Writing the Right Way

There are two kinds of people in the world. Dog or cat people. Numbers or words people. I'm a words gal. Before the ADR bug got me, I got a degree in Publishing Studies and was headed toward a career negotiating book deals for movies. I love words; and, I should because I've had to learn to do it over and over again.

First I learned how to write papers for college. I needed a totally different writing style for law school. Writing for a corporate audience took some practice because it as another totally different style. Lastly, I've figured out how to write for the Web. Changing your writing style is one of the keys of marketing success.

I'm now going to let you see behind the curtain. I get writing help via two fine writing newsletters.

Daphne Gray-Grant calls herself The Publication Coach and I love delving into her newsletter because she offers oddles of examples of sentence structure and word usuage that brighten my writing. Check out her newsletter.

Barbara McNichols is a copywriter who helps me be a more persuasive writer. I love that her newsletter also keeps me from making those small but embarrassing mistakes with word choice via her column, Word Trippers. You know, rein or reign. That kinda thing. Subscribe to her, too, if you want your writing to have a nice polish.

Why is this important? Because writing articles, special reports, tips sheets, ebooks, etc. is one of the fastest and surest ways to gain exposure for your practice. Many folks won't consider it because they think they're not good writers. Happily, there are ways to improve your Internet writing style and get your stuff read. I'm gonna share it all on November 16th at 3 p.m. in my teleseminar,Writing for Dollars Stop by and find out how to write an article in under 2 hours.

Try. Fail. Learn. Grow!

Dina

PS The new site is looking so fine!!! My goal is to have it up by end of November. Please hold me to it.

PPS Happy Halloween!

What are Your Refusing to Do and Why?

Curious question, huh? As usual I started thinking about this because of my home life. You see, kind reader, I can't work the DVD player.

Baffling but true. I need either my husband or one of my children to start a DVD for me. It's so embarrassing to say that you'd think that I'd do something like learn how to use the darned thing. Nope. I'd rather wait for one of them.


That's so illogical and unlike me that I got to thinking-what do I gain by not learning to do this for myself?

I realized that having my family rally around for my TV enjoyment gives me a sense of being taken care of and loved, although it seems silly to say. I ask because it re-confirms that they care for me and will take time out to help me when needed. Who knew all those emotions and thoughts were behind such a small act?

It made me ponder what else I'm refusing to do and why? Didn't take long until I realized I'd put off learning a slew of software that will/does make my life easier. I haven't mastered Quickbooks. I'm still figuring out the new features on Membergate, my proprietary software that runs the newly redesigned ADRPracticebuilder. There are others including all the social networking software.

What gives? As I sit with the question several thoughts come to mind. I'm not learning this stuff because it will make my life easier. I've always had to work hard, very hard, for my successes so easy seems odd to me. I'd almost rather do it the complicated, stress-inducing way just so I can revel in my accomplishment. Now, I don't mean to turn this into an MTV confessional. It just strikes me that others probably struggle with the same issues.

And, the funny thing is once actually take up the task I've been avoiding I get such enjoyment out of learning the new stuff. I bet it's the same for some of you. My worry or anxiety has only been a negative assumption or prediction.

What does this mean to you? Check to make sure you're not an obstacle to yourself. Tackle one task that you've been putting off and see how you feel about yourself, about accomplishment, about learning and, mostly about succeeding.

Try. Fail. Learn. Grow.

Dina

The Art of Pricing

Setting fees is like having a root canal. No one wants to do it but ultimately, it has to get done. If you feel like that, then you're gonna be happy about my book review.

Rafi Mohammed is the author of The Art of Pricing, an easy to read and understand guide to the basics of pricing strategy. OK, I know that sounds technical, but it's not.

Rather than snatching a price from thin air, or worse, selecting one because someone else is charging that, this book offers tools like the Value Decoder to determine a good price for your services.

What I liked most was the notion that there are tremendous hidden profits (yeah-I said profits) left on the table because most providers tend to think in binary terms, ie. it's either this or that.

For example, Rafi helps a restaurateur who must decide to charge $18 or $33 for an entree. the owner believes his restaurant should be positioned in the market as either as an affordable place ($18- still pricey in my book) or as a celebration destination ($33).

Rafi illustrates that flexibility is critical. There are many segments of the dining market the restaurant owner can serve. He can have an early-bird special at 5 p.m. for $12 or an ultra-sophisticated Chef's tasting table that encourages gourmands to meet with the chef for say $75 an entree. At each price point, diners pay for what they value most whether that's saving money by eating early or gaining the cache of dining with the chef.

What does this mean for you? These ideas absolutely apply to the mediation market space. Go to the library and get this book. You won't regret it and neither will your wallet.

