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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

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.

 

 

 

 

A new exciting term being spread all over the place these days is this thing called, “marketing automation.”   So what is it and how could it help your organization?

 

Firstly, according to the experts at Wikipedia:

Marketing automation is software technologies designed for marketing departments and organizations to more effectively market on multiple channels online (such as email, social media, websites, etc.) and automate repetitive tasks.

 

Secondly, according to Coach Manny:

Marketing automation is tools and systems that can drive your business to the next level in sales and marketing.  It also helps you stay connected, and follow up and build your business both online and offline.  Helping you stop missing the targets that you know you should be hitting.  Increase sales!

 

For you as a business owner, marketing automation can drive you way ahead of the competition and make you a major player in your business field.  Increase sales.

 

Today, I just want to introduce 3 areas that marketing automation can help you with.  Remember, this is just the tip of the iceberg when it comes to what real marketing automation can do for you and your organization.

 

1/        Automate the follow up process – stop your loss of potential clients.

            How do you stay connected with more people and how do you move the right people forward in the marketing process?

            I don’t care how good you think your memory is, you cannot remember everything and if you miss something with a prospect, it could be the one thing that costs you a client worth thousands of dollars.

            Marketing automation helps you to set up campaigns that are followed automatically once you make a personal or online connection.  It can do the majority of the work for you;  notifying you only when you need to physically get involved.  When you have to make that call or stop by and visit.

 

2/        Saving you dollars on adding staff.

            We all know the cost and headache of first finding the right players and then paying them what they are worth.  For most of you, your highest cost is employees.

            However, when you look at automation, do you look at where it can save you hiring that person?

            For pennies on the dollar of the cost of a person, marketing automation can perform so many of the routine follow up and connection pieces that make your sales and marketing process much more effective;  that generates business.

 

3/        Reduce “misses” to almost zero

            Yes, computers do still make mistakes, but they are usually caused by the person behind the keyboard.

            Once you set up and test a process, the computer does it every time, all the time, just as you ask it to.  This is one of the great powers of marketing automation.  Define the follow up process, by whatever categories and groupings you want, and the system will automatically do it every single time for you.  Again, only informing you when you need to get involved.

 

            I have been working with business owners in small organizations effectively for the past 10 years.  Yet, with these new automation tools, I can help my clients even further by taking their sales/marketing process to new levels of results.

 

            You know how I always talk about walking the walk, well  I am walking the walk.  I have implemented marketing automation in my own business and it has created results that will help my business to grow way beyond expectations.

 

            So, there is your introduction.  Call me or email to learn more.  856 358 4021.  Manny@MannyNowak.com

 

            Also, don’t forget our Marketing Automation Boot Camp this October 22 and 232015.  If you think this is something you should be looking at, then you need to be there.  Register today at our discounted price.

http://thedecisioninstitute.com/big-money-for-small-business-owners-bootcamp/

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

Manny@MannyNowak.com

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.

 

http://thedecisioninstitute.com/big-money-for-small-business-owners-bootcamp/