point to all this? Well the ISO pages are better than a PDF, and PDFs are better than MS Word documents, and all are better than no information at all. There is at least a chance that something like linked data will be widely used and provide a more useful web, but, in the meantime, just a little thought about the quality of information and reasons for it to be placed on the web will make me a lot happier…

*Post-amble

What does a dash (-) in a phone number mean, why was it put there? Probably it was just put in to separate the number into human digestible chunks 555-767-768. Whitespace would have been as good but no problems so far.

What does a slash (/, virgule) mean in a phone number? In a sentence it might have a dash type meaning but I would usually use it to designate a substitution or a logical OR type statement. I would avoid using a – for OR and also avoid using a / for a join.

The number 555-767-768/9 then means that either 555-767-768 or 555-767-769 will get you through.

The number 555/767/768-9 would be ambiguous to me: it could mean the same as above but I might try 555767768 wait then press 9, or some such.

The use of a full-stop as a visual separator seems dubious; it has other meanings both in number sequences and in textual contexts.

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Jun 19

One of the exciting things about working in a web startup company is the rapid growth that happens at the start as your ideas turn into actual traffic to your site. May 2009 was another month of continued growth for us here in RevaHealth.com. As you can see below, our traffic was up by 23.38% on the previous month, and the number of enquiries for clinics on our site grew by 20.98%.

RevaHealth.com Monthly Growth - May 2009

RevaHealth.com Monthly Growth - May 2009

Average monthly growth rates have been around the 20% mark since the start of the year, and we’re hoping to push these up to 30% per month as the year goes on. Obviously this gets hard the more traffic we generate, but we have our ideas and we’re making our plans so we’ll keep you posted!

As usual, the majority of our traffic came from the UK (37.21%), Ireland (26.10%) and the US (10.60%). According to our Google analytics, the remaining 26.09% came from 182 different countries or territories! This got us interested, and since the start of the year, we count only 13 countries on the map that haven’t visited our site since the start of the year. I wonder if we can get this number down by year’s end?

The split between people using our site to contact clinics at home or clinics abroad remained roughly the same this month for both the UK and Ireland. As our SEO efforts for our local listings take hold we should see the proportion of enquiries for clinics at home increase, but only time will tell.

Home vs Abroad (UK) - May 2009

Home vs Abroad (UK) - May 2009

Home vs Abroad (IRL) - May 2009

Home vs Abroad (IRL) - May 2009

Of interest here, we know that the number of people looking at clinics (as opposed to contacting them) is far higher than the contact figures above reflect, so from next month we’re going to look at providing figures for visitors and figures for users i.e. people who just come to the site versus people who use the site to contact clinics. The differences in their behaviours should be interesting.

Interest in travelling to Northern Ireland from the Republic is strong as ever, with the raw number of enquiries up another 12% month on month, and the percentage of enquiries slipping just slightly from 19.73% to 19.11%.

Poland leapfrogs Hungary and Turkey this month to claim the most popular foreign destination title, with Bulgaria taking Spain’s place at the end of the top 5.

Top 5 destinations (IRL) - May 2009

Top 5 destinations (IRL) - May 2009

Our methods of calculating which treatments people are interested in have changed slightly this month, so we can’t compare them directly to previous months, but there are no real surprises in the top 5 treatments in dentistry for Irish patients. Cosmetic surgery though has seen a slight shift towards weight related treatments, as expected as the summer approaches.

Top 5 dental treatments (IRL) - May 2009

Top 5 dental treatments (IRL) - May 2009

Top 5 cosmetic treatments (IRL) - May 2009

Top 5 cosmetic treatments (IRL) - May 2009

One of the fastest rising treatments we found in our incoming keywords was “Endermologie”, which was a new one on me. This was closely followed by “Mesotherapy”. It turns out these are both treatments aimed at reducing cellulite, so I guess bikiniphobia was particularly strong in May!

The countries outside of the UK that British people were interested in visiting stayed much the same, with only Spain replacing Bulgaria in the top 5. Poland remained the most popular destination for people from the UK.

