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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

But are you paying attention and looking at your existing customers as a lead source?

 

Most companies are not.

In fact, as I have said a number of times, “Treat your customer like you treat your hot prospects, forever, and they will be great customers, forever.”

 

Customers – your customers are a great source to ask for more business.  They might be doing much more than you know of and could use your services in other areas of the company or other divisions.  They might also introduce you to their customers.

 

Customers – The people you are doing business with.  Your customers are a great source to ask for more business, but sometimes, it goes right past us.

 

Your customer might buy much more than you think of your product/service and could use your services in many other areas of their company. 

But neither of you think about it.

 

This is one technique that has helped build business for me and for many of my clients.

 

First, you must find out how much of what you sell your customer is buying from other organizations. 

Once you know that, then you can put a plan together to go after that business.

 

Let’s say you are a printer and sell to company x.  Who is a good client, and you do $50,000 a year with them.  The problem is, you don’t see/know/understand that they buy another $250,000 in printing from other companies.  Not just other printing services, but printing you could supply them with.

 

Another example, you are a computer managed services company, and you support 25 computers for an organization.  But you don’t know that the organization has three sales offices with another 100 devices supported by someone else.

 

Don’t assume the customer will think of you and mention it.  Bring it up yourself, be more aggressive in working you existing base.

 

Looking at what your customer buys from your competitor that you could supply is an amazing lead source.  I encourage you to look at how much of what you sell that your client is buying from someone else.

 

They already love you, so you have such an opportunity; yet, you are missing it.

 

I remember working with a printer who was doing well, but she wanted to sell to larger clients.  So, we looked at some of her big clients that seemed to do only a little work, compared to what we felt they could do.

 

After researching this issue, we found 4 customers who were very good customers. Together, they were doing over 200k total with this client.  Yet, we found over a million dollars of work, purchased by these 4, that my client was not doing.

 

Simple solution when you think about it.  Here is 1 million dollars of business, in four companies you have a good relationship with.  Pick up the phone; take a trip, do whatever you need to do; go get more of that business.

 

We built a process to go after the business, and it created some amazing results for the client. 

Simply asking, could you introduce me to that department head? 

Could you connect me with your office in that town? 

Do you know anyone in that department? 

They didn’t get it all, but they got a bunch.  They doubled the business they were doing.

 

Look at your customers and see if this situation exists.  You might just be amazed at what you find.

 

 

Source for article:  Targeted Lead Generation Book by Coach Manny Nowak

Click here to order your copy today.

 

 

Are you using your email list the most effective way you can?

Are you treating it as an asset?

Are you looking for a ROI from the list?

Are you building the list?

Is your list any good for what you are going after?

                                                                                                                           

Well, you should be looking at all these factors.

 

Today your email list is the gold in your marketing process and in creating more business from both your existing customers and your prospects.  But to make the best use of the list, you need to develop marketing campaigns that create the results you want.

 

Today I want to share a basic way for you to start making this happen in your business.

 

1/       First we have to ask the question: What is an email campaign?

In its simplest form, an email campaign is a group of emails that get sent to certain people on your email list (or all of them) over a period of time.   Can be 2 to 200 emails or even more.  That moves them to some action or result.

 

2/       Determine what you want to accomplish with this campaign?

            Do you want to educate the recipient on something?

            Do you want them to take some action – buy a product, look at a service, go to a website/landing page?   

            Do you want to create visibility of who you are and what you do?

 

3/       Who are you going to sent this email to?

            Everyone on your list – that is simple and easy, but not always the best.

            To a certain group of customers or prospects?

            To people who have done certain things with you in the past?

            Even to a cold list of new people.

 

4/       What will the theme of the emails be?

            What are you going to use to tie the emails together for the reader?

            Get them to open the emails?

            Are they all going to be about education in a product or service?

            Are they going to be about a special or a limited offer.

 

****Watch the Facebook Live Session:  https://www.facebook.com/manny.nowak/videos/10211172524842004/

5/       How many emails in the campaign and at what duration are they sent?

