Social Media and Social Networking Training by Reachd
Rodney and Stephen from Reachd Training
Last week I had the opportunity to do something I haven’t done in a while. I had the opportunity to sit through 3 half days of training on social media and social networking facilitated by Reachd training. I asked Stephen Jagger co-founder of Reachd to meet with my client Builddirect.com and have a brief discussion with the executive team about how they go further engage their customers using social media and social networking. After this initial discussion it was decided that Stephen Jagger and Rodney Bartlett would run a 9 hour ( 3 half days ) bootcamp with the team. Because I’m working with the sales team I wanted to understand what they learned and how we could integrate it with the sales process.
As someone who has sat through a lot of training sessions and seminars I was impressed. The training was relevant and customized for the client. Here’s briefly what they covered:
Day 1 - Video Blogging
Although I already do some vidoe blogging this day re-inspired me to do much more of it. In fact it opened my eyes to many other positive applications. They covered everything from what good content is right through to how one can get massive distribution for their online video blogs. We even watched a video of Ian Watt take his pants off on Tom Everitt’s show. Ian was named as a top 10 Real Estate Blogger by Inmann News, and I don’t think he did it by being safe 
Day 2 - Twitter, Twitter and more Twitter
Great day. Twitter is a micro-blogging and social networking / communications tool. This day was focused on how to create valuable conversations with your clients, customer, partners and even the media using this tool. Companies like Zappos and Comcast as examples have used Twitter to directly engage their customers online. Mostly early adopters, thought leaders and of course chatter boxes of all types. Steve and Rodney were great and outline clear strategies to use the tool to engage customers, increse blog traffic and offered revenue generating examples as well.
Day 3 - FaceBook for business and Blogging
FaceBook has entire blogging communities devoted to it’s mutiple uses. In Canada in particular it has high numbers fo subcribers compared to MySpace and in the US it basically is tied in regards to the number of users. Most people reading this have probably been on FaceBook for a year or more. So I’ll spare you “What is FaceBook” rant. With that said Rodney shared innovative ways to use video, photos, the events function, groups and pages to engage and grow your client and fan base.
Blogging - This was a great overview of how to write to create a following and an engaged client base. The core message was blog and blog often. Also focus on shorter posts with a single focus this also helps with search engine optimization and you don’t tend to lose the readers interest. One other good tip was when people comment on your blogs, answer them back, even drop them a quick e-mail to let them know you replied, this stimulates levels of engagement and personalizes the interaction.
This was a very brief review (I have 9 pages of notes) from the training but it was comprehensive yet down to earth and easy to understand.
Related links:
Follow them on twitter: Jeff Booth CEO of Builddirect, Rodney and Stephen of Reachd, Builddirect.com Corporate and for Upcoming Reachd Training events
Follow me Shane Gibson on Twitter
December 3, 2008 · Filed Under Events and Seminars, Internet Marketing and SEO, Marketing and PR, Sales Articles, Sales Blog, Sales Training, Sales Training Video |
Community and Friends in Turbulent Economic Times
I read Raul’s post the other day on being a friend. Then today I got the weekly networking tip from Work the Pond. Raul made the statement “The point of being a friend is not to be dismissive when your friends tell you they need something. It’s to actually DO SOMETHING.” In today’s economic environment I see people focusing inward, worrying, obsessively watching their stock portfolio on one monitor and CNN’s by the minute bad news on another. As we disconnect from others and are immobilzed by fear we are doing the opposite of what our business, and our community needs us to do. The only thing I know that cures fear is action. The quickest way to cure our sorrow and depression, is to help another person. Here’s what Darcy Rezac and his co-authors had to say this week:
Don’t Abandon Your Friends. In these crazy economic times, money is on everybody’s minds. While the temptation is to drastically cut back, local businesses can suffer. We’re talking about the nearby restaurant where everyone knows your name, the ‘mom and pop’ coffee bar where you buy your morning paper and coffee, or the little flower shop that makes those great bouquets you love. Remember, just as you don’t want your customers to abandon you, the same holds true for those who rely on your business. These are stressful times and everyone can use the support. Order a less expensive bottle of wine, coffee instead of latte, but show up. We are all connected.
