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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

“Cold Calling is not dead.”

A great quote from my interview with VSA CEO Valarie Schlitt this week on Targeted Lead Generation Podcast.

Click here to listen to the interview with Valerie and learn more.

headshot_valerie 

Valerie has built and runs a very successful call center that does cold calls and other calling for you.  So, if you don’t want to do your own calls – her firm can make it happen.

           

We are now two weeks into the 90 day cold calling challenge, and we are beginning to see that consistency is the key to success.

 

Most participants have made over 200 calls and are starting to see that consistency does pay off.

 

Today I want to share a few more of the benefits that a consistent cold calling program can add to your lead generation process helping you build your business.

 

1/        By practicing and making cold calls, you become so much better at communicating over the phone at all times (not just during cold calls).

 

            I have also become the new President Elect for the Toastmasters of Rowan University.  One of the key Toastmaster exercises is what we call table topics.  The exercise teaches you to be quick on your feet.  You are given a topic and must talk about it for 2 minutes or so.  This gives you the confidence to think and adapt as you talk, a crucial skill required for cold calling.

 

            Cold calling is full of surprises and questions and emotion, and you never know what you are going to encounter.  These constant challenges make you so much better on the phone and at answering questions and thinking on your feet.

 

            I guarantee that if you do a 100 cold calls a week you will be better on the phone and better at getting on the phone to do whatever else you need to.

2/        Your phone skills transfer across your daily sales process in many other areas.

 

            Those skills that you have learn and developed on the phone will quickly transplant and translate to other relevant areas in your daily sales life. 

            When you are asked a question on the spot, you are more comfortable answering it.

            When you call a client or a hot lead, you can more effectively talk with them.

 

            There is only one way to get great on the phone – Get On The Phone.

 

 

 

3/        You will begin wanting to get on that phone every day – your hesitation ceases

 

            Many of you are former or current athletes and love competition.  Eventually, competition is what this becomes.  You develop an urge to make the calls.  It becomes a real challenge that you are not willing to lose.

You are already very self-disciplined, and this kicks it into high gear. You have to see how much better you can get.  You have to cold call simple because you refuse to lose.

            And that, my friend, makes you amazing and creates even more success.

 

Your top line will begin to increase.

If you are not doing cold calls, if your team is not doing them, you are missing out on a great opportunity to become so much better and make so much more money.

One hour a day is all we are asking, but on a consistent basis.

 

You will be amazed.FrontCover

 

If you are not in on the 90 day cold calling challenge yet, you can still get in.

Click this link to learn more and sign up today.

 

 

 

 

 

Or as quoted from Creflow Dollar:

“You have got to be willing to step out on the water
if you are ever going to walk on it.”

As you enter the second half of 2016 – are you ready to walk on
water, or will you simply continue as you have been?

This is the time to get started.

This is the time to build a vision.

This is the time to do something different.

This is the time to commit to making this your best year ever.

This is the time – stop hesitation.

Stop holding back.

Stop thinking about doing it some other day.

Step out onto the water and make it happen for you!

Mark Twain puts it very well:
“Twenty years from now you will be more disappointed by
the things you didn’t do than by the things you did do.  
So throw off the bow lines, sail away from the safe harbor,
catch the trade winds in your sails, explore, dream, discover:

If you do exactly what you did so far this year, you will be exactly
where  you are right now come 12/31.   

Are you the
same place you were in December of last year?

Is that where you want to be?
Or would you like to be somewhere else?

First, do as Og Mandino tells us, “Tomorrow is the day reserved
for the labor of the lazy, I will act now.”

“Many of us are sitting right on top of the richest sources of
power that can be imagined and do nothing at all about it.”  
Norman Vincent Peale

To make this your best year ever, you first have to commit that
you are going to do it.  Just as I stated at the beginning, you
have to step out onto the water, make a commitment, make a
public commitment, and then don’t let anyone or anything stop you.

There is a great bible story about a fellow by the name of
Peter who had the faith to step out onto the water, and when he did
it, he was walking on the water.  But, then he started
thinking too hard about it, then he started to say to himself,
“self, you can’t walk on water”, and what happened next is he fell in.

It is not just about the commitment to step out on the water,
it is also about keeping that commitment, keeping that faith,
continually believing.