We'll be talking about pricing more as Setting a Fee that Feels Right & Still Makes Money draws closer (Nov 30th 3 p.m ESt, 12n PT). Mark Silver, guru of HeartofBusiness.com will share his knowledge on setting fees with heart. You know how popular this call will be-- grab your seat now!

Try. Fail. Learn. Grow!

Dina

What are You Gaining by Losing?

Curious question, huh?  As usual I started thinking about this because of my home life.  You see, kind reader, I can't work the DVD player.

Baffling but true.  I need either my husband or one of my children to start a DVD for me.  It's so embarrassing to say that you'd think that I'd do something like learn how to use the darned thing.  Nope.  I'd rather wait for one of them.


That's so illogical and unlike me that I got to thinking-what do I gain by not learning to do this for myself?

I realized that having my family rally around for my TV enjoyment gives me a sense of being taken care of and loved, although it seems silly to say.  I ask because it re-confirms that they care for me and will take time out to help me when needed.  Who knew all those emotions and thoughts were behind such a small act?

It made me ponder what else I'm refusing to do and why?  Didn't take long until I realized I'd put off learning a slew of software that will/does make my life easier.  I haven't mastered Quickbooks.  I'm still figuring out the new features on Membergate, my proprietary software that runs the newly redesigned ADRPracticebuilder.  There are others including all the social networking software.

What gives?  As I sit with the question several thoughts come to mind.  I'm not learning this stuff because <em>it will make my life easier</em>.  I've always had to work hard, very hard, for my successes so easy seems odd to me.  I'd almost rather do it the complicated, stress-inducing way just so I can revel in my accomplishment. Now, I don't mean to turn this into an MTV confessional.  It just strikes me that others probably struggle with the same issues.  

And, the funny thing is once actually take up the task I've been avoiding I get such enjoyment out of learning the new stuff. I bet it's the same for some of you. My worry or anxiety has only been a negative assumption or prediction.

<em>What does this mean to you?</em>  Check to make sure you're not an obstacle to yourself.  Tackle one task that you've been putting off and see how you feel about yourself, about accomplishment, about learning and, mostly about succeeding.

Try. Fail. Learn. Grow.

Dina

PS I'll be at the ACR conference in Philly for the rest of the week. Say hello to me if you'll be there, too.

Getting People to Use Mediation

I came across a terrific new blog called Creating Passionate Users ( written by a collective of bloggers) which had a particularly relevant post for us mediators.

On today’s call mediators asked ‘how can I get people to realize the benefits of using mediation?’  Initially, I approached the question from a visibility standpoint, meaning how can we make users more aware of mediation as a problem-solving tool.  That lead to a discussion of how writing and speaking can be a long term strategy to become top of mind for consumers.  (The audio from the call will be available Monday for anyone who wants it).

After I read the post, I heard the real, underlying question: how can I motivate people to select mediation (and preferably with me).  Now that’s a whole new idea.  Visibility motivates consumers to interact with us yet it may not yield any action.

How to you motivate people to act.  Influence their emotions.  Think about it.  Here’s an example to help.  I love those Volvo commercials where the father is giving his daughter driving lessons.  My daughter, Kaitie, now has a learners permit so the whole thing strikes close to home.  

Their tag line:- who would you give a Volvo to? -is a clear example of advertising meant to influence my emotions.  Volvo pulls out all the stops on offering its safety information.  You can be persuaded by the facts.  What really sells their cars is the appeal to your emotions.  Who would you give a Volvo to really asks who do you love and want to protect.  For years I wanted a Volvo just for that reason alone.  (I changed my mind when I noticed that some Volvo drivers drive as if the car will save them from anything!)

Mediation works because parties can regain peace of mind and a sense of control over their own lives.  Mediation increases their capability to reduce stress and worry and find solutions that work for them.  

What does this mean to you?  Start figuring out what positive emotions flow from a mediation session and begin to weave that into your marketing efforts.  

Try. Fail. Learn. Grow!

Dina

Best made plans of Mice and Mediators

A little burrito did me in! A nasty case of food poisoning prevented me from hosting the 3 Sentences that Keep Mediators Poor teleseminar today.

My apologies to anyone who joined the call and found-horrors- dead air. That's no way to build trust or a relationship but it couldn't be avoided. Many thanks to
Ericka, my virtual assistance extraordinaire, for stepping in to fill the void.

Happily, the teleseminar is rescheduled to:

Tuesday, October 24 at 3-4 p.m. same bat time, same bat channel.

If you were already registered for the call then you got an email from with the details. No worries if you're busy on Tuesday, you'll get your copy of the recording by email free with my thanks for your understanding.


If you couldn't make the first call, my grumbly tummy is your good luck.
You can register by sending a blank email here.


I'm heading back to the couch now. Once again, I'm so sorry for any inconvenience my illness may have caused. The call has some terrific, thought-provoking content that I'm exited to share with you so I hope to hear you next Tuesday.