            Are you going to send 2, 5, 10 or more?

            There is no right number.

            Remember that people are in a hurry thus the shorted message, usually works better.  But many will argue that point.

            How much time do you want between each email sent – it does not always have to be the same.  In fact, if you vary day of week and time it might help you get more people opening your emails.

 

6/       How will you measure and track the results?

            Do you have a tool that tells you the email was opened?

            That a click was taken?

            That they unsubscribed?

            That they went to your webpage?

            That they called you?

That they became a customer or that they became a bigger customer and increased what they spend with you?

 

7/       What is your expected outcome/ROI?

            When the campaign is done, what is it your want to see?

            10 New customers?

            Sold x number of product Y?

            100 phone calls came in?

            100 forms were filled out?

            You invested x and your return in new sales was Y.

 

 

This is just a start but it does give you a framework to operate under.  Listen to the podcast, that will give you even more detail.  Click below:

 

http://coachmanny.com/tlg/019/

 

 

Get your email list working for you; build effective campaigns and generating more business.  It is one of your greatest assets to help you grow your company.

 

“Extraordinary results are directly determined by how narrow you can make your focus.”

From the book:  “The One Thing” by Gary Keller

 

Are you a multi-tasker and proud of it?

Are you the guy/girl chasing two rabbits at the same time and wondering why you are not catching either one?

Are you looking at your market as 1 inch thick and 100 miles wide – instead of focused on 1 inch wide and 100 miles deep?

 

In other words are you trying to do so much that all you end up doing is  “average?”  You know that nasty word that makes you like everyone else in your business?

 

Is your company “average?”

Doing OK!

Just strolling along?

 

Is that really where you want to be?  Or do you want to be a superstar?

If you want to play with the big boys and girls, then -

Stop.

 

Get focused.

Focus what you are doing.

And be amazed at what can happen to you and your organization.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

Today I want to share with you three keys to help you narrow your marketing focus.  Three things which will help you grow your business.

No, these are not all there is, but if you do these three, you will be amazed at the results – so give it a try.

 

1/       Select one industry/vertical market.

           

Pick a single vertical to start with.

Preferably a market that you know.

            One that you are already good at and working in.

 

            Or one you have great passion for and are ready to put all into.

 

            Then go out and put all of your time, energy and resources into that market. Become the expert in one thing!

Yes, you can still do work for everyone.

            But unless you are Pepsi or Microsoft, you cannot afford to marketing to all of them.

 

 

2/        Geography

            Pick a physical targeted area to sell into.

            Yes, I am a national speaker/coach.

            But I market in the Northeast.

            Because I am not “Apple” and I cannot afford to market everywhere.

 

            I can still do work for people from anywhere who call me but I do not market to them.

 

            Remember, you are not some major organization with unlimited funds.

 

            Your target might be just a 5-mile radius from where you are located.

            Or a city, a county, a state or even multiple states.

            Whatever area, get to know it and work it as your area.

 

 

3/        Size of the prospect – either dollars or number of employees

 

            Again, everyone cannot be your market.

            If you are a B to B company.

                        Then define your market by company size or number of employees.

            In almost all business, marketing to different size organizations takes different practices.

 

            If you are in B to C market:

                        Then income level might be your method to find and define your audience.  Again, it makes a difference.

 

When you single focus, you will be astonished by what will happen to your sales and marketing process and at how much more effective it will become.

 

Trying to develop that sales process that will rocket your company to new levels of success?

Tired of all the stories of success without results.

Give me a call, set up 15 minutes for me to learn more about you, your organization and your dream.

Call or email today to get started.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

manny@mannynowak.com

856 358 4021.

 

I grew up as a computer programmer. In the 80’s and 90’s, programmers’ function was the automation of manual processes.  We focused on how to get more done, better, faster and cheaper. 

But as I look at the sales and marketing automation process in most small to medium firms, I still don’t see this process happening at the rate it could. 