- Darcy, Gayle and Judy
November 2, 2008 · Filed Under Leadership, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog |
My 5 Things Meme
I was tagged by Gus Fosarolli in his 5 Things Meme, (Client Relations Manager at Marketwire). Like Gus this is my first Meme. So here it is:
5 things I was doing 10 years ago
- Living in Sandton (Johannesburg) South Africa
- Going on African Safaris atleast once a month
- Driving an Opel Cadette at 230 km/h on left hand side of the road (Yes this was a bad idea, hoping we’re at the statute of limitations on regards to this one)
- Had a tequila with the Spring Boks Hooker and the All Blacks Prop in Cantina Tequila in Belville the night the Boks beat the All Blacks (Dankie!)
- Experienced true reconciliation first hand “Simunye”
5 things on my To-Do-List Today
- Finish writing the last 5 pages of “Selling Intangible and Complex Solutions”
- Send an e-mail to Thailand about a speaking engagement there in January
- Have dinner with my beautiful wife Wannapan
- Find 5 bloggers to tag in this meme
- Edit a podcast interview I did last week with Chip Terry GM of Enterprise Solutions of Zoominfo
5 Snacks I like
- Green Mango with Shrimp Paste
- Pumpkin Seeds
- Irish Potato Nachos From Doolins
- Avacodo (plain)
- Cucumbers (With sea salt and apple cider vinegar)
5 Things I would do if I was a millionaire
- Spend more time with my wife and my son
- Use my talents to help more people
- Build a retreat in Thailand (and invite my friends)
- Donate a lot of money to “Room to Read“
- Take a year off
5 Places I have lived
- Sydney, Nova Scotia
- Calgary, Alberta
- Vancouver, British Columbia
- Victoria, British Columbia
- Johannesburg, South Africa
5 People I’ve tagged:
October 26, 2008 · Filed Under Sales Articles, Sales Blog |
The 7 Virtues of a Philospher Queen Podcast Interview
Today’s podcast is an interview with Barb Stegemann author of The 7 Virtues of the Philospher Queen. Very timely and time tested principles to survive and prosper in turbulent economic times.
October 17, 2008 · Filed Under * Sales Podcast, Leadership, Sales Articles, Sales Blog, Sales Training |
Selling in Turbulent Economic Times Blog Part 2
Looking at the diagram of economic cycles included in this article we notice one major thing; these peaks and valleys are driven by raw human emotion. At the top of an economy people do not just spend the money they are making, they spend the money they think they are going to make. Eventually, banks and lending institutions pull back finance due to the fact that en masse, the average person and average business is over- extended.
When this credit is pulled back, people reduce purchases; this creates negative news, bulging inventories, fear and panic. In service businesses bulging inventory is people. Lay-offs begin, purchases reduce, inventory is liquidated, and more bad news hits the marketplace and the fear multiplies. The severity of this most recent downturn has been created by the evaporation of available credit due to the insolvency of so many major banks. Eventually we hit a point of excessive pessimism in the marketplace. (I had to dig through the entire business section of the New York Times to find one positive article yesterday).
The question is: “What stops the economy from continuing its downward plunge?” The answer is of course “Smart Money.” We all can recite the phrase “buy low and sell high” and a few smart individuals begin to do just that. The “Smart Money” is bargain hunting for everything from stock to real estate, and corporate acquisition targets stabilize the market, it creates the floor. From there the tide begins to turn as optimism builds.
You as a sales person or entrepreneur don’t have to have Warren Buffet’s billions to profit from this environment, but you do need his mindset. Realize that your competitors, not unlike today’s investors, do not see the real value of the market, and most are refusing to really play. They are too busy hiding out by the water cooler and watching the stock ticker and the negative news on CNN.
So here are 7 tips on how to profit from today’s economic downturn:
- Build a fence around your key accounts. Of those clients that you are presently doing on-going business with, how many do you have really strong relationships with? Make a list of your top 20% and immediately call them, if possible go visit them. Not to sell them stuff, but to find out how you can better service them. If things are really slow, take advantage of it, engage them more, buy them the lunch you never had time to when the economy was hot.
- Harness physical and web-based networks in order to connect with positive people. Most of us have goals and dreams that require resources beyond those that we possess. By engaging your online and offline communities, sharing resources, ideas, and inspiration, you can collectively achieve greater things. Now is not the time to go to less Board of Trade meetings, it is the time to really connect.
