2009年5月13日星期三

15 Key Elements All Top Web Sites Should Have

15 Key Elements All Top Web Sites Should Have

Posted October 28, 2008

Design Elements

There are a lot of details to consider when designing and developing a web site. In reality, it can seem like an endless list — but if you look carefully you’ll see that there are certain elements that are more important than others, elements that are used consistently among the most successful sites.

Once you’ve completed the Planning Stage of your website, the rest of the elements fall into broad categories ranging from User Interface Design to Content Creation to actual Development. Of course, there are also the issues surrounding Search Engine Optimization (SEO) — but we’ll save that for another day…

With that in mind, here are the 15 elements that should always be included on any top web site.

1. Good Visual Design

First things first… Visual design. I don’t know about you, but if I go to a web site that is not visually pleasing, it is a quick turn off.

That’s not to say that every top website needs an incredible visual design — but if a site looks like it hasn’t been updated since 1994, it’s just not going to be associated with other great websites.

A clean and simple design is usually all you need. Bells and whistles are nice, but I’m one who tends to go with the “less is more” theory. You don’t want your design to be over crowded. You just want it to look good so it can stand out from your competitor(s) in the minds of your potential clients.

First impressions are key. Although good design alone will not keep someone on your site — an eye-catching design will, at the very least, grab their attention long enough to take a look around.

2. Thoughtful User Interface

User Interface / NavigationAlong with good design comes a good user interface. The user interface is the foundation of any good functional web site. When designing a site, you’ll need to take into consideration your average user. Who is going to be visiting your web site — who is your ideal customer? Are they tech-savy? Are they computer illiterate?

It’s helpful to create an image of your ideal visitor and have them in mind when planning out the design for your site. Be sure you offer everything on your site that they would want to find before buying from you or becoming a subscriber.

You’ll want to be sure that your navigation is easy to spot and consistent throughout the entire web site. Make it obvious where the user should click both in terms of your primary navigation, as well as for links within your content areas.

3. Primary Navigation Above The Fold

Part of having an easy to navigate web site is ensuring that the primary means of navigation — links to the key areas of your site — are kept above the fold. With today’s large computer monitors and growing screen resolutions “above the fold” is generally considered to be within the top 500-600 pixels of your site design.

Elements to include here are your logo (which should link back to your home page), as well as links to the main sections of your site. If you can link to sub-pages here that is great, but in most cases that will over-clutter your design.

For example put “Home | About | Services | FAQ | Contact” in a very easy to find location at the top of your site. You can place sub-links such as About-Bio / About-Resume somewhere else, such as in your sidebar or as sub-links under the main page title of that section, etc.

Consistency is key here — be sure to place both your primary and sub-navigational links in the same spot throughout the various pages of your web site.

4. Repeat Navigation In The Footer

If you use images (or even flash) for your main navigation, it’s especially important to offer a duplicate set of navigation links in your footer. Even if you use text links at the top, the duplication is still helpful. You want to make it as easy as possible for people to find the content they are looking for on your site.

Often times the footer will link to additional information — such as Terms of Service — as well. Things that should be easy to find, but not necessarily something you want taking up real estate on the primary navigation area of the site.

Content is King

5. Meaningful Content

You know the saying… “Content is King” — you might have a pretty web site which will catch someone’s eye, but if the content is no good, you can be willing to bet that they aren’t going to stick around.

When writing the copy for your web site, it’s important to provide helpful, knowledgeable information about your company, products, services, etc. If you’re running a blog, informative articles related to your area of expertise are incredibly helpful as well.

While it’s important to sell yourself or your company, you also don’t want to oversell, either. Particularly in a blog setting — people reading a blog don’t want to hear all about “me me me” — they want to know how you can help them.

6. A Solid About Page

Among the top 10 most popular pages of my own site (after the home page, blog, 3 specific blog posts and my portfolio) is the About page. I have more clicks to my about page than to my services or portfolio pages, if you can believe that!

It’s simply because people are curious. They want to know who is behind a company or a blog. I was personally quite shy about including a photo on my own bio page, but finally did it a few months ago. It’s amazing what the sense of curiosity does — I myself am always clicking on about pages too, trying to find out more about the designer or writer, etc.

Include information on your background and how it pertains to your own business and expertise, etc. The about page gives potential clients a little bit more information about you and can often help create a more personal bond. If they are reading your writing and know a bit more about you, they’ll have a better sense of connection and better be able to relate to you on another level.

More often than not, a potential client will select the company with a “real” person behind it, rather than the faceless organization that refuses to get even a little bit personal.

7. Contact Information

Contact InformationNothing can turn off a prospective client more than not being able to find a way to contact you. If they’re interested in your services, and can’t find a simple contact page with a way to get in touch and hire you they’re going to end up going over to the competition.

Ideally you’ll want to give more than one method of contact. At the very least an email address and contact form. To make you more “real” though you should try to include a phone number (and if possible a mailing address) as well. I know many freelancers work from a home office - as do I. A quick solution is to get a separate phone line for business calls, as well as either a PO Box or other mailing service address.

