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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Steve Jobs was a great visionary, innovator and driver.

But above all else, he was the best sales person Apple had.

 

What are you doing to keep your sales team sharp, productive and successful?  No matter what size organization you have, sales is still the key driver of success and should be the number one priority of the CEO.  You cannot grow an organization by cutting costs.

 

Whether it is just you, a team of one, or a team of 10, 100, or anything in between, sales teams have to be led to be great.

They have to be trained and motivated to be effective.

They have to be accountable to be successful.

 

Today I want to look at these 3 points to consider what we can learn to make our sales teams better and increase our top line.

 

 

1/        The sales team has to be led.

Led by you, the CEO.

Yes, your sales leadership team has to do the job you put them there to do, but so do you.

You have to get the message out from the top of the organization.

Companies grow by increasing sales.

Cutting costs does nothing to grow the company.

 

The single most important key in any company is sales growth.

And sales growth doesn’t just happen.

When sales are up, the rest follows suit.

As the CEO, that is the message you must spread.

Send the message out to the sales team – the CEO’s top priority is increasing business.  Don’t just use words, use action.

 

 

2/        The sales team has to be trained and motivated.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

Why do large corporations spend so much time, effort and money training and motivating their sales teams?

Because they know it works.

Because it helps them become better, stronger and more successful.

Because it fires them up.

Even if you are your only sales person, you still need to go to a couple of conferences a year and learn and get fired up.

Hang out and get pumped.

Again, as the CEO, get out there with the sales team sometimes.  Show them how important you believe their efforts and energy are.  Show them you understand what they do and respect it.

A CEO with sales vision, inspiration, and motivation can create unbelievable sales numbers from the team.

 

 

3/        The sales team has to be accountable.

They must be held to the numbers.

As I always preach, sales are a numbers game.

Math is simple.

Either you are doing it or you are not.

The numbers do not lie.

And not just the final numbers, but all those numbers in between.

Making calls.

Prospecting every day.

Doing follow up.

Closing business.

Networking.

 

You must have metrics and use them to hold your sales teams accountable.

You have to make the tough decisions.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

Again, as CEO, you live and breathe this every day.

You support it.

There is no doubt at all – the CEO expects the numbers, period.

 

Great sales teams are led by sales driven CEO’s.

Inspired and driven.

 

Want to grow your organization?

 

Then put on the sales hat.

It is a big part of your job.

 

Need some help.

Give me a call.

Let’s talk.

 

Set up a short call with me.

Schedule it today, click.

http://meetme.so/coachmannynowak

“They’re called ‘Cold’ calls because of the shiver that runs up your spine every time you have to make one.”   Guerrilla Selling

 

“If you use humor and get a blank stare, you’re dead – But a cold call is a crapshoot anyway, so why not have fun.”  Jeffry Gitomer

  

I thought I would write this article today because I just keep hearing and seeing all this material out there, all these processes out there, all this stuff out there about:

“never cold call again,”

“never get on the phone again,”

“never worry about any of that stuff again,”

 and it is garbage.

Photo on 6-17-17 at 2.58 PM 

What do I mean it is garbage?

Well it is plain and simple: all great and extremely successful sales people know that the phone is the key into the safe.

 

It is the phone that opens business.

 

If you cannot get on the phone, you aren’t going to do business, you aren’t going to grow, and you aren’t going to build your business.

 

Yes, email is a wonderful tool, but you will still have to get on the phone.

 

Social media is a wonderful process, but you will still have to get on the phone.

 

SEO is a great process but you will still have to get on the phone

 

And it doesn’t matter what type of sales you do.

If anyone tells you, “If you don’t like the phone, don’t worry about it, you can still be a super sales person.”

You better get them checked out.FrontCover

 

The phone is the key.

Cold calling is only dead in people’s dreams.

 

If you spend one hour a day making calls.

You will be amazed at what happens, not just to your business but also what happens to you.