Too many times we start to do it with all kinds of ideas,
plans and hopes.  We start stepping out onto the
water.  But then, just like Peter, we start thinking too much
that we can’t really do it, and we fall into the water.

Make the commitment now.

Do it differently and you will get different results.

Are you ready to generate more sales?

 Ready to increase your companies top line?

Learn more:  http://thedecisioninstitute.com/platinum-coaching-program/

I don’t have time to do one on one meetings, beside, I never get anything out of them anyway?

 

The person will never be a customer or even a referral source, why should I waste my time sitting with them in a one on one?

 

Just not worth the time and effort – beside, what do I say?

 

Wake up and listen very carefully, “the single most important piece in building relationships that will make you successful are having 1v1 meetings.”

 

Period.

 

End of discussion.

 

Further, if you don’t have time, then you can settle for being average or al little bit better.  If that works for you, you are reading the wrong article anyway.

 

Powerful relationships that make you money and create success start with regular, effective one on one meetings.

 

I will answer the 3 above questions later.  First lets look at these 3 keys.  Yes, there are many more, but these will get you rolling to success.

Don’t miss our free weekly webinar to help you Double Your Sales – Click to learn more.

 

1/        Shut up/Listen/Focus

            How many times I go to a one on one and the other person does almost all the talking.  Am I upset?   No way, they just told me everything I need to build a relationship with them, help them and help me.  Plus they think I am a great person to talk with.

Keep them talking, it is one of the keys.  But you cannot do that if you keep talking, so shut up and listen.  I don’t mean look like you are listening, I mean listen, pay attention, focus.  Repeat back.  Open them up.  

Make them understand you care and you are listening.

 

2/        Prepare/Do Your Research

            Every go to a one on one meeting and the first question they ask is.  So, Manny, what is it you do for a living.  Second question, tell me a bit about yourself?  Da!  Go to Linkedin, Facebook and the Internet.  Do some research?  Learn everything and anything you can about the person.

            Then go into the meeting and ask questions based on what you know.  Ask questions that let them know, “hey, this person actually spent time researching me, must be interested.”

            Ya, it really is that simple.  Yet most people fail to do it.

 

3/        Have plenty of questions

            What do I say?  First, there are a hundred generic questions you can ask.  Then there are all the questions you come up with based on your research.  Write them down and take them with you.  Then ask them.  Plus based on the answer to almost every question, there are more questions that come to mine.  Get them talking, keep them talking.  They will love you and you will do business together.

 

No brain surgery.  Not every hard.

Take your presentation Skills to new levels of success – learn more click here. 

Now back to the first 3 questions.

 

 

I don’t have time to do one on one meetings, beside, I never get anything out of them anyway?    Perhaps sales in not for you?  Perhaps middle management is as far as you will ever go.

 

The person will never be a customer or even a referral source, why should I waste my time sitting with them in a one on one?  Because they know 100’s if not thousands of people you will never get to without knowing them.  Because their brother, mom, sister, dad, son – is the CEO of?

 

Just not worth the time and effort – beside, what do I say?  Better come to coach Manny for some training.

 

How many one on one’s will you do this month?  Pick a number and do them.

 

Everybody wants more sales.  More sales and more profit.  However, what are you doing actively to take your sales up, not just take them up, but double them?

 

Today, let’s take a look at one tool, channels.

 

I am going to share with you today three simple channels that could, if effectively implemented, create a tremendous increase in sales for you and your organization.  This is one of the keys of Business results coaching with Coach Manny Nowak.

 

Channels are one of the key elements that I help my clients with.  Furthermore, we will be doing a great session on these at the boot camp.  Build and work your channels with Marketing Automation.

 

Today I want to look at just 3 of them.

 

 

1/        Networking

            Get out there and start meeting people.  Build relationships.  This requires you to put yourself out there and meet new people.  It then requires you to follow up with those people and start to build a relationship.  Do a one on one meeting.  Put yourself out there, take a chance.  Most people are just like you, so fearing it.

 

If you feel this is a weak area for you, then get some help.  We will be spending a great deal of time at the boot camp teaching this.

 

 

2/        Start working on LinkedIn.