Keep in mind that these are tax deductible expenses and makes you look that much more professional than someone who only includes an email address. To other home business owners in the same boat, it might not make a difference. But if you work with any larger or corporate clients, they’ll see a public phone number and address as an added sign of stability and that could play a small part in them choosing you over someone else.

8. Search

If you have a large web site or blog, having a search field is incredibly helpful, as well. There’s nothing like wading through hundreds of pages to find specific content without a search feature. If a potential customer can’t find something easily on your site, but Joe Designer over there does… odds are they are going to go with Joe whose content is easy to search through.

You can often use a Google Search on your site, or if you have WordPress (or another blogging platform or CMS / Content Management System) this will be fairly easy to accomplish. It’s not quite as easy to set this up with a static html site, but there are still services out there that will let you incorporate a functional search box onto your site.

9. Sign-Up / Subscribe

RSS SubscriptionIf your web site offers content on a consistent basis — such as with a blog — you’ll want to make it as easy as possible for people to sign up for updates.

This is something else that’s extremely easy to add if you have a WordPress blog. By default they’ll provide you with a feed address. But if you want to step it up a notch, you’ll want to sign up for a free account with FeedBurner. Better yet, you might consider using the FeedBurner FeedSmith plugin that will help re-direct all feeds through your FeedBurner account for easy tracking of your subscribers.

If you don’t have a blog, but still want to offer subscriptions to an email newsletter, for example, there are many companies that will let you setup and manage a mailing list. They will provide you code for your site to enable your web site visitors to sign up for updates using their email address. (FeedBurner allows you to collect email addresses too, btw). In some ways this is better than an RSS subscription because you are able to collect email addresses of potential prospects. While you can keep track of subscription numbers and other generic statistics, RSS subscribers get your updates via feed reader and have no need to provide an email address.

10. Sitemap

There are two kinds of sitemaps - one for humans and one for the search engines. An html (or php, etc.) sitemap meant for visitors to your site can be an invaluable tool for finding just what they are looking for.

Creating a sitemap - a structured list of all pages of a web site - is especially useful if you are unable to add a search feature to your site. A link to the sitemap is another item that is helpful to place down in the footer of your site, as well. A good sitemap will list out every page of your site in a hierarchial format - clearly showing the relationship of pages in terms of primary pages with sub-pages and sub-sub-pages, etc.

11. Separate Design from Content

Long gone are the days of using html tables for layout and design. The best developed sites use a combination of XHTML and CSS (Cascading Style Sheets), which create a separation of design vs content.

With use of

tags you can create containers for various areas of text and images on your page. Without a corresponding CSS file you’ll see just the basics - text - which is what the search engines want to see, too.

By linking to an external CSS file in order to separate your content from the design, it leaves your html page with mostly nothing but actual relevant text in your source code. The separate CSS file is what specifies the fonts, colors, background images, etc. for your site design.

What’s great about this is you can update just one CSS file and have the change made site-wide (no longer having to go into each and every html page of a static site, to change your main link color from blue to green, for example).

With this separation of content from design, the search engines no longer have to wade through all of the excess code to find out if your content is relevant, either. And with separate files, the content can load quicker, too - always a good thing in the mind of visitors to your site.

Web Development

12. Valid XHTML / CSS

It’s not just enough to develop your site using XHTML and CSS, though. It has to be accurate code. Two invaluable tools for checking your source code are offered by the World Wide Web Consortium (W3C):

There are many reasons to write valid code… With valid code, you are a few steps closer to ensuring your site will look good across the different web browsers (see number 13 below) and will help you with the search engines, too. If your site is built to current web standards, the search engines can easily wade through your content.

Not to mention it just shows that you know what you are doing. Yes, many clients don’t know the difference, but a few do - and specifically request standards compliant code. If you can offer this but your competitor can’t - that gives you an extra edge.

And besides this, other web developers are likely to check out the source code of a site to see what’s under the hood… both out of sheer curiosity, and just because they can!

13. Cross Browser Compatibility

Although you might live and breathe inside Firefox, your client may not. There’s a good chance your client is using Internet Explorer. Unfortunately there’s an even better chance they’re using Internet Explorer 6 (please don’t get me started on this issue - lets just say I know I’m not the only web developer who wishes this browser will simply GO AWAY!)

It’s imporant that your own web site and the site(s) you create for customers display well in as many of the mainstream web browsers as possible. If you can make them compatible across platforms too, that’s ideal. Most end users are on a PC so this is probably the most important platform to target. However many people in the creative fields are on a Mac, so if this is your audience they are important to pay attention to as well.

Unfortunately most people aren’t lucky enough to have both a PC and a Mac (not to mention Linux, etc.) but with the help of a site called Browser Shots you can enter a URL - select from a variety of web browsers across different platforms - and have them create screenshots for you. Very helpful if you’re on a PC running Vista for example, where you no longer have access to an old copy of IE6.

14. Web Optimized Images

When designing for the web, it’s important that you save all your images in a compressed format. Not too much that your images become pixelated, but as much as possible while retaining quality.

If you’re accustomed to doing print work, you know that 300dpi is the standard. Not the case with web sites, though. When designing for the screen you’ll want to save your images at 72dpi which will make for a much smaller file size (aka quicker download time for your web visitors).