You will become a better sales person, a better communicator, a better businessperson.  It is just amazing.

 

We just completed the first 90 day cold call challenge.

I had a tremendous time participating in and running the process.

 

It is not just the business I received personally, it’s not just the people I connected with, it is that I learned to discipline myself to make calls every day and that discipline continued throughout my sales process and guess what? 

 

At the end of 90 days I am doing more business than I would have been doing had I not going through the process.

 

But I am only one person. There were many people involved in this process.  Some stayed to the end, many got out along the journey, but all learned something and took something back to their business.

And all this for a simple fee of $30.

 

It cost us about 60 hours over 3 months.

Amazing isn’t it?

In 60 hours you can transform your business.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

 

If you want to get in on the cold call challenge starting in August too, please click on this link and you can learn more about the process and sign up today.

 Learn more about the 90 sales challenge – click here.

 

 

Some have ask why we are starting in August and not waiting until September. The answer is simple: people do business 12 months a year.  Some don’t do business in August, but some don’t do business in January, some April, some September.

 

You need to do business every month.  You need to connect every day.

 

If you want to join us, (I especially encourage those out there who think cold calling is dead), if you believe cold calling is dead, you need to get in on this.

You are the ones who are going to get more from this than anyone else because, guess what?  Cold calling is not dead and you are going to learn a great deal and become better on the phone.

 

This is one of those keys that can put you in that top 5% of all sales people.  Don’t hesitate, sign up today.

 Learn more about the 90 Sales Calling Challenge – Click here.

 

 

I recently read about this concept in a great sales book called Fanatical Prospecting by Jeb Blount.  It’s a great book if you need help with prospecting.

 

These three things are the only ones you have control over in your business.

We often get upset about all kinds of things and, yet, when it comes down to balance, these are the only three things you can control. 

And these are the 3 things you should be spending your time, effort, and energy on.

 

 

So today I want to briefly explore each one.

 

First one is action.

Action is what you do.

Most people today, and I hate to say it, are part of the 95% that only think about doing it.

Everybody today wants to think about doing it.

And days, weeks, months, years, and decades can go by while you do this.

 

I am working on a new book which is slated for release in the fall, on decision making.  One of the major teaching points in the book is a call to stop thinking so much and to start just making decisions.  You will be amazed at what this will do for your life.FrontCover

 

A decision means that you are going to do something.

To start doing something.

If people today, in business and in life, would just start taking action instead of spending their life thinking about stuff, they would end up accomplishing 10, 20, and even 100 times as much.

 

But people think about it instead of doing it.

 

Number two is your reaction.

Your reaction can put you in the slow lane.

 

It really doesn’t matter what they did.

It really doesn’t matter that they ticked me off.

I still have my job to do.

 

What can I do about it?

I see people come in, and whine.

Oh, my football team lost this week and I am so upset.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

Who cares?

Your reaction should be, “Who cares? I don’t have a nickel in it.”

Let’s move on.

I’ve got to move forward with the important stuff that really matters.

The customer just quit.

OK, 

Now what is your reaction going to be?

Are you going to get them back?

Or are you going to replace them with another customer.

Stop whining about it and do something.

 

The third area is your attitude.

And you all know that I speak all the time about attitude, attitude, attitude.

And yet people do not understand that attitude is the biggest driver you have.

It defines what you do, when you do it, how you do it, where you do it.

And what kind of success you have.

 

If you believe you are not going to get there, you won’t.

I believe Henry Ford said it first.

 

Yet if you believe you will make it, you will.

If you believe there are going to be 200 roadblocks, look up, they’ll be there.

 

Believe and move forward.

 

The worse that could happen is that you could be wrong.

Then believe in the next point and keep on going.

 

Can you understand these three points?

Do you understand what I am trying to get through to you?

 

These are the three things.

If you can get these three into your process you will be amazed at what you can do.

 

If you want to learn more and are ready to make it happen, then get into my coaching program.

Watch this 18 minutes and 8 seconds of inspiration.