            This is a goldmine sitting right in front of you.  This is an unbelievable source of leads.  I like to look at it the same as going to a networking event, but instead of talking to people who are not really qualified, I can spend my time trying to connect with people I have qualified – the kind of people who buy what I sell.

 

            Come to our boot camp and you will start to learn a great deal about this channel from some of the best in the business.

 

            But I want to tell you right now to start by picking a number in this channel.  Maybe 10, 20, 50, or 100 people to try and connect with everyday.  Then get on LinkedIn and ask to connect.  Do it everyday.  Watch what happens as a result.  Remember what I taught about consistency.

 

 

3/        Start asking for referrals.

            How many of you out there fail to do this? How many of you are afraid?  How many of you think you are bothering your clients?  I ask my clients, very simply, the following questions.

            Do you like what I am doing for you?

            Do you like the work?

            Would you recommend me to someone?

            Could you tell me some people you know that might need what I do?

            Or, here is a list of 10 companies, do you have any connections?

 

            Or, back to LinkedIn, “I looked through your LinkedIn connections and found theses 5 people, could you connect me?”

 

            Ask.

 

            Again, great session dealing with this at the boot camp.

 

            Yes, you all do great work for people.  Why do you hesitate in asking for the referrals?

 

You would be amazed at how many channels you have.  A channel is just a method you have to get business.  A way to generate leads. 

 

But each time, you have to track how many leads you get and how many turn to business.  This will tell you the quality of the lead and how much more or less effort you should put into it.

 

I have just talked about 3 channels today.

 

However, just think of all the potential channels you have and could work.

 

First, define every single channel.

Make a list.

 

Then start working on figuring out how you are going to use them effectively.

 

We actually have some sheets that you can download.

Just go to this link.

 

And come to the boot camp to learn more.

We will be spending time on channels and helping you define them.

Including Mastermind time doing this.

 

Click here to learn more about this great event.  October 22 and 23.  Only $97.

Are your emails getting opened?

Are your emails creating action on the part of the reader?

The action you want?

Or are they simple getting deleted?

 

There are two key pieces that will make an email work for you or for anyone.

 

One is the subject line.

 

Two is the call to action.

 

No matter what the reason for an email is, these two factors are the key ingredients in a successful email.  Period.

Emails that you send to someone one on one.

Or emails that you mass market.

These two pieces will either get you results, or get you frustration.

 

Today, let’s take a look at each and see how they fit.

 

First, let’s talk about the subject line.

 

Stop the scrolling – as I heard Tom Antion say in a seminar the other day.

A great subject line will stop a person from scrolling down the list of emails, stop, and actually open the email up and read it.

 

How much time, effort, thought and energy do you put into the subject line?

How many times is it boring, dull and simply not something that anyone is going to open?

If you send your boss an email, he/she might not even open it.

If you send out a mailer to your list, if the subject doesn’t get them, the email will never even get opened.

 

So, get creative.

Be bold.

Be different.

 

Instead of “Tips to Increase Sales.”

Say, “3 Tips to Double Your Sales.”

 

Instead of “Follow up on our meeting.”

Say, “I heard you and I am climbing the mountain.”

 

Which one would you rather open?

 

Instead of the original title I had for this email, “How is Email Working For YOU?”

 

If you are reading this, you see the title got changed to

“How To Get Your Emails Opened and Spark Some Action.”

 

The fact that you opened this says it all.

 

What I want to reinforce is this, “stop holding back and doing things the way they always were done.”

Get bold, different and creative.

 

You want your email opened, so create a subject with something I will open.

 

 

Point two:

Call to action.

What do you want the person to do who reads your email?

 

Do they know what you want them to do?

 

Is it simple and easy to do?

 

Have you made it something they want to do?

 

Have you got them excited and interested?

 

I want you to click this link and sign up for my boot camp.

Why?

 

Because what you read here today is just the tip of what you will get if you attend.

What I just gave you is powerful stuff, but if you come to the boot camp, you will get 20 hours of this. 

 

What could that do for you and your business?

 

Are you really ready to take your business to the next level – or are you just playing around?

Think about it.

Maybe…

Come on.

These two tips alone will take you to greater success.

Now, click here and get to the boot camp because it is 20 hours of this gold dust.