Thanks for the emails wishing me well; it's nice to know you care.

Try. Fail. Learn. Grow!

Dina

PS Don't forget Conflict Resolution Day on Thursday! We're answering some
pretty cool questions like: how do I set a fee and how do I find people in my market. Add your burning marketing/business question by clicking on the blue box on ADRPracticebuilder.com

Online Scheduling Tools for You

You know I'm always search around for ways to automate my practice. I came across a bit a software that might interest you.

It's called Web-Appointments.com . It has a boatload of features that enable you to place your appointment calendar online. That seems like a boon since most solo practitioners are also responsible for doing the scheduling. Web appointments also offers a 30 day trial period and a demo model you can take for a spin. At $10 a month, it might save you both time and money.

You might also try AppointmentQuest.com which offers similar services, trial and demo.

I can envision mediators or facilitators using these programs to schedule meetings, trainings, and coaching slots. Of course, you'll need to manage privacy issues. If you use one of these, please let me know how it works out for you. (no, I'm not affiliated with either product.)

Try. Fail. Learn. Grow!

Dina

PS Tomorrow, Oct 17 3-4 pm EST, is 3 Sentences that Keep Mediators Poor. Last chance to sign up. Thursday, Oct 19th is my gift for Conflict Resolution Day. Submit your nagging marketing question here

Cognitive Dissonance and Mediation

Geoff Sharp, author of mediator blah..blah ,is one dedicated ADR blogger. He'll go almost to the ends ofthe earth- literally Fiji- to
seek out truths and expand his knowledge.
(next time can I tag along, Geoff? )

Could I have Done Better?

Geoff's observations entitled, Post-Decision Dissonance, is a discussion on 'parties remorse' after a mediation really got me thinking. Here's a bit of what he wrote:

But do I have a role as mediator to involve myself in something that may or may not take place after the mediation?

Well duh, I think so... durable outcomes, settlement stickability... ring a bell?

Last week's decision of the California Court of Appeal in Simmons v. Lida Ghaderi should remind us of the importance of that.

We may also get some clues on what mediators should do when faced with buyer's remorse from advice to lawyers when faced with the same problem in an out of court settlement...'cognitive dissonance theory reminds us that anxiety stalks our clients from the time they select us to work for them... Smart lawyers will try to eliminate doubt and ambiguity in client relations by...

Preparing the Way

I agree with Geoff that it is part of a mediator's role to assist parties to become comfortable with their agreement at the table and beyond. Parties at my mediating table definitely spend time considering- how's this going play back at the ranch?

Taking it one step further, I believe, as ADR entrepreneurs, we should try to eliminate doubt and ambiguity for our potential clients, too.

What does that mean for you? Talk to your niche in such an authentic way so no one will wonder- will I get taken by working with her?

October 12 Marketing Excellence

To help answer that question and others, Geoff Sharp's getting together with some of my favorite online folks (Robert Ambrogi and Diane Levin) for a panel discussion on marketing. It looks like a terrific event, and I'm definitely going. The details are below.


Marketing Mediation Excellence will be the theme of a free online teleconference to be presented by a group of mediators and lawyers OCT 11, 2006-- Robert Ambrogi, Diane Levin, Gini Nelson, Geoff Sharp and Louise Wildee -- at 11 am Pacific, 2 pm Eastern, 7 pm UK/Ireland, and 6 am (the next day in) New Zealand.

The panelists will open with a brief overview of marketing and the internet and then discuss the use of several online publishing tools: web sites, e-newsletters and web journals or web logs aka blogs to market your practice.

The one hour program will consist of a 40 minute presentation by the panel and that will be followed by 20 minutes for questions and further discussion of the topic. You may connect via long distance telephone or voice over the internet using Skype which requires a high speed internet connection. Further information about the program and making the connection here

Mediation Mensch Celebrates Conflict Resolution Day on 10/19!

Holidays are great, don't you think? Two of my favorite are coming up. Halloween and the second annual Conflict Resolution Day.

I like to do Halloween the old fashioned way: dressed to thrill and using fuzzy math to divvy up the candy- one for the kids, two for me.


Our Holiday

There's another holiday coming up that's not quite as popular as Halloween but every bit as sweet to me: Conflict Resolution Day on October 19, 2006.

It's an international holiday that promotes the understanding and use of conflict resolution according to ACR, which helped create a new logo featuring a tree with outstretched branches to symbolize energy and growth.

If you're interested in joining the celebration you can visit ACR for ideas and to learn what others are doing to show their support. Why not leave a comment below telling me how you plan to honor the day.

Mediation Mensch Gives You a Gift

I'm giving away answers to your burning questions by hosting a NO cost teleseminar entitled:

Branching Out: Spreading the Word about Conflict Resolution
October 19, 2006 at 5-6 p.m. EST.

