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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

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.

 

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

Email Etiquette – How You Doing?

Posted by Manny on September 19, 2014
Posted in Selling  | Tagged With: , , ,

We met at an event this morning.

I send you a simple email saying,  “It was a pleasure meeting you.”

Not selling you anything.

Just letting you know it was a pleasure to talk with you.

You ignore it.

 

You are a friend; I send you an email about something I am doing.

Asking if you are interested.

You ignore it.

 

I have not seen you for a bit.

We met and talked at a few business events over the past year.

I send you an email asking how you are doing.

You ignore it.

 

Have we become a group that ignores email?

Even email that we know we should not ignore?

Have we taken it to the point of being rude?

Are we losing business because of it?

 

Think about it.

Have we decided it is “OK” to just ignore emails from people we know?

 

A good friend of mine was discussing this with me the other day and it really made me think.

Have we become rude?

Are we blowing off potential business?

 

Because we get so bombarded by email all day long, have we started to take it out on people that are only trying to build a relationship with us?

 

But more importantly, are we losing business and opportunities because we don’t take the time to answer an email, or we don’t answer it in a reasonable time frame.

 

I have to answer yes to both questions.

 

So what should we be doing?

 

What is the proper etiquette?

 

Who knows, but I will take a shot at 3 things I believe are key.
 

1/        If you get an email from someone you meet at an event, acknowledge it and say thank you.

Remember, if you are a student of my stuff, you would have sent the first email.

 

2/        If someone sends you an email to reconnect, get back to him or her by the end of the day.

 

3/        If a friend sends you an email, get back to them by the end of the day.

 

I know you get a lot of emails.

I know it is hard to stay up on them.

But you can do it from your smart phone as you watch TV and relax?

Come on.

 

Just think about this.

If you know me and I send you an email.

If you don’t get back with me, I might start to forget you?

Not intentionally, but you know how it goes.

 

Remember people you know

Get back to them.

You can be rude by not answering email.

But more important, you could be throwing business away.