Programs like Adobe Photoshop have a “Save for Web” feature that will automatically convert your image to 72dpi if you forgot, as well as give you a variety of compression settings when saving your imges. For web this will likely be either png, jpg or gif depending on the particular usage.

Web Statistics and Analyitics

15. Statistics, Tracking and Analytics

Although this element is behind the scenes and not one you’re likely to know about as the web visitor — as a web site owner it is crucial, if not down-right addictive!

There are many services that offer tracking of web site statistics which include information such as:

  • How many hits does my site receive?
  • How many of these are from unique visitors?
  • How are people finding my web site?
  • What search terms are they finding me under?
  • What web sites link to me?
  • What are the most popular pages on my site?
  • Who is my average visitor (platform / browser / screen resolution)?

It’s actually quite amazing what kind of information you can keep track of with a good analytics program. Perhaps the most popular site for this is Google Analytics which offer a very robust (and free) tracking solution.

If you want to monitor your web site’s performance and figure out how you can improve your site, having a good stats package is key!

Now It’s Your Turn… What Do You Find Most Important?

As far as design, development and content (we’ll cover SEO in a separate post) what elements do you consider the most important feature for a web site to have? What do you see as a deal breaker if a company does NOT have on their site?

I’m sure there are more than the 15 elements listed in this post — so what else would you add to the list? Please share in the comments below!

极具参考价值的网站收集

从无限畅想转来的,无限畅想关注html开发,地址:http://www.admincss.com/index.php

http://a.viary.com
在线图片处理,处在内测阶段的在线图片处理网站,图中每一种动物都代表了网站内的一种功能。

http://fotoflexer.com/
在线图片处理,对简繁体中文支持的服务界面,所有选择简体中文的界面对于大家来说上手更加容易。同样也是支持本地上传和主流在线相册导入导出的功能。操作界面简洁,有很多预设的效果。

http://www.lunapic.com/editor/
在线图片处理,页面最简单的一个网站,但功能功能却不简单。不过每一次选择一个新的功能会自动刷新一次界面。

http://www.phixr.com/
在线图片处理,支持OpenID登录,功能虽然不是很多但非常实用而且操作起来很便捷。界面和Window画图板十分接近。

http://www.adobe.com/aboutadobe/holidaycard/2006/
adobe在线贺卡制作,发送。
http://www.airtalkr.com/im/
flash在线即时通程序,可与MSN, Yahoo!, GTalk, ICQ and AOL通信。

http://www.friendlytek.com/
在线图片批量上传,三维展示。

http://www.anywhere.fm/player/
Play and Share Music on Any Web Browser!

http://www.scrapblog.com/
flex在线卡片制作。功能强,UI也很棒。。

http://flex.org/
Build rich Internet applications with open source Flex. Flex.org has rapid web application development links relating to open source Flex.

http://www.cj7movie.com
周星星作品长江7号官网。电影好看,网站也不一般。

http://www.flauntr.com/
又一个在线flex图片处理应用,与picnik有一拼。。

http://www.pictogame.com/
免费设计和分享你己个游戏服务

http://www.photoshow.com/home
在线制作相册

http://pic.sdodo.com/
在线给图片加文字,裁切图片等。

http://www.gigtide.com
GigTide 是一个在线创建简历的网站,创建简历的页面是用Flex做的

http://www.habbo.co.uk/
在线flash虚拟社区

http://www.1001m.com/
在线flash虚拟社区

http://www.this6.com/
在线flash虚拟社区

http://www.1d.com/main.htm
在线flash虚拟社区

http://www.wallop.com
在线flash社区,个人空间。

http://www.doof.com/doof/
在线flash社区,很强,界面也很棒

http://Maps.amung.us
flash网站来客定位.

ttp://www.splashup.com/splashup/
杀了我吧,这都做出来,在线photoshop,flex开发!

http://www.picnik.com/
一流的flex在线图片处理应用。

http://post.baidu.com/%C4%A7%CA%DE%CA%C0%BD%E7/mingrentang
百度贴吧名人堂flash展示

http://examples.adobe.com/flex2/consulting/styleexplorer/Flex2StyleExplorer.html
flex样式设置,这世道什么东西都能做出来。。

http://www.sonettic.com/
flash相册,picasa界面。

http://space.flash8.net/fpd/
闪吧"影像",roading(http://www.roading.net/blog/)开发,全部采用as3/flash cs3,历时3个多月,牛,赞一个。

http://www.gliffy.com/
flex架构,flash界面流程图表制作

http://www.thinkswedish.com
全flash博客,真的牛,fantasy-interactive出品

http://www.viewmyworld.com/
微软发布新版人才招聘网站,用的是全flash,这回竟然没用silverlight,看来底气不足啊。。

http://beta.speedtest.net/
基于flash超酷网速测试

http://www.magnumphotos.com/
精彩图片社

http://www.airtightinteractive.com/
牛人?

