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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Not suspects!

Not unqualified leads!

Not everyone!

 

Take a good hard look at your funnel and based on what you define as a “real” prospects – how many do you have in the funnel?

 

Furthermore, based on your buy cycle, where are they in the buy cycle?

 

These seem to be questions that at times are hard to get answers from our sales team. 

 

But they need to be answered and answered correctly to have an effective sales process that works, one that increases sales.  You have to know what is in the funnel.

 

When I was in the computer staffing business, my prospects were defined as local companies that used outside computer professionals on a regular base.  Period.

 

My qualified prospects were defined as those that met that criteria and that I was in contact with on a regular base.

 

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Those prospects fell into the following categories.

  • Still being cultivated.
  • Regular call.
  • Has a need, looking to fill.
  • Closed a deal – got a consultant in.
  • Expanding.

 

Now take a look at your funnel. 

Where are your prospects?

How many do you have that you define as “real” prospects?

What does “real” prospect mean in your organization?

 

Second, ask yourself honestly, where are these prospects in the buying process that you have defined for your organization?

 

In the example above I have defined the following:

1/        Still being cultivated – I am not in yet but working on finding and/or connecting with the right person.  I know they need what I have to offer, but I am still working on my connections.

 

2/        Regular call – I have connected with the right person and am now calling them on a regular base for needs.  They have acknowledged who I am and will talk with me at times.   If a need comes up, I will get an opportunity to fill it.

 

3/        Has a need, looking to fill – I am trying to fill a need for a resource they require.  I am getting an opportunity to present candidates to them for consideration.

 

4/        Closed a deal – I got a consultant in – they have accepted and hired a resource from me.  We are doing business together.

 

5/        Expanding – I have one or more people in the account and am looking to increase that number and fill additional needs as they arise.

 

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You need to define this same information for your organization and the products/services you sell.

 

Your sales team needs to report this information to you on a regular base.  This is the information that you need to track and manage.

 

How many “real” prospects in your funnel and where in the funnel are they? 

 

Always know this information in your sales process.

It is the only way to stay on top of getting more business and growing your organization.  The only way to build that top line.

 

No excuses.

 

 

 

 

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.

 

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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.

 

There are literally hundreds of thousands of financial planners in the world.  You meet them every where you go.  Yet, how many time planners have you meet in the last 30 days?  How many time planners have you met period?

How valuable is your time? 

It is actually more valuable than your money when you think about. it.

You see, time is a fixed amount. 

 

We all get the same amount, no matter how rich, good looking, smart or wise we are.

How we use our time – that is one of the major keys to success and happiness.
How are you doing using your time?

What can you do to make sure you use your time the best way possible?

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Targeted Lead Generation – your number one podcast on Prospecting and Lead Generation.

This weeks challenge:

 

How to use Youtube to generate more leads.

Listen and see the show notes:

http://coachmanny.com/tlg/018/

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Here are 8 ways you can start with today.

1/      Prioritize the things you have to do. 

Determine what is most important, then next important, then next and so forth. 

If you know what is most important you have a better chance of making time to get the right things done.

 

2/      Stop being busy and start being productive. 

If you ask the average person today they will tell you they are busy.  Yet if you ask them at the end of the day what they did, many are lost as to what it was.  If you can’t remember what you did, then you are busy not productive.

 

The dad came home and said, “I was so busy all day that I never did get to what you wanted me to do. 
I know it was important, but I was busy”.  The mom then asks, “Well, what did you do”?  The dad replies, “I was busy didn’t I tell you that.  Did this and that and the other.  I don’t know, but I can surely tell you I was busy”.

 

 

3/      Stop trying to do everything and start doing the most important things, right. 

Many people are busy throughout life getting everything done and then one day wake up and life is over.  Stop trying to do everything

If you don’t take time with your children now – you can bet they will not take time with you down the road.  Just listen to Harry Chapin – Cats in the Cradle.  Such a sad story.

https://youtu.be/54gNizQj3HY

 

 

4/      Get some help. 

No matter who you are, no matter how good you think you are, I can guarantee you that you
are doing things that you suck at.  Things that someone else can do so much better.  Step one, find a way to delegate things.

 

 

 

5/      Know what you really want in life. 

Define it, write it down, focus on it.  If you know what you want, all these things will line themselves up and you will spend your time in the right places.

 

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6/      Create a realistic schedule. 

You cannot do it all.If you have 8 hours, then schedule 6 and leave the other two for whatever comes up.

 

 

 

7/      Use your time effectively in the short term.

 What are you going to get done today, this week or this month.  What are the things you have to get done.  Whatare the most important things that have to get done.

 

8/      Use your time effectively in the long term.

 You have to ask, “are you spending the right amount of time with those you love?  Are you building the relationships you need to move forward with your life and business?  Are you investing your time in the things that will generate the highest pay off in the long run.

Make today the start of a better life for you.  Start right now and make the commitment to manage your time even better than you manage your money.

 

 

 

What is Coach Manny’s Inner Circle?

What if you had a way to take your game to the highest level?

Click the link and learn more:

 

http://coachmanny.com/coach-mannys-inner-circle/

 

 

 

 

 

 

 

 

To error is human—to forgive, canine.—Moksha McClure

Patience, persistence, and consistency – all traits of dogs.

 

They love you even when you are not feeling it; they wait for you when everyone else has gone. They know you will share with them if they hang around long enough and if not, they will go on and wait for next time.

