Know Your Customers: Ideas for Prospecting, Qualifying and Retaining Customers

Date: Tuesday, February 23rd, 2010 Location: Ramada Hotel Kelowna, 2170 Harvey Ave
Time: 7:00 to 9:00 PM
 

Our panel of Marketing experts focused on practical applications of: 

• Customer retention, the dollar value and increased reliability derived from maintaining quality customers. ( a referral is 95% more likely to use your business vs. a cold call or new prospect)
• Relationship selling - which always reaps higher long-term benefits vs. Commodity selling where you no longer compete on the dollar, but rather on your UPD (Unique Point of Difference). 

It is finding and capitalizing on this UPD that separates successful businesses from the majority of small businesses that are often 'wage replacers' with no succession planning in place or resale value.

Paul has his Bachelors of Business Administration from SFU, majoring in marketing. He has over 10 years of experience selling radio advertising and currently works with an extensive list of advertisers who bill over $800 thousand dollars per year in advertising through him and the network of radio stations & websites that he represents.

Paul has owned businesses throughout his time in University as well as here in the Okanagan and has current business investment interests in a multi-location, Okanagan/Kootenay business. He started selling advertising for Corus Entertainment right out of University and had to build a book of business from the ground up. He then left that large book of business in Vancouver to open a business with a partner here in Kelowna.

That move opened the opportunity for him to step into an established account list at Standard Radio, now Astral Media here in Kelowna. Paul's experience in developing new business, maintaining an extensive account list, and growing his business through networks and referrals will be an asset to our discussion on maintaining customer relationships.

Colin Parker:

When it comes to marketing, Colin Parker, CEO of Red Giraffe is an innovator in positioning, messaging and strategy. Early in his business career, Colin’s experience as a member of the Toronto Olympic Organizing Committee uncovered his passion for marketing, leading him to success in executive positions in a variety of industries from horse-racing to high tech. 

As Vice President of a global organization running multi-million dollar business units, Colin recognized his gift to be able to gain insight into a product’s market positioning and quickly identify potential for greatest market impact. Non-profits, global leaders and small businesses alike all have benefited from Colin’s marketing leadership. 

His entrepreneurial eye and extensive experience make him the “go-to-guy” for many businesses when a unique perspective on marketing is needed.

Sharon Lancaster:

Sharon is a professional speaker, educator and writer on topics including media planning and buying, strategic marketing, advertising and professional sales techniques and Real Estate and Real Property acquisitions.She is a dynamic presenter, speaking from her wealth of life experiences gained from her numerous employments, volunteer positions and from personal experiences.

Her extensive marketing background includes international, national and regional advertising campaigns.She is actively involved in the development of cross media strategies and promotions, creating and implementing national agriculture programs, conceptualizing and project managing youth marketing campaigns, and renaming/branding of local companies. 

Sharon's personal commitment to her community allows her an inside view and topical information for her speaking engagements from numerous areas and organizations.She has an extensive list of organisations that is currently serving as a leader that you can read more about in your program.

Sharon has recently relocated to Kelowna where she will continue to offer strategic and creative marketing solutions, provide educational seminars, as well as pursue a career in the Real Estate Industry. She will also help to enrich our community by continuing with her philanthropic endeavours.

Moderator: Rae Stonehouse OVES Society - Vice Chair of Education

Rae is a Registered Nurse/Entrepreneur who has worked in the healthcare field for over thirty years. Very active within the Toastmasters organization Rae has taken on increasingly challenging leadership roles and is currently involved in developing entrepreneurial educational and mentoring programs. His passion is helping others to succeed. His business, Live For Excellence Productions, provides meeting, seminar, workshop & event planning for the Okanagan Valley. Rae Stonehouse Speaker Services provides emcee services and speech coaching in the Okanagan Valley.

Providing meeting, seminar, workshop, conference & event planning for the Okanagan Valley

To Contact Us:

                            Phone: 250-451-6564

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