We have all kinds of reports that can tell you every thing you need to know, but they only work if the data is inputted.  We already had those reports in the 90s. In fact, my partners and I developed them for many large companies. 

 

 

I see people trying to manage email, prospects and marketing campaigns manually.  I see people trying to do social media, one post at a time, when they have time.

 

Today, a small/medium business can accomplish amazing things through marketing automation.

 

At the center of this additional accomplishment through automation is CRM (Customer Relationship Management) software, social medial and email lists.

 

Today I want to look at these 3 areas that you as a business owner/CEO/Sales Executive need to look at for automation and focus.  Combined correctly, these three will help your business excel and help you reach that level of sales that you want and know your company can achieve.

 

1/       Social Media

            Visibility

            Massive Posting

            Anyone who tells you that you can post 1-2 times a week, or even 1-2 times a day, and get results needs to think again.

            The social media window that allows someone to see your post runs at such a high speed that if you are not consistently putting stuff out there, no one will ever notice you or know who you are.

            Yes, this is where automation comes in.  Using a tool such as HootSuite, you can now set up posts for the entire day, week or even month.  You can set them to update 5-10 platforms, 8-10 times a day.  You do the math.

            Think, what happens when you post 50-100 times a day?  People begin to notice you. They see you everywhere, on all different platforms., and they will begin to check you out.

 

2/       Web Landing Pages.

            You need to build your email list, and you need to get prospects onto your list.  Sending them to your website will not do it.

            You need a landing page (a special page that is set up just for the offer) with an offer that people want.

            It can be:

                        A white paper you wrote about something your firm does or has done.

                        It can be a check list or “how to.”

                        It can be an ebook.

                        It can be a free gift that solves a problem or answers a question.   Something they want.

 

            Then, push this using social media on a regular basis.  Post about the offer.  Perhaps do some advertising on Facebook.  Get people to go to the page and give you their email.

 

3/       Email Campaigns

            Your email list is one of your greatest assets. Make sure you understand and take care of it that way.

 

            Once you populate the list with qualified people, you need to send them email.  Nothing is worse than working to get someone’s email on your list, but then failing to do anything with that opportunity.  As my friend Michele Scism said in an interview with me the other week, “once you get on my list, I am going to email you.”

 

            Educate them.

            Inform them.

            Make them offers.

            Segregate them by what actions they take and what they look at.

 

            All this can and should be done through automation, through campaigns, through the tools at your disposal.

            Email them again and again – keep them on your list.

 

            Never let them wonder about what happened to that list they subscribed to.  Yes, some will likely unsubscribe, but they were not buyers anyway.  Stop worrying about those that unsubscribe and start focusing on those that do open your messages and then act.  They are the buyers.

 

Wow!  This sales and marketing automation is amazing stuff – isn’t it?

 

If you are not yet using automation to its full potential, you need to check it out.

 

Want to learn more?

Let’s talk.

Set up a 15-30 minute call with me, and let’s learn about you, your organization and how sales and marketing automation can help you.

Just click the link below.

 

http://www.meetme.so/coachmannynowak

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Everybody wants more sales.  More sales and more profit.  However, what are you doing actively to take your sales up, not just take them up, but double them?

 

Today, let’s take a look at one tool, channels.

 

I am going to share with you today three simple channels that could, if effectively implemented, create a tremendous increase in sales for you and your organization.  This is one of the keys of Business results coaching with Coach Manny Nowak.

 

Channels are one of the key elements that I help my clients with.  Furthermore, we will be doing a great session on these at the boot camp.  Build and work your channels with Marketing Automation.

 

Today I want to look at just 3 of them.

 

 

1/        Networking

            Get out there and start meeting people.  Build relationships.  This requires you to put yourself out there and meet new people.  It then requires you to follow up with those people and start to build a relationship.  Do a one on one meeting.  Put yourself out there, take a chance.  Most people are just like you, so fearing it.

 

If you feel this is a weak area for you, then get some help.  We will be spending a great deal of time at the boot camp teaching this.

 

 

2/        Start working on LinkedIn.

