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Benefits aren’t a ‘one-size-fits-all’ proposition for advertisers

I am in the process of reading Walter Issacson’s excellent biography of Steve Jobs. Reading biographies of recognized leaders is an effective way to learn from their successes and to avoid the mistakes they made.

Steve Jobs understood that to build a great company he needed to recruit great people. He knew that having his friend and early collaborator Steve Wozniak on board was critical for Apple’s success. Wozniak’s genius for computer engineering was behind many of the company’s early products.

Wozniak turned down the offer to be a major partner and founder of Apple. The chance to be an executive and to become a very wealthy man could not entice him to leave his job as an engineer for Hewlett-Packard. Steve Jobs begged him to leave HP and even got Wozniak’s parents to put pressure on him, but “Woz” wouldn’t budge. Finally, Mike Markkula, a mutual friend, intervened and convinced Wozniak to join Apple.

How did he convince him to make the move? Markkula understood that Wozniak wasn’t interested in money and actually hated the idea of having to boss other people around. He knew that the only thing “Woz” cared about was engineering and designing new hardware and software. Markkula convinced Wozniak that eventually HP would force him to accept a promotion and leave the lab. He told him that at Apple he could exercise his creativity and do nothing but work on his own designs.

This approach convinced Steve Wozniak to make the move and, as they say, the rest is history.  This is an important lesson for sales people, sales managers and for anyone who needs to persuade others to make a change. We all have our own reasons for doing what we do. Taking the time to talk to people about themselves to gain an understanding of their individual needs and desires is the secret to motivating others.

Benefits are very personal things. What you see as a benefit may be meaningless to me. Any good tailor knows that to make comfortable, well-fitting clothing requires taking careful measurements. A good salesperson will use questions to take their customer’s measure before offering a benefit. A good salesperson knows that benefits are not “one-size-fits-all”!

Categories
Reporting

What can I do if our school board members won’t answer questions?

Question:  We have a problem with access to school board members.  By policy, they don’t talk with the press.  They refer all interview requests to the superintendent’s office.  During board meetings, they have set aside a time for public comment, but they don’t allow questions even then.  You can say whatever you want, but you can’t query the board.  They do not violate the Texas Public Information law in their meetings, but there’s no opportunity to find out what they are thinking about the votes they are taking.  How can we get them to take questions from us or give us some interview time?

Answer:This is an interesting situation without an easy answer.

First, let me say that it is typical of most boards and commissions not to respond during public comment periods. The public is generally given a specific time to voice concerns, and most officials do not respond, or get into a debate, during this period. Typically the board president or leader will thank the speaker and sometimes they will indicate they are referring it to a staff member for consideration. So I wouldn't worry about that too much.

But having elected officials who refuse to comment on any public issue, and who refer those questions to someone who works for them, is very odd. As a journalist, you can't make them talk to you, but you can make it obvious to the general public that the board is refusing to discuss important issues. Is there a particular issue right now that you are writing about? I'd suggest you do an entire story on the fact that the elected officials refuse to discuss matters of interest to the community. You might also submit an open records request for any emails exchanged among the board and the staff on that topic. That would be one way to get their attention.

Are there any teacher groups or citizen groups that are complaining about the lack of communication from the board? Those would be important voices to include in the story, and would drive home for readers that this is not about a journalist getting his feelings hurt but a failure to communicate about matters of importance to the general public.

I would also recommend that every time you have a story, you should seek out comments and include a line in the story that the individual board members would not comment.

Good luck.

Categories
Online advertising

I’m finding it harder and harder to continue to feel like I am growing in my selling for my paper. I’m stuck. Do you have any tips or ideas that might help me?

Question:  In today’s tough economic environment, I'm finding it harder and harder to continue to feel like I am growing in my selling for my paper. I'm stuck. I recognize the importance of developing a strong skill set and fostering a positive can do attitude. But some days it's more like drudgery. Do you have any tips or ideas that might help me? Thank you.

