Todd Jamieson, President, EnvisionOnline.ca

Agenda

Intro on Todd Jamieson
Overview of Envision Online Media Inc.

Started in 1999 – by accident – I had a friend ask me to design a web site. I randomly picked a price of $700 – he thought it was fair. One week later, I decided I could make some pretty good money doing this and hence started Envision. Like any small business we have experienced our ups and downs – and now 5 years later and 200 web sites later – we are starting to etch a name for ourselves within the industry. Today my main goal is to talk to you a little bit more about my experiences and what I have seen along the way. Hopefully today you will be able to leave with a new perspective on what not and “what” to do – when starting a business.

5 Keys to Sales Success

Follow the leader

i. STORY: When we started – we hand picked our clients to target. Fernande Sirois – TOP Agent in Quebec 8 years, Les Promenades – Top Mall, Jubilee Jewellers – Top Jeweller, Holmes Heating – Top HVAC, Henderson Security – Top Security.

Using the law of reciprocity

i. STORY: Joseph Saikley – Scissors + Mostly Make-Up – Free Haircuts to mover’s and shakers. Warren Gencher – Brymark – Gives a Gift every time he meets you, compliments you every time you see him. When you go to their office – there is a Welcome Sign.

The power in partnerships

i. STORY: Envision and Pride Printing (in business for 10 years + - brought legitimacy), Jubilee Jewellers – Co-Op Marketing – Uses top companies like Rolex to help fund their ads.

ii. STORY: Hampton Family Chiropractic – partners with 67s, Sens, Renegades and Lynx.

iii. STORY: Henderson Security partners with the Ottawa Sens – gives away free Sens Tickets.

Guerilla marketing tactics

i. In a city the size of Ottawa - you are subjected to 1500 - 2500 media messages or more on a daily basis. To stick out you need to use Guerilla Marketing tactics.

ii. STORY: Gondolas -> Canada Day – Stunt – 5000 + flyers, Opening Night Stunt with Priest + Miss Canada, Weather Notice Stunt, Free Passes 500 people – OBJ, Ottawa Citizen, The Bear, New RO, Ottawa Senators.

iii. STORY: Envision set-up OttawasBestPage.com – web site to vote for Ottawa’s best page. In the first week close to 10,000 people visited the site and we written up in the Ottawa Citizen, and OBJ. The positive exposure got us noticed by hundreds of prospects.

Network your way to the top

i. STORY: When I started – I became involved in BNI (Business Network International) – found a group of business owners to network with. Became president of my chapter. Opened up lots of opportunities.

ii. STORY: We developed a “soft” network of business owners and like-minded businesses. We now receive referrals from various sources and have not done a cold call since June 2003.

iii. STORY: Jubilee Jewellers – recently got back from a trip where their new creative director spent the week in NYC meeting with major jewellery manufacturers.

Top 12 Tips to Running a Prosperous Self-Financed Company.

Be an early riser

i. 90% of the world does business from 9 – 5. By focusing.

ii. Wake up at 5 am – and get the business done while you are fresh.

iii. Most successful business owners I know get off to an early start.

Eat healthy and exercise

i. When I first started my diet consisted of chips, chocolate, burgers, fries, coke and coffee.

ii. By 3 pm every day I was burnt out and running at 50% of the efficiency.

iii. High stress level – obesity, etc.

iv. Now – no caffeine, sugar etc.

Keep your books in order

i. Keep your books up to date – it will give you a clear picture of where you are at.

ii. Keep your receipts for everything – you can write off more than you think.

iii. Hire a book keeper when things get complicated – it will be the best investment ever.

Don’t overspend on legal fees

i. Bring your legal docs in house – update them once a year. No need to waste money on this.

ii. Lots of stuff can be done through Industry Canada’s web site (Strategis) for free.

iii. Get a good lawyer for litigation – and only use them when necessary.

iv. Don’t use a General Practice lawyer – use a REAL business lawyer.

Build a strong network

i. Not only to help sales – but help with purchases or equipment etc.

Make “selling” your passion

i. Learn to Sell. Learn to SELL really well – The buck stops at you – so make sure that all principle people in the business can sell.

ii. Take a course, read a book. And always be thinking about selling.

iii. Never take yourself out of the sales loop—the best person to depend on is… yourself first.

Become a master negotiator.

i. This is a very important skill that you will need to use daily.

ii. Use it with customers, purchases, lawyers, bankers, selling – in every situation if you can not negotiate effectively – you can potentially over spend thousands of dollars a year.

Always be learning.

i. Learn to like to read. Read books, articles, newspaper etc. as often as possible.

ii. Stay up to date on your industry – new tactics for sales people – anything that will affect your success.

Find mentors.

i. Find someone who has traits you would like to have. Have as many mentors as you want – you don’t have to tell them they are your mentor as well.

Have well documented goals

i. Make a goals worksheet daily, weekly, monthly, annually and for 3 years, 5 year and 10 year goals. Up date it from time to time. Over 90% of the population does not write down their goals. You will instantly be in the top 10% of society just by doing this.

Don’t be afraid to “just ask”.

i. You never know until you ask. Sometimes the best deals are easily closed just be asking. Don’t worry about offending the other person – it’s business.

Persistence Pays in Business.

i. Don’t worry about offending people. Being persistent is accepted by the average business person. Just use proper tactics and be diplomatic. Wining is not good, but a weekly call for a sale is accepted and usually will win you the sale over not calling at all.