            This is a goldmine sitting right in front of you.  This is an unbelievable source of leads.  I like to look at it the same as going to a networking event, but instead of talking to people who are not really qualified, I can spend my time trying to connect with people I have qualified – the kind of people who buy what I sell.

 

            Come to our boot camp and you will start to learn a great deal about this channel from some of the best in the business.

 

            But I want to tell you right now to start by picking a number in this channel.  Maybe 10, 20, 50, or 100 people to try and connect with everyday.  Then get on LinkedIn and ask to connect.  Do it everyday.  Watch what happens as a result.  Remember what I taught about consistency.

 

 

3/        Start asking for referrals.

            How many of you out there fail to do this? How many of you are afraid?  How many of you think you are bothering your clients?  I ask my clients, very simply, the following questions.

            Do you like what I am doing for you?

            Do you like the work?

            Would you recommend me to someone?

            Could you tell me some people you know that might need what I do?

            Or, here is a list of 10 companies, do you have any connections?

 

            Or, back to LinkedIn, “I looked through your LinkedIn connections and found theses 5 people, could you connect me?”

 

            Ask.

 

            Again, great session dealing with this at the boot camp.

 

            Yes, you all do great work for people.  Why do you hesitate in asking for the referrals?

 

You would be amazed at how many channels you have.  A channel is just a method you have to get business.  A way to generate leads. 

 

But each time, you have to track how many leads you get and how many turn to business.  This will tell you the quality of the lead and how much more or less effort you should put into it.

 

I have just talked about 3 channels today.

 

However, just think of all the potential channels you have and could work.

 

First, define every single channel.

Make a list.

 

Then start working on figuring out how you are going to use them effectively.

 

We actually have some sheets that you can download.

Just go to this link.

 

And come to the boot camp to learn more.

We will be spending time on channels and helping you define them.

Including Mastermind time doing this.

 

Click here to learn more about this great event.  October 22 and 23.  Only $97.

Are your emails getting opened?

Are your emails creating action on the part of the reader?

The action you want?

Or are they simple getting deleted?

 

There are two key pieces that will make an email work for you or for anyone.

 

One is the subject line.

 

Two is the call to action.

 

No matter what the reason for an email is, these two factors are the key ingredients in a successful email.  Period.

Emails that you send to someone one on one.

Or emails that you mass market.

These two pieces will either get you results, or get you frustration.

 

Today, let’s take a look at each and see how they fit.

 

First, let’s talk about the subject line.

 

Stop the scrolling – as I heard Tom Antion say in a seminar the other day.

A great subject line will stop a person from scrolling down the list of emails, stop, and actually open the email up and read it.

 

How much time, effort, thought and energy do you put into the subject line?

How many times is it boring, dull and simply not something that anyone is going to open?

If you send your boss an email, he/she might not even open it.

If you send out a mailer to your list, if the subject doesn’t get them, the email will never even get opened.

 

So, get creative.

Be bold.

Be different.

 

Instead of “Tips to Increase Sales.”

Say, “3 Tips to Double Your Sales.”

 

Instead of “Follow up on our meeting.”

Say, “I heard you and I am climbing the mountain.”

 

Which one would you rather open?

 

Instead of the original title I had for this email, “How is Email Working For YOU?”

 

If you are reading this, you see the title got changed to

“How To Get Your Emails Opened and Spark Some Action.”

 

The fact that you opened this says it all.

 

What I want to reinforce is this, “stop holding back and doing things the way they always were done.”

Get bold, different and creative.

 

You want your email opened, so create a subject with something I will open.

 

 

Point two:

Call to action.

What do you want the person to do who reads your email?

 

Do they know what you want them to do?

 

Is it simple and easy to do?

 

Have you made it something they want to do?

 

Have you got them excited and interested?

 

I want you to click this link and sign up for my boot camp.

Why?

 

Because what you read here today is just the tip of what you will get if you attend.

What I just gave you is powerful stuff, but if you come to the boot camp, you will get 20 hours of this. 

