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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

I grew up as a computer programmer. In the 80’s and 90’s, programmers’ function was the automation of manual processes.  We focused on how to get more done, better, faster and cheaper. 

But as I look at the sales and marketing automation process in most small to medium firms, I still don’t see this process happening at the rate it could. 

We have all kinds of reports that can tell you every thing you need to know, but they only work if the data is inputted.  We already had those reports in the 90s. In fact, my partners and I developed them for many large companies. 

 

 

I see people trying to manage email, prospects and marketing campaigns manually.  I see people trying to do social media, one post at a time, when they have time.

 

Today, a small/medium business can accomplish amazing things through marketing automation.

 

At the center of this additional accomplishment through automation is CRM (Customer Relationship Management) software, social medial and email lists.

 

Today I want to look at these 3 areas that you as a business owner/CEO/Sales Executive need to look at for automation and focus.  Combined correctly, these three will help your business excel and help you reach that level of sales that you want and know your company can achieve.

 

1/       Social Media

            Visibility

            Massive Posting

            Anyone who tells you that you can post 1-2 times a week, or even 1-2 times a day, and get results needs to think again.

            The social media window that allows someone to see your post runs at such a high speed that if you are not consistently putting stuff out there, no one will ever notice you or know who you are.

            Yes, this is where automation comes in.  Using a tool such as HootSuite, you can now set up posts for the entire day, week or even month.  You can set them to update 5-10 platforms, 8-10 times a day.  You do the math.

            Think, what happens when you post 50-100 times a day?  People begin to notice you. They see you everywhere, on all different platforms., and they will begin to check you out.

 

2/       Web Landing Pages.

            You need to build your email list, and you need to get prospects onto your list.  Sending them to your website will not do it.

            You need a landing page (a special page that is set up just for the offer) with an offer that people want.

            It can be:

                        A white paper you wrote about something your firm does or has done.

                        It can be a check list or “how to.”

                        It can be an ebook.

                        It can be a free gift that solves a problem or answers a question.   Something they want.

 

            Then, push this using social media on a regular basis.  Post about the offer.  Perhaps do some advertising on Facebook.  Get people to go to the page and give you their email.

 

3/       Email Campaigns

            Your email list is one of your greatest assets. Make sure you understand and take care of it that way.

 

            Once you populate the list with qualified people, you need to send them email.  Nothing is worse than working to get someone’s email on your list, but then failing to do anything with that opportunity.  As my friend Michele Scism said in an interview with me the other week, “once you get on my list, I am going to email you.”

 

            Educate them.

            Inform them.

            Make them offers.

            Segregate them by what actions they take and what they look at.

 

            All this can and should be done through automation, through campaigns, through the tools at your disposal.

            Email them again and again – keep them on your list.

 

            Never let them wonder about what happened to that list they subscribed to.  Yes, some will likely unsubscribe, but they were not buyers anyway.  Stop worrying about those that unsubscribe and start focusing on those that do open your messages and then act.  They are the buyers.

 

Wow!  This sales and marketing automation is amazing stuff – isn’t it?

 

If you are not yet using automation to its full potential, you need to check it out.

 

Want to learn more?

Let’s talk.

Set up a 15-30 minute call with me, and let’s learn about you, your organization and how sales and marketing automation can help you.

Just click the link below.

 

http://www.meetme.so/coachmannynowak

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.

 

Are you using Linkedin to generate business?

Is it working for you?

 

How are you using it?

Are you getting what you expected?

 

How can you do even better?

 

Linkedin is one of the most powerful tools out there for generating business.

Yet, so many people are not using it the way they could.

Nor are they achieving all they could.

 

This article is a simple introduction to help you learn a little more about the tool and to help you to start using it for generating business.

 

If you want to learn more – watch this Google Hangout with Coach Manny and his guest Orlando Rivera as they answer many of the questions you might have.

Click here to watch:

 

So how can you use Linkedin to generate business?

There are so many people on Linkedin.

I have been able to find people I have not connected with in years.

It is the gateway to building new relationships, rebuilding old relationships and generating business.

 

But it does not do it for you, it simply opens the door.

Linkedin is a tool.

 

If you are looking for companies and connections, where should you start.

Let’s look at one simple example.

 

You first have to define what you are looking for:

Example 1:   I am looking for:

                        Small business owners (Owner, CEO, President).

                        In the Service industry.

                        In the state of New Jersey.

                        Who are connected to someone I know well.

 

Example 2:  I am looking for:

                        Purchasing agents.

                        Medical supplies business.

                        In the Greater Northeast.

                        Who are connected to someone I know well.

 

The key here is to use the gold you have first.

Start with the people in your network that you know well – they are your gold.

Find one person you know very well who you know will help you.

A person who has 200+ connections.

 

Now take time and look through their connections.

Find the connections that meet your criteria.

Make a list of them.

Start conservative, find 20-25 that fit well.

That is enough for now

 

Now pick up the phone and call your friend.

Hi, Mary, this is Manny.

I was just going through your connects on Linkedin and found some people you know that I would like to connect with.

Can we get together (phone of in person) and discuss the list.

 

Then add, if you would like to go through my connections before the meeting and see who you would like to connect with, I would be happy to help you as well.

I can send you my list before we get together so you can look through them.

 

That is it.

Now when you two get together.

Your friend will have gone though the list you sent, crossed off all the people she does not really know that well, or at all.  We all have some of those.

 

The original list of 20-25 is now down to about 10.

But they are 10 that will work.

Ten people to connect with – it works for me.

 

You now go through the list and talk about the people she can connect you with.

After this, you might be down to 5-6 really good connections for you.

 

The best method at this point is if your friend, right then, will pick up the phone and make the connection and set up a time for you to call the person.

That is not always convenient.

Nor does everyone want to do it that way.

So, if they call later, that will work as well.

 

The other method is for them to send an email and make the connections.

That works also, but the phone is so much more powerful.

And so much more successful.

 

What if you did this with just one person a week for the next 6 months.

And each one connected you with just 3 people.

3 x 26 equals 78 connections.

If you close only 8, and perhaps started a relationship with another 8.

Wow!

 

Start using Linkedin to generate business.

Click here for more information and to watch this Google Hangout with Coach Manny and Orlando Rivera.

 

 

 

Linkedin is a key to networking.

Networking is what we do extremely well.

To learn more about our program and how to double your sales please set up a free 30-minute call with Coach Manny.

 

Click this link to schedule a time.

 

 

 

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/