Thanks for your question. As you go forward, consider the process of growth to be an adventure, a journey or an opportunity to learn and practice different techniques and strategies As you begin, let yourself enjoy the journey, have some FUN, allow yourself to stumble now and again, but, most of all, stick with it … the longer the better and the better you’ll get!

Here are some guideposts to help you along the way…

Relax. Challenge yourself and strive to be the best of the best, but recognize that anxiety is common and is brought on by fear of failure. Overcome this fear by taking action, moving forward a step at a time and remembering — when you are uncomfortable, you are growing!

Be Patient with Yourself. Don’t be too critical and don’t give up if your first efforts did not achieve what you had hoped for. Judge your skill acquisition in terms of its continuing improvement, looking for progress not perfection. Michelangelo, when asked about the source of his genius, replied, "Genius is patience."

One Step at a Time. Learn one new skill rather than tackling everything at once. It’s not how many steps.  It’s the direction you are headed that counts most. Tackle smaller revenue accounts first, then as you gain experience and confidence (which comes through doing), broaden your account development moving to regional, majors or larger revenue accounts. It’s better to approach smaller accounts and succeed, and be encouraged to continue, than to approach larger accounts, fail and be discouraged and tempted not to continue.

Start With Questions. It's ALL about questions. Don't tell to sell.  Ask potential accounts questions about themselves, their business, their customers, their goals. Questions help people open up, they demand answers – and they put YOU in control … in addition to giving you valuable information.

Remember: Nothing I say today will teach me anything; if I am going to learn

Something today I need to listen!

NO’s!  Understand them and use them to your advantage. When a potential account tells you no, be sure you understand, through questioning, what prompted the no. As for you, guard your time, today and tomorrow, by giving yourself permission to tell yourself and other no, so your valuable time is not carelessly given away.

Accept Your Mistakes. When things do not go the way you had hoped or planned, pause for a moment and ask yourself these two questions: “What did I do right?” and “If all things were the same, what would I do differently the next time?” To incorporate your mistakes and to learn from them, simply go back to the point where you first slipped up and start again. Focus on designing the future, not redesigning on the past.

Use The Correct Tools. Whether it’s your newspaper, showing and investigating your newspaper web site with one of your advertisers, reviewing or updating some key information about your market or community (its growth, new employers, soon-to-arrive major retailers), clarifying your newspaper’s audience changes (both online and in print) or special section opportunities, use them and use them correctly to enhance and maximize your selling efforts and success.                    

Don’t rely only on your tools at hand. Invest in yourself with different experiences, looking for the teaching moment (asking questions), in continuing education and volunteer opportunities outside of your newspaper. Practice your newly acquired skills with friends and acquaintances, so they will become natural to you day in and day out.

Lighten Up.  Fear of failure may cause you to subconsciously push too hard, to “white knuckle” sell. Anticipate minor setbacks, have FUN and laugh at yourself. You can do it! You know you can! Be patient …  Good luck? It’s simply where preparation meets opportunity!

Don’t Overlook the Obvious.  Don’t go too far away from your existing accounts in search of the next new bigger account over the horizon. You may just lose your perception of that existing account and not realize that had you asked they would have happily said yes to larger and larger ad dollar expenditure with your newspaper.

Step Back.  Much like an artist, develop your depth perception and judgment. In other words, the longer your view, the smaller things become. Teach yourself to regularly and frequently to step back and look at the big picture, your overall account list or sales territory rather than always intently focusing on each and every account. Where are you going? What are you trying to achieve? What are you attempting to manage?  Asking yourself similar questions and pausing to take an overview will ensure that you do not stray very far before you realize you’re making a mistake or focusing on the wrong accounts or the wrong areas of opportunity.

Don’t forget, like some of the best symphonies, some of the best newspaper careers are unfinished! Enhancing your strengths and minimizing your weaknesses are a challenge. It is also hard work. But the rewards are usually hard- earned and well-deserved.

If you expect the best, you’ll get the best! Have fun … and good luck!

Categories
Uncategorized

AP offers free trial of service for weeklies

I have good news for weekly newspapers looking for affordable, up-to-the-minute content for their websites or print editions.