 

What could that do for you and your business?

 

Are you really ready to take your business to the next level – or are you just playing around?

Think about it.

Maybe…

Come on.

These two tips alone will take you to greater success.

Now, click here and get to the boot camp because it is 20 hours of this gold dust.

 

Get it.

 

Make it so your reader wants to do it.

Make it so your reader has to do it in order to be happy.

 

Make it easy.

Make it a must.

 

Come on, 20 hours of this for $97 dollars– you know you got to be there.

Click here.

 

 

Do you get it?

Email success requires two things.

Getting the reader to open the email and then getting them to take some action.

Have I succeeded?

Click here to sign up today.

 

Then email me and tell me, “You got me Manny.”

I look forward to seeing you at the boot camp.

Click here to sign up today, right now.

“Most failure is simply due to the fact that we take the line of least persistence.”  Norman Vincent Peale

 

“Refuse to settle for anything less than everything God has for you.” Joyce Meyer

 

“No man is ever whipped until he quits – in his own mind.” Napoleon Hill

 

In everything you do in life, sports and business, it really
comes down to doing the basics.



When you are having a problem in a sport – the coach always
tells you to go back and work on the basics.

Practice the basics and then see what happens.

How come in sales, we always think we are way past that?

Let me ask you how much you practiced your skill last week?

Sales people are often offended when I mention practice.

Practice – are you kidding me? I have been doing this for
20 years.

Practice – do I look like a trainee?

Practice, me, what for? I am already great.

It is amazing how professional athletes practice more than they play.
In football they play 1 hour a week or less.  
In basketball, they might play 2 hours a week at most.

Do you know how much time professional football and basketball
players spend practicing?

Do you know how much time they spend on the basics?

Do you think that the two teams going to the Superbowl are not
going to be practicing all week?

So, what about you, when was the last time you practiced your
selling skills?

Start today and work on it for ½ hour every day, in the car, on the treadmill,
laying in bed – practice your selling skills.

You will be totally amazed by what happens and how much better you get.

Do you want to win the super bowl of sales or keep missing the playoffs?

Watch this video on today’s article – click here.

https://youtu.be/5aymokGqmOw

 

Some simple things to work on?


1.    Record yourself and then play it back.
       Do you really sound as good as you think?  
       Or have you become weak?
       How is your voice doing?
       How clear are you speaking?
       It sounds a whole lot different hearing yourself on a recorder.

2.    How well do you know your products?
       When was the last time you changed up your presentation –
       is it starting to sound like an old record?
       Add something new, change things around, practice and get it smooth.    

3.    How well do you know your competitors’ products?
       When was the last time you studied their stuff?
       Practice answering a question a client might ask.

4.    How is your listening?
       Take time and listen to some educational stuff or other people talking.
       Did you really get what they where saying?
       Take time and listen to your spouse.
       Take time and listen to your children.
       Practice understanding what was really said.

5.    Work with a partner.
       Let some else who is honest tell you how you are doing.
       Let them play the buyer.
       Would they buy from you?  
       Where do you need improvement?


These are just a few things that you can practice.
Remember that to be great in sports, music and most other things in life,
you need to practice – now apply that logic to selling.

I know you think you are that good.

And as I always say – it is very critical to be positive and have that great attitude.

However, just like in sports and entertainment – to stay on top you have
to practice.

If you want to stay on top in selling – then you better start practicing every day.

Could you use some help to get there?


Want to find out?
Come on out to our great event this October 22 and 23, 2015.

 

Marketing Automation Boot Camp

Right outside of Philadelphia, PA on on the Campus of Rowan University at the Marriott Hotel.

 

Two days of hands on, interactive training – all for only $97.

 

To learn more:

http://marketingautomationbootcamp.com

How Does Your Application Perform For Your End Users, And What Can You Do To Fix It Now?

So, you got your website or mobile application working like a charm.  Tested it out in your office.  It is great.

Spent a good amount of time, money and energy making sure they get people to take action.

You are ready to roll, right?