 

 

 

That will drive you.

Get into the program.

If you want to be a super star then get some help and we will teach and push you to make it happen in your life.

 

Stop thinking so much and start moving.

 

Thanks,

 

 

So often, we waste too much time trying to sell to those who are not going to buy.

 

Stop.Photo on 5-14-17 at 8.40 PM

 

To be successful in sales today, you must get to either “no” or “yes.”

You can spend your life on “someday” and “maybe,” but you will not make money.

 

Today I share 10 strategies for reaching “NO” faster and moving on to prospects who will say “YES.”

 

Stop spending time with people who cannot, will not, or are not interested in buying, and start going after those who will.

Take your sales to new levels of success.

 

1/        Ask: “Do you have a budget for this product/service?”

“What is it?”

“Do you have the money to make this purchase?”

 

            If they don’t have the money, why are you there?

            Do you have a way to finance it – make it happen?

 

 

2/        Stop providing them a way to avoid making a decision, even if that makes them more comfortable.

Make it easy and simple for them to say “no.”

            But move them to make a decision.

 

            Ask tough questions.

            Don’t ease up by saying, “I will get back with you.”

            Or “Let me call next week.”

            Or “Do you want to think about it?”

 

            Looks like we have all the pieces in place, should I get the contract ready for you to sign?

 

            Based on our conversation today, I can’t see anything else holding up you moving forward, shall we get the contract ready?

 

 

3/        Ask for the order, clearly.

            “Let me get the paperwork started.”

            “Are you ready to commit?”

            “When would you like to start?”

 

            Close the deal.

 

 

4/        Shut up and let them make the next move.

            Say nothing.

            Be quiet.

 

            Let them make the move.

            Many times they will buy themselves.

            Using silence to make the sale is one of the greatest skills of successful sales people.

 

Closing Sales –

 

 

5/        Ask if they can make the decision or if others have to get involved.

            Figure this out as early in the process as possible, before you waste time selling to someone who doesn’t have the authority to buy.

 

 

            If they cannot make the decision, then get to the person who can.

            Don’t spend all your time, money and effort selling the wrong person and then having to do it all over again.

            If the decision must go before the board, ask to be there.

 

 

6/        Ask, “when can we expect a decision?”

            If not today, when?

            Tomorrow morning?

            Next Wednesday after lunch.

            3 Months from now.

 

            If they cannot narrow it down, they might not be a buyer.

 

Closing Sales –

 

7/        Ask if they are ready to sign, now.

            “Can we get this contract signed right now?”

            “This looks like a go, when can we get this signed off?”

            “So you are in. Let’s sign.”

 

 

8/        Ask: “if we meet your requirements today, will you sign?”

            “If we can make that change, will you sign immediately?”

            “Can we get this signed right now?”

           

 

9/        Ask what’s stopping them from signing right now.

            “You seem to be hesitating, what is holding you back?”

            “Have we not met your needs?”

            “Is there something else we need to do before you sign?”

            “What is stopping you from signing right now?”

 

10/     Make the “NO” decision for them.

            “I assume that is “no” and so let me pack up?”

            “I see you are not ready to buy, thank you.”

            “I appreciate your time, but I don’t think you are ready to buy.”

 

 

The faster you move on, the more business you will do. 

It amazes me how much time we spend selling to people who we know are not going to buy – just move on.

 

Relationship building is not being put off forever.

 

But remember, a “no” today does not mean you will not do business together in the future.

It simply means “not now.”

So gather your stuff and move on.

Find your next sale.

 

We build effective sales processes for companies of all sizes.

Need to increase your sales?

Tired of a sales process that continues to fail to live up to your expectations?

Are your sales people spending too much time on admin work and not enough time selling?

 

If so, we should talk.

Click link below to schedule a 15-minute call with Coach Manny.

http://www.meetme.so/coachmannynowak

 

Prospect a great deal and you fill the funnel to the top.

