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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

How To Be More Consistent In ALL

Posted by Manny on April 15, 2015
Posted in Networking 

Consistency!

This week I want to talk about a few ways you can actually make it happen in your life.  This is by no means a total
list, just a start.  But you have to start some place to create greater consistency in  your life.  Because great consistency creates great success, plain and simple.

No doubt about it.  Guaranteed.

 

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.

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

 

What are the right places? 

What are the right places for you?

I have to start by sharing a great networking experience I had the other night at an event hosted by my friend Todd.

 

This was a pro-basketball game pre-game networking event that lasted for 2 hours, followed by a ticket to the game.  Two hours of meeting people and building relationships. 

Wow!  I would have to classify this as a great event.

Why? 

Simply because in that 2 hours, I met 18 new people, 11 good connections, and 5 excellent potential customers. 

For me, this was the right place.

 

Are you networking at the wrong events?

 

Meeting few if any new people; spending too much time in small talk.

 

Not moving the people you meet any further in the sales cycle.

Wondering if networking is worth all the hype?

Asking how to find the right places.

 

How do you find the right places?  Let’s start with 3 simple things to look at.  These come from my new book.  The subject will be finding the right places to build relationships that generate revenue.  Keep watching, it’s due to be released later this year.

 

1/        Define what you are looking for – the profile of the contact you want to meet.

            What is the definition of the right connection for you to meet?

            Is it a sales person or a business owner?

            Are you looking for accountants, professionals, or trade people?

            Do you even know?

            Will this event have these types of people?

           

            You need to understand the what before you go out there.

 

2/        Define why you network.

            To make initial connections?

            To get people to come to an event?

            To find ways to get into certain organizations?

            Because you need people to buy yesterday?

 

            Why are you there?

            If you don’t understand this, how will you measure your success?

 

            Does this look like the right event to meet your needs?  

 

3/        Define the type of event you would find these people at?

            Would they be at chamber meetings?

            Do they go to tradeshows?  If so, which ones?

            Do they go to special events?

            Are they part of lead groups?

            Do they do networking in the morning, evening or at lunch?

 

This is just the start of the process. 

 

But if you just work these 3, you will be amazed at the difference it can make.

 

Looking to learn more and become that super networker?  Find the right places?  Do the right things to make 

networking work for you?  Come to the boot camp. 

 

CLick here to learn more!

 

I have had it with people I meet at an event for

the first time, thinking I am ready to

buy what they have to sell.

 

How about you?

 

No wonder people hate networking.

No wonder buyers and senior executives do not attend such events.

 

Why would you send an email to someone

you only just met at a networking event

saying: “Here is a list of what I do, please

review and let me know what I can do for you?”

 

Why would you call me and try to schedule

a meeting to review my needs when I do not

even know you yet, and you do not know me?

 

Why do you think I am interested in

what you have to sell if I do not even

know who you are yet?

 

Amazing, and it never stops amazing me that people do these things.

Every week I get them.

Every week I write, speak and teach about networking, but is anyone listening?

 

You have to build a relationship with a person before they are going to buy anything.

You have to learn a little bit about them.

You have to make them feel important and like you care.

 

I don’t know you, so what would ever give you the idea I am interested in what you sell?

 

Building a relationship with people is one of the greatest weaknesses most people have in business today.

They simply move from “hello” to “get your wallet out”.

From “nice to meet you” to “which one of these would you like to buy?”

 

Ever wondered why you are not successful both off-line and on-line when it comes to selling? 

Relationship building is required in both.

 

Ever think it just might be you have not taken the time to learn a little about the other person?

 

Three simple keys:

1/        Get to know the other person.

            Ask questions.

            Listen.

            Make them feel as though you are interested and you are willing to take some time to know who they are.

 

2/        Invest some time in the relationship.

            Schedule a one on one meeting.

            Go see the other persons business.

            Learn a little about them and their business.

 

3/        Ask how you can help them.

            One of the greatest sales people ever, Zig Ziglar, put it very simply,

            “the best way to get business for yourself is to help someone else get business for themselves.”

            If you help someone with what they need, then you start to create a relationship.

            If you create a relationship with me, I might just be interested in what you have to sell.

 

Wow!

You mean that is all there is to it?

 

This week and this coming year.

