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Bill Gibson – My Seven Life Lessons From Meeting Nelson Mandela

Monday, July 18th, 2016

(Today is Nelson Mandela Day in South Africa. This will be my contribution to one of Mary Nonkwelo’s “Share Your Story” Books – The Empowerment Network)

My most fortunate chance meeting with Nelson Mandela takes me back to late 1995 when I was preparing for my 3^rd visit to South Africa from Vancouver, British Columbia, Canada. On the way out the door, I made a very bold statement to my wife Beverley and my two sons Ryan and Shane. It went something like this, “during this trip to South Africa I am going to personally meet Nelson Mandela!” Well, needless to say there was lots of laughter and comments like “are you dreaming?”, “get real dad”, “I know it’s great to be positive but it will take more than positive thinking!” At the airport one of my sons even said, “say hello to Nelson Mandela for us when you see him dad,” followed with laughter and smiles.

Three weeks later I’m packing my suitcase getting ready to head back to Canada after a great few weeks of speaking in Johannesburg, South Africa! At the last minute I realized I had forgotten to buy gifts and that most of the shops were closed on a Sunday. I hopped in my car and made my way to the Rosebank Rooftop Market that I heard would be open. Suddenly in the middle of Rosebank, the traffic began to queue and eventually came to a halt…obviously a car accident. People were out of their cars looking at something. I asked one of them, “is there an accident?” His answer was, “no…The President of South Africa, Nelson Mandela (Madiba) is out for his Sunday afternoon walk…that is stopping the traffic!”

Then I noticed to my right a wall of body guards giving President Mandela the privacy and room to walk. I pulled over and parked the car and quickly walked to the wall of body guards and took a deep breath and asked “can I meet President Mandela?” They answered “not today, he is just out for a leisurely stroll.”

Then from behind the wall of body guards came Nelson Mandela’s voice…“ask him if he is Canadian” (If I had of been an Australian at that time I think I would have said I was a Canadian! :-)) I said “yes” and he replied, “let him through.” Wow…the power of thought and the power of taking a chance and asking! (By the way Nelson Mandela is an honorary citizen of Canada.)

I stepped into his presence and he grasped my hand in the most sincere handshake fashion imaginable. He asked me my name and then proceeded to ask where I was from? I told him Nova Scotia…he then said, “what part of Nova Scotia?” I answered, a little community called Newport Station about 8 kilometres from a town called Windsor. He then said, “that’s in the Annapolis Valley.” I answered, “that’s correct.” He then proceeded to tell me that the Annapolis Valley is known for their apples and that in May each year the people of the Annapolis Valley have the Apple Blossom Festival. I was surprised how much he knew.

Then he asked me what my dad did for a living. I explained that he was a diesel mechanic for the Gypsum Open Pit Mining Company for 35 years. Then he asked about my mother. I explained that for many years she was a waitress in a local family restaurant. He then said, “Bill, you are from humble beginnings.” I answered with “I would have to agree that you are correct.”

From there he proceeded to ask if I had brothers or sisters. I explained I had one sister Sharon. He even asked about her children. He at one point looked at the ring on my finger and said; “you are married Bill…your wife’s name?” We then talked about Beverley, my wife and my two sons Shane and Ryan. We also talked about Vancouver, British Columbia where we resided.

Eventually he asked me what I was doing in South Africa. I explained that I was a speaker and trainer with a focus on entrepreneurship, marketing, sales and people development. He then said, “Bill we really need people like you in our country. You do not have to answer me right now, although I am going to ask you to please consider staying in our country and help us grow our people and our country.” We spoke for about 10 minutes and all the time we chatted he held my hand and looked squarely into my eyes. The only way I can describe it is…I had just had a rare experience of being with a man who was deeply rested in his being! I could feel the peace within Nelson Mandela. It was a spiritual experience. I was electrified.

How wonderful…he recognized the Canadian accent. He wasn’t political or all business…he wanted to know about me as a person, where I was from and information about my family. All of us could take a lesson from Nelson Mandela’s way of dealing with people. There is a saying that people will often forget the words we use but they will always remember how we made them feel. I felt special, I felt his sincerity, his humbleness and his caring yet powerful presence. I will never forget how he made me feel. Thank-you Madiba! 19 years later and I am still here in South Africa.

There is a message here not only for ourselves as individuals, also for our communities, countries, businesses and families. Try to remember…“people go where they are invited and stay where they are appreciated.” Nelson Mandela invited me to stay. Wow!

One other important life lesson I learned from Nelson Mandela is that we all like the feeling of status, an important position or role. The feeling of power is a great feeling. That is why we like to be empowered. Nelson Mandela is unique. When it came to the use of Power, Nelson Mandela also had it right. He was quoted saying after becoming President of South Africa, “The problem I have “is not” how to use power. My biggest problem is how “not” to use power.” Let me repeat what he said. He said, “The problem I have “is not” how to use power. My biggest problem is how “not” to use power.”

In his book Leading Like Madiba, (Leadership lessons from Nelson Mandela) Martin Kalungu-Banda got it right. He wrote:

Where he could punish, he tried to understand the position of the one at fault
He practised restraint, when he could have used power to settle scores with those who had treated him and his colleagues as if they did not matter
When he was in such a strong position that he could push others to comply with him, he preferred to consult, persuade and even plead in order to settle matters

Instead of intimidating people with his power, he chose to bargain and quite often forgo the short term “sweet victory.”

If all those who are called or think of themselves as leaders, learnt how not to use power, our homes, our work places and our world could be friendlier, happier and even maybe more peaceful.

Martin Kalungu-Banda is correct with that statement. As a parent, government official, as a place of worship leader, as a supervisor, manager, teacher or boss and even as a spouse we could all follow Nelson Mandela’s example.

What are the seven lessons I learned from Nelson Mandela?

What you believe will or can happen…the power of positive thinking…backed up with action. I believed it could happen and it happened because when the opportunity appeared I moved to action. (Be courageous and ask.)

I learned that when I meet others, I need to stop talking about me and invest more time letting others talk about themselves.

Ask sincere questions, be focused, have eye contact and remember to help the other person feel good about him or herself…empower people.

Listen to understand others, including those close to me, rather than listening just to respond, advise, defend or sell my point of view.

It is nice to be important although it is more important for me to be nice. Kindness and sincerity makes a big difference in our lives and the lives of others.

If I have “The Power”, look for ways “not to use power” rather than looking for all the ways to use power.

People go where they are invited and stay where they are appreciated. 19 years later I am still here and only a few days ago my African grandson, David William Gibson was born here in Johannesburg, South Africa. I officially now have roots in South Africa as well as in Canada.

Madiba you will live on in my mind and heart forever. I am so grateful that I met you…such a giant of a man during one of my first visits to South Africa. What a privilege! We need more role models like Nelson Mandela in this world. You are and always will be a legend…you will live forever. I am blessed to have been influenced by you.

On August 17^th & 18^th, 2016 I am running a 2 day workshop in Johannesburg titled Turn Your Sales & Marketing Into Real Profits…In Any Economy http://billgibsonspeaker.com/turn_your_sales_and_marketing_into_real_profits_in_any_economy/

“If you have found this blog article to be valuable for you, I would be grateful if you “shared” it with your Social Media Networks. Also feel free to circulate it by e-mail or other means internally within your organization or externally to your clients, suppliers and personal and business network. Thank-you!” – Bill Gibson

Bill Gibson is a Canadian who is living in South Africa. He is an international speaker and author and a developer of sales, service, marketing, collecting, employee morale building, personal development and entrepreneurial training programs and systems. His blog is www.bill-gibson.com and his website is www.kbitraining.com. He can be reached at bill@kbitraining.com or phone +27-11-784-1720 in South Africa. You can follow Bill Gibson on Twitter: @billgibson1, connect on LinkedIn: https://www.linkedin.com/in/gibsonbill or Knowledge Brokers International SA Pty Ltd Facebook Page: https://www.facebook.com/knowledgebrokers?ref=hl

Posted in Entrepreneurship & Business Ownership, Management & Leadership, Personal & Spiritual Development, Sales & Key Account Management | Comments Off on Bill Gibson – My Seven Life Lessons From Meeting Nelson Mandela

Bill Gibson – What Profession Are You Really In?

Tuesday, April 5th, 2016

Whether you are in a profession or not, the one thing I know for sure…you are in sales. As a matter of fact “if we are alive we are in sales.” You don’t believe me? Read on…

If you are with friends and they want to go to a specific restaurant and you want to convince them to go to a different restaurant…you are in sales!

If you are an engineer or architect and you want your client to accept a specific design for a building…you are in sales!

If you are an employee and you want your boss to give you a raise in pay…you are in sales!

If you are an accountant and you have to put together a financial proposal for a client to go to a bank to borrow money…you are in sales!

If you want a specific job in a company and you are competing with others for that job…you are in sales!

If you are a person who answers the phone when clients call…you are in sales!

The trainer, manager or speaker that presents material and facilitates sessions has to do it in such a way that others “buy into” the material being presented…therefore he or she is in sales!

If you promised your partner or spouse you will be home by 10pm and you roll in at 2:00am you are really in sales! 🙂

Everyone on the planet is in sales. The only problem is that most of us don’t realise it.

Every day of our life we need to listen so others will talk, we have to clarify to make sure they understand us, we need to deliver our point so that others will listen, and we have to say it in such a way that they will “buy in” to what we are saying. In addition we need to negotiate to get what we want as well as find middle ground with others to make the relationship work. At times we need to use methods and ways to get others to do what we would like them to do.

These are skills that are used in selling. Selling is influencing and we all have to influence others. Therefore we are all in sales.

I like what Shane Gibson, my son in Canada says: All that selling is, is “creating an environment so an act of faith can take place”

Professional Salespeople Are Needed

In a competitive society, which is now the world market, manufacturers and suppliers of services and products have to continually improve in the value of what they offer. Every organisation has to compete. Even the Post Office has to compete with couriers, e-mail, social media and other forms of distribution.

A company may have the best product or service in the world, but if that product or service doesn’t get to market, the company will be “out of business” very quickly. Some of the best ideas in the world never made it to the market because an executive did not do a good job of selling it to his or her associates.

The two main keys to business success are:

Be and deliver the best in the market place.
Let others know how good you are so they will buy.

You can’t rely just on advertising to let others know how good you are. Advertising in most cases doesn’t sell the product or service. What it does is create an awareness, enhance the value of the brand (help build an atmosphere so an act of faith can take place), create enquiries to a call centre, drive traffic to a business, or help the buyer be more receptive when you make contact. (On-line shopping and often exceptional direct-response type selling can and will sell some products and services).

Newspapers, magazines, radio stations, TV stations, electronic media all have pro-active sales forces. If advertising sold products and services the advertising companies would not need salespeople. All they would have to do is advertise in their own form of media. They know that will not work and to make sure they have advertisers and can gain their market share they employ Salespeople…whether face to face or by telephone.

Today the competitive edge often still lies in the competence and effectiveness of the people in your organisation that sell and service the clients.

Professional Selling Positively Impacts Everyone

The fact that competition continues to motivate manufacturers and suppliers of services to get better and that marketers and salespeople must keep getting more effective at letting the clients know about their improved product and services, society in general, benefits with an improved quality of life. This quality of life can be in whichever area of life they consider important to them.

Medical equipment manufacturers improve the services that hospitals, doctors, dentists, chiropractors, therapists and other medical service providing organisations offer. In the end consumers benefit with improved care and better prices.