- Reach out beyond your existing community with social networking tools such as Linkedin, Twitter, and FaceBook. Recently as a resident of Vancouver, BC Canada I secured a new client in Asia through my blogging and activity on Linkedin, while some of my existing markets are suppressed, I am finding new ones across the Pacific Ocean using technology (free technology!).
- Have a pro-active game plan for every day. You have fewer competitors now, and the ones that are still in business are probably not that motivated. This trend will continue until we reach the bottom of the downturn. This is the time to gain market share. Get to work an hour early, and plan your day out the night before. It may take more calls to land the same number of clients, but also realize that you will be able to gain more market share due to less competition, or at least a mentally weaker competition.
- If you have some cash reserves start investing in your business. If you use advertising as a tool to attract clients you can now negotiate a better rate with publishers, and because competitors have pulled back their ad spend your message will have less noise to compete with in the marketplace. Fuel prices have dropped and people are traveling less, this also means better rates for business travel to far-away markets.
- Take control of your own mental economy. The most expensive thing we can do as sales professionals and business people is have a day of negative thinking. When we are focusing on what we don’t have, and we are wallowing in our own self-pity, we’re not thinking about creating positive business outcomes. My suggestion is to commit to reading at least 30 minutes of positive news, or personal development books per day, find some great motivational CD’s or podcasts (iTunes has thousands that are free) and pro-actively seek out and associate with other people that are refusing to participate in the recession.
- Be disciplined in your execution. At the top of an economy when clients are abundant and optimistic, closing the deal is easy. If you miss a deal because of bad follow-up, or a poorly written proposal there is always more opportunity out there. Anyone can look like a rainmaker when things are hot. When things slow down our bad habits become more evident. When you do have a great prospect in your sights, have a sound sales process and follow the fundamentals of great selling obsessively. There are no mundane steps in a sales process, treat every detail like it is the deal-maker, especially when prospects are fewer and more easily dissuaded to buy.
“Things may come to those who wait, but only the things left by those who hustle. ” - Abraham Lincoln
October 17, 2008 · Filed Under Leadership, Sales Articles, Sales Blog, Sales Training |
Selling in Turbulent Economic Times Blog Part 1
Many sales professionals and entrepreneurs are concerned about how they are going to weather today’s global financial storm. We are clearly in turbulent economic times, but not universally tough times. The rules of the game have changed with the advent of a multitude of shifts including the introduction of disruptive technologies to almost every industry, along with true globalization and the meltdown in the banking sector.
As sales professionals we have to realize that it is not the events in our lives, but our interpretation and response to those events that will impact our level of success. John Maxwell goes further than this to state: “A leader is defined by the size of the crisis.” The core message here is that almost anyone can captain a ship in fair weather, but during a storm or turbulent conditions it becomes obvious which people truly should be wearing the rank of Captain.
As the storm hits the shores of our industries and communities many people will begin to jump ship, looking for safe harbors or metaphorically tying themselves down and just waiting for the storm to pass.
It is impossible to write on this subject without reflecting on the millions of people whose lives have been affected by what is going on in the marketplace. It is equally clear that this is also a time of immense opportunity to define ourselves in this crisis as leaders in our industries and respective professions. You can succeed in this present state. In fact, in many industries this is a time of unparalleled opportunity.
What I do know is that in North America alone there have been major recessions approximately every 7 years since 1900. In each of these instances there were people who panicked, froze, or opted out of society in general and some never recovered. On the other side there were people who prospered; in fact there was more new wealth created coming out of the great depression than any other time in history. This represented a major shift in the world power base from an economic standpoint as well.
