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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Are you doing the right follow-up with your accounts?

How long do you stay in touch with a prospective buyer?

How long do they stay on your database?

How long do you keep trying to do business together?

One thing people can never accuse me of is giving up. They might wonder why I am still chasing a client (prospects are only clients not yet doing business with you), after years of never
getting any business from them, but I do not give up.

 

What is that right process for follow-up?

I learned follow-up by selling computer consulting services to large accounts. At that time I had a list of 100 key accounts that I knew could use what I sold but were not doing business with me.

The phone works great when you are needing to follow up!

The phone works great when you are needing to follow up!


 

I had a simple program; every month I called this list of clients.

I ask for the director of information systems.

Some times I got through and got a no.

Sometimes I didn’t get through and left a message. 

 

But, every month I called them.

After a while they knew who I was and would joke with me.

Step one in building a relationship.

 

This would go on for months and months and months.
Yet my persistent work did pay off.

One day they would say, “Manny, you just won’t give up until you get in here and we talk about working together”.
And they would give me an appointment.

Other times it would be, Manny, you called at just the right time, got a need, get in here and let’s talk.
This process sometimes took years. But I keep going, finally got the business.

Index cards?  Well better than nothing.  Follow up anyway that works for you!

Index cards? Well better than nothing. Follow up anyway that works for you!


The point is very simple and it really does work.
If you have a prospective buyer (one who can use your service and will pay for it) and you follow-up, build a relationship and persist in going after them.
You will win in the end.

It might take a while, but you will get the business.

Problem is, most people quit about 1 call short of success.

Same way most people stop 20 feet short of the top of the mountain when the fog gets to heavy to see.

Today I do coaching and speaking.
As many of my existing clients know, I do not give up.

I just stay connected, educate, inform and build a relationship until they do business with me.
I can remember selling an account after almost 5 years of working the client. Finally they saw a need for me.

If I had of gone away, they would never have called me?

Instead they would have called the last person they talked with.

But persistence again paid off for me.

 

What about you?

Are you doing the right follow-up?

Are you being persistent?

Are you continuing until you get the deal?

 

Or, are you stopping just short of the mountaintop.

Remember these?  WOW!  As I said - follow up is the key - whatever works for you!  Just do it!

Remember these? WOW! As I said – follow up is the key – whatever works for you! Just do it!

The great thing today is that you can do follow up so much easier, so much quicker and with so
much bigger of a group by simply using email.
This does not mean that the phone has gone away, it just creates a second method to do
follow up.

 

Yes, some people do get mad about emailing them, but they also are usually the ones that get even madder when you call them. So they might not be prospects at all?

I learned from some of the best that those who like what you have, even if they are not buyers
today, would never push you away. They might not read your email for months, but they will never
unsubscribe because you never know what the future will bring.

Today’s key thought is very simple.

 

Do you have a program of consistent follow-up on the people you meet and the prospects you find.

Is that program working for you?

If not, what are you doing to get a program together that works.

Follow-up is it really simple. Actually it is too simple for some because it just requires
staying connected in some small way. Most sales people would rather keep casing new business, it is
much more exiting.

But for those looking for great success.

Once you find the right prospects, just keep doing the follow-up and you will be amazed at how
much business you end up with.

Follow up is part of consistency.

Consistency is key to your success in the selling business.

If you are not doing it consistently, watch this video and learn.

 

Who controls your time?

He who controls his time, control his success.

She who controls her time, controls her life.

It is a plain and simple fact.

 

Time is Ticking away?  What are you doing right now that is productive?

Time is Ticking away? What are you doing right now that is productive?

If you are allowing others to control your time, you are not accomplishing anywhere near what you could.

 

Today you need to make a commitment to value your time.

Today start to believe time is the most valuable resource you have.

Today start living like time is your most valuable resource.

 

Let’s look at a few keys that can help you.

 

1/ Stop letting the trivial bombard you.

 

Is what you are doing right now the most important thing you can be doing?

If not, stop and change to something more important.