Software Organisations, Capacity Building Consultants, Efficiency Experts, Office Equipment Manufacturers sell to Government, State Corporations and Business in General. The consumer and business clients benefit with improved service and lower charges.

The highway you drive on, the sidewalk you walk on, the street lights that light up the sidewalk and the traffic (robots) that organise traffic flow and improve our safety are there because someone sold to someone.

The text books in schools and universities, the equipment in the laboratories, the computers students use, the desks students sit at, the white boards in the classrooms, the sports equipment, the school busses, and even the bricks and mortar in the building were sold by someone.

The impact of selling reaches far and wide and into every corner of our society. Professional selling ensures that we continually see growth and improvement in all aspects of our life. These aspects include family, social, spiritual, physical, financial, career, mental and community.

If you have a role as a salesperson be proud to be a Professional Sales Representative. As you can see it is an important function in our society. Many people will benefit from what you sell and hopefully you are rewarded handsomely for providing the valuable service of helping people and businesses with what they need, want and desire.

Yes, it is true that not all Salespeople contribute positively to our communities and the companies they work for although the majority are providing a great service to us all.

I personally have invested a lifetime in the field of sales. I felt it was time to carefully and respectfully remind those that do not see themselves as salespeople that professional ethical salespeople are a benefit to us all and that “if you are alive you also are in the business of sales (influencing others). “Hats off to all professional salespeople.”

Thank you for reading this article.

My upcoming 2 day sales conference titled Bust Your Sales Targets In Turbulent Times on April 14^th and 15^th in Johannesburg can be a great asset for executives, professionals, sales personnel, marketers, business owners and anyone interested in improving their sales, marketing and influencing abilities.

Following are the details of the event. Our capacity for attendees is limited. Please book early to avoid disappointment. If you wish to communicate with one of my associates or me personally in reference to the event or other matters I can be emailed at bill@kbitraining.com or you can phone me on +27(0)11-784-1720 in Johannesburg.

The event is not a FREE SEMINAR or LOW PRICED SEMINAR utilized to sell you a more expensive package. It is two days of down-to-earth proven strategies, tactics and skills that can be put to work immediately back at the workplace. It is not just a teaser, it is a two day program focused on helping you and your team to be even more effective in grabbing market share in these turbulent times resulting in more sales and profits.

To help you get to know me better, I have included a 52 minute podcast link with me on Timothy Maurice Webster’s UnBranded show on Cliffcentral.com that was recorded on the 26^th of January 2016. http://cliffcentral.com/unbranded/unbranded-powerful-personal-brand/. You may want to play this at a sales meeting and have a discussion with your team about what was of value and ideas that could be implemented.

Thank you for taking the time to read this article. Hope to meet you personally at the sales conference.

Bill Gibson

Executives-Business Owners-Key Staff-Sales & Marketing Professionals-Industry Professionals-Industry Marketers-Association Personnel & All Those Who Want To Succeed In Turbulent Times Will Benefit By Attending

Bust Your Sales Targets

Turbulent Times

With

International Speaker / Author /

Sales & Marketing Specialist

Bill Gibson

Thursday, April 14^th and Friday, April 15^th, 2016

Registration – 7:00am – 8:00am Seminar – 8:00am – 4:30pm

CedarWoods of Sandton, 120 Western Service Road, Woodmead, Sandton, 2148.

Bill Gibson And His Processes And Systems Deliver Results

“It is the best money we have invested / spent in 12 years even including capital investment. The return on investment has been awesome. Our entire business has a totally different mind-set and direction. After the 2 day seminar we have retained Bill as a business coach as well…he is by far the best sales & marketing professional in the business.

Brendon Cowley and Nick Grange – Owners of C3 Shared Services (Pty) Ltd 16 March 2016

“Leaders In Intelligent Security Solutions.”

“The concepts you are teaching allowed me to build “Attooh” into a R100 million business in the last 2 years, Bill thank you for sharing!”

Wouter Snyman, CEO – Attooh Insurance Brokers, Pretoria and Cape Town 27^th January 2015

“Bill, I reviewed all three presentations and the “team task” case study. You are a master at interpreting a client’s needs, requirements and listening to his brief and then delivering true value. Looking forward to a powerful and enjoyable two days of LDP training.”

Jacques Kotze, Head of Facilities & Procurement – AURECON Group – Africa, Middle East

“When Nedbank adopted your program some 10 years ago, I really embraced it and over the past 7 years, I have taken a newly formed and relatively small sales team in Pietermaritzburg and doubled its size, both in terms of people and in asset size, in the first 3 years. We then split it into two area teams (commercial and agric) and we were able to double the portfolio again in the space of 2 to 3 years and are currently on target to double it again in the near future.”

John Bush, Area Manager: Nedbank Limited, KZN Inland, Business Banking 26 March 2015

About The “Bust Your Sales Targets In Turbulent Times” Two Day Program

According to Bill Gibson, (Spoken To Over One Million People World Wide) and the author of the book Boost Your Business In Any Economy, “the best and most easiest time to grab market share is in a down or turbulent economy.” Why?

The competition are depressed, without energy and immobilised with fear.

The “advertising and marketing noise level” is much lower and it is easier to be heard and seen with less marketing investment and effort.

If you have the right solutions people want to hear them…never before have your clients and customers needed real bottom line assistance.

“A larger share of a smaller shrinking market is often bigger and better than a smaller share of a larger aggressive market”, cites Gibson a Canadian living in South Africa.

“The keys”, he says, “are to get proactive, get aggressive, double your training and development efforts for yourself and staff, stay away from the negativity, get even more positive and pro-active, utilise additional creative selling efforts and “charge forward” with the continual use of the basics that work in your industry”.

His message has been helping thousands of business owners, executives and their staff continually “bust sales targets and grab market share through innovative sales and marketing, strategies, tactics and skills.”

At this Two Day seminar / workshop you will be shown how to:

Take a “Down Economic Cycle” and switch it to an advantage with clients and customers resulting in a shift to a positive pro-active approach to succeeding in turbulent times. (Increase morale, sales and gain market share).

Take control of your own economy by staying in front of clients more often and focusing on what really counts. (Staying out of the melodrama of other peoples’ lives, ignore issues you cannot control and “focus on and mind your own business” and stay on track).

Implement the “Targeting Process” that has helped take Wouter Snyman’s company Attooh to a R100 Million in a few short years and helped many South African companies achieve major sales growth in a very short time period.

How to effectively “Win Back” lost or past clients.

Sure fire ways to attract and gain high value clients.

Turning low volume clients into big retain clients.

Keeping and growing your best clients and creating high barriers to entry for your competitors.

Launch a “Most Wanted” client’s program that can boost your annual sales results.

The five stages of getting to and staying at the Unity Stage of your client relationships.

Making Social Media “add to your income and your daily performance” rather than “reducing your income and taking away your daily productivity.”
Get up and stay up both mentally and physically during tough personal and business times. (A person’s ability to perform is only equal to their motivational and attitudinal level at the time…attendees will pick up “easy to apply” tips to keep themselves up and continually performing).

Turn objections and hurdles into sales with ease.

Sell to and connect with anyone, anywhere and anytime utilising the “Quick Read” tool.

Talk less and sell more by being client-driven and solution focused with the needs analysis approach to selling. Listen so others will talk and talk so others will listen.

and much much more.

Your Training And Development Investment:

R5 995 including vat per attendee (Lunch and Tea Break included)

3 or more attendees…ask about our group rates

Payment Methods: Quicket / EFT / Credit Card / Debit Card / Cash at the time of booking

Each Attendee Will Receive:

Handouts of the slides Bill Gibson uses plus copies of “How To” Tools for future reference and sustainability.
A Certificate Of Attendance from Bill Gibson, Knowledge Brokers International SA (Pty) Ltd.
Plus R5 800 in Special Bonuses (No Charge). See below.

Special Bonus:

Each participant will receive Bill Gibson’s Boosting Sales & Profits With Focus Selling Program on a USB Memory Stick which includes 12 Audio Tracks and a 345 Page Learning & Implementation Guide valued at R4, 000. Bill also will include on that USB Memory Stick, a 90 Page Objection Handling Guide with 103 Common Objections we get in selling and examples on how to handle them valued at R1, 800. Total Value in Bonus Products R5, 800…FREE!

Bill is one of the world’s most credible masters on how to Bust Sales Targets In Turbulent Times. Be There…Seats Are Limited. “Book Now!”

To Enrol Right Now And Secure Your Seat Via Quicket Click Here: http://www.quicket.co.za/events/15872-busting-your-sales-targets-in-turbulent-times/#/

For Additional Assistance:

To use an Alternative Method Of Payment rather than Quicket, for Group Rates, to have someone contact you with More Information On The Event or for a FREE copy of Bill Gibson’s Quick eBook Guide to

“Making Your Tradeshow Booth Or Expo Stand Really Work” contact us at: bill@kbitraining.com or Phone +27(0)11-784-1720

Knowledge Brokers International S.A. (Pty) Ltd

5 Sandown Hills, 103 Katherine Street, Sandown, Sandton, 2196

Tel: +27(0)11-784-1720 Email: bill@kbitraining.com

“If you have found this blog article to be valuable for you and/or if you think one of your associates may be interested in the two day program “Bust Your Sales Targets In Turbulent Times,” I would be grateful if you “shared” it with your Social Media Networks. Also feel free to circulate it by e-mail or other means internally within your organization or externally to your clients, suppliers and personal and business network. Thank-you!” – Bill Gibson

Posted in Customer Service & Team Work, Economic & Community, Entrepreneurship & Business Ownership, Marketing - Internal & External, Sales & Key Account Management | Comments Off on Bill Gibson – What Profession Are You Really In?

Bill Gibson – Bust Your Sales Targets In Turbulent Times

Friday, March 18th, 2016

It is the end of the first quarter of 2016 and without a doubt we are facing turbulent times here in South Africa, other parts of Africa and the world in general and most of us are looking for quick yet effective ways to bust our sales

targets regardless of the economic and political conditions locally and internationally

At times like this each and every one of us have to take control of our own economies to maximise our sales and business results.

On April 14^th and 15^th I will be conducting a 2 day “Bust Your Sales Targets In Turbulent Times” seminar / workshop in Johannesburg, South Africa to help ensure that you bust those monthly sales targets.

Before I tell you about this 2 day “Bust Your Sales Targets In Turbulent Times” seminar / workshop let me offer some value upfront (which I believe is always important) with eight quick proven ideas to bust your sales targets immediately. We will call them “The Big 8.”

Note: If you want to learn more about the 2 Day seminar / workshop immediately and read The Big 8 ideas later just go to the bottom of the article where you will first find the details on the Bust Your Sales Targets In Turbulent Times seminar / workshop.

With The Big 8 ideas let’s start with a foundation thought. Professional selling is, “Continually walking into the world of uncertainty on a daily basis…certain of your success because you are practicing and using on a daily basis the winning habits, skills, processes, attitudes and methodologies used by those who are already succeeding at the highest possible level in your profession.” What I’m saying is that the “bank of success factors” are already there and proven. All we have to do is implement them on a daily, weekly and monthly basis. I am going to share some of those with you. Know that no one thing will bust your sales targets. It will be the compounding effect of a number of habits, skills, processes, attitudes and methodologies that you implement. What I’m going to do right now is give you 8 of the many quick ideas that could help you start right now to bust your sales targets in turbulent times. Remember, planning is important although “Action Creates Clarity.”