http://www.digicrafts.com.hk/components/
flash图片展示组件博客

http://liquidjourney.com
国外flash as高级程序特效研究探索,动力学、粒子、三维空间、人工智能、声音、视频方面的特效。

http://www.graphita.com/
Graphita 是基于Flash的一个在线涂鸦网站,可以让你上传图片然后在线编辑。

http://www.virtub.com/
超强在线文档制作
http://www.photoshoptopsecret.com/
很酷的一套Photoshop DVD视频教程!

http://www.dphoto.com/
全flash相册共享网站,架构类似资源管理器,风格跟fotologue差不多。。

http://www.uutuu.com/
专注于旅行的flash相册,视频共享网站。

http://www.dpdp.net/
又是flash图片共享网站,界面超酷,特别是其中的flash模板,稀饭啊。。
只是其中的flash优化不够,很占CPU。

http://photos.i.cn.yahoo.com/slideshow-FQzVJe49cqsHltN5OTFSbTg-?cq=1&aid=a907
yahoo相册幻灯展示

http://www.sooff.com
香港全flash交友类社区

http://www.clubpenguin.com/
flash动漫虚拟社区

http://www.snap.com/
网站缩略图预览

http://www.lomography.com/
LOMO图网站,酷。。

http://blog.5d.cn/vip/flashhawk/
闪鹰的blog

http://www.kirupa.com/
里面有好多FLASH的例子教学,有动画的,AS的,都写的很清楚,不错

http://www.bannerblog.com.au/
banner广告创意的网站

http://www.quasimondo.com/
又一个专注flash技术的blog,学习的好地方

http://www.frunder.com/
Flashmenu3

http://www.flashloaded.com
flashloaded

http://www.flashperfection.com/
flashperfection

http://www.deviantart.com/

http://www.modelconcept.net/

http://conio.net/
prototype.js 是一个由Sam Stephenson写的JavaScript包。

http://www.nmag.cn/
麦根-探寻全球网络杂志

http://www.fakepilot.com/
好酷的一些VIDEO,MOTION感觉

http://www.fantasy-interactive.com

http://www.magwerk.com/
相当棒的几本在线flash杂志

http://fotologue.jp/

http://www.gotoandlearn.com/
flash tutorial in video type..

http://www.blog.incito.lt
flashblog

http://wallpaperstock.net/

http://www.tutorial-index.com/

http://www.amfphp.org/resources.html

http://www.theoworlds.com
wonderful flash cases.

http://void.andre-michelle.com/
flash lab blog

http://www.alphabazar.net/

http://jumpcut.com/
make video with flash online

http://www.adobe.com/newsletters/edge/
Published every six weeks, the Edge is a free publication that contains original content geared toward informing, enlightening, and inspiring Adobe customers.

http://labs.bigspaceship.com/apps/visualizer/beta1_2/visualizer_demo.html
enables anyone with a SWF file to collaborate and create motion effects

http://www.nagaoka-id.ac.jp/gallery/gallery.html
在线相册效果不错。

http://www.picturetrail.com/
online photo flick slide make

http://www.zoomify.com/
Zoomable web images

http://www.picnik.com
the world's best online photo editor

http://www.php.net/manual/zh/ref.ming.php
php ming function for flash manual

http://www.yswfblog.com/
yahoo ! flash blog

http://developer.yahoo.com/flash/
yahoo flash developer

http://www.mygoya.com/
web-based flash os

https://www.magix-photos.com
online album

http://viewpoint.youyee.org/
flash blog

http://www.wpdesigner.com/
wordpress主题强人

出处:追意互动设计

2009年5月11日星期一

Facebook 架构学习

网址:

在 QCon 2008 (旧金山站) 上Facebook 做的这个技术分享有不少值得借鉴的东西。所以,暂停对 QCon 北京的回顾,临时插播一贴。

设计原则

  • 尽可能的使用开源软件,并且在需要优化的时候进行优化
  • Unix 哲学。包括,模块化原则;整合化原则;清晰化原则等
  • 任何组件具备扩展性
  • 最小化故障影响
  • 简化,简化,简化!

架构概览

Facebook 是 LAMP 的坚定支持者,也差不多是用 LAMP (或许用 LAM2P 更适合) 实现的最大的动态站点。

Facebook Arch Overview.png

基础组件加上服务,中间用自己实现的一些工具进行粘合。其中关于运维细节的事情基本不会说出来的,这是很多公司的软实力所在。

PHP 经验

参见《Facebook 的 PHP 性能与扩展性》

MySQL 经验

  • 主要用于做 Key-Value 类型的存储操作,数据随机分布在多台逻辑实例上,访问多数基于全局 ID 。
  • 逻辑实例分散在多台物理主机上(超过1800台),负载均衡在物理层进行。
  • 不做读复制。
  • 尽量不做逻辑数据迁移(成本太高)。
  • 不做 JOIN 操作 (豆瓣在 QCon 上也阐述了这一点)。数据是随机分布的,关联操作反而带来了极大的复杂度。
  • 对于数据访问,主要的操作集中在最新的数据上,针对这部分做优化,旧的数据进行归档。
  • 在中心 DB 绝不存储非静态数据。
  • 使用服务或者 Memcached 进行全局查询。