You'll get answers to your tough questions about getting referrals, setting fees, attracting clients and more.

How Can You Join In?
Click the link below to answer this question:



Your question will be read and I'll respond to the 4 most interesting questions during the hour long teleseminar. Don't forget to include your name and email; otherwise, I can't send along the dial-in instructions to you for the 19th.

What's the catch? There isn't any. I truly believe that getting more people to solve problems using mediators and other neutrals is, as Martha says, a very good thing. The best way I know to support that is to get more mediators equipped to market and educate.


Try. Fail. Learn. Grow!
Dina

PS. The Mediation Marketing Excellence Teleconference just ended. It was terffic. Mediators from across the world listened gleaned tips on how to use blogs and other tools to gain clients. Drop by the forum to learn more. COADR.com

Is Your Website Really About What You Think?

It's an excellent question. Like most really profound questions it's short but packs a wallop when you dig deep to find the answer.

Recently, I got my usual bundle of goodies from Larry Chase who pens the very geeky yet essential, Web Digest for Marketers. I love this newsletter. There's always a new tool or tweak to improve my website. This issue was no exception.

Is Your Website Really About What You Think?

I checked out a site called Keyword Cloud that made me ask my self that very question. Keyword Cloud analyzes the density of words on your site. It can help you see what you're attracting from a SEO perspective.

ADRPracticebuilder.com is a coaching website devoted to mediators who want a career that is richly rewarding in every way. OK, you'd think that mediation or some variation thereof would be featured pretty prominently on the site. Right?


Not so, my friend. I learned that mediation isn't even one of the top 3 keywords on the site. How embarrassing? But now I know and can fix it.

What was really fascinating (or maybe moronic on my part) is that none of the messages I thought I was clearly communicating were captured in the keywords. When I do the re-write I'll pay closer attention to that.

What's all this mean to you?

A couple of things. It means you do need a website (it bears repeating again). That it's important to use Internet tools like Keyword Cloud to make sure you're reaching who you want and saying what you mean. And, lastly, websites truly are like gardens...the weeding never ends.

Try. Fail. Learn. Grow!

Dina

P.S. I'm moderating the panel discussion at the Fall NE-ACR Member Meeting. If you're a member, why not stop by.

How Do You Eat an Elephant?

You know how a song will get stuck in your head? I have a quote stuck in mine, and I kinda like it.

I can't recall if this is an African proverb or a riddle I heard at a management seminar, but it's always stuck with me as inspiration.

How do you eat an elephant?
One bite at a time.


That thought comforts me when major anxiety about work and family life seems too overwhelming.

As I coach with my mediation practice clients; grow ADRPracticebuilder.com and tour for speaking engagements I'm seeing a big elephant that will be eaten one morsel at a time. It's the only way to do quality work without burning yourself out, I think.

What do you tell yourself to stay inspired and motivated?

I'd love to hear (we can all use as much encouragement as possible). So, go ahead. Either send me your gem by email or leave it as a comment below.

I'll post some of the very best to the blog, and who knows, you're might be among them!

Try. Fail. Learn. Grow!

Dina


HEY! Tomorrow's te;eseminar Attracting Your Ideal Clients still has a seat or two. Sign up here to reserve your seat & discover your own niche.

Don't miss the early bird special. Sign up now for Three Sentences that Keep Mediators Poor!

Do You Need a Website? Yeah.

Yeah, you do. We're in the fast-moving age of digital communications. A good deal of our knowledge of the world comes from the Internet so it seems wise to invest in a website.

Personally, I tend not to shop with vendors of any kind that don't have a website. Why? A purely biased consumer reaction. When a company doesn't have a website or a separate email address (no hotmail, gmail) I start to wonder if this company, or practitioner, is 'out-of-date', too.

Having said that, I will say I completely understand how bewildering it is to think about designing a good website. (I'm on my 4th right now and it gets better) There are a lot of choices.

Here are a few basic thoughts about websites for mediators that might be helpful:

1. Buy your own domain name Registry and hosting fees are so low now so it's affordable and it takes the professionalism a whole new level.
   
   
   
2. Hire a Designer A good web designer will help you customize your site so that it really represents you and your work. That's essential when marketing. A 5 page site by a reputable and talented designer can be had for under $600.
   
   
   
3. Create a Multimedia Feel The Web is a very immediate, intimate and compelling medium. Enable your potential clients to experience you through audio, visual and the written input.
   
   
4. Offer something of value Most mediator websites are like online versions of a brochures, loaded with credentials and services meant to impress. Surprise visitors by giving them something that they can use instead. They'll remember you and you'll grow your mailing list.

By following these basic guidelines, you can turn a simple 2 page website into a very fine tool for engaging new clients.


Try. Fail. Learn. Grow!

Dina

PS Registration for the Virtual Seminar is in 3 days- September 26th! Remember you coupon is only good for that day!