Stay in front of clients more often

Set a target for yourself and your people that each week by Thursday at 4pm everybody has 70% of their appointments for the following week (of their self-controlled proactive time) already booked and 30% for the next week. This helps with a fast start for the week, which gets the momentum going early in the week. Put in an Incentive each week for everyone in reference to reaching this appointment target. Add to this idea two early morning appointments each week and one late afternoon appointment. Starting earlier and ending later will increase sales. It increases the activity of being in front of clients more often. In turbulent or challenging times we need to increase our activities. On one survey only 12% of the sales force would take three “No’s” from a client and keep on calling. That 12% wrote over 80% of the sales in the group surveyed. Don’t give up too early. Be sure to add value on each contact…it is not about frequency to the level of annoyance without value add.

Phone in batches.

When setting appointments have your people sit down and phone clients in batches. That way you and your sales people gain momentum and energy with each call. Momentum and energy draws people to you and puts you in the maximum performance area where your mind is sharp and in the flow. Often it is necessary, although phoning in between doing other things doesn’t build momentum and it can often be disruptive to the flow. The key is to “get in the zone” and stay there.

Use meeting requests

The fact that most clients are running at capacity it seems to be getting more difficult to make contact with some clients by phone to set an appointment. Some of my clients are having great success sending meeting requests with a brief “captivating” reason for the meeting. Meeting requests are becoming a way of life. They’ve been pleasantly surprised by the number of positive responses they are receiving. This is outside of the box thinking.

Think share of wallet

Often we don’t need more clients we need more from the clients we have. Selling today is really about putting the client first. Develop a formal or informal client-needs analysis approach. Narrow your questions down to ones that truly help the clients explore all of their immediate, medium and long term needs, wants, preferences and desires. Last year I invested a fair amount of my time with one of my major clients conducting two and three day sessions with their acquisition and relationship managers, teaching them skills using a specifically designed Needs Analysis Questionnaire. It is becoming their competitive edge because it builds relationships, forces the salesperson to invest time with the client, the right questions are asked, all opportunities are identified and the clients feel they are finally being listened to. It also makes collaboration with other divisions and other providers more effective. The Marketing Analysis Questionnaire that I developed and used as a broadcast salesperson earned me the equivalent of several million rand a year over 30 years ago in Canada. If you think a needs analysis questionnaire is too traditional try developing a deck of cards with the top 20 needs, desires and preference a client may have. Toss them on to the client’s desk and ask the client to put them in order of preference of what it is important to them as a company and let them expand on each one with you asking questions and gathering more information. One of my clients often experiences the CEO calling others in to be involved. This is a great informal way to do a needs analysis. Make notes and / or record the session. Remember, be “Client Focused, Solution Driven And Relationship Sensitive.”

Think big

Many of my associates within the speaking and training industry ask me how I write million rand deals. I always ask how many million rand proposals do you have in the pipeline. They often say none. My answer… you will only write million rand deals if you have million rand proposals in the pipeline with a million rand value to the client. What I am saying is go fishing where the fish are. Here is an exercise I did with my team that gave us more than 300% increase the following year. We asked ourselves this question: “Which companies, organizations, institutions or government departments could invest R20 million or more, R15-20 million, R10-15 million, R5-10 million, R2-5 million, R1-2 million in a given year if we gave them a good enough reason to do it. Then we filled in the names of the companies and organizations in the appropriate category and came up with ideas on what they may need and proceeded to calling on these clients with a specific tailored strategy in mind with frequency of contact over a given period of time. Sales really jumped that year and we landed several of these clients. Focus on the right prospects and clients with the right frequency with the right database (frequency of contact) selling tools and methods with the right solutions. Categorize your clients/prospects AAA, AA, A, B and C. The Ds (Disengage) you don’t need.

There is gold in those hills

Put a special emphasis on your Develop clients. We categorize present clients under Retain and Develop and the prospects under Regain and Gain. In the Develop column you find the gold that is near the surface. A Develop client is someone who you are receiving a small amount of business from who has the potential of spending much more with you. A competitor may be their supplier of preference. Put a frequency of contact strategy together, along with value-add ideas, and conduct a proper needs analysis. You already have a relationship of one degree or another with the client. Accelerate your effort and build the relationship. Sooner or later in most situations the competitor will drop the ball and you are sitting in an excellent position to bring the majority of the business to you.

Remember, 81% of all conversion business comes from the fifth call and onward. Be there when they are ready to move.

Everyone is in sales

If you are alive you are in sales. In other words, we are all in the business of influencing others. If we are not directly in sales then we are in the business of supporting others in our company that are in sales and their clients. No sales, no jobs, no companies. Get everyone involved in sales. In small to medium sized businesses the business owner is often the best salesperson. Also senior executives in corporates are often the best salespeople as well. Don’t forget this. Clients and potential clients like to hear from the top person. Put together your own list of clients and get in front of the right clients more often. That could give you a big increase. Also have your service and support people involved. Have them make telephone calls in reference to client satisfaction and how and when your company can be of more help. Even your credit department needs to look for opportunities for additional sales. Give all your members (support people etc.) personalized business cards with their name printed on it and teach them how to prospect with the business cards. When one of my sons was 12 years old he gave his business card to an executive on a chairlift while going up a ski mountain. The president of the company called me personally to hire me. He was very impressed that Shane had a business card, a title and was part of the business. I’ve had some technicians in automobile dealerships bring in more clients than some of the salespeople because they were given personalized business cards and shown how to use them. The business cards will also give a sense of ownership and motivation to staff who have never had a business card. By the way both Nedbank Swaziland and MTN Swaziland took my suggestion and did this and it helped improve the results on their happiness survey with staff and management. (Group Cultural Audit).

Sales or revenue

Keep in mind that there is a difference between sales targets and revenue targets. I’ve had clients that hit their sales targets but missed their revenue targets because the revenue from the sale may come in over a 3-36 month period. In the early part of a 12 month period put a special emphasis on a “fast start” and try to have 70% of your annual sales target sold at the halfway mark. That helps with the revenue. Put in short term incentives for over-achieving in the early months. This also can be done in a given month. How about incentives that help salespeople hit monthly targets early? Try WIN IN TEN – by the 10^th of the month 45% of monthly target is reached. What about PLENTY AT TWENTY – 90% of monthly sales target achieved by the 20^th of the month. Also, be sure to measure. What gets measured gets managed and what gets managed gets done. Put a “peg in the ground”. The difference between a goal and a dream is – a goal is a dream with a deadline. The dream could have been “new stadiums in Soweto, Cape Town, Durban and Port Elizabeth here in South Africa. Chances are it would not have happened. It probably would have been “someday we will do it.” We won the bid for the 2010 Football World Cup. The deadline for the stadiums was June 11, 2010. They all got built on time. It became a dream with a deadline…which is a goal. Be innovative…think outside of the box and remember planning and ideas are great, but it’s action that creates clarity. Take your pick from the “Big 8” and start moving towards busting those sales targets in turbulent times.

I trust these busting sales targets gems have been of value to you.

It would be my pleasure to host you and your people on April 14^th and April 15^th, 2016 for “Two days of proven revenue boosting sales and personal marketing strategies / tactics / skills that can help you dramatically improve your results immediately.”

Thank you for investing your valuable time with me. I look forward to meeting you personally.

Bill Gibson.

Bust Your Sales Targets In Turbulent Times

International Speaker / Author /

Sales & Marketing Specialist

Bill Gibson

Thursday, April 14^th and Friday, April 15^th, 2016

Registration – 7:00am – 8:00am Seminar – 8:00am – 4:30pm

CedarWoods of Sandton, 120 Western Service Road, Woodmead, Sandton, 2148.

Bill Gibson And His Processes And Systems Deliver Results

Brendon Cowley and Nick Grange – Owners of C3 Shared Services (Pty) Ltd 16 March 2016 “Leaders In Intelligent Security Solutions.”

“The concepts you are teaching allowed me to build “Attooh” into a R100 million businesses in the last 2 years, Bill thank you for sharing!”

Wouter Snyman, CEO – Attooh Insurance Brokers, Pretoria and Cape Town 27^th January 2015

Jacques Kotze, Head of Facilities & Procurement – AURECON Group – Africa, Middle East

John Bush, Area Manager: Nedbank Limited, KZN Inland, Business Banking 26 March 2015

About The “Bust Your Sales Targets In Turbulent Times” Two Day Program

The competition are depressed, without energy and immobilised with fear.

The “advertising and marketing noise level” is much lower and it is easier to be heard and seen with less marketing investment and effort.

If you have the right solutions people want to hear them…never before have your clients and customers needed real bottom line assistance.

“A larger share of a smaller shrinking market is often bigger and better than a smaller share of a larger aggressive market”, cites Gibson a Canadian living in South Africa.

At this Two Day seminar / workshop you will be shown how to:

Take a “Down Economic Cycle” and switch it to an advantage with clients and customers resulting in a shift to a positive pro-active approach to succeeding in turbulent times. (Increase morale, sales and gain market share).

Take control of your own economy by staying in front of clients more often and focusing on what really counts. (Staying out of the melodrama of other peoples’ lives, ignore issues you cannot control and “focus on and mind your own business” and stay on track).

Implement the “Targeting Process” that has helped take Wouter Snyman’s company Attooh to a R100 Million in a few short years and helped many South African companies achieve major sales growth in a very short time period.

How to effectively “Win Back” lost or past clients.

Sure fire ways to attract and gain high value clients.

Turning low volume clients into big retain clients.

Keeping and growing your best clients and creating high barriers to entry for your competitors.

Launch a “Most Wanted” client’s program that can boost your annual sales results.

The five stages of getting to and staying at the Unity Stage of your client relationships.

Making Social Media “add to your income and your daily performance” rather than “reducing your income and taking away your daily productivity.”

Get up and stay up both mentally and physically during tough personal and business times. (A person’s ability to perform is only equal to their motivational and attitudinal level at the time…attendees will pick up “easy to apply” tips to keep themselves up and continually performing).

Turn objections and hurdles into sales with ease.

Sell to and connect with anyone, anywhere and anytime utilising the “Quick Read” tool.

Talk less and sell more by being client-driven and solution focused with the needs analysis approach to selling. Listen so others will talk and talk so others will listen.

and much much more.

Your Training And Development Investment:

R5 995 including vat per attendee (Lunch and Tea Break included)

3 or more attendees…ask about our group rates

Payment Methods: Quicket / EFT / Credit Card / Debit Card / Cash at the time of booking

Each Attendee Will Receive:

Handouts of the slides Bill Gibson uses plus copies of “How To” Tools for future reference and sustainability.
A Certificate Of Attendance from Bill Gibson, Knowledge Brokers International SA (Pty) Ltd.
Plus R5 800 in Special Bonuses (No Charge). See below.

Special Bonus:

Bill is one of the world’s most credible masters on how to Bust Sales Targets In Turbulent Times. Be There…Seats Are Limited. “Book Now!”

