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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

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.

 

Get my book on Targeted Lead Generation for only 99 cents.  Over 40 lead generation techniques are explained.

Click here.

 

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.

Watch what super coaching can do for you - click here.

 

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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

What are the right places? 

What are the right places for you?

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

 

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

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

Why? 

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

For me, this was the right place.

 

Are you networking at the wrong events?

 

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

 

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

Wondering if networking is worth all the hype?

Asking how to find the right places.

 

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

 

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

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

            Is it a sales person or a business owner?

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

            Do you even know?

            Will this event have these types of people?

           

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

 

2/        Define why you network.

            To make initial connections?

            To get people to come to an event?

            To find ways to get into certain organizations?

            Because you need people to buy yesterday?

 

            Why are you there?

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

 

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

 

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

            Would they be at chamber meetings?

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

            Do they go to special events?

            Are they part of lead groups?

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

 

This is just the start of the process. 

 

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

 

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

networking work for you?  Come to the boot camp. 

 

CLick here to learn more!

 

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

the first time, thinking I am ready to

buy what they have to sell.

 

How about you?

 

No wonder people hate networking.

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

 

Why would you send an email to someone

you only just met at a networking event

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

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

 

Why would you call me and try to schedule

a meeting to review my needs when I do not

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

 

Why do you think I am interested in

what you have to sell if I do not even

know who you are yet?

 

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

Every week I get them.

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

 

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

You have to learn a little bit about them.

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

 

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

 

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

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

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

 

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

Relationship building is required in both.

 

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

 

Three simple keys:

1/        Get to know the other person.

            Ask questions.

            Listen.

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

 

2/        Invest some time in the relationship.

            Schedule a one on one meeting.

            Go see the other persons business.

            Learn a little about them and their business.

 

3/        Ask how you can help them.

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

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

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

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

 

Wow!

You mean that is all there is to it?

 

This week and this coming year.

Change the way you do business.

Start to listen to what others need.

Start to help others get what they need.

You will be amazed at what happens to your business.

Are you generating the business you want to generate?

Are your sales growing at the rate you expected or more?

Are you happy with your current sales process?

 

Simple questions – right?

 

Well if you are not happy, what are you doing to change?

 

Let us look at this in a very simple model.

 

First, the goal is to move suspects to customers.

But, in order to do that, they have to go through a cycle.

 

For example, if one customer takes 5 qualified prospects, and 5 qualified prospects take 10 prospects, and 10 prospects require 25 suspects. 

The simple math is that for you to create a customer, you first have to have 25 suspects.

To generate 100 customers, you have to have 2500 suspects.

 

Second, you have to understand the best place to hunt for your suspects. 

Yes it is hunting.

To do that, you need to start with your existing customers.  Where did each of them come from?

Always track this going forward and track it going back so you can see a pattern begin to emerge.

Now if 50 percent of your customers come from networking and another 40% of them come from cold calling, then those are the places you hunt.

Why? Simple, because the proof is in the pudding – you have proven it works.

90% of your customers come from these two sources – so why would you hunt elsewhere?

 

Third, you have to determine how to move a suspect to either a prospect or out.

Simply put, a prospect is someone who you believe, think or looks like they could use what you sell.

Then you have to ask questions, listen, research, and take the time to make the determination.  Don’t keep chasing people who are not your prospects.

 

Fourth, you have to move prospects to qualified prospects. 

Some people like to combine this and the previous step, but for clarification, I like to keep them completely separate.

Now you start to ask the harder questions.

Do they have a need?

Do they have money?

Can they make the decision?

Do they want to buy the product?

What is their timeframe?

 

And finally the fifth step.  Moving them towards being a customer.

Ask for the order.

All throughout the process, you have been building the relationship and now you  keep going, thus making it even stronger.

Demonstrate exactly what is in it for them.

Ask for the order.

You might have to do a proposal.

You might have to do a presentation.

Either way, ask for the order.

 

This is how you move a suspect to a customer.

Now get out there and start doing it.

Are you looking for the keys to the castle?

The way to take your Business to the next level?

The way to create a more successful and growing business?

 

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

 

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

 

Most successful businesses I have worked with live by them.

 

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

 

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

 

Love them or leave them, but they do work.