 

Get it.

 

Make it so your reader wants to do it.

Make it so your reader has to do it in order to be happy.

 

Make it easy.

Make it a must.

 

Come on, 20 hours of this for $97 dollars– you know you got to be there.

Click here.

 

 

Do you get it?

Email success requires two things.

Getting the reader to open the email and then getting them to take some action.

Have I succeeded?

Click here to sign up today.

 

Then email me and tell me, “You got me Manny.”

I look forward to seeing you at the boot camp.

Click here to sign up today, right now.

 

“Power, the ability to control and influence circumstances.”  Dr. Myles Monroe

The amazing thing that happens when you sit down and do a one on one with someone is that you learn amazing stuff.  Stuff you never thought this person did, knew about or was in anyway involved in.  It is so great to learn about people.

 

I was having a one on one with a prospect the other day.  This person was in the construction business.  Custom cabinets.  Very nice and very high end stuff.  I was amazed at the product.  The amazing thing I learned from the one on one was that prior to doing this business, the person was an international banker who knew people and still had connections on 5 continents.  Did I need some help making a connection in China?  Did I need a referral in England?  I did not, but you might.

 

Don’t assume who someone is by what they are doing today. 

 

Don’t say, like so many people, “they can’t help me.” 

 

How do you know if someone can help you before you really spend some time with him or her and learn about him or her?  If you are into building relationships, then take time to do one on ones.  They are where the real power of building powerful relationships is.

 

 

One on one’s are the gold of follow up and relationship building.  They open up doors that you never thought could be opened.

 

So, the next step in continuing to follow up is to do a one on one meeting. 

 

For me, if I see someone on my list is opening and reading the newsletters over an extended period, then I am going to try and set up a one on one meeting.  This signals to me that they have an interest and I better see how I can help them.

 

If I go to LinkedIn and see a person has amazing connections that I want to meet, I am going to request a one on one with them.   If they are connected to the people I want to meet and want to work with, then I have to start the relationship with them.

 

A one on one is a key piece of follow up.  This is when you really start to get deep. 

 

This person is willing to given you an hour or so of their time to sit down and talk, so what are you going to do with that time?

 

 

First, make sure you have many questions ready to ask.  More questions than you could ever get to.  You never know if the person is quiet, or if the person is a talker.  If they are a talker, you will be fine, but if they are quiet, you could blow through a bunch of questions before they ever open up to you.

 

Next, make sure you do your research on the person.  Don’t ask questions that are so easy to find online.  This makes people think you have not done any homework.

 

Third, I suggest you make a list of people you both know.  Then talk about the ones you have a good relationship with.  However, make sure you let the other person lead.  You do not want to put your foot in your mouth by talking well about someone they do not like.  If they take the lead, you will stay in a safe area.

 

Next, make a list of people they are connected with that you might want to meet.  These are the people who you want to connect to.  If you don’t ask, then how will you ever get connected?  But, it is important to ask with grace and patience.  Don’t go forward pushing, go forward asking.

 

Don’t say, “so you know Joe, could you introduce me?”

 

Instead say, “so I see you know Joe, how long have you two known each other? 

Do you do work together?  Etc.” 

 

Keep asking.  You might be surprised by the response– “would you like me to introduce you?”  Yes, yes, yes.

 

Make sure that when you meet you make it your number one goal to listen. 

Then to learn. 

Then to help. 

 

If you move in this way, you will be amazed at what you can get out of the relationship.

 

It is amazing what you can learn if you do the one on one effectively.

 

It is not about what they do, it is about whom they know.

Let’s face it; most people will never want to buy what you sell.

However, they just might know many people that do and if you follow up and stay connected and build a lasting relationship, they might just introduce you to them.

 

I have gotten some of my greatest business simply because I followed up and in that follow up, I ask for a one on one meeting.

In that one on one meeting, I listened, took notes, and was really interested.

 

At some point, maybe not today, tomorrow next week or even next year.

But if I continue to stay connected, then at some point, this follow up will yield business.   That I can guarantee you.

 

Read more in our latest book: My Sales Follow Up Sucks.

Available on Kindle for only $2.99

Click here to order today:

MySalesFollowUpSucks_F_Front (1)

 

 

 

 

 

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/