Just to illustrate this point here’s a run down of the level of turbulence in the economy over the past 100 years, look at these trends and you decide when the best time to be selling or marketing. I personally think it’s not about the environment but our reaction to it that determines our destiny:
1930’s
1929 Wall Street Crash
1934 Depression
1935 Spanish civil war
1937 Recession
1938 War clouds gather
1939 War in Europe
1940’s
1940 France falls
1941 Pearl Harbour
1942 Wartime price controls
1944 Consumer goods shortages
1945 Post-war recession predicted
1946 Dow tops 200 – “too high“
1947 Cold war begins
1948 Berlin blockade
1949 Russia explodes A-bomb
1950’s
1950 Korean War
1951 Excess profits tax
1952 U.S. seizes steel mills
1953 Russian H-bomb
1954 Dow tops 300 – “too high”
1955 Eisenhower ill
1956 Suez crisis
1957 Russia launches Sputnik
1958 Recession
1959 Castro seizes power
1960’s
1960 Russia downs U-2 plane
1961 Berlin Wall erected
1962 Cuban missile crisis
1963 Kennedy assassinated
1965 Civil rights marches
1966 Vietnam War escalates
1967 Newark race riots
1968 USS Pueblo seized
1969 Markets fall
1970’s
1940 France falls
1941 Pearl Harbour
1942 Wartime price controls
1944 Consumer goods shortages
1945 Post-war recession predicted
1946 Dow tops 200 – “too high“
1947 Cold war begins
1948 Berlin blockade
1949 Russia explodes 70 Cambodia invaded
1972 Record US trade deficit
1973 Energy crisis
1974 Nixon resigns
1977 Market slumps
1978 Interest rates rise
1979 Oil prices skyrocket
1980’s
1980 Interest rates at all-time high
1981 Steep recession begins
1982 Worst recession in 40 years
1983 US Marine barracks bombed
1984 Record federal deficits
1985 Economic growth slows
1986 Dow nears 2000 –”too high”
1987 Record market fall
1988 Junk bond scandal
1989 October “Mini-Crash”
1990’s
1990 Persian Gulf crisis
1992 Riots sweep Los Angeles
1993 Bombing of World Trade Centre
1994 Rising U.S. interest rates
1995 Oklahoma City bombing
1997 Collapse of Thailand economy 1998 US impeachment proceedings
1999 Y2K
2000’s
2000 Internet stocks plummet
2001 September 11
2002 Corporate earnings scandal
2003 Iraq war
2004 Oil price rockets
2005 Oil price rockets further
2006 Emerging market sell-off
2007 Sub-prime crisis
2008 More of the same!
Even with all of the negative news that we have been bombarded by there are still positive things happening in the marketplace. For instance, in Canada there has been a record drop in the currency value and the stock market, yet there were still over 100,000 new jobs created in the same month (September 2008). This is the largest one-month gain since they started keeping records in 1976. This was coupled with a 4.6 percent year-on-year increase in average wages (inflation was 3.5 percent).
We have so many dichotomies in the marketplace because this is not just about an economic downturn. The rules have changed, and technology and globalization have had real impact on how we do business. We are no longer economic islands and those that realize that and embrace the new landscape can win, just like the legions of millionaires created during the great depression.
There are a few things we can count on at the bottom of an economic cycle:
- You will have fewer competitors than you did during easier times. Many will go out of business, or pull back any proactive efforts that cost money.
- Those competitors that are left will be less motivated. Most will make fewer calls, spend more time watching negative news, and lack the confidence they had when getting orders was easy.
- Your competitors will spend less on advertising and training. There will be less noise in the marketplace and they will also stall in the areas of personal and professional development.
- Your competitors will pull back and isolate themselves, becoming self-focused, further spiraling their motivation level and reducing their networking and community connections.
- Many people will resist trying new things and getting creative, sticking with what has always worked. The problem is, of course, that what got them here, is not what is going to get them to where they want to go. A new economy needs a new playbook.
Check back shortly for part 2 of this blog post
October 17, 2008 · Filed Under Leadership, Marketing and PR, Sales Articles, Sales Blog |
Networking Tip of the Week
Authors of the Book Work the Pond Darcy Rezac, Gayle Hallgren-Rezac and Judy Thomson put out a weekly networking tip. Periodically I will be posting their tips. If you haven’t picked up a copy of Work the Pond yet I strongly suggest you do, it’s on the top of my books to read list for sales people and professionals of any discipline. Here’s the tip for this week:
Team Building Made Easy
Do you have new people starting at your organization after Labor Day? Instead of having your new employee introduce him or herself at the next department meeting, have an existing team member do the honors. Connect them up before the meeting. Have your new recruit share enough background info to allow that person to do a Glowing Introduction an interesting and flattering way to sing someone’s praises. It’s a great way to create a bonding experience in your firm.