 

 

1/        Selling is the most important thing you do.

Close some business.

Forget all the rest until you get this piece working.

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

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

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

 

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

If you want to build a company that makes money.

Then you have to support your selling with marketing.

You have to generate the leads.

You have to start getting the phone to ring.

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

 

3/        Delegate or die doing everything.

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

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

Get an assistant, a right hand person.

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

 

4/        Set goals, have a plan and Aim high

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

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

And measure where you have gone.

 

5/        Get a CRM system and use it

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

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

Yes, you need it.

 

6/        Network and build relationships

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

If you can’t network – learn.

If you are shy, get over it.

If you don’t have time, make it.

 

7/        Forget about going back

Stop thinking you can just go back if this fails.

Burn the ships.

There is no going back.

You have to make it work.

Either commit or forget it.

 

8/        Cash is.

Everything, anything and the only thing.

If you don’t have it, you are done.

Double the estimate you think you need

Double the expenses you think you will have

Cut the revenue projection in half

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

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

 

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

Be proactive and not reactive

No one else controls you time.

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

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

 

10/     Get some advisors and listen to them.

Get a coach.

Get a number of mentors.

Get a board of advisors.

And listen to them.

Spend time, money and energy on self-development.

No one can do it himself or herself.

 

11/     Lead The Way

Walk the walk.

Be tough when you have to be.

Be firm when you need to be.

Be fair, always.

Make decisions, now.

 

12/     Share the wealth

The greatest success comes to those who share

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

But wow is it ever true.

Share because you didn’t do it yourself.

 

 

There you have it, now go do it.

People buy from people they like

“How you sell the business is how you’ll lose it. If you get the business solely on price, you’re likely to lose it on price.”
––Unknown

When was the last time you made a purchase from someone you didn’t like?

Did you have a choice in the matter?

If you had a choice, I am sure you passed on the product /service because of the sales person.

Face it: We buy from people we like.

We buy from organizations we like.

We do not buy from people we do not like.

We do not buy from organizations we do not like.

Fact is:
If we don’t like the person we had to buy from, we won’t buy there again.

Fact is:
Price will become secondary.

Many might argue this point, but let’s ask ourselves some further questions:

Do people like you?

If not, why would they buy from you?

Do people like your organization?

Do you ever buy from a company you don’t like, if you have a choice?

Do you go way out of your way for people?

When was the last time you did something for a stranger and expected nothing in return?

Are you willing to be humble?

Do you know what “humble” means?

Would people you know and/or have talked with feel bad about buying from someone else? If so, you have started to rock.

If my customer buys from someone else and does not lose sleep, then I have not done my job.

Have you ever had a customer come back and confess, asking for forgiveness?

Now you have a customer for life, if you take care of him/her.

Try this simple exercise:

Ask yourself, “Why should people buy from me?”
Great product.
Great customer service.
Because it is convenient
ETC!

Make a list of 10 reasons. Do it, right now.

Now ask yourself, “Would someone buy from me?”

Because we have a relationship.
Because they like me?
Because I take great care of they.

Make a list of 10 reasons why they would. Do it, right now.

What did you learn? Would you buy from you even though you should?

Well, if you wouldn’t buy from you – why would you ever think I would?

First you have to believe that you would buy from you.

If you would buy from you, then so would others.

But remember, you have to do an honest assessment.
We all have relationships in many aspects of our lives. We all have people with whom we play and socialize. These are people we like.

So why is it so hard to think of business that way, to think of selling in this manner––with people we like? Why would it be any different?

We do business with people we like.
If I asked you for a list of people you buy from that you are happy with, how many do you have a relationship with?

How many do you like? So, if you buy that way, why would someone else buy another way?

If people like you, they will buy from you.

If they don’t like you they will not.

You better believe it!

***This article comes from chapter 2 of my book, “All People Who Work For Me Are Selling.”
If you liked the article and want to learn more about creating a sales culture in your organization, please buy a copy today.
Purchase on Amazon Kindle Version for only $2.99

Million Dollar Business Development Boot Camp

Posted by Manny on April 1, 2014
Posted in Networking  | Tagged With: , , ,

What A great Event it was – March 28, 29

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