Top 5 Destinations (UK) - May 2009

Top 5 Destinations (UK) - May 2009

While the UK interest in dental treatments pretty much mirrored that in Ireland, the cosmetic surgery treatments being requested differed in that acne / scar removal and tattoo removal weere 2nd and 3rd after Botox in the UK.

Top 5 dental treatments (UK) - May 2009

Top 5 dental treatments (UK) - May 2009

Top 5 cosmetic treatments (UK) - May 2009

Top 5 cosmetic treatments (UK) - May 2009

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Jun 18

We’ve talked before about the advantages of using a long tail strategy to bring traffic to our site, but in digging into what’s been happening in the last month, some of the disadvantages of the strategy became apparent too. The pros far outweigh the cons, but it’s worth taking a little time to discuss them nonetheless.

With just short of 80,000 pages from RevaHealth.com in Google’s active index there are an awful lot of ways that visitors can find pages on our site. Looking at the keywords they searched for before arriving on the site should be an easy way to gain an insight into what our visitors want, but the sheer volume of unique keywords arising from a long tail strategy makes this much harder.

For example, in May 2009 there were 83,153 unique keywords that brought people to RevaHealth.com, and the average number of words (fragments) in each keyword was 3.88. Compare this to the 2008 global average of 2.2 words per query and you start to see how different our traffic is. The graph below helps illustrate the problem – there were 13,097 fragments that were searched for just once in May, while there was one word that was searched for 17,130 times!

Keyword fragment usage rates May 2009

Keyword fragment usage rates May 2009

So what was this most searched for fragment? Not surprisingly for a site organised by locations, it was “in”. Also unsurprisingly for RevaHealth.com, numbers 2 and 3 were “dentist” (12,837 times) and “dental” (10,041 times) respectively. The difficulty however comes with how quickly these numbers drop off. For instance, our hundredth most popular keyword fragment was “leicester”, with just 379 searches in May. In fact, you may have noticed that the above graph’s vertical axis uses a logarithmic scale just so you can see any detail!

The point of all this is that using a long tail strategy to attract traffic does make it harder to spot the underlying trends by mining your keywords. Some tips I would suggest are:

  1. splitting keywords into fragments and aggregating – this at least helps to point out the most repeated individual words
  2. create groups of keyword fragments under different themes or meanings and measure their collective popularity – this can help to identify broader trends i.e. which is more important to your visitors – price or quality?
  3. watch out for rising trends by looking for unexpected keyword fragments appearing high on your list – these can help to identify timely sales opportunities

I’d also be interested in hearing how you go about analysing your keywords to identify important SEO terms, visitor trends and sales opportunities, so leave a comment and let us know.

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Jun 09
Finetuna.com Homepage

Finetuna.com Homepage

It’s Tuesday Push time again and this week we’re talking about another nice product from Spoiltchild Design. Anyone who works with a designer will be familiar with the constant stream of back and forward emails and attachments to get the final draft of an image or layout approved.

Finetuna.com helps speed up this problem by allowing you to make notes directly on an image either taken from an URL or uploaded from your computer and add simple hand drawn instructions, such as arrows to show where to move things to, or boxes around elements of the image.

For a simple demonstration of how it works, I decided to “finetuna” the Finetuna.com homepage.

Using Finetuna.com to make comments about Finetuna.com

Using Finetuna.com to make comments about Finetuna.com

As you can see I’ve been able to add some text notes and some very simple hand drawn instructions. It was quick and easy to do, but not without its own problems.

I was going to share the URL for my notes with you, but just after I finished I decided I wanted to look at the homepage again in another tab, so I CTRL-clicked the Finetuna logo, but instead of loading the homepage in a new tab it loaded it in the same one. When I clicked the back button my notes and drawings were gone but the image was still there. (See http://www.finetuna.com/hx86vv)

I haven’t seen a way to change the shape (width) of a note speech bubble, meaning long notes become very tall. I also think it would make sense to be able to change whether the speech bubble pointer was on the left or the right. Finally, when I write a new note (in Chrome at least) and click outside the input bubble by mistake, when I click inside it again I can’t actually input any text. It’s not a big problem, but the numbering of your notes increments, meaning it looks like a note is missing.