Change the way you do business.

Start to listen to what others need.

Start to help others get what they need.

You will be amazed at what happens to your business.

Are you looking for the keys to the castle?

The way to take your Business to the next level?

The way to create a more successful and growing business?

 

These 12 keys are what I have learned will help you drive success in your business.

 

This is the process that I have used to help my clients build super companies.  It is a set of rules, technics and tools that I learned from some of the best and most successful business owners out there.  Those who do it so well and so successful.

 

Most successful businesses I have worked with live by them.

 

So today I just want to share an overview of them with you.  Then as the months go on, we will share additional insight into each one.

 

If you have any input or comments on these or others, please share them with me.  I will be putting this all together in a new book to be released either later this year or early 2015.  Maybe when I am done there will be 15 or 20, but for now, these are 12 keys that are critical.  They are in no particular order.

 

Love them or leave them, but they do work.

 

 

1/        Selling is the most important thing you do.

Close some business.

Forget all the rest until you get this piece working.

You don’t need that nice office, those beautiful business cards, or even great systems, you need sales.

If you don’t close business you don’t survive – it is that simple.

All you need to start is a business card, a phone, an idea and lots of drive.

 

2/        To build great amounts of business, you need marketing.

If you want to build a company that makes money.

Then you have to support your selling with marketing.

You have to generate the leads.

You have to start getting the phone to ring.

You have to get people to take action on the web.

 

3/        Delegate or die doing everything.

Determine what you are good at and what you are not good at.

Delegate what you don’t to well to someone else.

Get an assistant, a right hand person.

Surround yourself with people who are better, sharper and have greater potential than you do and lead them to success.

 

4/        Set goals, have a plan and Aim high

If you don’t know where you are going, you will definitely not get there.

If you aim high and you only get ½ way there you will still succeed.

And measure where you have gone.

 

5/        Get a CRM system and use it

You cannot track, manage or build a successful business without a CRM system.  And you are crazy if you try.

Excel and Outlook are great products, but they are not a CRM system.

Yes, you need it.

 

6/        Network and build relationships

Most of your business in most small organizations comes from relationships.

If you can’t network – learn.

If you are shy, get over it.

If you don’t have time, make it.

 

7/        Forget about going back

Stop thinking you can just go back if this fails.

Burn the ships.

There is no going back.

You have to make it work.

Either commit or forget it.

 

8/        Cash is.

Everything, anything and the only thing.

If you don’t have it, you are done.

Double the estimate you think you need

Double the expenses you think you will have

Cut the revenue projection in half

You have to have cash, which means you have to be making money.

No profit, no cash, no business – remember it and live it.

 

9/        Time if the only thing more critical to manage than cash.

Be proactive and not reactive

No one else controls you time.

You can create great things if you get this one under control.

Otherwise you will be working 16 hours a day and going crazy.

 

10/     Get some advisors and listen to them.

Get a coach.

Get a number of mentors.

Get a board of advisors.

And listen to them.

Spend time, money and energy on self-development.

No one can do it himself or herself.

 

11/     Lead The Way

Walk the walk.

Be tough when you have to be.

Be firm when you need to be.

Be fair, always.

Make decisions, now.

 

12/     Share the wealth

The greatest success comes to those who share

A little of a lot is more than a lot of a little, I don’t know who said it.

But wow is it ever true.

Share because you didn’t do it yourself.

 

 

There you have it, now go do it.

 

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!

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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How to talk with new people

Posted by Manny on January 28, 2014
Posted in Networking  | Tagged With:

“Poor or NO Followup.”

Yes, you might have learned to talk to
people and you might be good at it.

Yes, you might be going to better and
better events all the time.

Yes, you might have learned how to
plan for an event.

But all that goes out the window if you
don’t follow up, if you don’t build
relationships with the people you meet.

I was at an event early in December,
there were 400 people there.
I knew no one.

When I left the event, I had over 25
new connections and had started
at least 1/2 dozen good relationships.

Plus, I can guarantee you that none
of those people will fall through the
cracks and be forgotten.

In today’s world of technology, it is
ridiculous to allow people you meet
to be forgotten.

Let me share with you today as we
start this new year, some simple follow up
tips, that you can apply and that can
make this your best year ever.