To Enrol Right Now And Secure Your Seat Via Quicket click here: http://www.quicket.co.za/events/15872-busting-your-sales-targets-in-turbulent-times/#/

For Additional Assistance:

“Making Your Tradeshow Booth Or Expo Stand Really Work” contact us at: bill@kbitraining.com or Phone +27(0)11-784-1720

Knowledge Brokers International S.A. (Pty) Ltd

5 Sandown Hills, 103 Katherine Street, Sandown, Sandton, 2196

Tel: +27(0)11-784-1720 Email: bill@kbitraining.com

Posted in Customer Service & Team Work, Economic & Community, Entrepreneurship & Business Ownership, Management & Leadership, Marketing - Internal & External, Sales & Key Account Management | Comments Off on Bill Gibson – Bust Your Sales Targets In Turbulent Times

Bill Gibson – Making Attending “Conferences & Events” Really Pay

Thursday, May 14th, 2015

“One of the goals in business as an entrepreneur, business owner, salesperson or marketer is to receive your best return on investment of your personal assets at all times. Those assets are your time, your energy, your ability, your money and your reputation (your brand). The key is to invest those assets rather than spend them. I have put together proven “how to’s” to make your attendance at events and conferences really pay. These tips can apply to any conference or event you or your people attend. My suggestion is to review this valuable document before attending and after attending an event.”

Before The Event

What are your objectives? Set some objectives or goals for the event. Examples:

Arrive back with a minimum of 20 excellent contacts for future business, future referrals, possible new team members etc.
As an individual or as a team member, each member will write down the three most important learnings that they will implement when they arrive back from the event.
Make it a team “upliftment” event. Take your entire team or take a client or potential client or even family members and friends with you (pick up extra tickets and take a client) and grow the relationship or meet them there if you know they are attending.
Have dinner after the event with a client or important contact who is attending the event.
Consider using the event for some specific prospect / client research that could lead to an appointment. Two or three questions will do. It is a mini needs analysis.

“Prioritise Your Objectives”

Be prepared: 90% Preparation 10% Perspiration! Have the following with you and/or review these tips to ensure that you maximise the learning opportunities and the contacts you make:

Lots of business cards, brochures, memory sticks etc. with you…set a target for giving away. If you are a student or are unemployed have personal business cards made up and carry them with you.
Good size book for making notes when listening to the presentation.
Small pocket size / purse size “lead book” for writing down contact details. Have symbols that tell you how urgent it is. E.g.: A “star” for important / immediate, “happy face” for later follow-up and a “heart” if you are in love again. LOL.
Have branded promotional items to selectively give away.
Brainstorm the questions, requests and objections people may pose once you introduce yourself. Be prepared with good clear answers.
Have your “smartphone” or “camera” with you to take photos that you can send to people later and post on social media…with their permission.
Have a quick training session as a team to go over how to best maximize our return on investment at the event.
Review the start and end times of the event. Be there 1 hour before the start of the event to maximize your networking opportunity. Have a map of where the venue is and count on heavy traffic. Leave early.
Have credit cards or cash with you for buying refreshments etc. (At some events you could purchase a Diamond ticket and let the organizers pay for your refreshments)…if this type of ticket is available.
Also in advance be sure to have your credit card or debit card or lots of cash with you so that you can take advantage of the special offers made by some of the speakers. This can help support you so that the information and the impact of the speakers can last for a lifetime.
Put together a “special introductory offer” in reference to your services or products if appropriate.
As a team, agree or decide on a dress code. Remember it is easier to dress down than dress up. E.g. It is easier to take off a necktie or jacket than find a necktie and jacket at an event. “In many situations we do not get a second chance to make a first impression.” Also…“We cannot judge a book by its cover although an attractive cover does earn the book a second look.” Look your best!
Remember, if you are engaging with someone and discuss your products or services remember to introduce advantages and benefits not just features.
At the event listen more than you talk. Ask meaningful open questions and do not over step boundaries with new contacts. Respect them.

“Listen to understand…not just to respond, defend, advise or sell.”

To ensure you maximize your learning opportunities and networking with the top 5% of attendees at an event like this make sure that the day off work (not earning) really pays by:
- Being in the front row sitting in a lounge chair. That way you are comfortable during the entire session and there will be minimal distractions. In addition you are close to the guest speakers and it becomes more personal. It helps anchor you for future recall of how you felt and what you heard. If there is such a special ticket like a Diamond ticket you would also be the first in the room along with other influential individuals.
- Take the special exclusive package, if you can, that gives you private registration and allows you to network with an exclusive group of attendees in a private room before the event and during breaks.
- Attend the luncheon with the speakers if there is such a package. Prepare a good question in advance for the speakers and get a photo with the speakers. Include that photo in your marketing materials, your “brag book”, on social media sites and display it in your office. It shows others including clients that you invest in personal and business development. The photo can also be an “ice breaker” and “open up” a conversation.
- Avoid the line-ups where attendees have to buy their refreshments. With a special ticket if offered, you can often be part of the exclusive group that has the organizers supply these extras including things like a manual, pen, free goodie bag plus a CD of the event for sustainability purpose.

Note: It may sound like I am encouraging you to enrol and purchase an exclusive type ticket offer like a “Diamond” Package. That is what I am doing. For the extra investment it could “Really Pay” you 10 times over. Saying that…a General Ticket or even a FREE Ticket at the back and no frills is still a good decision. I am only suggesting that you treat yourself as special to get your best ROI of your time, energy, ability, money and reputation (brand) if possible and if it is offered.

At The Event – Networking – “Leveraging Time and Energy”

The scope of networking is incredible. To give you an idea, consider the study that was done in the 1970s in which people in the United States were asked to try to get envelopes delivered to particular people in Africa. They had to pass the envelopes on to people they knew personally, who could pass it on to people they knew, and so on until it got to someone who actually knew the person in Africa and could deliver it there. The study tracked how many times each envelope changed hands before it got from a randomly chosen American to a randomly chosen African through people who knew each other. On the average, the envelope changed hands five times. Apparently, a similar study was done with envelopes going from West Coast of the United States to the East Coast. They got there faster than they did through the post office. (That was when post offices were effective). That’s the power of networking.

Imagine that the company you work for stopped all advertising, took down their online marketing, took the sign off the front of the building, took its name out of the Yellow Pages and all online directories and removed all the “normal” ways to build customer traffic. What could you and management do to generate new business? What if the company were in a really tight financial spot and did not have the money and leverage to join associations or run advertising or buy into a directory or even rent a list of contacts? Besides sales calls you and the rest of the key people in the company would need to start networking. Management would sit down with the staff and see what kind of options everybody had for finding leads and referrals. Networking is not only a great way of generating leads, but is a great way to reach someone faster than through the normal channels. We also grow and learn by networking with the right people…that’s why I recommend a Diamond Package at an event if it is possible.

In countries throughout the world there are tens of thousands of meetings being held daily. During these meetings, salespeople and other business people have a tremendous opportunity to gain new contacts, new business, retain business and develop their own professionalism. What is networking?

Networking is the name for the process that often bypasses the hierarchy of organizations and shortens the rapport and trust building process, with individuals. The right contact can introduce you to the right person saving you the hassle of dealing with unnecessary underlings. With networking you leverage your time. Meeting and associating with the right group of people can also enhance an individual’s knowledge and experience, increasing the chances of a more successful career. This is often as important as the contacts. New skills and knowledge allows you to do more in less time as well.

Following is a slightly adjusted Networking Guide For Business People that comes from some of my sales and personal marketing systems. It will give you the important basics of networking that can help you market yourself and your company more effectively at Conferences and Events.

Networking Guide for Business People

Who you are

It is “who you are” from the inside-out that will determine the type of people who will be attracted to you as network companions. Today, most people will not endorse you just because you are a friend of a friend. They have to believe you are a person of reputable character and good intent and can deliver. Remember, you are on stage at all times, so don’t burn any bridges. Build bridges, build relationships and you will build your business.

Strangers are opportunities

Most of us have been taught to be cautious of strangers. Someone who understands the power of networking sees every stranger as an opportunity. The opportunity could be someone you offer to buy a coffee for, open a door for etc. It could also be someone serving you at the event or even a salesperson attempting to sell you a product or service at the event. Be open. Treat all people with respect.

Don’t be a social climber

Networking is not social climbing or seeing a dollar or rand sign stamped on everyone’s forehead. You and I can recognize people who are out to make it to the top by using other people … and we become cautious when around them. Be willing to assist others along with receiving. Sometimes the most valuable benefit we receive is personal and business development through the knowledge we gain. The key is to remember to always be respectful, courteous and give value in some way for leads and referrals that are given to you.

Allow your contacts the room to say “no”

We have all experienced someone phoning us to ask if we are busy on Tuesday evening and when we answer “no”, they ask us to do them a favour like mind their children for the evening. Often by approaching with a question we set up and unfairly leaves the other person very few options. We don’t usually do this intentionally. I suggest that we tell people upfront exactly why we are calling and then they can easily side step the request if they wish to. We are not out to trap people. It is also wise to let a contact know that if they feel uncomfortable, you would feel okay if they did not give you a lead, or introduction. A great personal example of an upfront statement would be; “Jack I’m not sure if you can help me or not. Please say no if it is not convenient at this time. Mary and Charlie were going to mind our children on Saturday night while we went to a wedding. Charlie’s mom passed away and they cannot do it. Is it possible for you to mind our children on Saturday night?” This way I’ve given Jack the full story so he can say “Yes” or “No” without getting trapped. Usually we ask…what are you doing on Saturday night? They answer “nothing.” We say “great can you mind our children?” They are trapped.

Deliver results

Your results determine a big part of who you are. If a network contact gives you a lead, be sure to give a 150% effort when handling that lead. Be sure to phone your network contact and let them know how you made out. The objective is to become “referable.”

Don’t attempt to sell during social functions

At networking functions the prime goal is to “break the ice” and set up an appointment for further discussions and exploration. By attempting to sell yourself and your product while your new contact is trying to socialize could be perceived as insensitive, selfish and inconsiderate. The exception to this rule is when the other party literally asks you to do business here and now. That’s when the two of you move off to a quiet corner for a few minutes to complete the discussion.

Personal introductions

It is better to have a network contact introduce you personally to a prospective client than you phoning and saying Joe Smith gave me your name. A letter of introduction or a phone call in advance by your contact has more “clout” than the standard approach. Even a note on the back of the person’s business card or a quick sms from the contact who is introducing you can be effective.

Be the “host” or “hostess”

I have a friend who continually gets drinks and munchies for other people when at social functions. Many people get the impression he is the host even though he is a guest. This makes people more appreciative of “who you are”. Try it … it’s fun! Remember in new relationships others watch how you handle waiters, waitresses, parking attendants etc.

Maximize your business cards

Give your business card to new contacts at the beginning of a conversation so they have something to refer to for remembering your name and company. I would also suggest that you design a business card that folds and has your services on it. The business card is a sales tool. When leaving tips, or buying merchandise, leave your card so people know you and your company. When you receive a business card…accept it with both hands, look at it, make a compliment and then respectfully put it away. Also handle your business card with respect and care.

Make it clear what you do

Many businesses have missed out on tremendous opportunities because their friends, relatives, and associates did not know exactly what their career entailed and why the service or product provided is better than the competition. We have all heard of the elevator pitch. Barry Mitchell a top sales trainer in South Africa and good friend of mine has a great format. I married it with my 7 step approach and used the 5 steps. Make sure you have a good intro. I like intro better than “pitch.” Here is one I use following the 5 steps. See the template below and develop two of your own.