Overall, I think this tool is incredibly useful. It would definitely have saved us some time on new designs for pages on RevaHealth.com. There are some bugs to fix, which I’m sure the Spoiltchild Design team are already working away on, and I would share the privacy concerns voiced by Dave Concannon, but I will certainly be recommending it to other people in our office when it comes to our next design mock-ups.

P.S. As with almost everything Spoiltchild do, it looks great and has some really nice little touches. I particularly liked the “fold” dotted line  image on the homepage.

P.P.S. To the guys at Spoiltchild, if you can’t read my notes about the homepage in the screenshot above, I’d be happy to email them to you. :)

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Jun 03

At RevaHealth.com we help patients from all over the world to contact health clinics. These enquiries are then used by the clinics to generate business. In sales speak, every enquiry is a new lead.

In our experience, some clinics are very good at turning enquiries into paying patients, while others let good business slip away by making simple mistakes. This guide was originally written by Owen Cooney (ocooney@revahealth.com) specifically for health clinics, but it is relevant to any booking business that receives customer enquiries through email or form capture on the web.

Do you feel that the enquiries you receive through the internet do not produce actual customers? Do you feel that the customer is just shopping around and that dealing with these enquiries is just an extra burden that produces no results? If the answer is yes, this guide is for you.

I will share a proven process for successfully converting online enquiries into paying customers. Innovative sales professionals who are successful in converting online enquiries into actual paying customers do this on a daily basis.

The reward for learning this process is immense. More and more customers are beginning their relationships with their service providers online, and the sales process has definitely entered the internet age.

Online is different
Online patient enquiries require a different approach than dealing with traditional enquiries. We all know how to deal with customers who turn up at our business, or call us to book something.

The difference with online enquiries is that now the initial conversation begins by email instead of face to face or via the phone.

Because the customer has contacted you online and has not talked or interacted with you, they have no real relationship with you yet. This carries a very real risk. If they break an appointment with you or stop answering your calls, this is no big deal for them because they don’t know you.

The Secret
The secret to successfully converting customers who send you online enquiries into paid bookings is to build a relationship with the enquirer. Building this relationship requires discipline.

Successful sales professionals tend to follow a similar process for building a relationship with the customer from that first enquiry through to the paid appointment.

The Process

  1. Fast response to the customers’ email enquiries giving all relevant information on the product or service requested.
  2. Follow up with a phone call within 24 hours of sending the email. In this phone call:
    1. ensure that the customer has received your email
    2. answer any immediate questions the customer has
    3. ask the customer for more information about their needs
    4. ask the customer to make some form of follow up commitment, even if it’s just another phone call

    The idea here is twofold; first, to get a better idea about how serious the customer is, and second, to help cement the budding relationship.

    This commitment helps establish trust between you and the customer. If they are not willing to make any further commitment, this may indicate that trust has not yet been established. Without trust, it is unlikely that this customer is ready to buy from you.

  3. If the customer needs more time to make a decision, arrange another phone call at a specified time and date. Call at exactly this time and date and try to move things forward again, e.g. confirm a time for a consultation, make a booking etc.
  4. If the customer is unsure, repeat step 3. Research shows that if you give up after the initial contact that you will lose more than 50% of your potential customers.
  5. Once you have some initial commitment, you still have to close the sale. As the old saying goes, “Don’t count your chickens until they are hatched”. For clinics using RevaHealth.com we suggest the following checks:
    1. A week before the patient is coming for treatment, call them to confirm that the dates are still suitable.
    2. 24 hours before the treatment, call them again to confirm that everything is fine.

Remember: It takes time and persistence for enquiries to turn into sales. For clinics, if you follow the process above, a good rule of thumb is that for every successful conversion from enquiry to booking that you get within 2 months of the enquiry, you will get a further conversion from enquiry to appointment within 2-6 months.

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