 

We don’t get to the important because we are stuck in the unimportant.

 

Today, make the commitment – I am going to start doing the most important.

 

Point: Get your priorities in line with your life.

 

 

2/ Get started – NOW!

“The greatest time wasted is the time getting started.”  Dawson Trotman

 

Stop thinking about it and just get started doing it.

 

An interesting test for your to try.  When you start doing something, write down how long you thought about doing it.  At the end of the week, total the number.  You might just be amazed.

 

Procrastination can stop an elephant dead in its tracks.

 

Make a commitment today to start doing.

 

If you want some help, check out my friend Tim’s great product

Click Here:

 

 

This is a tool that can help you with procrastination.

I have used it myself, it is amazing.  I thought I never procrastinated and I was getting so much done.  Surprise.  Ten minutes twice a day for two weeks, and now I am really fast and moving so much further.  

 

Point: Stop thinking about it and get moving.

 

 

3/ Get organized

 

Did you know that according to Guerrilla Selling, the average business person spends over 3 hours each week looking for misplaced information?

 

Three hours – what could you do in that amount of time

You could change the world.

 

Let’s be honest, we all fall into this.  How many times have you spent 15 minutes looking for a file on your computer, or in your office.

 

Organization does amazing things.

 

 

Point: Either get yourself organized or get someone to do it for you.  

 

 

 

So, let’s take just a moment and think about this.

I focus on the right things, I spend less and less time thinking about it and more and more time moving quicker, and I get organized.  

 

WOW!

 

Do you think perhaps success will come a whole bunch closer?

 

Start today.

Learn more and get the webinar on time management:

Click Here:

 

 

Are you using Linkedin to generate business?

Is it working for you?

 How are you using it?

Are you getting what you expected?

 

How can you do it better?

 

Linkedin is one of the most powerful tools out there for generating business.

Yet, so many people are not using it the way they could.

 

This article is a simple introduction to help you learn a little more about the tool and to help you to start using it for generating business.

If you want to learn more – check out the free webinar we did, Click here.

 

So how can you use Linkedin to generate business?

There are so many people on Linkedin.

I have been able to find people I have not connected with in years.

It is the gateway to building new relationships, rebuilding old relationships and generating business.

 

But it does not do it for you, it simply opens the door.

Linkedin is a tool.

 

If you are looking for companies and connections, where should you start.

Let’s look at one simple example.

 

You first have to define what you are looking for:

Example 1:   I am looking for:

Small business owners (Owner, CEO, President).

In the Service industry.

In the state of New Jersey.

Who are connected to someone I know well.

 

Example 2:  I am looking for:

Purchasing agents.

Medical supplies business.

In the Greater Northeast.

Who are connected to someone I know well.

 

The key here is to use the gold you have first.

Start with the people in your network that you know well – they are your gold.

Find one person you know very well who you know will help you.

A person who has 200+ connections.

 

Now take time and look through their connections.

Find the connections that meet your criteria.

Make a list of them.

Start conservative, find 20-25 that fit well.

That is enough for now

 

Now pick up the phone and call your friend.

Hi, Mary, this is Manny.

I was just going through your connects on Linkedin and found some people you know that I would like to connect with.

Can we get together (phone of in person) and discuss the list.

 

If you would like to go through my connections before the meeting and see who you would like to connect with, I would be happy to help you as well.

I can send you my list before we get together so you can look through them.

 

That is it.

Now when you two get together.

Your friend will have gone though the list you sent, crossed off all the people she does not really know that well.

 

The original list of 20-25 is now down to about 10.

But they are 10 that will work.

 

You now go through the list and talk about the people she can connect you with.

After this, you might be down to 5-6 really good connections for you.

 

The best method at this point is if your friend, right then, will pick up the phone and make the connection and set up a time for you to call the person.

That is not always convenient.

Nor does everyone want to do it that way.

So, if they call later, that will work as well.

 

The other method is for them to send an email and make the connections.

That works also, but the phone is so much more powerful.