 

It’s simple math, really.

The more you put in, the better your chances of getting more out.

 

Yet as sales people, we still don’t get this simple concept.

 

As a sales person, you must never forget this great verse I pulled from God’s Word.

“For whatever a man soweth, that shall he also reap.”

 

In other words, you get out what you put in.

Put in a little, don’t expect to get out a great deal.

It just doesn’t work that way.

 

 

 

Even the worse sales person, someone who “sucks” at it, will close business if he prospects consistently.

 

The sales person who has one deal and closes it has a 100% close rate – but unless he is selling airline fleets, or some other mega items, he doesn’t make any money.

 

Fill the funnel.

 

You have to prospect every day.

No matter where you are in the world.

No matter how much you have to do.

There is no excuse.

Consistency outweighs showmanship every time.

If you prospect everyday you will be successful – no doubt about it.

 

Joe always has an excuse for not prospecting.

Today it was he was out of town.

Yesterday he was getting ready to go out of town.

Tomorrow he will have to follow up because he was out of town yesterday.

Last week he had personal stuff.

Next week – what ever.

 

Once you let excuses in – you are done.

Not just in sales, but in everything in your life.

 

You reap what you sow.

Math works every time.

 

Unlike Joe, Marsha was obsessed with building her business.

 

No excuse worked.

When she was out of town, she still made the calls.

When she was on the west coast, she got up early and made calls to the east coast at 6AM.

When she was on the east coast, she worked late and made calls at 7pm to the west coast.

 

When she had 100 other things to do, she still made time to prospect.

Like all of us, Marsha had personal issues – but she still prospected.

 

She learned to compartmentalize

Surgeons do it best.

Everything in their personal lives can be falling apart, yet when they get a patient on the table, they are total focused on the surgery.

 

No matter where Marsha was or what she had to do, she still prospected.

 

Today, Marsha is the VP of Sales and Marketing for a major player in her industry.  Making the big bucks.

 

Joe, on the other hand, is only making excuses and wondering when he is ever going to make any money.

 

What about you?

Joe or Marsha?

 

Learn to be consistent.

 

Join our cold calling challenge now in its 7th week.

 

Simply doing this with us for 90 days will take your game to the next level.

 

If you consistently prospect, you will fill the funnel and succeed as never before.

 

Learn more about the Cold Call Challenge and sign up – click the link below.

http://coachmanny.com/the-challenge/

 

 

 

 

We all love to make cold calls, don’t we?

 

Forget that line that “cold calling is dead.”

Never buy into it.

If you cold call consistently, you will get appointments, and you will close business.

 

Cold calling is alive, and if used in conjunction with other tools, will increase your sales to phenomenal new levels of success.

 

Start today with these tips to help improve your cold call skills:

To watch each of these on a video by itself, check out my youtube channel click below:0010

Coach Manny Youtube Channel

 

1/        Pump yourself up before you call.

            People can identify your attitude and how enthusiastic you are about what you are doing.

            If you come across excited and ready to roll, you might just make that appointment.

            Make sure you believe cold calls work.

 

2/        Always leave a voice mail.

            There are all kinds of arguments on this subject, but after much research, I have to agree, “always leave a voice mail.”

            Even if they only listen to part of it, you are now in their space.

            If they see or hear anything about you – they are more likely to make the connection.

 

3/        Make sure your voice mail is effective.

            The first line must keep them listening and engaged.

 

            “Hi, my name is Manny Nowak, number 856 358 4021,” does not work.

 

            Get creative.

            You want them to call you back, not hit delete.

 

            “Are your sales at the level you want?”

 

            “Are you spending too much on printing?”

 

            “Need to pay your sales people more because they are so successful?”

 

4/        If a friendly gatekeeper answers the phone, then:

            Ask for his/her name.

            Ask him/her questions.

            Make the person feel important.

            You will be amazed at what information they can give you.

 

***Listen to these plus more on this weeks podcast, click below***

Listen to Targeted Lead Generation Podcast.  Click above to learn more.

