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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

 

“Power, the ability to control and influence circumstances.”  Dr. Myles Monroe

The amazing thing that happens when you sit down and do a one on one with someone is that you learn amazing stuff.  Stuff you never thought this person did, knew about or was in anyway involved in.  It is so great to learn about people.

 

I was having a one on one with a prospect the other day.  This person was in the construction business.  Custom cabinets.  Very nice and very high end stuff.  I was amazed at the product.  The amazing thing I learned from the one on one was that prior to doing this business, the person was an international banker who knew people and still had connections on 5 continents.  Did I need some help making a connection in China?  Did I need a referral in England?  I did not, but you might.

 

Don’t assume who someone is by what they are doing today. 

 

Don’t say, like so many people, “they can’t help me.” 

 

How do you know if someone can help you before you really spend some time with him or her and learn about him or her?  If you are into building relationships, then take time to do one on ones.  They are where the real power of building powerful relationships is.

 

 

One on one’s are the gold of follow up and relationship building.  They open up doors that you never thought could be opened.

 

So, the next step in continuing to follow up is to do a one on one meeting. 

 

For me, if I see someone on my list is opening and reading the newsletters over an extended period, then I am going to try and set up a one on one meeting.  This signals to me that they have an interest and I better see how I can help them.

 

If I go to LinkedIn and see a person has amazing connections that I want to meet, I am going to request a one on one with them.   If they are connected to the people I want to meet and want to work with, then I have to start the relationship with them.

 

A one on one is a key piece of follow up.  This is when you really start to get deep. 

 

This person is willing to given you an hour or so of their time to sit down and talk, so what are you going to do with that time?

 

 

First, make sure you have many questions ready to ask.  More questions than you could ever get to.  You never know if the person is quiet, or if the person is a talker.  If they are a talker, you will be fine, but if they are quiet, you could blow through a bunch of questions before they ever open up to you.

 

Next, make sure you do your research on the person.  Don’t ask questions that are so easy to find online.  This makes people think you have not done any homework.

 

Third, I suggest you make a list of people you both know.  Then talk about the ones you have a good relationship with.  However, make sure you let the other person lead.  You do not want to put your foot in your mouth by talking well about someone they do not like.  If they take the lead, you will stay in a safe area.

 

Next, make a list of people they are connected with that you might want to meet.  These are the people who you want to connect to.  If you don’t ask, then how will you ever get connected?  But, it is important to ask with grace and patience.  Don’t go forward pushing, go forward asking.

 

Don’t say, “so you know Joe, could you introduce me?”

 

Instead say, “so I see you know Joe, how long have you two known each other? 

Do you do work together?  Etc.” 

 

Keep asking.  You might be surprised by the response– “would you like me to introduce you?”  Yes, yes, yes.

 

Make sure that when you meet you make it your number one goal to listen. 

Then to learn. 

Then to help. 

 

If you move in this way, you will be amazed at what you can get out of the relationship.

 

It is amazing what you can learn if you do the one on one effectively.

 

It is not about what they do, it is about whom they know.

Let’s face it; most people will never want to buy what you sell.

However, they just might know many people that do and if you follow up and stay connected and build a lasting relationship, they might just introduce you to them.

 

I have gotten some of my greatest business simply because I followed up and in that follow up, I ask for a one on one meeting.

In that one on one meeting, I listened, took notes, and was really interested.

 

At some point, maybe not today, tomorrow next week or even next year.

But if I continue to stay connected, then at some point, this follow up will yield business.   That I can guarantee you.

 

Read more in our latest book: My Sales Follow Up Sucks.

Available on Kindle for only $2.99

Click here to order today:

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New Book Just Released from Coach Manny

Posted by Manny on June 9, 2015
Posted in Leadership 

MySalesFollowUpSucks_F_Front (1)

Click here to Download

Don’t miss this opportunity to get the great book for only $2.99

 

Look at the content:

 

It all starts with your smart phone.

 

Upload the contact information into your CRM system.

 

Have an automated process that does the follow up for you.

 

Follow up is so much more than checking back to see if they are interested.

 

Email Follow further defined.

 

Building the connection to a deeper level

 

The power of the one on one

 

Social media – what a great way to follow up

 

Defining the follow up plan

 

Here we how we build a campaign

 

Consistency makes it work

 

Persistence means going on, and on and on until you make it work.

Success in generating revenue means building the bridge from talking about it, right to doing it. 

 

This is the key element that so many people simply do not achieve. There is this ravine between you and great success in your sales and marketing process. 

 

To get to success, you have to build a bridge to get to the other side.  Marketing automation is the tool that will help you get there, no matter whether you are a profit or non-profit business.

 

You know what lies on the other side, yet so many of you don’t build the bridge.

 

You know you need materials, tools, people and expertise to build that bridge and to get to where you want to go.  However, something keeps holding you back.

 

You hesitate and don’t invest in marketing automation and thus you stay on this side of the ravine where it might be comfortable, soft and easy for a bit, but at some point, you are going to have to cross to the other side or your competition will before you.

 

So you try some stuff that you know is not the best answer, but it is cheaper, easier and has a lot less risk attached. You decide that you are not going to invest in the right process you need to build a strong effective marketing automation system to increase your sales, instead, maybe you will try something simpler, easier, cheaper.

 

Perhaps you try to use a rope to cross the ravine.  Thinking that maybe you can throw a rope across the ravine and can hand walk across it, but you know that simply doesn’t work.  Or perhaps you think you can jump across and instead, you end up at the bottom of the ravine looking up wondering what happened.  Or perhaps you….?

 

You get my point.  You get what you pay for; it’s that simple!  Heard and seen that phrase before?

 

Marketing automation is the tool that will help you build that bridge across the ravine and help your business to grow.

 

So the question is, what are you going to do?

 

1/        First, you have to convince yourself in your mind that you really want this. 

Someone great once said, “if you can see it in your mind, you can make it happen in the world.”  However, first you have to see it happening.   See your sales increasing, your follow up happening, and your appointments increasing, more and more sales closing.  Ultimately, your company growing.

 

 

2/        You have to be willing to take the risk.

Marketing automation is a risk.  It takes an investment of money and it takes an investment of time; both of which you could be spending today for other stuff.  But if you want to increase sales to great new levels and really work on building the bridge to get to the other side, then take the risk.

 

 

3/        It takes time.

            Once you are committed.  You see it, and you are willing to take the risk.  Now you have to take the time and commit the resources to make it happen.  Marketing automation requires time up front.  You have to design the process, you have to learn the tools, and you have to build the process, test it and make the changes.  This all takes time, but the resulting reward is tremendous.

 

So, are you ready to build the bridge?  Are you still unsure whether marketing automation is the answer that will help you make it happen?

 

Two simple things to start with.

1/        Call me and let’s talk about it and how it could help you.  856 358 4021

2/        Come to our Marketing Automation Boot Camp this October 22, 23 in the greater Philadelphia area.  Here is the link:

 

http://marketingautomationbootcamp.com

 

 

 

Marketing automation is key to building your bridge from where you are in revenue, to where you want to be.  Take that first step today.