Memcached 经验

参见我以前的笔记:Facebook 的 Memcached 扩展经验。Facebook 对 Memcached 做了不小的改进。另外,顺便说一下,前两天 Memcached 刚在 1.2.7 发布几天之后又发布了新版本 1.2.8,修正了一些问题。

一个比较有价值的是关于个人页面数据的获取的描述。这个就完全是需要做单页面 Benchmark 的细致活儿了,可能还需要产品经理能够理解工程师的"抵抗"。

  • 获取个人信息数据:通过Cache,隐性通过用户所在的 DB 获取(基于 User-ID 获知 DB)
  • 获取朋友连接信息:通过Cache,否则的话通过DB(基于 User-ID 获知 DB)
  • 并行抓取每个朋友的 10个照片相册 ID ,从Cache抓取,如果失效,再从 DB 抓取(基于相册 ID)
  • 并行抓取最近相册中的照片数据
  • 运行PHP 把整个业务逻辑跑出来
  • 返回数据给用户

然后是对 Facebook 非 LAMP 体系的东西做了一番介绍,基本上也开源了。最后参考两个架构图。

Facebook NewsFeed 的架构示意图

Facebook_NewsFeed_Arch.png

Facebook 搜索功能的架构示意图

Facebook_Search_Arch.png

管中窥豹,盲人摸象而已。


2009年5月10日星期日

A股市场最有可能出现的走势是“W”形

香港“股神”曹仁超:我相信A股牛市已经开始
  A股市场最有可能出现的走势是“W”形,4、5月份筑顶,5~7月下来,下半年再上去,形成一个W底走势,A股的走势预计是这样。2008年10月应 该是最低点,不会再低了,但股指涨上去还是需要面对阻力,因此还会跌下来,另一低点应该会出现在今年第三季度,然后开始运行长期牛市的上升轨道。

曹仁超:从5000港元投资起家,40多年里历经2次惨败,到目前身家超过2亿港元,曹仁超先生被誉为香港的“平民股神”。曹仁超现为信报财经新闻有限公司执行董事,主管信报财经新闻投资分析部,其每周一至周六于《信报》撰写《投资者日记》逾30年,是该报最受欢迎的作者之一,同时也是香港最权威的投资评论家。

btw: 十大机构论后市:主力强势逼空 下周攻击2700
申银万国 钱启敏:
下周趋势 看多
中线趋势 看多
下周区间 2550-2750点
下周热点 上海本地股
下周焦点 宏观数据及政策面

民生证券 吴璇:
下周趋势 看空
中线趋势 看多
下周区间 2500-2700点
下周热点 川渝板块,地产股、水泥股
下周焦点 4月经济数据

光大证券 滕印:
下周趋势 看多
中线趋势 看平
下周区间 2500-2700点
下周热点 深圳本地股
下周焦点 4月经济数据

东方证券 莫光亮:
下周趋势 看平
中线趋势 看多
下周区间 2600-2800点
下周热点 补涨权重股
下周焦点 政策面,市场成交,经济数据

太平洋证券 周雨:
下周趋势 看平
中线趋势 看多
下周区间 2500-2600点
下周热点 权重股走势
下周焦点 资金面供求变化

银河证券 易小斌:
下周趋势 看多
中线趋势 看多
下周区间 2500-2700点
下周热点 地产股,中小盘个股
下周焦点 政策面,市场量能,板块轮动

获取暴利的奥妙——立桩量

获取暴利的奥妙——立桩量

一、立桩量的产生条件 立桩量是指在一只股票在上升途中,在相对低位放出一根阶段性的大量(超越和覆盖掉前期的量),量的大小呈现阶段性放大趋势,同时,股票价格处于上涨的趋 势,以上两点缺一不可。尤其强调的是立桩量只出现在股票的上涨途中,而在下跌中是不可能有立桩量出现的。
二、三天法则
立桩量要成立,必须建立在“三天法则”之上。即在三天之内不跌破立桩量当日股价的最低点(b点),且股价后期要突破立桩量出现时股票价格的最高点(a 点),另外,“三天法则”中的“三天”并不要求时间段一定为3天,只要在出现立桩量后三天左右不跌破低点b,且股价超过a点,就可以买入,例如,立桩量出 现后股价第二天就创新高突破a点就是买入的时机。
三、目标位涨幅的计算
只要立桩量被确认,未来股价将会到达的位置是:a点价格×2。这种翻番的效应,
四、操作要点 1、量无阴阳,只有大小。当后量超越前量,且此后股价突破放巨量日的股价最高价,则立桩量方成立。反之,不能突破高点且低点被击穿,则立桩量不成立。即使放再大的量,也应放弃不可介入。
五、寻找立桩量的窍门 沪深股市千余只股票,要能即时寻找到出现立桩量的股票,除了每天复盘查看每只股票的盘中走势外,有一个最简便的方法是开盘后观察“81”“83”中的“今 日总金额排名”一栏,寻找金额异动的个股。看那只股排在第一,尤其是超越大盘蓝筹股量的个股,一定要关注它。若排在前面,其走势又在其对低位,且后量超过 和覆盖了前期的大量,此量可能就是立桩量。然后再根据三天法则观察,只要股价突破放巨量当天股价的高点,则立桩量成立,便可果断介入,此后必获翻番大利。
【一】、在立桩量法则成立之后,应该半仓介入。
因为股价在冲高途中会出现一定的震荡格局,而震荡后的拉升才是全仓的时机,一直到最后达到100%的涨幅。
【二】、立桩量出现后,股价在连续上涨中会出现回落调整阶段。这一调整过程一般为6至13天。如能把握好,一是可以避免调整期的“折磨”,二来可掌握加仓的时机。
顺势而为蚂蚁搬大象