For the first time, The Associated Press is offering a real-time news package for weeklies called AP News Choice. 

The subscription service gives weekly papers real-time access to AP’s state staff reports including sports and statehouse coverage; top breaking national/international news including politics; or topic-based reports ranging from agriculture to energy, education to religion. The online content is licensed to be displayed not only on a paper’s main website, but also on its mobile sites and apps. 

This service enables weeklies to keep their print and online editions fresh with news that enhances their already strong local franchises, tailored to the needs of their readers and advertisers. The state content includes all reports filed by AP’s correspondents in Austin, Houston, Dallas, Fort Worth, San Antonio, El Paso, Lubbock and the Rio Grande Valley. The first AP News Choice subscriber in Texas signed up primarily for access to AP’s award-winning coverage of border issues and the drug war

Rates for the print option are based on circulation; rates for the online option are based on web traffic. 

We’re offering free 15-day trials of the service to any weeklies that are interested. All they have to do is email me at bbedlan@ap.org or call 972-677-2270.

 

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Uncategorized

SPJ Fort Worth chapter offering mid-career grant

The Fort Worth SPJ chapter has a mid-career grant of up to $500 available for journalists who want some type of mid-career training.
 
The award is open to newspeople with at last five years experience and must be used on journalism-related training.  You do not have to be currently employed by a news organization to be eligible – so freelancers and laid-off people would qualify.  You do have to be specific about the training you want to receive.  You could use this for courses, workshops, even attending a convention if that convention offered a specific strand of workshops, like investigative reporting or photojournalism.
 
The application form can be found at http://www.spjfw.org/awards/mcgapp12.pdf, which also offers more information on the grant.

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Uncategorized

Can I get a copy of the council packet at a city council meeting?

The short answer is yes, you should be able to get a copy of the council packet. Council packets are routinely handed out to reporters – just ask any of the big cities such as Fort Worth.

The long answer is that these documents are subject to the open records act like any other document. Therefore, if they are providing council members with copies of legal opinions or details of real estate transactions, they may be able to withhold those items. A request for a zoning change, however, would not fall under the real estate transaction – the types of real estate transactions exempted under the open records act are generally the sale or purchase of real estate. A request for a zoning change, and specifications of that request, would be public.

If the city is refusing to give you a copy of the council packet, make a formal written request for the documents. They will probably seek an attorney general's opinion. You may have to make requests every week until you get them accustomed to releasing these details to you. If you don't want them to charge you for copies, ask for access to read the packet. You would only have to pay for the pages you actually want.

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Uncategorized

What to do when your judge issues a gag order

The capital murder trial had been under way three and a half days when the gag order arrived, handed out after lunch by uniformed bailiffs to the media and other spectators seated in the courtroom.

Much of it was typical of what you’d find in a gag order issued during a tense trial:

  • No media interviews with the witnesses, attorneys, prosecutors or court personnel
  • No audio or visual recording equipment allowed in the courtroom
  • No photographing of jurors
  • No communication with any member of the jury
  • No computers in the courtroom without prior approval of the judge

But the gag order issued on Jan. 6 by Visiting Judge Elizabeth Berry in Tarrant County Criminal District Court #4 did not stop there.

Berry ordered that media interviews could only be done in the courthouse lobby or outside the building. And nothing, the order stated, should be disseminated by the media unless it had occured in open court, presented in evidence or in argument with the jury present.

In other words, the media was being told they couldn’t report anything that happened in court outside the jury’s presence.

There were to be no blogs about court rulings on evidence. No testimony given without the jury to help the judge determine whether something should be admitted into evidence. No reporting even on the dressing-down the judge had given prosecutors and defense attorneys for their ongoing sniping.

Violation of the order could result in automatic expulsion from the courtroom or contempt of court, which carries a fine of up to $500 or six months in jail.

I stepped outside and called my editors at the Star-Telegram. It was time to get the lawyers involved.

