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Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Posts Categorized / Blogathon 2008

  • Jul 26 / 2008
  • Comments Off on CMA BC Seminar | Certified Management Accountants of British Columbia
* Sales Podcast, Blogathon 2008, Events and Seminars, iPhone Podcasts, Leadership, Managing Complex Selling Relationships Blog, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog, Sales Training

CMA BC Seminar | Certified Management Accountants of British Columbia

This is a full 30 minute keynote I did for the Certified Management Accountants of British Columbia at their Career Connections Event on November 1st 2007.  Introduced by Vinetta Peek of CMA BC Canada. The audio quality wasn’t great but the content is good.

Become a CMA in British Columbia

Learn about the CMA Designation across Canada

Book Shane Gibson for your next conference

Title: The Career Maker – Relationship Development Skills

This is blogathon entry number 38 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • 3
Blogathon 2008, Sales Articles, Sales Blog

What is my Return on Investment? 360 degrees of ROI

By Shane Gibson and Fiona Douglas-Crampton (this article originally appeared in the Vancouver Board of Trade Sounding Board).

How can you make the most of your membership in a Board of Trade or community based operation? If you expand your social network and build bridges to other industries, opportunity is everywhere.

One of the first questions we ask when considering getting involved in any association or venture is “What is our return on investment?” It’s all about ROI; unfortunately, most organizations have a narrow definition and limited strategy to maximize their ROI.

If an organization is “money-in money-out” focused with their return on investment measurement, they are simply missing out on long-term business growth. The 360-degree ROI model as seen below takes into account a full spectrum of revenue, brand and relationship multipliers that progressive organizations are using to fully engage the marketplace and maximize their true return on investment, as well as what Darcy Rezac calls “Return on Relationships.”

When an enterprise is involved in their community or a professional association like The Vancouver Board of Trade, they need to measure ROI in many ways to truly see the full impact of their contribution, networking and branding activities. Following are the fundamental areas we should consider.

Reputation and trust-building

“Business moves at the speed of trust,” says best-selling author Stephen Covey. By making a commitment to be involved, engaged and visible in our business community, we make it easier for our clients to trust us and be exposed to positive word-of-mouth within the community. As more people get to know us and the work we do it takes the fear out saying “yes” to doing business with us.

Corporate capacity building

Our ability to build relationships, communicate, sell, market, and lead is critical to our success as an organization. Through educational programs, networking opportunities, and exposure to your communities business leaders you are growing your individual team members’ capacity and in turn your overall organization competitiveness.

Brand association, PR and exposure

Your people are your brand. With every interaction with the community they have the opportunity to promote your brand, and tell your unique story. People buy from people, and face to face is your best currency.

Business intelligence

You have to have your finger on the pulse of what’s going on in your industry, your clients’ industries and the economy in general. Usually by the time it’s reported in the news, it has already happened. Getting involved allows you to see the trends as they are…Read the rest at BoardofTrade.com

This is blogathon entry number 37 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • 6
Blogathon 2008, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog

Selling in Tough Economic Times – Bill Gibson Guest Blogger

How to Gain market share in a tough economy

Many years ago I was a top producing local radio advertising salesperson in the Twin Cities market of Halifax and Dartmouth, Nova Scotia, Canada.

On the East Coast of Canada the harsh winters literally crippled automobile sales. In December, January and February it is not uncommon to have sub-zero temperatures and three snow storms in a month that range from a half metre to a metre and a half of snow. One early November day I called on John Gwynne-Timothy, the new owner of a small car dealership called Twin Cities Plymouth Chrysler. He told me that it did not make good sense to advertise in November, December or January because of the ferocious winters. Chrysler Canada had instructed him to put aside C$100 000 for each of the three winter months, strictly for losses. He was also told to cut back on advertising and save the money for peak season. I could understand their thinking – first you have to find the car under the snow before you can show it that time of year.

“The best time to gain market share is in a down economy” – Bill Gibson

My response to John was that with every adversity there is an opportunity and the best time to gain market share is in a down economy. I added that most of the competitive dealerships would also be cutting back on advertising and the buying of inventory during that period. The advertising noise level in the market place was far less in the winter months. This would make it easier to dominate the market with less spending. The other dealers also were not buying cars at the auctions and it would be the best time to buy.
Here was the strategy:

* He went to the automobile auctions and bought at low, low prices. (If you buy right, you can sell right).
* On Friday afternoons at 4 pm we cleaned out his huge service department and decorated it with colourful streamers, balloons and so on.
* We then brought into the service department many of the especially low-price used cars and new ones.
* On the Friday morning we hit with newspaper and radio advertising – all day Friday and all day Saturday. In the weekly and monthly magazines we advertised the Winter Sale Bonanza Friday and Saturday at Twin Cities Plymouth Chrysler.
* We had live onsite radio announcers and upbeat music playing in the service depart-ment on the weekends and we sold cars until 9 pm on Friday and Saturday.

The final result was that Gwynne-Timothy profited C$100 000 per month in December, January and February. He budgeted for a C$300 000 loss and instead made C$300 000. In actuality, he was C$600 000 ahead.