解读几种盘口语言:
做收盘
1.收盘前瞬间拉高------在全日收盘前半分钟(14:59)突然出现一笔大买单加几角甚至1元,几元把股价拉至很高位.【目的】:由于庄家(或主 力,以下略)资金实力有限,为节约资金而能使股价收盘收在较高位或突破具有强阻力的关键价位,尾市\'突然袭击\',瞬间拉高.假设某股10元,庄家欲使 其收在10.8元,若上午就拉升至10.8元,为把价位维持在10.8元高位至收盘,就要在10.8接下大量卖盘,需要的资金必然很大,而尾市偷袭由于大 多数人未反应过来,反应过来也收市了,无法卖出,庄家因此达到目的.

2.收盘前瞬间下砸------在全日收盘前半分钟(14:59)突然出现一笔大卖单减低很大价位抛出,把股价砸至很低位.【目的】:A.使日K形成光脚 大阴线,或十字星,或阴线等较\'难看\'的图形使持股者恐惧而达到震仓的目的.B.使第二日能够高开并大涨而挤身升幅榜,吸引投资者的注意.C.操盘手 把股票低价位卖给自己,或关联人.

二、做开盘
1.瞬间大幅高开-------开盘时以涨停或很大升幅高开,瞬间又回落.【目的】:A.突破了关键价位,庄不想由于红盘而引起他人跟风,故做成阴线.也有震仓的效果.B.吸筹的一种方式.C.试盘动作,试上方抛盘是否沉重.

2.瞬间大幅低开-------开盘时以跌停或很大跌幅低开.【目的】:A.出货.B.为了收出大阳使图形好看.C.操盘手把筹码低价卖给自己或关联人.

三、盘中瞬间大幅拉高或打压
类似与前者,主要为做出长上,下影线.1.瞬间大幅拉高----盘中以涨停或很大升幅一笔拉高,瞬间又回落.【目的】:试盘动作,试上方抛盘是否沉 重.2.瞬间大幅打压---盘中以跌停或很大跌幅一笔打低,瞬间又回升.【目的】:A.试盘动作,试下方接盘的支撑力及市场观注度.B.操盘手把筹码低价 卖给自己或关联人.C.做出长下影,使图形好看,吸引投资者.D.庄家资金不足,抛出部分后用返回资金拉升.

四、“钓鱼”线
在个股当日即时走势中,开始基本保持某一斜率地上行,之后突然直线大幅跳水,形成类似一根\'鱼杆\'及垂钓的\'鱼线\'的图形.此为庄家对倒至高位, 并吸引来跟风盘后突然减低好几个价位抛出巨大卖单所至.此时若接盘不多,出不了多少,可能庄家仍会拉回去,反之则一泄千里.

五、长时间无买卖
由于庄家全线控盘或多数筹码套牢在上方,又无买气.

六、在买盘处放大买单
此往往为庄家资金不雄厚的表现.企图借此吸引散户买入,把价位拉高.(庄家若欲建仓,并大幅拉高,隐蔽还来不及,怎么会露于世人:我要买货?)

七、买卖一,二,三上下顶大单
庄家欲把价位控制在此处

大智慧Flash版

大智慧Flash版
http://www.dazhihuixiazai.com/dazhihui.html

2009年5月9日星期六

售前顾问应该怎么做

售前顾问应该怎么做

售前顾问应该怎么做
总听见ERP 公司的SALES 在抱怨:这年头,大家都把价格叫得这么低,回扣却要给得那么高,生意还怎么做啊?万般无奈之下,只有降低服务水平。眼见着ERP 的产品一家一家的掉价,实施的案例失败的越来越多,似乎大家对ERP 也渐渐的失去了信心。可问题出在哪?在接触了一些公司的销售和售前人员以后,我逐渐发现了问题的根源。


·什么是售前咨询
·调查用户的需求
·产品的演示
·编写解决方案
·售前顾问需要具备的条件
·产品的价格为什么这么低


什么是售前咨询


这似乎是个很简单的问题,售前咨询嘛,就是跟着SALES 出去打单(在这,我使用“打”字,的确是因为项目竞争的激烈程度不亚于打仗),带上笔记本电脑和投影设备,在客户那一顿吹,客户蒙了的时候项目就差不多了。记得“清华夜话”里曾说了个笑话:最先进的开发工具不是汇编、C 或者BASIC,而是PPT。这PPT 就是给客户用POWERPOINT 做演示。


国内的ERP 顾问还有这么一手:拿演示产品。按照PPT 上的说明,对应着用ERP 系统走一遍,客户对软件也就了解了一二。对于大部分的售前顾问来说,这就是他们的全部工作。当然,按369 等来分,售前顾问也需要在适当的时候说适当的话,给SALES 做一做配合。可这够吗?