Listen to Targeted Lead Generation Podcast. Click above to learn more.

      Targeted Lead Generation

 

5/        Work in 50-minute blocks.

            Always, always do at least one block a day – this might be enough.

            Cold calling works because it is consistent, but consistency means doing it every day.

 

6/        If a roadblock gatekeeper, someone who won’t let you go any further, answers.

            Then mark the account to call in early AM or late PM.

            Call them before 8AM or After 5PM.

 

7/        In your voice mail:

            Leave your phone number twice, clearly and slowly.

            Always leave a web address.

            Spell anything that is confusing, or even could be confusing.

 

            Manny Nowak, 856 358 4021.

            On the web at CoachManny.com, that is M-A-N-N-Y.

            Manny Nowak, 856 358 4021.

 

 

8/        Always remember, WIIFM.

            The person on the other end of the line wants to know,

            What’s In It For Me?

            Remember, for them, it’s about benefits.

            It’s not about the features of your product.

            It’s not about you.

            What’s in it for them?

 

9/        Aim for a 10-15 minute call.

Ask if they’d prefer to schedule one in the next few days, or if they have time to talk right now.

            Always be prepared to go right now if they give you the time.

            Be in top form.

 

10/     Be yourself.

            Relax.

            Speak well.

            You cannot pretend to be like someone else.

            Talk to the person as though they are sitting on your living room couch.

            Make them comfortable and at ease.

 

Work with these 10 tips, and start putting them into your call.

 

Looking for that edge for your sales process?

Check out our sales strategy and tactics product, click to learn more below:0006

Double Your Sales Course

 

 

We have more to share with you in the future.

 

Get out there, and get those appointments.

 

And remember, cold calling does work.

 

On the 10th day before the New Year: 12/22

Write down your goals for the next year.

Make sure they are measurable

Make sure you set up the method to measure them.merry-christmas-manny-and-cheryl-3

One to three goals in each of these areas:

Business/career

Home/family

Faith

Financial

Personal

 

On the 9th day before the New Year: 12/23

Add the tasks to each goal.

What do you need to do to make it happen?

Write the task, give it a priority, and schedule it.

Goals don’t happen unless they have tasks.

 

On the 8thday before the New Year: 12/24

Created a measurement for each goal.

How will you know if did it, if you do not measure?bread

Stop being afraid to measure.

If you are not doing well – then what has to change?

If you are doing well, then what can you do to do more of it.

 

On the 7th day before the New Year: 12/25

Take the day to enjoy your family, friends and the blessings in your life.

Everyone needs a break – you too.

Take time to look at all you have and to be thankful for it.

 

On the 6th day before the New Year: 12/26

Commit to do follow up in the New Year.

Follow up when you said you would.

Follow up the leads you get.

Follow up, follow up, and follow up some more.

You will be amazed at the results.

Click here to get a free copy of my book: My Sales Follow up Sucks

 

On the 5th day before the New Year: 12/27

Expect it to happen this year.dog

Accept nothing less than success and accomplishment of these goals.

This is not a wishing game; it is a serious game that you are committed to win.

Believe it is going to happen.

Set you attitude to know it is going to happen.

Then move forward – knowing not wishing or dreaming.

 

On the 4th day before the New Year: 12/28

Commitment to hire a great coach in January.

You cannot do it yourself.

You tried that before and it did not work.

We all need help.

This year you need to hire a great coach.

Find the money.

Make the commitment.

Go for the gold in 2017.

Click here to watch this 18 Minutes and 8 seconds to change your life.

 

 

 

On the 3rd day before the New Year: 12/29

Commit to start hanging out with people who are where you want to be.tree

The key to success is to surround yourself with people who are more successful than you.

Join our Facebook Group and stay up with daily posts and information to make 2017 your best year ever.