1/ Send an email after the event to
everyone you meet.
This last event I attended was four days
long and every night I sent and email to
everyone I met that day. What I did was I
started to build relationship right away.
It was amazing what happened
when they saw me the next day at the event.

2/ Put the people you meet on your email list.
Start introducing them to yourself and your offering.
Start learning about them and their offering.

3/ Put them in your CRM system.
Put the next touch point into the system.
Reconnect.
Stay connected.

4/ Classify them as either A, B or C
A – need to meet with now.
B – Need to stay connected personally and meet
with soon.
C – keep connected via newsletter and email.

5/ Have a stay in touch plan.
How do you stay connected to people?
Do you do a regular newsletter?
Do you do a regular mailing?
Do you do regular calls.
What is it you do?

In six months when I return to the event I
attended in December, I will not walk in cold.
I will have some relationships that have started
to come together. I will build new ones.
I will work the existing one.

Networking is a long-term process.
You meet people today.
Some will take years to do business with.
Some you never will do business with.
Some will introduce you to key people in your life.
Work the relationship and you will be amazed
at what happens.

Want to learn more about networking?

Get a copy of my new book,
The “Manny” Ways of Networking Successfully, Too
Available now on Kindle


Order your Kindle copy of the new book today:
The “Manny” Ways of Networking Successfully Too

cover 2

http://www.amazon.com/Manny-Ways-Networking-Keys-Leadership-ebook/dp/B00H3KTD0I/ref=sr_1_1?ie=UTF8&qid=1386186492&sr=8-1&keywords=manny+nowak>

Join us next week, January 8 2014
for our free networking webinar.
http://sellingsuccesssecrets.com

Join us on March 28-29, 2014 for our
Big Money for Small Business Owners Boot Camp

Two jam packed days live and in person in
South Jersey.

We will help you take your business, life/career
to the next level.

Please email me back if you are interested in
being on the mailing list for the event.
Manny@MannyNowak.com
Subject: Business Owners Bootcamp

And never forget, Failure Creates Success
You got to go for it if you want to creates success.
It doesn’t just happen.

Today’s article is an excerpt from my new book
which just hit the Kindle market last week, The “Manny” Ways of Networking
Successfully Too.

Please enjoy and if you like the article, then
try the book.

Many of you out there think you cannot
network because you are way too shy, you
are an introvert, and only really outgoing
people can be successful at networking.

Wrong.

I once was a shy, introverted,
sit-in-the-corner-and-do-my-job computer
programmer. Unless you came up to me
and started a conversation, I would not talk
with you. I wanted to talk with you, I thought
about talking with you, but I never did.

Years ago, I would be afraid to go anywhere
I did not know someone. If you went to
high school with me, or even college, you
would never believe the person I am today
is the same person.

One day in the early 1980’s, while I was
working as a technical programmer, my boss
came up to me and said, “Manny, you are
going to be an account manager. As of next
week you will have 10 people reporting to
you and you will have 10 major accounts to
manage and get more work out of.” He then
left the room. I was devastated.

Devastated might be an understatement.
Think about it for a moment. I was in a world
where I controlled everything. Computer
programming is where you determine the
path of the process. You tell the computer
what to do and it does it. It does not ask
questions. It does not argue with you. It does
not tell you no. It does not talk back. It does
not expect you to react and interact.

I was being dragged into an environment
where I had very little control. I would be
in a place where I would have to use my
skills of influence and my ability with people.
How was I going to do that?

The first question mentioned in the prologue
of this book, “what do I do now?” was exactly
where I was. But I did it––I learned the
secrets of networking–– and so can you.

So how can one go from being a shy and
introverted programmer to being a networker?
What happened?

It was not easy. It was a very scary situation
that I found myself in.

But I did it, and so can you.

Stop thinking about becoming great at
networking, and start doing it.

Make 2014 your best year ever.

Start building those relationships today.

Get your Kindle copy of the book today:

Just click here:

http://www.amazon.com/Manny-Ways-Networking-Keys-Leadership-ebook/dp/B00H3KTD0I/ref=sr_1_1?ie=UTF8&qid=1386186492&sr=8-1&keywords=manny+nowak>

Always remember, Failure Creates Success.
If you are not trying you will never fail.
True, but will you ever accomplish all you were put here to do?