Amazing: What can we learn from dogs when it comes to taking our sales game to the next level?  A full big punch. Today I want to share three simple things but know there are many more;

1.   They know you will do business with them eventually.

They believe you will take them out for a walk, that is why they sit there with a smile on their face or bring you the leash. 

Their tongue was hanging out, tail wagging and waiting on you and they wait.  They know they can out wait for you, and what happens is that eventually, you do give in to them.

Wow!

Do you do that when it comes to your prospects?  Customers?

Do you know they will do business with you eventually?

Do you believe it?

Are you patient enough?

Do you keep doing the little things to let them know you are there?

What if you did?

 

 

2.  They are consistent and persistent.Photo on 7-21-17 at 10.51 AM #2

When you come home, they greet you wagging their tail.  Even if you left mad at them.

When you are not feeling happy, they comfort you.

When you are mad, they try and cheer you up.

When you are mean to them, they still love you.

When you don’t have the time for them, they come back again later.

Now, what if?

What if you were more consistent with your prospects/customers?

Kept pushing forward believing they will be doing business with you and never giving up or getting angry.

Would you be closing a bunch more sales?

You may ignore your dog, but they bring a toy to you anyway.  You may have forgotten about them, then they rollover – can you rub my belly.  You are not interested, but they say, “come on just a minute with their eyes.”

What if you were always there for your customers?

Letting them know you want to do business with them, not that you would like to but that you want their business?

 

3.  They get excited when they get you to move.

Do you get excited when you close new business?

It doesn’t matter to your dog if it is just a pet on the head.

A small treat, A quick rub behind the ears they get so excited, wagging their tail. They have made progress, they have gotten you to move.4-up on 7-21-17 at 10.52 AM (compiled)

How excited did you get the last time you closed a deal?

When you got a little piece of the business, a crack in the door, an appointment that you have been trying for a long time to get.

Wow!  What if you got excited?

Would the customer/prospect see that?

Would it make a difference in getting business?

Dogs are great friends who can teach us a great deal about selling if we listen. Take a few minutes and see what you can learn about selling this week from your dog.

You might just take your sales to a whole new level. Want to learn more about taking your business to the next level of success. Please connect with me and schedule a 15-minute call you might just be amazed.

Click this link to set up the call on a date and time that works best for you.

http://meetme.so/coachmannynowak

 

If you want to learn more about Coach Manny – please click the link below to go to his web site.

http://coachmanny.com/

 

If you want to read more articles on sales and leadership.

Please visit The Decision Institute at the link below.

http://thedecisioninstitute.com/

What does it take to make your business successful?

Why do some businesses take off and others just go on without growth or worse, go away?

 

What does it take to make your business successful in the business world today?

 

Today, I will share what I believe to be the “Top 5.”

 

 

1/        Target Market – you must understand your customer.  Who are you going after with the product/service you supply?

           

So many businesses think everyone is their customer.

Wrong.

Perhaps everyone could potentially buy your product, but you do not have the time or resources to market to everyone.

Pick a niche and go after that and let the rest come if they choose to do so.

 

If you look at successful companies, many times, you will be amazed at the tightly defined niche they go after and the great success they experience.

 

 

2/        A Written Plan with priorities – you must have a roadmap on how you will get where you are going.

You must know how, when and where you are going to do things.

So many small business owners I know have it all in their heads.

It will never get you where you really want to go.

Plus, most people have no sense of priority.

What are the highest playback items I must focus on?

 

It need not be a complex plan; in fact, I recommend very simple 2-3 pages.

Make sure you define:

What you are selling.

To whom you are selling.

How you are selling.

How you are servicing.

How and when you are going to get paid.

And the most important priorities to close business.

 

 

3/        Money/Financial Backing

Don’t run out of money, because when you do, you are done.

This is regardless of how passionate you are or how good your product/service is.

The worse thing is that it usually happens when the process just starts to take off.

A good friend of mine once gave me a great tip, which I always follow when helping organizations deal with cash issues.

“Whatever you think you need, double it.” 

Then, go get the financing.  Better to ask for too much than not enough.

 

One option for financing is a company like Fundera.  They help small business owners get the funding they need by offering a variety of loan options.” 

 

 

Always have money in hand and access to additional funds when you need them.

Do not wait until you need it to ask for money – few will give it to you when you are on the fall.

Build those relationships and connections every day.

Get a line and use it, pay it off, and keep it current.

 

 

4/        Sales and Marketing

You have to know how to sell or have a trusted partner who does.

Today, you have to understand social media and you have to get involved with it.

You must know how to generate leads.

 

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You must have a follow-up process and have an effective CRM system to help you track prospects.

You have to know how to close.

Business is built and grown on the top line.

You cannot build a business by saving money.

Selling is a skill; it is worth every penny you pay for the good stuff.

 

 

5/        Relationships

You cannot do it without others, no matter how good you think you are.

You must have and build relationships with vendors, prospects, and others in the business world.

You have to know whom to go to when you need something.

You have to have people you can trust.

You must have a coach and a mastermind group.

You need strong personal relationships, both inside and outside your organization.

Never guess, instead, build relationships that will help you today, tomorrow and when you become big.

 

 

There you have it.

Some of you will argue, what about this or what about that.

 

These are what my years of coaching have taught me are the keys.  I simply want to share them with you because I know they work.

 

To learn more.

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