 


 

Gag orders are not uncommon in high-profile cases such as the recent capital murder case against Kwame Rockwell, accused of killing two men — including a Mrs. Baird’s deliveryman — during a 2010 convenience store robbery.

Death penalty cases get intense scrutiny during the appeals process, and trial publicity can adversely affect the justice system if the jury panel becomes aware of the hooplah.

Most defense lawyers and prosecutors avoid discussing an ongoing case anyway, and in this case, the family members of the victims had already indicated to the Star-Telegram that they didn’t want to talk until after the trial.

But this gag order crossed the line. By prohibiting reporters from reporting on actions that occurred in open court, but outside the jury’s presence, the court had initiated a censorship policy known as prior restraint — telling the media that it cannot print something that occurs in a public forum.

Prior restraint was at the heart of the Pentagon Papers case in 1971, when the Nixon administration tried to stop The New York Times and Washington Post from publishing portions of top-secret documents related to the Vietnam War.  

In a later case in Nebraska in 1979, the U.S. Supreme Court threw out a gag order that had imposed prior restraint on the media, saying such censorship was a violation of the First Amendment to the U.S. Constitution.

 


 

So what should you do if you’re hit with such a gag order? Take the lead from Star-Telegram attorney Tom Williams of Fort Worth, a noted First Amendment lawyer.

  1. Try to reason with the judge. Williams arrived in court within a few hours of the order being issued to talk with the judge about the decision. The Star-Telegram agreed immediately not to approach witnesses or attorneys for comment, but asked for permission to ask questions about routine information, such as the spelling of a witness’ name or confirmation of a date.
  2. Be polite. Make the judge aware that you are not trying to interfere with the justice system, and that you are willing to cooperate fully with her efforts to protect witnesses and court officials.
  3. Don’t back down on the big stuff. Judge Berry agreed to soften the order somewhat but initially refused to back down on the prior restraint order. Williams then indicated he would like a hearing on that issue, and it was scheduled for the following Monday. Before the hearing could begin, however, Berry had issued a new order revising the prior restraint requirement.

The key point to remember is this: Open court is a public forum, and no one can control reporting of what happens in open court.

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Uncategorized

Bar jokes only a copyeditor could love

So take a break from reporting and editing and enjoy some jokes only a copyeditor or an English professor could appreciate – bar jokes that hinge on the finer points of grammar, punctuation or linguistics.

Don’t let anyone see you reading these or your newsroom nerd status will be set in stone.

These were circulated on a national grammar listserv.

Here goes:

  • A comma splice walks into a bar, it has a drink and then leaves.
  • A dangling modifier walks into a bar. After finishing a drink, the bartender asks it to leave.
  • A question mark walks into a bar?
  • Two quotation marks “walk into” a bar.
  • The bar was walked into by the passive voice.
  • Three intransitive verbs walk into a bar. They sit. They drink. They leave.
  • What would have happened had a subjunctive walked into a bar?
  • An antecedent walked into a bar, and they ordered a drink.  
  • An ellipsis walked into a bar…
  • Bartender asks a woman what she wants. “An entendre,” she says. “Make it a double.”  So he gives it to her.
  • An alliteration traipsed into a tavern, where it tangled tempestuously with an insistent, illiterate intern.
  • A typo wakled into a bar. 
  • A rabbi, a priest, and a cliché walk into a bar.
  • Two possessive apostrophe's walk into the bar as if they owned the place.
  • A subject and a verb have a disagreement in a bar, and one of them pull out a pistol.
  • A heedless homonym walks into a bar.  You think he wood of scene it write in front of him.
  • The Oxford Comma joined in a high-spirited debate at the bar that included his parents, Ayn Rand and the Bishop of Canterbury.
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Ideas for getting great high school basketball shots

Even though it can sometimes be difficult to get a decent exposure in a high school gym, no matter what high school you’re at, I’ve found one thing remains constant:

Unbelievable access. 

If you’ve ever shot college or professional basketball, you know you’re told where you can shoot, or more specifically the long list of where you can’t.

With high school basketball, the only direction I’ve ever received from any official body is to be aware of where the referees are and give them space to move around the baseline.