Double Your Sales

 https://www.facebook.com/groups/595664083947814/

 

 

On the 2nd day before the New Year: 12/30

Commit that you will not work harder or smarter, but this year you will work RIGHT.

Doing the right things at the right time, the right way.

Every time.

Consistently.

With Character.

 

On the 1st day before the New Year: 12/31

Commit that you will play hard and enjoy life.

Everyone is not a winner.

It takes courage, commitment, persistence and self-discipline.santa

Go for the gold in 2017.

Click here to download the free checklist

on over 40 Lead Generation Techniques you can use this year to generate business.

 

 

 

Merry Christmas.

Happy Hanukkah.

 

Happy New Year.

 

Now go do it.

The less decisions you make, the less skill you will have at making decisions.  This is a plain and simple fact. 

 

On the other hand, the more decisions you have to make, the better you get at it.  The faster you get at doing it, the greater your confidence becomes.

 

Confidence is a key ingredient in making decisions.usmc-image-2

 

If you have ever been caught in rifle fire from the enemy, then making or not making this week’s payroll is not that stressful.

If your buddy’s life hangs on your decisions in the next 3 minutes, then laying off an employee seems so much less in comparison.

If you are pulling a person out of a car wreck and your decisions affect whether they have permanent damage or not, then dealing with a deadline on a software project seems so much less stressful.

 

If you have had to make the tough decisions, then some of the stuff that drives others crazy may seem like nothing to you when it comes to making decisions.

 

You create the pressure – you deflate it as well.

 

 

I joined the USMC at the ripe young age of 17.  Four days out of high school graduation.  Crazy, but I made a decision to move forward, and as you have read in this book so far, decision-making will move you forward.  So forward I moved.

 

Marines prepare for combat.  Unlike the other branches of the service where you do what you are trained to and that is all you do, Marines are always considered “0300” grunts first.  That simply means that no matter what your specialty or training, you are still first and above all else an infantryman.  This means that no matter what you are doing today, tomorrow you could be out as part of a squad on patrol in a combat zone with a rifle and backpack and your life on the line.

 

Thus, making decisions is one of the most critical skills you must learn as a USMC.

 

When I was stressing over not having time to get the General’s report out on time, I thought it was tough, until I had to make a decision to either jump down 40 feet or get shot at.

 

Decision-making depends on where you are and where you have been.

 

 usmc-image-1

 

Combat is a tough situation that requires you to be ready to make quick decisions that can affect not just your life, but also the lives of your fellow men and women.  Thus, you must always be both physically and mentally prepared.

 

The physical part is tough, but usually easier than the mental aspect.

 

As we have discussed in the past, decision-making is about being able to take the information you have and make the best decision you can, in the time you have.  Period.

 

When you have to make a decision under pressure it adds another roadblock to the decision-making process.

 

Many already have a tough time with making decisions and now you want me to make that decision under pressure?  Please!

 

Making decisions under pressure adds that ingredient that so many of us just do not want to even deal with.  It is bad enough you want me to make a decision, but now you are turning up the heat.

 

In your business and life, this can and does happen usually more than you like.

 

Even when you prepare and do all you can to avoid the situation, you can still end up face to face with making the decision under pressure.

 

How do you handle it in the best way possible?

 

Have you made your decision yet about the best techniques for lead generating you are going to use next year?

Click here for a free download of over 40 lead generating techniques.

 

Let’s look at a couple of examples of business pressure and see what we can do to better handle the situation.

 

Your payroll is due Friday, in 3 days, and you do not have the funds and do not anticipate having them to meet the payroll for your team.  Your payroll is $50,000 and you only have $32,000 available.  What do you do?

 

This is a pressure that many of us business owners have experienced at one time or another.   The numbers are here only for making the example clearer.  It could be $2000 to 2 million.  The pressure is still the pressure.

 

First you have to move the pressure away. 

You do this by understanding that Friday is going to come no matter what you do.  Whether you have the money or not, it is going to come.  You cannot stop it. 