- Darcy, Gayle and Judy
August 31, 2008 · Filed Under Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog |
The Redbull is Wearing Off - Blogathon Entry 47
I must say I started with Blogathon with the intention of eating lots of high energy foods, hydrating massively and stretching every 45 minutes or so to stay limber. That lasted about 3 hours. I have now shyed away from Flip Video cam as I definitely look like I stayed up for 24 hours +. I’m about 31 minutes late in finishing my last post but it still feels great to be rounding the last corner of this Blogathon.
As a sales person and a motivational speaker I like to move around a lot, and it was to my surprise that I was able to sit and focus for that entire 24 hours. My goal was $2500 but i think it looks like we raised $1700.00 (unofficial number).
And by the way I mean “we,” kind messages and encouragement from my virtual running mates really helped keep me going. (Thanks Duane Storey, Rebecca Bollwitt, Karen Hamilton, Ayeza Garcia, Isabella Mori, Danny Dang, Mehnaz Thawer, INVOKE, Barbara Doduk, TAGGA, Raul and Colleen Vince. you were all awesome) Then of course the RedBull ( 2 cans…. no Vodka) came out in full force around 4:30 pm today, I was pretty sure if I closed my eyes for a nap I’d be gone. Gregory Pinch who introduced me to the MSMF and Yam De La Pena who provided comedic relief played a big part too.
What I liked about this event was that it really proves that there can be a real connection socially (for good) online. I used my e-mail list, facebook connections, meetup friends, and even did a skype podcast with Fred Shadian today while he was on the island.
Keep Blogging!
July 26, 2008 · Filed Under Blogathon 2008, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog, Sales Training |
Guest Blogger Neil Godin - Blogathon Entry 45
The Situation
New York Times business writer Joe Nocera was at the receiving end of a mind blowing customer experience—and wrote to tell about it. Four days before Christmas, he realized that a $500 PlayStation gift for his son had not arrived. He tracked the shipment from Amazon and learned that it had been delivered and signed for—but not by him. Ouch!
The Idea
If you want customers to become your brand ambassadors, you’ve got to go “way” overboard on satisfaction. Amazon did. Satisfied that he did not receive the package, they sent a replacement immediately, and it arrived on Christmas Eve. Naturally, Nocera has been talking, and writing, about the experience ever since.
The Risk
The risk here is perceived, not real. Even if one or two customers went to great lengths to rip you off, you’d be ahead in terms of your investment in customer loyalty.
The Reward
What is your return/guarantee policy? If you are a consultant, do you guarantee results or no invoice is cut? If you’re a realtor do you guarantee to sell a home in 90 days or lose your commission? It’s the niche or the ditch—how will you make your guarantee a powerful differentiator?
The Call to Action
If you were Amazon, would you have done the same? What if the customer was an average Joe (or Jo) instead of a business writer (I wonder if that came up). Would you still do it? If you’re looking for an adrenaline rush, look for an opportunity to go this crazy!
Neil Godin (a.k.a The Turnaround Guy) is a native of Vancouver, Canada, and is president of Neil Godin International Inc. A former business journalist, he is one of North America’s leading business speakers, trainers and writers. As a conference speaker and seminar leader, he has addressed more than 300,000 people from coast to coast.
This is blogathon entry number 45 for the MSMF Blogathon. Visit this page to learn how you can support this cause.
July 26, 2008 · Filed Under Blogathon 2008, Sales Articles, Sales Blog |
CMA BC Seminar | Certified Management Accountants of British Columbia
This is a full 30 minute keynote I did for the Certified Management Accountants of British Columbia at their Career Connections Event on November 1st 2007. Introduced by Vinetta Peek of CMA BC Canada. The audio quality wasn’t great but the content is good.
Become a CMA in British Columbia
Learn about the CMA Designation across Canada
Book Shane Gibson for your next conference
Title: The Career Maker - Relationship Development Skills
Shane Gibson Speaks for the Certified Management Accountants of BC [38:06m]: Play Now | Play in Popup | Download (529)
This is blogathon entry number 38 for the MSMF Blogathon. Visit this page to learn how you can support this cause.
July 26, 2008 · Filed Under * Sales Podcast, Blogathon 2008, Events and Seminars, Leadership, Managing Complex Selling Relationships Blog, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog, Sales Training, iPhone Podcasts |
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