As a photographer, that opens up a wide variety of angles and opportunities to make images.

I’m going to share my process to approaching basketball games.

ACROSS THE COURT: Shooting action across the court with a telephoto lens will give you a couple of different shots, such as rebounds, steals and general defensive plays. In these photos, I’m using my Canon 300mm lens. From this angle, you can capture a lot of the emotion that comes with steal and rebounds. Plus, fast breaks coming the other way should yield clean, unobstructed shots.

As a point of reference, I’ll shoot with two camera bodies (Canon 7D as my primary body and a 30D as a backup) with two-of-three lens (Canon 18-35mm, 70-200mm or 300mm) attached at any given point.

I’ll get my safe shots out of the way.

If I’m covering both teams, I’ll start with my 70-200mm f2.8 lens and split the first eight-minute half, so I’m on both sides of the floor in the first quarter, allowing me to get shots of the both teams’ offenses and defenses.

Typically, I’m stationed behind the basket, at either corner where the paint and court meet.

Once I’ve gotten some offensive shots, I’ll mix things up by using my 300mm to grab shots that are too far away for a 70-200.

Without switching to the other side of the court, I’ll use the 300mm to get defensive shots, both out on the perimeter and up in the air rebounding, of the team that was just on offense.

You can also get a nice shots of offensive turnovers.

FROM THE BASELINE: With a wide-angle lens, you can do a number of different things. If you put your camera on the floor and tilt it slightly upward, you can give a viewer a different angle on rebound shots. This angle is also nice because it gives the viewer a sense of place. For this kind of shot, I tend to focus about a foot in front of the basket and turn the camera lens focus to manual so all you have to do is position the camera and wait for the action. Another thing you can do is position yourself on the baseline just to the edge of the paint. What I’m looking for is a player to drive from the wing to the basket -parallel to you.

If you don’t have a long lens, you can get a similar shot — you just have to move your feet to get close.

There should be a sizable gap between the scorer’s table and the row of chairs for either team.

If you shoot on either side of the scorers table, you should be able to get close enough to get defensive shots, just be aware of where coaches and players are, as some coaches will like to pace around and players will check-in at the table to sub-in.

Now that you have your safe shots, it’s time to play.

Unlike my safe shots, I’m going for low-probability, high-yielding positions.

By this I mean I’m looking for shots that I may have to be patient to get.

Remember, I already have my safe shots, so I know if I go a quarter and a half with nothing decent to show, I’m all right.

I’ll go for a couple of different shots: low-angle shot below the basket, high shot from the stands, long lens at mid court, etc.

Below basket:

This type of shot can give you a sense of place, as well as an appreciation for the athleticism players have.

I’ll point the focus of my camera with my wide-angle lens at a usually a foot or so in front of the basket. I’ll turn the lens focus from automatic to manual so the focus won’t change and lay my camera on the ground at a slight upward angle. I’ll shoot a photo to check the composition and wait for a rebound, fast-break layup, etc., to happen in front of me.

In the stands:

The great thing about shooting from the stands is how it cleans up your backgrounds and helps with your exposure, and you don’t have to necessarily have a 300mm to get shots from higher up. Even a 70-200mm lens from even a few rows up can help give you a difference vantage point.

As a bonus for shooting higher up, you can get the light from the gym shinning more directly on players’ faces as they look toward the basket filling in shadows you might have seen if you shot from the floor level.

FROM THE STANDS: Shooting from the stands will not only clean up the background, but also show you the faces of players as they battle for rebounds or go up for shots you wouldn’t see from the floor. From the stands I switch off between using my 300mm lens and my 70-200mm lens. As an added bonus, you can also get a better handle on what teams are doing both offensively and defensively, which can help you anticipate action.

You also see expressions as players go up for shots and rebounds that you may not see from the floor level.

From this point of view, I’m looking for expression and to some degree a variation of shots I get from the floor.

The other thing that can help you from this angle is you can see beyond just the pile of bodies in front of you.