调查用户的需求


业内比较通行的调查用户需求的方式包括:


1、提供标准的问卷
每家公司都会针对自己的产品编写一套标准的问卷,比如:生产的类型是什么,销售是通过什么方式进行的(渠道、直接销售等),采购哪些产品,周 期多长等等。通过这些标准化的问卷,售前咨询人员能比较清晰的了解这个公司的运作流程和管理方式,同时为以后编写方案提供素材


2、与具体负责人交谈
部门经理掌管本部门的工作,对于本部门需要改善的问题他的想法往往是最直接的,而软件也就是要解决企业中高层干部所面临的问题。在售前调研的阶段,调研的时间很短,不可能详细的问到所有的问题,这事就需要售前咨询顾问能从决策层或部门主管的只言片语中了解这个公
司所存在的问题,更重要的是对问题的挖掘。举个很简单的例子:在某个企业中决策层在抱怨,销售部门总不能按时完成销售任务,那咨询
顾问就需要从这个抱怨出发,结合企业的实际情况来分析,问题是出在销售寻找客户方面,还是在生产计划的安排?亦或是采购计划的安排导致生产无法按时完成?这也就对售前咨询顾问提出了极高的要求。


3、参观企业的实际运转
与企业各部门人员交流的同时顾问们也常去参观企业的实际运转,对企业的运作模式有更直接的了解。前不久,在与某个企业领导交流的过程中,该领导对企业的管 理十分满意:每年的盘点几乎是100%的准确,生产虽然有点紧张,但也总能完成任务。但在实际的参观中我却发现:仓库中的物料堆放极其混乱,所用的布匹没 有具体的标明,甚至连这批货是什么时候到的都没有注明,而该领导却很自信的告诉我:他们(仓库管理人员)都有记录。天啦,几千批布料和几千种纽扣指望仓库 管理人员用手工的方式能明确的区分----真是难为他们了。
同时,这家工厂的生产管理也比较混乱。生产车间的半成品随意摆放,同一个盒子中装有不同的半成品,而这些物料都没有明确的标识。而每日完成的数量竟然只记 录在几个破卡片上----绝不是什么印制的表格,而是类似于烟盒外包装的卡片纸上!财务部门需要根据这样的卡片来统计每个工人的劳动所得。


4、其他方法
不同的企业还会有些特殊的方法,或者特别的问卷,当然调查企业所存在的问题对顾问的资历阅历也有很高的要求,在这里我就不再详细介绍。条条道路通罗马,目得就是理解用户的需求。


产品的演示


所谓产品的演示就是在客户面前使用自己的产品,或按照客户的某些要求演示产品如何解决这些问题。


在演示的过程中顾问们常按照自己的想法去做:标准的流程是这样的,开销售定单,产生MRP,计算生产单,安排生产,安排采购……等等。然而,这并不是客户 所希望看到的,他们需要了解的是:在我的企业中按照这种流程去走,你们的软件是如何解决?在此也对咨询顾问提出了另一个要求:随机应变的能力。演示前用户 是不会告诉你,他会提什么问题,所以当用户问到这些特别问题的时候,顾问要从容不迫的解答,更重要的是能让他们理解。说了半天白说,呵呵呵,那就臭了。所 以,咨询顾问必须了解多种企业的运作流程和管理方式,并能实际的运用到产品中。产品演示的目得在于:给客户以信心----你的需求,我们能够满足。


编写解决方案


最重要的部分就是编写解决方案了。打个比方:需求调研是后场截球,产品演示是中场传球,那么解决方案的编写就是临门一脚。这一脚打得好与坏,直接关系到整个项目能否成功完成。解决方案应该包括哪些部分?在这里我就一般的格式作一个简单的介绍:


1、客户的简介
客户是哪家,公司的历史及管理模式是什么,在文章的前面给予简单的介绍。对客户的了解需要看前期调研的功力。


2、客户目前的信息化管理流程,并分析其优势和问题。
客户的问题是存在的,在这里应该给客户的问题进行分类。这部分的作用主要是取得用户的认同和共鸣,如果对用户的调查比较详细,那么在这一部分能给用户很大的信心:他们是能了解我们的问题。


3、介绍产品的功能。
产品的功能介绍是标准的,当然也应根据用户的需求进行调整,比如人家是贸易公司,制造方面的内容就可以免了。客户是化工行业,方案中大谈BOM 结构,呵呵,那也够丢脸的。


4、结合产品和客户的问题,谈解决方案。
说了半天废话,这才是最重要的问题。在方案中应对解决方案给予详尽的说明,问题的关键在于:让客户明白,我们的系统一定能解决这些问题。由于用户对产品的 理解是基于上次演示的结果,所以解决方案一定要针对以前的演示进行说明。哪些功能是用户提过的,哪些是用户所关注的,这也对售前咨询顾问的文笔功夫要求很 高。


