rowid,title,contents,year,author,author_slug,published,url,topic 90,Monkey Business,"“Too expensive.” “Over-priced.” “A bit rich.” They all mean the same thing. When you say that something’s too expensive, you’re doing much more than commenting on a price. You’re questioning the explicit or implicit value of a product or a service. You’re asking, “Will I get out of it what you want me to pay for it?” You’re questioning the competency, judgement and possibly even integrity of the individual or company that gave you that price, even though you don’t realise it. You might not be saying it explicitly, but what you’re implying is, “Have you made a mistake?”, “Am I getting the best deal?”, “Are you being honest with me?”, “Could I get this cheaper?” Finally, you’re being dishonest, because deep down you know all too well that there’s no such thing as too expensive. Why? It doesn’t matter what you’re questioning the price of. It could be a product, a service or the cost of an hour, day or week of someone’s time. Whatever you’re buying, too expensive is always an excuse. Saying it shifts acceptability of a price back to the person who gave it. What you should say, but are too afraid to admit, is: “It’s more money than I wanted to pay.” “It’s more than I estimated it would cost.” “It’s more than I can afford.” Everyone who’s given a price for a product or service will have been told at some point that it’s too expensive. It’s never comfortable to hear that. Thoughts come thick and fast: “What do I do?” “How do I react?” “Do I really want the business?” “Am I prepared to negotiate?” “How much am I willing to compromise?” It’s easy to be defensive when someone questions a price, but before you react, stay calm and remember that if someone says what you’re offering is too expensive, they’re saying more about themselves and their situation than they are about your price. Learn to read that situation and how to follow up with the right questions. Imagine you’ve quoted someone for a week of your time. “That’s too expensive,” they respond. How should you handle that? Think about what they might otherwise be saying. “It’s more money than I want to pay” may mean that they don’t understand the value of your service. How could you respond? Start by asking what similar projects they’ve worked on and the type of people they worked with. Find out what they paid and what they got for their money, because it’s possible what you offer is different from what they had before. Ask if they saw a return on that previous investment. Maybe their problem isn’t with your headline price, but the value they think they’ll receive. Put the emphasis on value and shift the conversation to what they’ll gain, rather than what they’ll spend. It’s also possible they can’t distinguish your service from those of your competitors, so now would be a great time to explain the differences. Do you work faster? Explain how that could help them launch faster, get customers faster, make money faster. Do you include more? Emphasise that, and how unique the experience of working with you will be. “It’s more than I estimated it would cost” could mean that your customer hasn’t done their research properly. You’d never suggest that to them, of course, but you should ask how they’ve arrived at their estimate. Did they base it on work they’ve purchased previously? How long ago was that? Does it come from comparable work or from a different sector? Help your customer by explaining how you arrived at your estimate. Break down each element and while you’re doing that, emphasise the parts of your process that you know will appeal to them. If you know that they’ve had difficulty with something in the past, explain how your approach will benefit them. People almost always value a positive experience more than the money they’ll save. “It’s more than I can afford” could mean they can’t afford what you offer at all, but it could also mean they can’t afford it right now or all at once. So ask if they could afford what you’re asking if they spread payment over a longer period? Ask, “Would that mean you’ll give me the business?” It’s possible they’re asking for too much for what they can afford to pay. Will they compromise? Can you reach an agreement on something less? Ask, “If we can agree what’s in and what’s out, will you give me the business?” What can they afford? When you know, you’re in a good position to decide if the deal makes good business sense, for both of you. Ask, “If I can match that price, will you give me the business?” There’s no such thing as “a bit rich”, only ways for you to get to know your customer better. There’s no such thing as “over-priced”, only opportunities for you to explain yourself better. You should relish those opportunities. There’s really also no such thing as “too expensive”, just ways to set the tone for your relationship and help you develop that relationship to a point where money will be less of a deciding factor. Unfinished Business Join me and my co-host Anna Debenham next year for Unfinished Business, a new discussion show about the business end of working in web, design and creative industries.",2012,Andy Clarke,andyclarke,2012-12-23T00:00:00+00:00,https://24ways.org/2012/monkey-business/,business 96,Unwrapping the Wii U Browser,"The Wii U was released on 18 November 2012 in the US, and 30 November in the UK. It’s the first eighth generation home console, the first mainstream second-screen device, and it has some really impressive browser specs. Consoles are not just for games now: they’re marketed as complete entertainment solutions. Internet connectivity and browser functionality have gone from a nice-to-have feature in game consoles to a selling point. In Nintendo’s case, they see it as a challenge to design an experience that’s better than browsing on a desktop. Let’s make a browser that users can use on a daily basis, something that can really handle everything we’ve come to expect from a browser and do it more naturally. Sasaki – Iwata Asks on Nintendo.com With 11% of people using console browsers to visit websites, it’s important to consider these devices right from the start of projects. Browsing the web on a TV or handheld console is a very different experience to browsing on a desktop or a mobile phone, and has many usability implications. Console browser testing When I’m testing a console browser, one of the first things I do is run Niels Leenheer’s HTML5 test and Lea Verou’s CSS3 test. I use these benchmarks as a rough comparison of the standards each browser supports. In October, IE9 came out for the Xbox 360, scoring 120/500 in the HTML5 test and 32% in the CSS3 test. The PS Vita also had an update to its browser in recent weeks, jumping from 58/500 to 243/500 in the HTML5 test, and 32% to 55% in the CSS3 test. Manufacturers have been stepping up their game, trying to make their browsing experiences better. To give you an idea of how the Wii U currently compares to other devices, here are the test results of the other TV consoles I’ve tested. I’ve written more in-depth notes on TV and portable console browsers