5 Step Elevator Intro (Pitch)

	Example	Intro 1	Intro 2
1. Name	“I’m Bill Gibson”Attendee: “I’m Siya Mapoko…Bill what do you do?”
2. Credibility	“I’m the Chairperson of a company called Knowledge Brokers International located in South Africa, Canada and the Middle East. I have been in the sales & training development industry for over 45 years.”Attendee: “That’s interesting.”
3. Time Frame	“In the past 20 years my team and I have been helping dozens of South African and International sales forces increase their sales in less than a year by as much as 300%. For example…”
4. Statistics	“…Vodacom Direct increased their sales by over 100% in less than 6 months when we conducted a sales intervention for their contact centre.”Attendee: “That’s impressive”
5. Question	“I can’t promise you the same although would you at a convenient time be interested in looking at the processes and tools that helped our many clients achieve similar results?”Attendee: “I sure would be!”

After The Event

Set up a follow-up system

Organize a system so that you immediately follow-up your contacts. Always carry a small notebook with you when at Networking functions or cards to write details on. You could use your tablet or smartphone also.

Send useful materials

Become a researcher and photocopy or scan useful information that your networking leads would appreciate receiving. Whenever you visit a potential client, take something useful to them.

Edit your contacts

After an event most of us have far more leads than we can handle. Edit your names to establish priority leads and focus on those first. Break them into potential AAA, AA, A, B, C and even D (Detach).

Finder’s fee

If your business can warrant it, pay a finder’s fee to sources that refer business to you. The money is a reflection of your thanks. The finder’s fee could be theatre tickets, airline tickets, a weekend for two in a hotel, etc. Be sure it fits the governance of that person’s organization.

Join the right organization

Your time is extremely valuable, so carefully assess which organizations or events provides you with the strongest opportunity for networking. I am not suggesting that you drop out of your charity organisation role or “Big Brother” or “Big Sister” organization, but I am recommending that for the purpose of networking, “look before you leap”.

Hold your own networking function

Hold your own VIP lunches and breakfasts or parties at specific times of the year. Invite the right people.

Permission To Contact

Remember, once again, one of the main objectives of a “Be Seen” strategy is to build a data base of prospects and clients who have given you permission to contact them. This way you are not using Intrusive Advertising and Marketing…you are using Permission Based Marketing and Selling.

12 Point Guide To Making It Happen…From Ideas To Action

Train Each Other

If we really want to learn something the best way is to teach it to someone else. For the next 3 months have team members (one or two at a time) review a learning they received at an event.

Listen To Audio CD’s / Watch DVD’s

Purchase audio CD’s or DVD’s from the speakers and play sections of them at each meeting and discuss how to use the material, the benefits etc.

Start Now

Most of us have a tendency to procrastinate on moving forward with projects and ideas. It is often because we are not sure if this is the right time, if we have the “know how” and whether or not the way we have chosen is the correct way. Post this statement in several places where you can see it. It will definitely help you move forward.

Boldness

If Not Me…Then Who?

If Not Now…Then When?

If Not This Way…Then Which Way?

Do It Now!

Think of the times you have not gone after something because you did not feel qualified and later you find out someone else less qualified than you got it. Don’t wait…Think…Start Now!

Watch Out For Sabotage

Within every one of us there is a part of our ego that likes to sabotage us just before we are about to win. When it comes to implementing new ideas where we are on a schedule of developing new habits the “sabotage” ego often steps in. Here is how it happens

You decide to exercise four days a week. The first few weeks you are right on schedule then one night you go out and over indulge with friends and don’t feel like exercising the next day. You drop your exercise that day and a day later you are exhausted from working and you skip another day. Inside of you a part says “I blew it, what is the use? I am off my schedule.” At that point many people give up on themselves. Here is the key.

Just start again as if you had not even missed a day. Compliment yourself for starting again and just say you will do better this time. Most important of all is: Do not beat yourself up. Just get back in there and laugh it off.

This type of scenario could happen when you decide to make a certain number of calls each day, decide to go to work early each day, etc. It is not easy to develop new habits overnight. None of us can control all the external circumstances that assail us. The only thing we can control is our reaction to those situations. So be ready for that part of you that may try and sabotage your actions by making you disappointed in yourself. Be kind to yourself and “laugh off” that part that tries to play the sabotage game.

Know Why

It is tough to follow through on actions, especially during challenging times, if we do not understand the “why’s?” Whatever action you are working on, take the time to list all the benefits and rewards you and others will receive by you accomplishing what you have set out to do. Knowing “why?” is the fuel of motivation. With the motivation you will find the “how?”

Get Quick Results

If you have to wait forever to see results it is easy to lose momentum. It is important to pick several “to do’s” that you can accomplish quickly or that show quick results. As you know, in selling, if you start off the day with a couple of small sales, it still feels great and you automatically pick up speed. Make sure you see quick results.

Visual Action

Another way to keep things moving is to start off with projects or actions where you and others see the action visually. If the name of the company on the door of your car was an idea … do it immediately. You can see it … it means you have moved to action! A new suit, a unique business card, a personal marketing brochure or a powerful visual presentation can motivate you and others. You can see the action. If you are working on a three month project try and execute a visual action every couple of weeks. After an event put up reminders, posters, quotes etc. immediately.

Keep Score

If people played sport and they did not keep score there would be very few players and virtually no fans. Everyone likes to know how well they are doing. Visual graphs, milestones, daily and weekly feedback on what has been accomplished, helps to fuel the fire of motivation. On long term projects the real result may not be seen until it is complete, but the motivation can lessen because of a lack of feeling of accomplishment. Set milestones and see them as “points of achievement.” This is a way of keeping score. It is also important to stop and celebrate how much you have achieved. The difference between a goal and a dream is a goal is a dream with a deadline.

Utilize A Mentor/Model

If possible seek out other people or companies that have accomplished or are experts at what you are trying to do. Study these people and if possible meet them personally. As you get to know them, you will realize that these people are ordinary people just like you. At that point you realize that if they can do it, then it is possible for you too. These people and companies become models of possibilities. An indirect mentor/model is someone who you do not know personally, but you study them through books, CD’s etc. A direct mentor/model is someone you invest time with and study and learn about. Remember the more you get to know mentors the more you realize they are not perfect. Don’t write them off. Celebrate, because if they can do it with their problems, it means it is possible for you too.

One To One Support

This is different than a mentor/model. This is where you ask an associate, sales manager or a friend to act as a monitoring and support person. The role of this person is to see and hear what you plan to do, make suggestions, act as a sounding board and have regular meetings with you to monitor your progress and your motivation.

Include More Morale Boosters

When you are attempting to implement a number of new things in your business or personal life, you need periodic morale boosters. We are surrounded with negative news, “can’t do” thinking and unsupportive people. Set up a schedule over the next six months that includes two of the following each month:

Listen to a complete set of audio CD’s on sales, motivation and/or personal development.
Read an inspirational book that will improve you personally and in business.
Watch DVD’s, YouTube Clips etc. that encourage self-improvement or improvement in business. This also includes viewing the CD’s and DVD’s from the event several times. Each time you will get a new meaning from the CD’s and DVD’s.
Attend a luncheon/dinner/conference to listen to another inspiring speaker.
Attend additional training programs that can add to and support what you are doing

Reward Yourself In Advance

Have you ever given a waiter or waitress a tip before they served you? Try it? You will be amazed how quickly they become motivated. The same principle can apply with you. There are things you may want to reward yourself with for the project or action you are going to take before you actually do it. That is like someone getting a new job and he or she goes out and buys a new outfit to help her perform better. It is a reward in advance of doing the actual work. Look for ways to reward yourself in advance. It is inspiring.

I trust that you and your team members have had a quick “tune-up” and that you will now maximize your return on investment even more effectively…before, during and after Conferences and Events.

If you are a sales director, sales manager or executive who frequently runs meetings and would like a copy of my 24 Point Guide on “Putting Sizzle Into Your Meetings” please e-mail me at bill@kbitraining.com or phone us at +27-11-784-1720 in Johannesburg, South Africa.

Otherwise…I will see you on the 29^th of May in Johannesburg (Brian Tracy & Friends) or in Nigeria on the 6^th of June. (The AYEEN 2015 Networking With The Giants Conference)…be sure to introduce yourself to me. Enjoy the great speakers…I will be “on stage” at both events.

To make contact with the event organizers, to order more tickets or for general enquiries the AYEEN Team can be contacted in Nigeria at: 081-520-69933 / 081-282-43059 or Head Office +27-11-791-6390 (Johannesburg, South Africa). Their website details are: http://www.ayeen2015.org/ For the Brian Tracy & Friends Event in South Africa on May 29^th you can contact the organizers at 0861 000 539. Their website details are: www.realsuccess.net / www.realsuccessclub.net.

To view the T.V. commercial for me appearing in Lagos, Nigeria on June the 6^th click this link: https://www.youtube.com/watch?v=o1C1IDkd5Ts.

Posted in Entrepreneurship & Business Ownership, Management & Leadership, Marketing - Internal & External, Sales & Key Account Management, Social Media, Training & Speaking | Comments Off on Bill Gibson – Making Attending “Conferences & Events” Really Pay

Bill Gibson – Get A Fast Start For 2015

Friday, January 16th, 2015

This month I am working with several clients and their sales and support personnel on How To Get A Fast Start For 2015. As we all know, just like in sports…a fast start can often help win the game early. Following are 13 (lucky) concise tips that may help you and your team members get a fast start for this year:

Make Reality Your Friend – Overcome Denial: It is important to know where you are at in order to get to where you want to go…face reality…believe it! If you are behind budget, have a big client cancel etc…don’t say “I can’t believe this.” Believe it…be honest about your situation and start there. Make reality your friend…don’t deny it. A captain of a ship was once asked what information he needed to reach a specific destination. His answer was “firstly I need to know the name of the destination for example, London, England…but just as important I need to know where I am at on the ocean before I start. That way I can plot my way to London.” Face Reality…start where you are really at.
Break Your Targets Or Goals Into Smaller Chunks: Decide on your targeted numbers or activities and then break it down into weeks and then into daily targets. Check your results twice daily “What Gets Measured Gets Managed And What Gets Managed Gets Done.” When you mark off a “To Do” what happens is you get a feeling of achievement, that achievement creates energy and the energy in turn creates spirit. Great way to boost your spirit.
Plan Or Review Your Day The Night Before: Plan your daily activities the night before and let your subconscious work on it while you sleep. That will start your day with momentum. Momentum is one of the keys to success.
Utilize “To Do” Lists Daily: A Daily “To Do” list is a short term sales or work on business plan. Mark them off as you accomplish the “To Do’s.” Consider a “not to do list as well.” This list may be what is hampering you to complete the “To Do’s.”
Increase Client Visits By 20% Over The Next 3 Months: Logic says by increasing your visits or phone calls you will automatically increase your business and other vital results
Early Morning Appointments: Having 7:00am breakfast or coffee appointments one or two days a week ensures a fast start (Momentum) and done weekly could produce miracles. You very seldom cancel a meeting. It is a great way to help with self-discipline.
Book Two Weeks In Advance : For next week 70% of your appointments booked out by Thursday afternoon of this week and 30% booked for the following week (pro – active time). You will have a good weekend and have momentum early in the week.
Last Call Or One Last Task Of The Day: Just when you are about to “call it quits” for the day make one last phone call or personal visit or last task. It can turn a slow day into a great day.
If You Are Hot Don’t Stop: When you are on a “roll” don’t stop! Capitalize on the momentum. Momentum seems to bring lucky breaks.
“Ask for the business even at the risk of getting it.” Always be asking for the business…give us a try? What else can we do for you? What do you see you may need help with in the future?
Target With Frequency: Increase the frequency and quality of contact with our best clients and our competitors’ best clients. 80% of the business will come from 20% of your clients.
Keep Score: If athletes played sports and they did not keep score there would be very few players and virtually no fans. Everyone likes to know how well they are doing. Visual graphs, milestones, daily and weekly feedback on what has been accomplished, help to fuel the fire of motivation. On long term targets the real result may not be seen until it is complete, but the motivation can lessen because of a lack of feeling of accomplishment. Set milestones and see them as “points of achievement.” This is a way of keeping score. It is also important to stop and celebrate how much you have achieved. Ask the question…“What can you, the team members, team leaders, and management use as a “measurement” or “score keeping” process to sustain actions and motivation on reaching targets.”
Utilise Credible Endorsements: What others say about you, your product, service or company is much more credible than what you or I say about ourselves and our products etc. This year utilize credible endorsements as often as possible.