“You can gain market share in a tough economy if you take control of your own economy”

In February, the competition eventually tried to counter attack – after laughing at him for what they thought was a waste of advertising money in December and January – but it was too late. He already had momentum. This momentum carried over to peak months from March to October with astronomical sales. He had gained huge market share in the down months that positively impacted the best months.

Within a year Gwynne-Timothy sold his small dealership for a huge profit and bought the largest Ford dealership in Atlantic Canada. Today he is a multimillionaire, simply by being innovative and proactive in a down economy – in Canada during the winter months. The following graph shows that 20% of a smaller market can be larger than 10% of a big market. It is easier to gain market share in a down economy.

A few years later, as a consultant in Canada, I had another client named Terry Straker. At the top of the economy he was grossing C$200 000 a month with his bedding and bedroom furniture stores in Calgary, Alberta. The country went into a recession and competition got stiffer. Eighteen months later, at the bottom of the economy, Terry grossed over C$1 million in one month – a 400% increase.

How did he do it? He got innovative and aggressive. He knew cash was king so he negotiated hard when buying. He then increased his advertising in the right mediums that targeted his market. Through research he knew the best days and best weeks to advertise. He increased sales training to twice a week. He tied in with charities and ran innovative promotions.

Straker once ran a promotion called Mr Money, where he dressed his brother up in a Mr Money outfit, and on Friday he announced to the media that Mr Money was dropping C$5 000 from the roof of his biggest store on Saturday. The plan was to drop C$500 an hour in small bills for 10 hours. Ten thousand people showed up and he got massive publicity. He had the biggest day ever. The reason is that in a down economy people want money.

He used endless creative traffic building ideas. Among them was a promotion with Salvatore (Sal) Stallone, Sylvester Stallone’s brother. Rocky II had just opened in the theatres.

“At the bottom of the economy, Terry grossed over C$1 million in one month – a 400% increase”

Even though the economy was down, Terry increased his sales by 400%. I acknowledge that, yes, with the new credit act, increased interest rates, hikes in petrol and electricity prices and the power crisis there could be tighter times ahead for many businesses in South Africa.

The solution is to believe you can gain market share in a tough economy if you take control of your own economy and get creative, innovative and pro-active. Do not wait for others or external factors to do it for you. Take control.

About Bill Gibson

Bill Gibson lives in South Africa and is the chairperson of Knowledge Brokers International SA (Pty) Ltd. He is the author of the book Boost your business in any economy, and the writer and developer of several sales, marketing and entrepreneurial training systems.  Bill Gibson can be reached at +27 11 784 1720 or info@kbitraining.com

This is blogathon entry number 36 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • Comments Off on Fred Shadian Guest Blog Entry on CREATING MOMENTUM
Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Training

Fred Shadian Guest Blog Entry on CREATING MOMENTUM

Momentum is a form of movement that is created just like the ocean wave.  You cannot force momentum.  What you can do is become part of the flow of momentum and be caught by the wave and ride it to create the momentum that you desire in any aspect of your life.  The key to creating momentum, in reality, is to recognize the extraordinary movement in your life or in your organization and take small steps every single day towards your desired outcome.  Determine where you are at and where you are going and stay focused using your time and talent until you feel totally congruent with your desire.

My favourite martial arts instructor, Sensei David Harris would always share with me the importance of daily activities toward a common goal.   If for any reason you feel that you are in a plateau, you can continue your level of progression by reading a book on the subject that you are pursuing, you can watch a video on the related subject, you can read a book or magazine, you can attend a seminar or you can even mentally rehearse your desired outcome for your success.

What is most important is to do something regardless of how small or how large.  By taking action daily you create the motion towards your desired achievement.  Another step to consider is to stay focused on the end result and be realistic with your approach by taking a step-by-step progression that leads you to your ultimate goal.  There is a Hawaiian saying: “When the surf is high, go surfing and when the water is calm, wax your board.”  Timing is of the essence when riding the wave of momentum.  If you hop on too early, you might crash.  If you hop on too late, you miss the wave.  By timing the wave correctly, you enjoy the ride all the way to the beach.

Fred Shadian

This is blogathon entry number 35 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • 1
Blogathon 2008, Marketing and PR, Sales Blog, Sales Training Video

Sales Professional Spotlight Ian Watt

Ian Watt is a highly energetic real estate agent here in Vancouver.  I first met Ian through Stephen Jagger and his Vancouver Real Estate Technology Meetup.  Ian has done a great job in branding and differentiating himself using video blogging. (uses the same flip Video cam that I used to shoot this video).  Here’s what the press says about Ian:

The Vancouver Sun newspaper says “Ian Watt is the star of his own business video, transforming his blog into a live show in which he tours Vancouver dispensing advice, hitting real estate hot buttons, winning over fans and enraging critics.”

Here’s an example of the type of video that Ian uses to market himself and brand himself as a Real Estate Sales Professional, what I like about this is his candid common sense approach is something a number of his peers could benefit from emulating:

This is blogathon entry number 34 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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