separately. Year of releaseHTML5 scoreCSS3 scoreNotes Wii U2012258/50048%Runs a Netfront browser (WebKit). Wii200689/500Wouldn’t runRuns an Opera browser. PS3200668/50038%Runs a Netfront browser (WebKit). Xbox 3602005120/50032%A browser for the Xbox (IE9) was only recently released in October 2012. The Kinect provides voice and gesture support. There’s also SmartGlass, a second-screen app for platforms including Android and iOS. The Wii U browser is Nintendo’s fifth attempt at a console browser. Based on these tests, it’s already looking promising. Why console browsers used to suck It takes a lot of system memory to run a good browser, and the problem of older consoles is that they don’t have much memory available. The original Nintendo DS needs a memory expansion pack just to run the browser, because the 4MB it has on board isn’t enough. I noticed that even on newer devices, some sites fail to load because the system runs out of memory. The Wii came out six years ago with an Opera browser. Still being used today and with such low resources available, the latest browser features can’t reasonably be supported. There’s also pressure to add features such as tabs, and enable gamers to use the browser while a game is paused. Nintendo’s browser team have the advantage of higher specs to play with on their new console (1GB of memory dedicated to games, 1GB for the system), which makes it easier to support the latest standards. But it’s still a challenge to fit everything in. …even though we have more memory, the amount of memory we can use for the browser is limited compared to a PC, so we’ve worked in ways that efficiently allocates the available memory per tab. To work on this, the experience working on the browser for the Nintendo 3DS system under a limited memory constraint helped us greatly. Sasaki – Iwata Asks on Nintendo.com In the box The Wii U consists of a console unit which plugs into a TV (the first to support HD), and a wireless controller known as a gamepad. The gamepad is a lot bigger than typical TV console controllers, and it has a touchscreen on the front. The touchscreen is resistive, responding to pressure rather than electrical current. It’s intended to be used with a stylus (provided) but fingers can be used. It might look a bit like one, but the gamepad isn’t a portable console designed to be taken out like the PS Vita. The gamepad can be used as a standalone screen with the TV switched off, as long as it’s within range of the console unit – it basically piggybacks off it. It’s surprisingly lightweight for its size. It has a wealth of detectors including 9-axis control. Sensors wake the device from sleep when it’s picked up. There’s also a camera on the front, and a headphone port and speakers, with audio coming through both the TV and the gamepad giving a surround sound feel. Up to six tabs can be opened at once, and the browser can be used while games are paused. There’s a really nice little feature here – the current game’s name is saved as a search option, so it’s really quick to look up contextual content such as walk-throughs. Controls Only one gamepad can be used to control the browser, but if there are Wiimotes connected, they can be used as pointers. This doesn’t let the user do anything except point (they each get a little hand icon with a number on it displayed on the screen), but it’s interesting that multiple people can be interacting with a site at once. See a bigger version The gamepad can also be used as a simple TV remote control, with basic functions such as bringing up the programme guide, adjusting volume and changing channel. I found the simplified interface much more usable than a full-featured remote control. I’m used to scrolling being sluggish on consoles, but the Wii U feels almost as snappy as a desktop browser. Sites load considerably faster compared with others I’ve tested. Tilt-scroll Holding down ZL and ZR while tilting the screen activates an Instapaper-style tilt to scroll for going up and down the page quickly, useful for navigating very long pages. Second screen The TV mirrors most of what’s on the gamepad, although the TV screen just displays the contents of the browser window, while the gamepad displays the site along with the browser toolbar. When the user with the gamepad is typing, the keyboard is hidden from the TV screen – there’s just a bit of text at the top indicating what’s happening on the gamepad. Pressing X draws an on-screen curtain over the TV, hiding the content that’s on the gamepad from the TV. Pressing X again opens the curtains, revealing what’s on the gamepad. Holding the button down plays a drumroll before it’s released and the curtains are opened. I can imagine this being used in meetings as a fun presentation tool. In a sense, browsing is a personal activity, but you get the idea that people will be coming and going through the room. When I first saw the curtain function, it made a huge impression on me. I walked around with it all over the company saying, “They’ve really come up with something amazing!” Iwata – Iwata Asks on Nintendo.com Text Writing text Unlike the capacitive screens on smartphones, the Wii U’s resistive screen needs to be pressed harder than you’re probably used to for registering a touch event. The gamepad screen is big, which makes it much easier to type on this device than other handheld consoles, even without the stylus. It’s still more fiddly than a full-sized keyboard though. When you’re designing forms, consider the extra difficulty console users experience. Although TV screens are physically big, they are typically viewed from further away than desktop screens. This makes readability an issue, so Nintendo have provided not one, but four ways to zoom in and out: Double-tapping on the screen. Tapping the on-screen zoom icons in the browser toolbar. Pressing the + and - buttons on the device. Moving the right analogue stick up and down. As well as making it easy to zoom in and out, Nintendo have done a few other things to improve the reading experience on the TV. System font One thing you’ll notice pretty quickly is that the browser lacks all the fonts we’re used to falling back to. Serif fonts are replaced with the system’s sans-serif font. I couldn’t get Typekit’s font loading method to work but Fontdeck, which works slightly differently, does display custom fonts. The system font has been optimised for reading at a distance and is easy to distinguish because the lowercase e has a quirky little tilt. Don’t lose :focus Using the D-pad to navigate is similar to using a keyboard. Individual links are focused on, with a blue outline drawn around them. The recently redesigned An Event Apart site is an example that improves the experience for keyboard and D-pad users. They’ve added a yellow background colour to links on focus. It feels nicer than the default blue outline on its own. Media This year, television overtook PCs as the primary way to watch online video content. TV is the natural environment for video, and 42% of online TVs in the US are connected to the internet via a console. Unfortunately, the