And so much more successful.

 

What if you did this with just one person a week for the next 6 months.

And each one connected you with just 3 people.

3 x 26 equals 78 connections.

If you close only 8, and perhaps started a relationship with another 8.

Wow!

 

Start using Linkedin to generate business.

More information and a free webinar, Click here.

 

Linkedin is a key to networking.

Networking is what we do extremely well.

Learn more about our program – click here.

 

Also, please make sure you have signed up for our fall boot camp.

Linkedin will be on the agenda.

Click here to learn more and sign up at the reduced rate today.

Million Dollar Business Development Boot Camps – ROCK!

Feedback from our March 2014 Boot Camp Attendees

Posted by Manny on April 9, 2014
Posted in Uncategorized 

Some of the things that people had learned at the boot camp.

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Manage email and calls better!

 

I know I need to set goals and write them on paper

 

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Set my marketing goals for the year.

 

 

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Implement return email message to confirm relationship.  Improve prospect management.

 

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Started working on goals short and long-term.

 

 

 

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Don’t miss our next event – signup today to start taking your business to the next level.

 

Click here to register today:

 

 

 

 

How well do you do it?

How often is the person you bring in up to or beyond your expectations?

How often do you lose sleep over the hire?

 

Interesting questions.

To be honest, most small business owners are not that good at hiring.

To many times they hire the wrong person and then take a long time to end the relationship.

 

This question came up last week at the. Million Dollar Business Development Boot Camp, and was an area of great concern.

We spend a little time looking at it, but we need to spend a great deal more time with it.

It seems to be a pain many of you have to deal with.

 

I love this quote from John Huntsman,

“Not GPA

not class standing

not even academic major.

But first, integrity, commitment and courage.”

 

So today I wanted to start to look at this issue and address one point.  More will come in the future.

 

The first thing I want to look at is expectations.

How well did you define your expectations of the position?

Did you write down what you expected of this person?

 

Simple stuff, yet sometimes it just isn’t understood.

A client and good friend of mine puts it very simple – “I expect my sales people to sell during the 8-5 day.  They should be doing research, paperwork and other non-selling stuff outside of those hours.”

 

That is something that many of us would expect of our sales people.

Yet, if you do not communicate it in the hiring process, you might get someone who has totally different expectations.

Then you can have fireworks.

 

Another friend puts it this way, “I expect my people to work until the job is done, I don’t care if it is 5PM or not.”

Did he communicate this expectation during the hiring process?

 

Write down your expectations.

Share them with the potential hire.

 

Start by being crystal clear on 3 key areas.

 

1/         Responsibilities

This is what you are responsible for, no gray areas, no questions.

If this isn’t done, you own it.

If this isn’t done, you have to stay and finish it.

Make sure they know their responsibilities.

 

2/         Authority

What can they do, what can’t they do.

Simply, what is there level of authority of all issues that effect them.

With sales people it is price, features and giveaways.

With managers it could be discipline and work assignments.

 

3/         Measurements.

This is how the employee will be evaluated.

This is what you are going to look at when it comes to his/her performance.

There should never be a question or a gray area.

 

Hiring the right people is so critical to your success as well as your peace of mind.

So many business owners really believe in the family atmosphere in their companies and really have a hard time letting employees go who don’t meet there expectations.

 

If you get better at the hiring, you will then have less of these situations to face.

 

To learn more, stay tuned and watch the webinar we did on this, ttp://thedecisioninstitute.com/weekly-interactive-webinar-with-coach-manny/”>Click here.

 

 

 

Want to hire better people?

Get out and network more.

The more people you know, the great opportunity you have to find the people you want and need to take your organization to the next level.

 

 

Did you miss our boot camp?

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It was outstanding.

Don’t miss the next one.

Learn more today and sign up early. Click Here.

Million Dollar Business Development Boot Camp

Posted by Manny on April 1, 2014
Posted in Networking  | Tagged With: , , ,

What A great Event it was – March 28, 29

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