In addition, it’s easier to understand plays and defensive schemes from that angle, allowing you to anticipate what will happen when and get a feel for players’ tendencies.

Images, such as player’s diving out of bounds, can be enhanced depending on your vantage point.

From higher up, you can see that play develop easier than you can from the floor.

If you get bored, you can always try other things, such as shooting completely wide angle for a while, or going super-tight from the baseline.

Mix it up, have fun and enjoy the freedom. 

Categories
Uncategorized

Ideas for getting great high school basketball shots

Even though it can sometimes be difficult to get a decent exposure in a high school gym, no matter what high school you’re at, I’ve found one thing remains constant: Unbelievable access.
If you’ve ever shot college or professional basketball, you know you’re told where you can shoot, or more specifically the long list of where you can’t.
With high school basketball, the only direction I’ve ever received from any official body is to be aware of where the referees are and give them space to move around the baseline.
As a photographer, that opens up a wide variety of angles and opportunities to make images.
I’m going to share my process to approaching basketball games.
As a point of reference, I’ll shoot with two camera bodies (Canon 7D as my primary body and a 30D as a backup) with two-of-three lens (Canon 18-35mm, 70-200mm or 300mm) attached at any given point.
I’ll get my safe shots out of the way.
If I’m covering both teams, I’ll start with my 70-200mm f2.8 lens and split the first eight-minute half, so I’m on both sides of the floor in the first quarter, allowing me to get shots of the both teams’ offenses and defenses.
Typically, I’m stationed behind the basket, at either corner where the paint and court meet.
Once I’ve gotten some offensive shots, I’ll mix things up by using my 300mm to grab shots that are too far away for a 70-200.
Without switching to the other side of the court, I’ll use the 300mm to get defensive shots, both out on the perimeter and up in the air rebounding, of the team that was just on offense.
You can also get a nice shots of offensive turnovers.
If you don’t have a long lens, you can get a similar shot — you just have to move your feet to get close.
There should be a sizable gap between the scorer’s table and the row of chairs for either team.
If you shoot on either side of the scorers table, you should be able to get close enough to get defensive shots, just be aware of where coaches and players are, as some coaches will like to pace around and players will check-in at the table to sub-in.
Now that you have your safe shots, it’s time to play.
Unlike my safe shots, I’m going for low-probability, high-yielding positions.
By this I mean I’m looking for shots that I may have to be patient to get.
Remember, I already have my safe shots, so I know if I go a quarter and a half with nothing decent to show, I’m all right.
I’ll go for a couple of different shots: low-angle shot below the basket, high shot from the stands, long lens at mid court, etc.

Below basket

This type of shot can give you a sense of place, as well as an appreciation for the athleticism players have.
I’ll point the focus of my camera with my wide-angle lens at a usually a foot or so in front of the basket. I’ll turn the lens focus from automatic to manual so the focus won’t change and lay my camera on the ground at a slight upward angle. I’ll shoot a photo to check the composition and wait for a rebound, fast-break layup, etc., to happen in front of me.

In the stands

The great thing about shooting from the stands is how it cleans up your backgrounds and helps with your exposure, and you don’t have to necessarily have a 300mm to get shots from higher up. Even a 70-200mm lens from even a few rows up can help give you a difference vantage point.
As a bonus for shooting higher up, you can get the light from the gym shinning more directly on players’ faces as they look toward the basket filling in shadows you might have seen if you shot from the floor level.
You also see expressions as players go up for shots and rebounds that you may not see from the floor level.
From this point of view, I’m looking for expression and to some degree a variation of shots I get from the floor.
The other thing that can help you from this angle is you can see beyond just the pile of bodies in front of you.
In addition, it’s easier to understand plays and defensive schemes from that angle, allowing you to anticipate what will happen when and get a feel for players’ tendencies.
Images, such as player’s diving out of bounds, can be enhanced depending on your vantage point.
From higher up, you can see that play develop easier than you can from the floor.
If you get bored, you can always try other things, such as shooting completely wide angle for a while, or going super-tight from the baseline.
Mix it up, have fun and enjoy the freedom.