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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

In today’s world of technology, not providing follow up is totally unacceptable.

You can automate most of the process, so why are people still so weak when it comes to following up?

Why are people leaving so much business on the table, and then wondering why their business is not growing as they desire?


A simple example:

You go to a networking event, you meet 8 new people, you start 4 potentially strong relationships.  Then you go back to the office, immerse yourself in your day to day activities, and what happens to those 8 people?  What happens to the 4?


Do you have one of these in your office?

pictures of piles of businesscards 

Leads that I killed.


So, what can we do about it?

Let’s look at one simple solution that we have implemented and that is working very effectively for us.


1/        It all starts with your smart phone.

Use your smart phone to scan the business cards you gather at an event.

            Do it as soon as you get to the office, or better yet, in your car or hotel room immediately after the meeting.


            I happen to use SNAP which works well with my Infusionsoft product.  However, there are many products out there.  Note:  I also ask if it is OK to send them a follow up email.



2/        Upload the scanned card into your CRM system.

            After the scan, you can add data or tags. 

            You can also change anything that did not scan correctly.

            It is amazing how well the scanning software today works.

            Most times, all I do is add a tag that the contact came from a business card.

Plus, if it is hot, I will add a hot tag too.


            The contact then uploads into your CRM system and creates a contact record.

            Again, I happen to use Infusionsoft as my CRM, as it is totally automated.


3/        Have an automated process that starts the follow up.

            I have built a campaign so that when the new contact is uploaded, the initial following happens over the next 37 days.

            A/        They get an email the next day explaining how I enjoyed meeting them and that I hope to learn more.  I also send then a link to one of my free eBooks.


            B/        Three days later, they get another email, this is one of my articles along with a link to see if they would like to receive them regularly.


            C/        A week later, they get another email, this one inviting them to an event we are doing in the near future.  Again, this comes with a link to join our list.


            If they join our list at any point, the process ends at that point and they begin a different process.


            This process continues with a few more articles and/or invites. 


            If they do not join our list at the end of this process, then they are set up for a different process in the future and receive no more emails at this point.


            In some of our processes, we also add calls, visits or other touches to the sequence.  But we don’t have to remember what they are; the CRM tells us if we need to so something, what it is and how to connect.  All via an email.


The point is that all I did once I built the process was scan and approve the card.  The rest is completely automated.

This is a process for when we receive a business card.  We have a different process for each way we connect with you; both online and offline. 


The statement I started with: In today’s world of technology, not providing follow up is totally unacceptable.


Start to automate your follow up processes today.  Need some help?  Connect with me.  Our function is to help your build the best business development process for your organization.  Increase sales, profit and time.

 856 358 4021


We know that people do business with people they like, yet are we putting the right amount of effort into building relationships?

We have the technology today to do almost anything we want when it comes to growing sales and profit – but are we using it?

Both of these are powerful if used correctly and together, they will create an unstoppable process for you.

 However, what are you doing to make it happen in your organization?


Today I want to introduce you to 3 ways that you can make this happen.


1/        Commit to making CRM a critical part of your business process.

No thinking about it.

No exceptions.

Commit to using CRM (Customer Relationship Management).

Define that this is how you are going to use it.

No other ways will be acceptable in your organization.


Is it hard? Yes.

Does it take a great effort and commitment of both time and money? Yes.

But, you can never marry relationships and technology to generate sales and profit unless you make the commitment.


I have one client who committed years ago to using CRM and has since watched his business grow tremendously.  Today, he is moving to an even higher end CRM product because he understands what it can do for his business.  And he is just touching the surface of potential.


I have seen others who refuse to do it, or just play with it, and it shows.


CRM is not an option in today’s business world; it is a requirement.



2/        Teach yourself and your team relationship skills.

How to listen – effectively.

How to ask questions that make people think and then shut up and listen to their answers.

How to show the prospect that you are truly interested – that you really do care.

Then really care – don’t just act like you care in order to get the business.

Research and learn about the prospect – stop asking stuff you should know.

Connect at multiple different levels.

Ask for referrals.


Relationship building has never been an option; it has always been key to building business.



3/        Build, document and require everyone to use the follow-up process.

From the time you first meet someone – offline or online, through the entire nurturing process, until you close the business, and then on into a growing and long-term business relationship and referrals.


This is where technology shines. 

This is what CRM does for you – if you make it a standard.

This is where you can build automated processes and campaigns that do most of this automatically, or at least let you know what and when.


This is where technology meets relationships and if done right, they work together harmoniously to produce sales and profit.


These 3 processes will set you toward those sales and profit goals you really want to achieve.


Are you ready to make it happen for you?


Then you need to be at our up coming boot camp.

This is where we will show you how to do both and how to tie them together neatly to produce sales and profit.


Marrying, technology and relationships – online and offline to make you and your business a tremendous success.  Million Dollar Business Development Boot Camp.


If you are really committed to making this happen for you – then sign up today.



Per T.D. Jakes, “The difference between the masterful and the mediocre is often a focused effort.”


Are you trying to do everything, for everyone, every time?


When asked, “what do you do,” will I remember – or will you confuse me so that I don’t remember?


When we talk with a focused person, we see passion; they know what they do and they know how to communicate it.  They have passion.  When we are done with our conversation, we also know what they do and we remember what they do.


The other day I had two conversations. 


One with a great guy who I would really like to work with.  However, I am still not sure what he does.  I know he does many things, but what and how does it relate to me?  We talked for about an hour.


The second conversation I had lasted less than 10 minutes.  Totally focused, and I think I want to work with them, because I know what they do and I can also relate it to what I do.  They do one thing and they do it amazingly well.


Strange thing; I think the first guy also did it!


Too many times we think if we don’t do it all, we will lose the business.  But the truth be told, the opposite is true.  Focus on one thing and you will get so much more business.


So what do you have to do to get that focused and use it to build your business? 


Let’s explore three things today.


1/        Find the “one thing,” you do.

            If you are in construction, what do you do?  Not, “oh I do everything,” but instead:

            A/        I am the best painter in the business.

            B/        I create kitchens like no one else can.

            C/        I am the best floor and tile guy you can hire.


            If in consulting:

            A/        I help people implement CRM systems.

            B/        I help people lead better.

            C/        I teach teamwork.


            Are you following me here?


            This doesn’t mean you don’t do other things that your customers might need, but the truth is that by focusing, you usually have more work than you can handle.  Which means you start to grow.  WOW!


2/        Market the “thing” you do best; better than anyone else can.

            I know many of us think that if we become the best  – all the work will come to us.  How is that working out?


            As one of my mentors and teachers, James Malinchak, (http://bigmoneyspeaker.com) has taught us, “no one will out market me.”  When you become the best at marketing what you do, you will be amazed.


So set your time, effort and dollars on marketing.  Become the one everyone immediately thinks of in your niche.  Yes, as a small business owner you can become, “the one.”


This is why you need that niche.


3/        Over deliver.

            You found your niche.

            You got others to buy.


            Now you have to over deliver the results.

            Most people can do the job – however, “you” do so much more.

            And you have to do it consistently – every time, all the time.


Do these three things and you will be amazed at what will happen to you and to your business.


Find your niche and go for it.


Now, if you need some help, then come to our boot camp this spring and spend two days with others who want exactly what you want.  Success.


Learn more and sign up here.