售前顾问需要具备的条件


说了这么多,大家对售前顾问需要具备的条件已经有了个大概的了解,在这里我首先需要强调的却是前面所没有提到的----最重要的能力:对业务的捕捉能力。


售前咨询顾问的工作是配合销售人员的工作,正如我常对销售人员所说:你们在前面冲锋陷阵,我在后面摇旗呐喊。这言外之意就是,你们打得头破血流,我还是摇 旗呐喊。可光喊够吗?客户需要销售三天内提交需求调研报告,而售前顾问却拖上两个礼拜----SALES 得急死。同样,当客户跟咨询顾问直接联系的时候售前顾问也应承担起销售的部分工作。在我的眼里,售前是*钱的工作,也不是没有道理的。用某个SALES 的话来说,售前的工作就是,给客户挖个坑,让他乐呵呵的往里跳,然后埋了。可你也得让他能乐起来呀。


其次,售前咨询顾问必须兴趣广泛。
简单吧,实在是简单。除了自己的产品还应了解跟自己产品同价位的产品----也就是竞争对手的资料,同时应该分析竞争对手的强、弱项。并针对对手的情况编 写自己产品的解决方案,以强胜弱。当然,兴趣广泛也包括前面所提到的,对各种行业、各种管理模式有一定的了解----并不需要具体的去解决问题,但你需要 让客户相信,你能解决。


第三,售前顾问必须有所专精。
没有人能了解所有企业的流程和产品的,所以售前顾问需要有所专精。这里首先是指了解自己的产品,象我前面所说的那为PRESALES,跟客户大吹自己产品的弱项,很明显就是不了解自己的产品。
其次,售前顾问必须了解某一类企业,少在某个方面是行家。售前顾问需要做的是让顾客相信自己,这并不表示你一定要了解客户的真实情况---是不是有些矛盾?可这是事实。本人就常遇到这样的情况,尽管灯饰行业跟电子行业有很大不同,但通过与客户聊电子装配行业,他总能相信我----恩,对问题分析得对!


第四,售前顾问必须有极强的沟通能力。
这里的沟通包括两个方面:理解客户的需求,阐述自己的观点。
客户的真实需求不会自己滔滔不绝的告诉你,所以需要售前顾问去挖掘,能挖掘需求就是本事。最好的情况是挖掘出客户自己都没意识到的问题。这也需要顾问有很 强的分析能力。阐述自己的观点则是从另一个方面向客户展示自己的能力,说了人家不懂,那也是白说。这也让我想起了六年前师傅交我编程序的情景。他唠唠叨叨 的讲自己的思路和解决的方法,但下面三个徒弟居然一句都听不懂----他的思维是跳跃似的,两跳三跳我们就晕了。这时就要求顾问能引导客户思考


第五,文字的组织能力。
说得简单些,就是编写文件的能力。文件当然包括各种方案和问卷。


产品的价格为什么这么低


说了这么多,似乎自己忘了主题:为什么软件的价格这么低?因为,售前人员不懂得去挖掘客户的需求,因为售前人员不懂得向客户展示自己的产品。售前顾问只能 停留在简单的“卖产品”的阶段,当所有的MRPII/ERP 产品结构和功能大致相同的情况下,唯一能用来竞争的也就只有价格了。而价格降低的同时,也就意味着服务质量的降低。对于客户来说,价格越低ERP 实施成功的可能性也就越低----软件公司的经营需要合理的利润支持,当他们都难以支持的时候,还能谈什么服务?


试想:某个客户在提要求的时候只是需要进销存软件,但经过资深的顾问对其业务进行分析,挖掘出客户的需求其实是CRM(客户关系管理)和ERP 系统的结合,那么你认为他会只花2万块去买套所谓的ERP 吗?


市场乱了,满天飞的是所谓的几千块的ERP 软件,他们的存在是有道理的,因为客户不懂,不懂SAP 和速达的区别,不懂ORACLE 和用友的差异----不过就是管仓库,管销售吗?不是都能进行统计吗?不都是做做财务报表算算成本吗?这个什么什么软件还能根据我的要求进行二次开发呢。 可悲的是售前顾问不能向客户阐明,他需要的是什么、我能解决你什么问、为什么用我的产品值。


罗嗦罗嗦写了这么多,很多都是自己作PRESALES 的感慨----尽管自己做得很不好,呵呵呵,甚至是有些丢人,但我们这个TEAM 做得还不错。有个很强的LEAD,就象头狮子,领着头牛和一头猪(哦,好象我没有这么胖,算了,将就吧)。经验之谈的最后一点就是:团队合作!一个人的力量再强,也强不过一组人。组员之间能相互配合,协同共进将事半功倍。而这也就要求售前顾问能很好的与人合作,试想:连内部的事物都不能处理好,那还怎样去对外销售?


总结


作为售前顾问,我有一个比较极端的想法:一切都以项目为主。知识再怎么丰富,项目书写得再怎样好,拿不到项目也是白搭。而售前与销售最大的差别就在于:销 售不需要考虑成本----能拿下来就好了,而售前顾问必须考虑后续的成本。ERP 软件销售和其他商品不同,一个软件100 万可以卖、50 万同样可以卖,差异就在于解决了什么。