An example of that is a posting we just posted on LinkedIn and Facebook. It’s for a FREE Webinar I am conducting on Tuesday, January 20th, 2015 from South Africa. The posting is posted below.

“The most inspiring, amazing & comprehensive Sales, Business Development & Marketing Programs on the planet. Wow!” – Dr John Demartini, Bestselling Author of “How to Make One Hell of A Profit and Still Get to Heaven”, “The Riches Within”, “The Breakthrough Experience” and contributing author to “The Secret”

This is what this world renowned author/speaker/teacher says about Bill Gibson’s Sales & Marketing Material.

Join me, Bill Gibson, & register “now” for my FREE Ultimate Marketing Webinar on Tuesday the 20th of January at 7:00am S.A. time. Webinar Seats Limited. This Webinar is part of the entrepreneur.co.za Ultimate Webinar Series. http://www.entrepreneur.co.za/the-ultimate-webinar-series/

Please feel free to register for this FREE Webinar if it is of interest to you. It would be great to connect. All the best with your Fast Start For 2015.

In February I will also be conducting 2 Day Intensive Workshops on Making “Real” Marketing and Selling “Really Pay.” The workshops will be held in Durban, Cape Town and Johannesburg. For more information go to the following link: http://www.entrepreneur.co.za/how-to-make-real-marketing-really-pay-2-day-event/ or contact our office directly. Our office contact details are below.

Posted in Advertising & Promotions, Entrepreneurship & Business Ownership, Management & Leadership, Marketing - Internal & External, Sales & Key Account Management | Comments Off on Bill Gibson – Get A Fast Start For 2015

Bill Gibson – Set And Achieve The Coming Year’s Goals

Friday, December 12th, 2014

Research shows that only 4% of the population actually have written goals and the 4% who have written goals achieve them 95% of the time.

Believe it or not…goals can be so powerful they can actually help people delay dying by a brief period.

In China one group surveyed death patterns. They discovered that just before the Chinese Moon Festival there was a 35% drop in deaths and that immediately after there was a 34% increase in deaths. People briefly delayed dying until the festival was over.

In another survey with a specific religious sector of elderly people they discovered a 34% drop in deaths 1 week before a major annual religious holiday period and a 35% increase in deaths immediately after…the amazing power of goals.

Most people don’t have goals. They have wishful thinking. What is missing with wishful thinking is clarity of purpose, actions and time lines that get them there.

Goal setting is one of the most important habits and abilities that a business owner can have. According to Dr Lee Pulos, having a focus on a self-determined destiny or goal, is the one quality consistently found in people who are high achievers.

With goal setting it is important to make sure that your goals are achievable goals. If they are sales targets they should be achievable sales targets. Goals need to be attainable and realistic. One of the common reasons for depression is continually having goals that are unfulfilled.

According to Dr Lee Burke, children who grow up to be happy children are continually given goals by their parents, but they are achievable ones. Achievable goals create happier people. So, keep setting new but attainable goals and maybe some day you will laugh as often as a child. A child laughs on an average of 400 times a day, the average adult laughs 15 times a day.

Let’s look at how I can help you set and achieve your coming year’s goals so that you not only become a more prosperous business owner, salesperson or executive but also an even happier person.

To make it quick and simple for you I have simplified the process with 5 Steps.

Step 1: Choose Your Goal

The first key to success in any area of your life is to know what you want with no indecisiveness whatsoever. Once you really know what you want you have clarity of intent. The clearer your intent is, the greater the emotional desire is to obtain what it is that you want and the sooner you will experience it becoming a reality.

As a business owner, you will choose the areas that you want to achieve specific results in. Those areas could be:

Increase our turnover or my sales from 2 million to 3 million
Increase profits by 10%
Open three new market areas this year
Launch a small telemarketing division that will achieve 20% of our turnover
Hire and develop a sales manager to take over the managing of the sales force
Build a 6 month Cash Reserve for the business by December of next year.

In your personal life it could be goals for:

Good health, energy and vitality
Financial security for you and your family
An enhanced spiritual life
Mental and personal development
An improved lifestyle

With any potential goal, ask yourself the question…do I have the time, energy, ability and desire to commit to this.

Start only those you want to achieve and the ones you know you will persevere forward with and enjoy the journey moment by moment because you probably will experience the long dry desert called The Dip before reaching your goal. Ask yourself, “in my heart do I really want this? Is this my goal or is it someone else’s goal and I think it is mine?” Be sure it is your goal!

Remember: “When The Mission Is Clear “Abundance” And “Know How” Will Appear”

For clarity your goals must be Smart Goals.

S	–	Specific
M	–	Measurable
A	–	Attainable
R	–	Realistic
T	–	Time Limited

You also want to make sure your goals align with your personal values and personal beliefs. If the goals do not align you will continually sabotage your progress.

As an example of a goal let’s assume your specific goal is to hit 3 million in turnover this year. Now that you have chosen a goal we go to Step 2.

Step 2: Break Your Goal Down Into Smaller Goals

There is the old saying, “How Do You Eat An Elephant?” The answer “One Bite At A Time”.

To achieve any goal you must break the goal down into smaller digestible bites or into smaller chunks or more narrow time frames.

For Example: you now break your 3 million goal down into sub goals.

Your goal is to generate

600,000.00 in the first quarter
700,000.00 in the second quarter
800,000.00 in the third quarter
900,000.00 in the fourth quarter

In the first quarter you break your goal down to:

January 150,000.00

February 200,000.00

March 250,000.00

Total 600,000.00

You then do the same for the second, third and fourth quarters. By breaking the big goal down into smaller chunks, you began to see how it is possible and reasonable to attain the goal.

Step 3: Action Plan

At this point you put together an action plan broken down into monthly, weekly and daily activities to achieve the smaller goals that will eventually lead you to achieving the overall goal.

To simplify an explanation of an action plan, we will utilise the previous example. Let’s say your average sale is 5,000 and you have three sales people.

It takes five client “face to face” meetings to close one deal
That means the following:

In month one your team needs to see 150 clients to close 30 sales at 5,000 per sale.
In January they only have 15 working days.
You decide you need two of your salespeople to see 3 clients per day and one salesperson has to see 4 clients per day. This will give you your 30 sales for the month of January.

The key here is you have your team moving to action daily with specific activities.

Action is vital. Motion creates emotion that in turn creates more motion or more action. I think Abraham Lincoln summed it up well with this statement: “Things may come to those who wait, but only the things left by those who hustle.” Move to action…you and your team do not want the “leftovers.” Remember, planning is great although “Action Creates Clarity!”

Step 4: Set Up A Measurement System

“What gets measured, gets managed, and what gets managed, gets done.” You need to have a system that measures your progress. In other words “Keep Score” so you can pat yourself and your team on the back for how far you have come. You can also see whether or not you are ahead or behind in the activities needed to reach your goal. By having measurements you receive a feeling of achievement when you accomplish the task or are ahead of schedule. It gives you short time measurement targets to reach for. You can also see if you are lagging behind. That awareness can then stimulate you to increase your actions, adjust them or change them. Measurements in the example would be measuring the activities, the number of sales and the average sale size. Put up a “results and measurement board” so the team can see it. Track it by the day.

Step 5: Rewards

Have celebrations and rewards along the way to reward yourself and your people for a job well done.

Additional Tips

Add these additional tips and you are well on your way to achieving your goals for the coming year.

Be clear about your motivation. Make a list of why you want to achieve the goal. The why is what really motivates?
Interview people who have achieved a similar goal and gather stories and articles about how different people have done it. You need “models of possibility” directly (face to face) and indirectly (stories and articles).
Draw a picture or create a collage of photographs of what your goal is, or “how you will feel” or “what you may receive” when you reach your goal. Make up a screen saver with your goal on it.
Develop some self-talk statements or affirmations that support your goal.
Set up some type of measurement system and have rewards at certain points of accomplishment.
Make them visible, carry them with you and review them regularly.

May you have health, wealth and happiness in the coming year!

In February I will be conducting 2 Day Intensive Workshops on Making “Real” Marketing and Selling “Really Pay.” The workshops will be held in Durban, Cape Town and Johannesburg. For more information go to the following link: http://www.entrepreneur.co.za/how-to-make-real-marketing-really-pay-2-day-event/ or contact our office directly. Our office contact details are below.

Also, if you have found this blog article to be valuable for you, I would be grateful if you “shared” it with your Social Media Networks. Also feel free to circulate it by e-mail or other means internally within your organization or externally to your clients, suppliers and personal and business network.

Posted in Entrepreneurship & Business Ownership, Management & Leadership, Personal & Spiritual Development, Sales & Key Account Management | Comments Off on Bill Gibson – Set And Achieve The Coming Year’s Goals

Bill Gibson – The 5 Keys To Profitable Marketing & Advertising

Friday, November 28th, 2014

Two weeks ago I travelled to Durban, Cape Town and Johannesburg, South Africa with entrepreneur.co.za speaking on the Real Success Tour. My topic was “Real” Marketing From The Inside Out. Part of my speech was focused on The Five Keys To Profitable Marketing & Advertising. We have had several requests from attendees to write a blog on the subject and expand on what I shared with the 3 groups.

In order to effectively utilize the five areas of “Real” Marketing From The Inside-Out…Attitudinal Marketing, Face To Face Marketing, Environmental Marketing, Extended Personal Marketing and Media Marketing it is important to understand “The 5 Keys To Profitable Marketing & Advertising.”

To simplify, there are five key elements of marketing (1) Positioning, (2) Strategy, (3) Creativity, (4) Frequency, and (5) Reach. Most people misunderstand the first three basic concepts and often make the mistake of buying into or putting the creativity first and then trying to set up their strategy and positioning. This is usually not the best sequence. When you are talking about developing the sales, marketing, advertising and promotion side of your business, you have to determine your positioning first.

1. Positioning:

What do I mean by positioning? Well, I’m sure that you have walked into a clothing store and left within a few minutes because you decided that it was not the place for you. That store was not geared to your type of personality, your economic situation, and so on. It was not positioned for you. Or you may walk into a restaurant and within a few minutes feel uncomfortable. However, that restaurant may be packed with people who are happy to be there because it feels comfortable to them. It has obviously positioned itself to attract a specific group of people and make them feel good. The restaurant would not be successful if it had you as a target customer with its present atmosphere.

Determine how you should position your business. The key questions to ask yourself are (1) Who are you positioning your business for? and (2) How do you position yourself to attract them?