 

However, when you roll it out, the site or application is not performing exactly as anticipated.

Why are you not getting the results you know you should be?

 

You tested it and tested it on all kinds of mobile devices, and/or desktops and browsers.

You had all kinds of people come in and test it for you.       .

 

Yet, what is going on?

 

Surprise!

There is this one little key element that so many of us have not looked at.  One little thing -the networks that our users are working on

 

The website or application look and feel are great, but there may be some inefficiencies in the design itself; because the one thing you did not anticipate was that it was going to be running on a poor performing, high latency and low bandwidth connection. 

 

That the network was not always going to be a perfect WiFi or clean 4G with a strong signal.  Often, it could be a 3G or 2.5G EDGE network.  If you have users in remote areas of this country or any other country, you could be running on a very weak or highly overloaded network.

 

You have no control over where your users are.  You have no control over the networks they are on. Yet, you have to build your application with all of your end users in mind, and optimize if for all network conditions…especially the poorest one out there.

 

Now what you have is frustration and people leaving your site because they are not getting a speedy response rate. Hopefully they are not posting negative comments on the App Store or Google Play, or other social media like Twitter / Google+ / LinkedIn.

 

This is a powerful, yet amazingly little fact that so many of us have forgotten.  Remember how slow 56K dial-up was…that was not that long ago; however, seems the same…doesn’t it?

 

I never even considered it myself until I had a chance to talk with a key developer at HP, Todd DeCapua

This guy had just finished developing a tool that could show this to you.  He asked me to try it on my website and what I learned was truly amazing. 

In less than 30 seconds I submitted the request, and within 3 minutes I received a 25 page report that showed me how my end users were experiencing my site across 5 different network conditions, how I scored with an letter grade….and best of all how to remedy them or where to look to find solutions.

 

Even though I have no control over where the user is, I now know what could happen and I can build the site to work anywhere on any network connection for all of my users.

 

How many of you out there got a little shock on this one?  I know I did.  What I learned was that my site was slow on less than 4G networks.  In fact, on 2.5, it did not even run at all, it timed out.  Plus, the 4G I was running on was empty.  What happens when I get on a very busy 4G network?

 

How much control do you have over where your customer is?  None.

 

How many of you have been frustrated by poor application / website / mobile app response?

 

I have been in a number of retail stores and the response for their website, in their own store, is absolutely terrible.  How can that be?

 

I was in a retail store trying to use their website/app to bring up their coupon. The response was stone cold slow – almost no response whatsoever.  What was going on?  How can I be in your store and your website not work on my phone?  This really causes some frustration.  People walk out.  People get angry.  Even worse, people do not buy.

 

What happens when you don’t get the response you want – you leave.  End of story.

What happens when it happens again and again and again?

The site worked fine at home when I looked up the deal, but then I could not get it to work in their store.

 

Think of all the applications and websites we depend on to run our lives and what happens when they are not working right.  When I am lost and the navigation app/website is not working where I am.  I have been there.

 

So, you, as the seller,  if you are going to spend all that time, effort and energy on the site to make it super, then you have to spend time making sure the piece that you cannot control, you deal with in the best way you can.

 

To learn more about this great tool, here is the link: http://www.hp.com/go/NVFreemium

 

This report will tell you amazing stuff about your app/website.  Run your site through this link and learn all the things that you can do to eliminate or at least limit customer frustration.  Additionally, it is easy to use and easy to understand, even from the executive summary which tells me as a business person what the problem is., to the technical information that tells my developers what they need to do.

 

Please do not send out your website/app without testing the response on all kinds of networks.  Success will not happen if the person cannot get a response.  Remember: you have no control of where they are.

 

Run a test today, check out this application, and these capabilities everyone needs to see now.

 

Many thanks to HP Development expert Todd DeCapua for his great input.

 

To learn more about all those keys to success and to surround yourself with other great business owners and professionals.  Come to our October Marketing Automation Boot Camp.

Learn more click the link below:

www.MarketingAutomationBootCamp.com

 

“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.

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