 

Then take time and think about those tough decisions you have made in the past, and how you handled them effectively or infectively.  Think about the fact that you are here today.  If you made the right decision, it worked out and you made it.  If you made the wrong decision, well, you are still here. 

 

Second, you must come up with the money. 

First you have to get creative, think, get help.  Whatever it takes, you have to do it and you will find the money.  Believe that and move forward with that thought.

 

Third, if you think negatively, you are not going to find the answer. 

If you listen to those who think negatively you will not find the answer.  Remember, you are the one who has to solve this.   Many people just live in the negative and then wonder why they have been unable to move forward.  Think positive, and also take positive action.

 

There’s a great story in the Bible about a fellow named Job.  All his friends had the answers, but none of them were correct.  They were all negative.  This meant it was still on his shoulders.  What are you going to do to find the answer?

 

That’s it for today. Come back next week to find out the answer to this story and two more.

Are you ready to fill your lead funnel for 2017?

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“Small steps taken continuously will get you miles ahead on the road to success.”  Jason Harvey

 

Thanks for connecting with me on LinkedIn today.  Now, here is what I want to sell you, so how about an appointment tomorrow?

 

Now that we are connected, it is time for you to become my customer.  Here is how you can get started.

 

Thanks for connecting with me on LinkedIn.  I will have my sales rep call you tomorrow to get you started on our process.

 

I guess this quote says it well:

“Anything worth doing is worth doing poorly until you learn how to do it well.”  Steve Brown

 

This is what you call using LinkedIn poorly.

 

Yes, it is the way many people think they can and do use LinkedIn.  Does it work?

 

Stop.

 

Hold.

 

You are running me over like a steamroller – let me up please.

I like to be aggressive, but you are just being rude.

 

You don’t even know me yet.

 

Where is that disconnect button?

 

Zap – they are gone, forever.

 

LinkedIn is a networking tool; to use LinkedIn effectively, you have to follow the same networking rules that you do in building in-person relationships.

 

Build a relationship first.

 

However, so many people on LinkedIn just want to run you over – like a steamroller.  Well to think of it, so do many people at live events, but that is another article for another day.

 

If you want to build a great relationship by using LinkedIn, here are 3 keys to help you get things rolling toward greater success.

 

1/        Say Hello.

            Thanks for connecting with me.

            I look forward to learning more about you.

            I will connect back with you.

 

            That’s all folks!  That is a simple, easy start.

 

            Note: If I am looking for what you are selling and really want to connect, then I will push the relationship further.  But, as the seller, you need to step back just a bit.  I love it when the other person wants to buy, and I am ready to sell.   However, it’s important to let the buyer make that first move this early in the relationship.

 

2/        Read their profile.

            Then ask a couple of questions about them.

            Not if they need life insurance or need a printer.

            Ask questions about them; work on your relationship building first.

 

            I see you are part of this group, how do you like it?

            What is it that makes you different from other people in your business?

            I enjoyed your article, but here is a question I have about it.

 

3/        Ask to learn more.

            It’s great to be connected.

            Could we do 15-30-minute call, so I can learn more about you and how I might help you and share a bit about myself?

 

            I do agree that if we are connected, we should learn more about each other and build a relationship.  Otherwise, why did we connect in the first place?

 

 

I am aggressive about growth.  Remember my process is “Double Your Sales.”

But you need to work the relationship first, not run the prospect over.

 

LinkedIn is a great networking tool.  You can find the exact people you are looking for.  You can double your sales.  However, you still have to build a relationship first.

 

What are you doing differently this year than you did last year?  If you don’t have a strong answer, then how are your results going to be any different?

 

Here are two things for you to look at.

 

Our up coming boot camp – a full day of interactive sales training run in partnership with Rowan College at Gloucester County.

Marketing Automation Boot Camp – click here to learn more.

Our double your sales home study course.  Set your sales strategy and move your business to a new level of success. 

Double Your Sales Training – Sales Strategy Building – click here to learn more.