First you must determine everything you can about your potential customers. You must know their demographics – age, gender, living area, and income etc. You also must research their psychographics – that is, what they like to do. For example, you may have two groups of people in the same age range and with the same incomes. However, one group likes to braai in the backyard, drink beer, get together with friends, and go out to the lake; the other group likes to go out to beautiful restaurants, go to the theater, and drink fine wine. So demographics tell you what your potential customers are, and psychographics tell you who your potential customers are. Psychographics are often determined through reading habits, listening choices, viewing decisions, clothing, favorite places, hobbies, tastes in entertainment, and living area…in other words “lifestyle.”

How do you position yourself to attract your target market? First, be sure your business location fits your target market. I know of a beautiful seafood restaurant that opened just one block too far down the street. The owner was from another city and assumed that the location was okay. The block he was on had, prostitutes at night. He was used to that in the big city, but the conservative residents of this smaller town were not. They stayed away, and he went out of business.

It is also important to make sure that the advertising fits the people and that your services are appealing to them. The training of your staff, the sales approach you take, the character of your building, the inside of your office or store, the promotional and advertising materials you use, the places you frequent, the traditional media and social media you use and the prospects, clients and customers you target will “roll out” from your positioning.

2. Strategy:

Once you have determined your positioning, lay out your strategy. What are you going to do to reach and attract these people? Strategy is important. Through strategy many businesses have grabbed major market share and over time have become number one. Strategy is often what makes the difference.

When determining a strategy, you must understand your competitors, the market and especially your niche market. Then you must decide whether you’re going to do defensive marketing, offensive marketing, blanket marketing or commando marketing. Your size, ability, flexibility, and the amount of market you are dominating will determine which of these four basic marketing strategies you should use.

Commando marketing may be used if you are a small business or if you are a large company moving into a market that is strongly held by competitors. With this strategy you use innovative promotional ideas that are delivered literally in person. It could be that you and your team inundate a conference: take a suite, fly in 500 lobsters, and put on an excellent reception for clients. At the suite, your clients meet your technical and service people along with the marketing people. They all leave with a personalized gift and a piece of advertising in hand. Later you follow up with a phone call. This advertising is not public. It is more personal. You may not be able to go head to head with the competition, but you try to get a good toehold in the market before your competitors realize you are a threat.

Attack marketing is used if your business is a good size and is strong and innovative. You may be the attacker or the aggressor that keeps the big competitors on the defensive. Using attack advertising and marketing, you decide on specific areas or times to try to dominate the market.

Blanket marketing is used to cover the entire market. It requires a large advertising and marketing budget. If it is the best time of year for marketing, and if a good return on investment is possible, you may hit every conceivable medium that reaches your potential customers.

Defensive marketing allows a large company that dominates its market or even a small company who dominates a niche market to defend its customer base. Knowledge and tracking of the competition is important when you are in this position. Sometimes your best defense is a good offense, especially if the attacker is showing signs of disorganization or weakness.

Often a company may use a combination of these four marketing strategies. Large companies that are spread out over great distances usually have different branches at different stages of success. Some branches may be using commando marketing; the more established branches may use defensive marketing.

After you decide which marketing strategy suits you, determine whether the advertising and marketing is going to be social media, television, radio, direct mail, SMS, e-mail, billboard, newspaper, magazine, or a combination of these and other media. Once you know the positioning, you will know what radio stations your customers listen to, what television shows they watch, what newspapers and other publications they read, what lists to buy what social media posts to boost, where they drive, what streets they live on, and what billboards are in their area. (There are statistics from ad agencies and media reps that can give you this up-to-date information.) Track the results of your marketing, and don’t be afraid to make a change.

Of course, you have to keep in mind how much money you have. Say you are aiming at thirty- to thirty-five-year-old males with above average income and you only have R25 000 to launch your product. You may do a survey in an upscale shopping center for that target group. You look for men between thirty and thirty-five years old and ask them to participate in the survey. The questions would focus around hobbies: what sports they play, what radio station they listen to, what clubs they belong to, what kinds of cars they drive, what magazines they read, where they shop, and so on. You use this information to select the specific ways to reach them. With R25 000 you may decide to cosponsor an event with a major clothier, a health club, or a magazine.

3. Creativity:

So now you have determined whom you want to reach and how you want to reach them. The third key element of marketing is creativity. You must design and produce ads and marketing tools so that they fit the positioning and strategy. Also make sure that is has impact and stands out from the crowd. For example…many years ago in Canada I created a personal marketing brochure that was aimed at advertising, marketing and sales organizations and wanted to differentiate myself by really standing out from the crowd, have impact and show how credible I was as well as creative. I put a 3D photograph on the front cover, the inside had a pop-up of me that surprised people, also I had credible endorsements on the inside and the back cover displayed an article from BC Business Magazine (of which I was on the cover), a picture of my family (down-to-earth and a family man) plus a simulated posted note with a note from the president suggesting I be hired and a list of my many clients. You could use all of the ideas on a website or landing page these days with your social media marketing. Below are the three slides that I used on The Real Success Tour to tell the story and demonstrate impactful creativity to the entrepreneurs and business owners that were present. (As an aside…my two sons Ryan and Shane could be quite naughty…on about 20 of my brochures they cut off three of the fingers on my hand on the centerfold pop-up and unknown to me 20 potential clients received them!!! All 20 called and embarrassingly I had to explain what happened…we had a good laugh and the majority of them hired me) 🙂

4. Frequency:

In my opinion, the most effective element in selling, marketing and advertising is frequency. If you reach 10 000 of the right people ten times rather than 100 000 people once, your advertising rands will be much more productive. To obtain more frequency, run several commercials on the same television program or the same radio time block, on the same radio newscast every morning, or run several ads in the same newspaper on the same day. The key to obtaining value from frequency is to increase impact by reaching the same consumer several times. In sales it is better to reach 50 of the right people 10 times with the right methods than 500 people once.

A one-time pizza commercial on a late night movie will have to be a great mouth-watering event to motivate a consumer to purchase. The same commercial run several times during the show can dramatically increase response. Even though you may reach a small number of people, if they are the right people and you reach them enough times with the right message to make them respond, and it is affordable, you have effective advertising.

One of my clients, Terry Straker, and I really blew the minds of the media reps in Calgary by buying two or three commercials for Terry’s company during one half-hour TV show. TV station personnel told us we’d still get the frequency we wanted by spreading the commercials out between programs that eighteen- to twenty-four-year-old males watch. But who was to guarantee that the same viewers watched all three programs? By placing the commercial in the specific TV show three times in half an hour, there was a much better chance to reach viewers two or three times and move them to action.

5. Reach:

Reach is the total number of different people or companies you reach. In most cases, the media advertising mediums would rather see you spread your advertising out. It gives them a chance to sell more clients into specific “air time” programs. For example in Radio and TV a lot of their commercial packages are spread across time slots so that they can move their inventory more evenly. If you really spread out, you’ll reach more people fewer times. There are times when you may want to do this. Maybe you are creating an awareness of a product or service just to back up a sales team. At a time like this, a widespread reach could be more important than frequency. The tighter you pull the scope of your advertising in, the fewer people you will reach – but you will reach them more times. Your reach depends on the budget. Go for frequency first, and then spread out to reach more people if you have the money to spend. Reach depends on the budget you have. This includes use of Facebook, LinkedIn, Twitter, etc. as well. One way to build frequency is to repeat a specific point several times within a thirty-or sixty-second commercial or social media adverts or in a print ad or billboard. If a specific point hits you three times in a commercial, social media advert or social media ad and you hear or see the ad three times, that means you got that point nine times. Too many people try to do so many different things in their ads that they lose the impact of a specific message.

Again, remember, Frequency first and then Reach and Reach depends on your budget. Good luck!

Posted in Advertising & Promotions, Economic & Community, Entrepreneurship & Business Ownership, Marketing - Internal & External, Sales & Key Account Management | Comments Off on Bill Gibson – The 5 Keys To Profitable Marketing & Advertising

Bill Gibson – Stand Above The Competition With Top Level Decision Makers – Part 2

Wednesday, October 1st, 2014

As a continuum from last week’s article I am giving you more vital tips to help you Stand Above The Competition With Top Level Decision Makers.

Exude Massive Energy: It takes energy to succeed. Going the extra mile and putting in the extra effort and extra hours to properly service your clients requires a high level of energy. Top Level Decision Makers know this. Exude a high level of energy and dedication when you are around them and their associates. Be known as someone with massive energy and enthusiasm. As a bonus you actually reward yourself with extra energy because energy begets more energy. In turn that affects all aspects of your life. There is a saying “the person with the highest energy usually has more affluence than those with the lowest energies.”

Best First Impression Possible: There is a saying that you don’t get a second chance to make a first impression. This is not always true but with Top Level Decision Makers it is often true because their time is valuable and they make up their mind about you fairly quickly. Your attitude, your appearance, the energy you give off, the knowledge of your products and services, your information on his or her business and industry, must be superior and your ability to communicate must be fine-tuned when you get in front of him or her in the beginning. If you “Blow It” you may never get a second meeting.

Exceed Expectations Consistently: Exceeding expectations once will not impress the Top Level Decision Makers. They know that most salespeople will do that to impress them. Consistently exceeding their expectations will separate you from the majority of other salespeople. This definitely will influences them in a positive way.

Valuable Growing Asset: Make sure they view you as a valuable asset to them and their organisation. To put the “cap on it” have them see you growing more valuable to them day by day. Eventually their goal will be to retain you as a supplier because of the value you offer. (Unity Stage of the Relationship).

Be Indispensable: Become such an asset that to them you are indispensable. In other words they see you as irreplaceable. Often you can achieve this by being a valuable resource. In other words whenever they need any information, contacts or need a supplier or need to make a purchase they phone you and you are the one that makes their job easier by utilising your Network or Knowledge.

Display Continual Self Development: Demonstrate that you are on a “never ending journey” of self-development. Share information on books, audio CD’s, DVD’s, online resources, ideas, authors, seminars and conferences that you are being exposed to that may be of interest to the Top Level Decision Makers and their team of people. If the decision maker also expresses interest in certain topics give him or her books, articles, CD’s, DVD’s that he or she may enjoy and find valuable. Top Level Decision Makers are not intimidated by people who love to learn, grow and advance. You will find that friends, associates and even family members who are not on a self-development journey will criticize you and even try and demean what you are doing. Top Level Decision Makers are the opposite. They will support and compliment you.

Winning Attitude: There is a saying, “everyone loves a winner”. Top Level Decision Makers definitely appreciate someone with a winning attitude. They like being surrounded by people who are “can do” people and who look on the optimistic side of life and believe they can compete, complete, finish, conquer and win. Display a winning attitude while still displaying humbleness and respecting others and giving credit where credit is due and you will impress them.

Look The Part: To have a positive attitude but be wearing shoes with the soles falling off, wearing clothes that are wrinkled and fit you like they were borrowed from, your older bigger brother or sister will not impress them. We all have to start somewhere and often don’t have the financial budget in the beginning to wear Gucci shoes and watches, although with a little effort we can find inexpensive clothes that fit, shoes that are well shined and wear clothes that are clean and well pressed. Wear the best clothes possible that are appropriate for who you are meeting with or where you are going. The same goes for your brief case, your note book, pens, brochure etc. They are part of your image and leave an impression. Keep your vehicle clean and organised as well. You may meet the Top Level Decision Maker in the parking lot.

Right Language: People like to do business with people that are much like them. Become familiar with their business language and terminology and utilise it in conversation with them.

