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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.

 

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

You have to know how to close.

Business is built and grown on the top line.

You cannot build a business by saving money.

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

 

 

5/        Relationships

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

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

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

You have to have people you can trust.

You must have a coach and a mastermind group.

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

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

 

 

There you have it.

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

 

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

 

To learn more.

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

 

How are you going to make sure the coming year is your best ever year so far?

 

What are you going to do differently?

 

Do you understand that a plan in your head is just that – a plan in your head?

If you don’t write it down, the chances of it ever happening are zero.

I have dealt with too many people with great plans in their head, but they missed out on doing very much.

Make sure that this coming year – you go for gold and stop settling for silver.

Too many people settle for silver and really never get past bronze.

 

How do you build that roadmap for next year?

 

Let’s take a look at one example of how you start to make it happen for you.

 

You start with goals:

Let’s define one:

To take my sales to over x dollars in the next 12 months.

 

Now, goals are great.

They are the way we have to start.

They are necessary.

But, they are just the starting point. 

You can think of them as the starting line in the race.

But if you don’t run, and if you don’t run faster than everyone else, you will never win the race.

You do want to win the race – don’t you?

 

So what is next?

Next you have to define the tasks you need to do in order to accomplish that goal.

What do you have to do to win the race?

 

Here are some examples to go with this goal as a starting point.

 

1/        Attend 10 networking events a month.

2/        Send out one email to my list every week.

3/        Add 200 names a month to my email list.

4/        Have 3 one on one meetings every week.

5/        Post on social media twice a day.

6/        Send out 20 post cards a week to prospects.

7/        Make 4 hours a week of cold calls.

Etc.

 

Now you can see it starting to come together.

You have a goal, which is getting your sales to a certain number.

You have the measureable tasks that you need to define to get you there.

 

What is next?

Making it happen.

 

Also, you need to define another 2-4 goals for the next 12 months, the same way.

You should have 3-5 business goals and 1-2 personal goals every year.

 

Once you have done this; set it in stone and then make it happen.

Accept nothing less.

Expect nothing less.

 

There is one final, tiny piece that you will need.  You need to get yourself an accountability partner who will keep you on track.  No, you can’t do it yourself, no matter how good you are.

 

Much success to you over the next year.