Be On The Team: Roll up your sleeves and pitch in where possible with the Top Level Decision Makers and their teams. Volunteer to help where you can help the team. At the Commitment and Unity Stage of Relationship Development you will often be accepted as part of the team. You want to be viewed as an “extended team member.”

Listen! Listen! Listen: Again, listen to understand not just to respond, defend, advise or sell. Ask the Top Level Decision Makers about their experience, thoughts and opinions. They would rather advise, teach and give their opinion. On the other hand they don’t like unqualified people who haven’t earned their respect try to teach or advise them. Listen and Listen and Listen when you are around them. Then speak when you really have something worthwhile to say or an intelligent question to ask.

You Don’t Close, They Buy: They see themselves as the decision maker and are very tough to close. You need to provide the right amount of right information in the right way at the right time…and let them buy. If you do everything right the buy will automatically happen. Top Level Decision Makers very seldom can be closed with the Urgency Close unless everything has been properly done leading up to the close. The Urgency statement must also be truthful and make logical sense.

I trust that this blog article and my previous one will help you stay above the competition with Top Level Decision Makers. Let your light shine…don’t hide it under a rock!

Posted in Entrepreneurship & Business Ownership, Management & Leadership, Marketing - Internal & External, Sales & Key Account Management | Comments Off on Bill Gibson – Stand Above The Competition With Top Level Decision Makers – Part 2

Bill Gibson – Stand Above The Competition With Top Level Decision Makers – Part 1

Friday, September 26th, 2014

What Positively Influences The Top Level Decision Makers

Recently I spoke for members of BASSA (Business Analysis Summit Southern Africa) and discussed ways to influence decision makers. In sales this is a vital skill / ability.

Following is a list of tips that can help you “Stand Above The Competition” and “Impress” Top Level Decision Makers

Business Person Not Only A Salesperson: Understand their business, their industry, their challenges and seeing their business through their eyes. Instead of selling something, be a problem solver, a bringer of solutions tailored to their needs that are focused on the decision makers top, middle and bottom line. (Sales, Costs, Expenses and Bottom Line Profits). Exude a business man or business woman presence…not just a salesperson.

Recognizably Different than other salespeople: Especially in the Attraction Stage we know that “Uniqueness” is an important attribute. Show and prove to the Top Level Decision Makers that you are personally committed to making a real positive difference to the Decision Makers Company and to the decision makers as well.

The Job Interview: Every time you make contact with the Top Level Decision Makers treat the interaction with the decision makers as if you are applying for a position with their company. There are three main areas that a potential employer looks at:

Your Experience
Your Credibility
The Results You Can Deliver

You can lack experience and credibility but if you can prove you will deliver results you will usually get hired…if you are being hired by a Top Level Decision Maker.

You could have lots of experience and credibility with your educational accomplishments but can’t deliver results. With Top Level Decision Makers you will most likely not get hired.

Focus on the “Results You will Deliver” and the Top Level Decision Makers will hire you and your company to be a supplier to his or her organisation. You will know you are there…when the Decision Maker says, “I wish my people produced results like you do. I wish you worked for me”. Your answer if that happens is “I do work for you, I’m just not part of your monthly overhead expenses. I’m here to make you money not cost you money.”

Rock Solid Confidence And Show It: Confident, well composed decision makers are not impressed with people who lack confidence and self-worth and who continually feel beneath the Top Level Decision Makers. They like confident (not arrogant), well composed people that value themselves and the products and services and company they represent. Know that confidence comes from experience. The more you do certain things and the more you affiliate with people in certain circles the more confidence and poise you build. Following are a few points that can help build your confidence.
- Learn To Speak And Present: The exposure you will often get with the Top Level Decision Makers will be where you are presenting to groups and the Top Level Decision Makers are in that group as the Ruler Power Player or is part of a group of business people you are presenting to or speaking to. Enrol in a programme that teaches presentation skills, join a local “toast masters group”, buy books, utilise YouTube, CD’s, and DVD’s on the topic. Then speak in front of large and small groups as often as possible. The knowledge combined with the experience will eventually turn you into a confident effective presenter. You then will be extremely good at presenting to one, two, three people or even one hundred people. With these skills the decision maker will see and respect you as a confident individual.
- Affiliate With Top People: Take every opportunity that you can to hear Top Level Executives and Leaders speak. These can be the Top Level People from your own organisation, from associations and from present and potential client organisations. By listening to these people speak, you learn the language and terminologies they use. You hear about what is relevant and current in their personal and business life at this moment. If they see you there they will view you as an associate. Then you integrate this information into your conversation and language. Also, where possible in an unobtrusive manner, ask these people intelligent questions during the question and answer period. If your remarks or questions are outstanding and show that you are an intelligent business person they will remember you…especially if you happen to personally introduce yourself afterwards. This can open the door to a follow-up phone call and meeting at a later date.
- Take Notes: Whenever you have the opportunity to be with a Top Level Decision Maker we recommend that you take notes when they are giving you input, answering questions or giving their opinion or advice. It shows that you value what they are saying. Also, you will be more confident during your next encounter or during a presentation because you know and remember exactly what they said. Also, if you listen to them they will in turn listen to you.
Know And Edify Your Team: Nothing turns Top Level Decision Makers off quicker than hearing a salesperson or company representative running down or blaming their support people or team members. They are impressed with company sales representatives that know and edify their support personnel, team members, their superiors and the executives of their own company. To edify means to “improve morally or intellectually”. What we are saying is to “build up” the abilities and reputation of your support personnel and team members in the eyes of the client. Also, don’t take all the credit for what happens. Explain how others contribute to the success of what you sell or do. This will take you much further than giving the impression that you are the “Be all and end all.”
Show A Huge Desire To Succeed: Top Level Decision Makers are impressed with ambitious, dedicated, committed people with a huge desire to succeed. That is usually how they got to where they are at and they love to see those qualities in others. They also know that you will service them well.If it happens to be that you are unhappy with the company you work for or the job you have I suggest that you either change your view of the job or get out. Go find something you enjoy because Top Level Decision Makers can sense whether or not you have that burning desire to succeed in what you are doing.

Next week I will continue with Stand Above The Competition With Top Level Decision Makers Part 2. Until then work on having “dominion over your market” rather than “dominate it.”

Bill Gibson – Going The Extra Distance With Customer Service

Friday, August 29th, 2014

Let me tell you a true story about a gentleman who I met a few years ago and what happened to him, because he did not just talk about “customer care” he demonstrated it and went the extra distance. The results are mind blowing.

In 1973 a twenty-three-year-old man named Joe Kotow had a sales job working with a cemetery in Florida, USA. One day he received a phone inquiry from an older couple who were interested in buying a mausoleum crypt. That night Joe made his way out to the neighbourhood where they lived. At first glance it was obvious to Joe that this husband and wife were not wealthy. It was not going to be easy to persuade them to buy a mausoleum crypt. The house was a $20 000, 1200-square-foot, two bedroom home with one bathroom. The furniture was modest, and the couple was retired and living on social security.

This was an “old country” couple from Germany. While the husband did all the talking, his wife either spent her time in the kitchen or serving sweets and tea to the two men. The man obviously had an engineering background. He demanded answers to such questions as, “What is the stress per square inch the crypt could handle?”

Several hours later the husband would still not commit and said he would call Joe if he decided to buy. The next day the man called and asked Joe to come and see him that night. He wanted to buy two of the crypts Joe had! Joe was surprised. He spent another evening with the couple and agreed to spread the payment over a period of sixty days. Joe could see that this couple had very few friends and relatives in Florida. When he was leaving he sincerely told them that if they needed anything, to please call him. He gave a business card to the husband and one to his wife. (Many salespeople would only give a business card to the husband.)

Within a month Joe got a call from the husband. He asked Joe if he could hold his cheque for thirty days while he and his wife went to Germany. They needed the money. The company agreed to wait another thirty days.

Several weeks later Joe got a phone call from the wife in Germany. They were loading the car to head to the airport when her husband had a heart attack and died. She did not know what to do, but she remembered the nice young man from the cemetery. Joe’s business card was in her purse. She phoned him asking if he could help.

Joe made several calls to Germany and arranged for the husband’s body to be shipped back to Florida, prepaid. He attended the small funeral and did not hear from the woman again until she phoned him one month later. She apologized for bothering him again, but she was in need of help. The trauma from her husband’s death emotionally drained her, and she had ended up in the hospital for several weeks. She explained to Joe that she was feeling okay, but that she was worried about the hospital bill, the two doctor’s bills, and some other bills. She did not even know how to write a cheque, was not sure if she had any money, and would like Joe to help her a little.

Joe went to her home and, with her approval, proceeded to rummage through her deceased husband’s desk. He stumbled across a paid life insurance policy valued at $150 000. It also looked as if her husband had quite a few stocks (shares). She had some money in the bank, so Joe agreed to take a day off work and go with her. They paid the bills at the hospital and two doctor’s offices, and then he dropped her off at her attorney’s office.

Joe waited patiently outside in the reception area while the elderly woman visited her attorney. After quite some time the attorney approached Joe and invited him in. He told Joe that the lady explained to him all the things Joe had done for her. She felt that she never would have made it without him, and for his time and effort she wanted to pay him. Joe informed the attorney that he was not interested in being paid. The attorney then told Joe that the woman was quite wealthy. Joe quickly explained that he had seen her house and the insurance policy, and in his own opinion she only had enough to look after herself for several years. The attorney went on to explain that they had found an additional $500 000 paid life insurance policy and $2,5 million in stock.(That was in 1973).

The lady then pleaded with Joe, “Please take my gift. I have no children and no relatives anyway.” Joe finally accepted the gift of 1,250 shares of AT&T preferred stock valued at $64 000 at that time.(R500,000.00 at that time). She also gave him $100 in cash to cover the cost and expenses for him taking the day off to drive her around. In addition, she asked him to accept a handmade crystal flower basket she had bought back from Germany. Joe still has it.

Every Easter morning Joe went by her condominium that overlooked the bay and picked her up and took her to the Easter Sunrise Service. She passed away a couple of years ago.

I met Joe Kotow in January 1992. He had just been appointed CEO of Triple-A Employment in Clearwater, Florida. Joe told me this story in the hospitality suite after I had just spoken to his office partners at a convention on the topic of Marketing and Servicing From The Inside-Out. He did it expecting no return, and look at the lesson he learned about giving and receiving!

As you can see when Joe truly helped there was really something in it for him. I cannot guarantee this will happen to you, but I can guarantee it won’t happen to someone who only thinks “What is in it for me?” Go the extra distance!

Posted in Customer Service & Team Work, Sales & Key Account Management | Comments Off on Bill Gibson – Going The Extra Distance With Customer Service

Archive for the ‘Sales & Key Account Management’ Category

Bill Gibson – My Seven Life Lessons From Meeting Nelson Mandela

Bill Gibson – What Profession Are You Really In?

Bill Gibson – Bust Your Sales Targets In Turbulent Times

Bill Gibson – Get A Fast Start For 2015

Bill Gibson – Set And Achieve The Coming Year’s Goals

Bill Gibson – The 5 Keys To Profitable Marketing & Advertising

Bill Gibson – Stand Above The Competition With Top Level Decision Makers – Part 2

Bill Gibson – Stand Above The Competition With Top Level Decision Makers – Part 1

Bill Gibson – Going The Extra Distance With Customer Service

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