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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

Creating a Social Media Calendar

Which social media should I be using?

How much should I interact?

When should I interact?

 

We are getting bombarded on every side by social media.  Posting, responding, friending, joining.  What is one to do and when?

 

Today I want us to take a step back and understand that social media is just another tool to help us with our business, another tool to help us generate leads and build relationships and close deals.  And just like any other tool in our business, we need to understand how, when, where and why to use it.

 

We need a plan.

 

One of the most effective techniques I used was to design a calendar to drive what I do and when on social media.

 

So today I want to take you on a quick walk-through of the process of creating a social media calendar.

You can also watch the video Google Hangout we made on this process to learn more.

Click the link below.

 

Here are the 3 steps:

 

1/        Define the platforms you want to work on. 

You cannot work them all and you might not even want to.  Certain platforms work best for certain people and businesses.

 

            A/        LinkedIn

            B/        Facebook

            C/        Twitter

            D/       Google Plus

            E/        Pinterest

            F/        YouTube

            G/        Your blog

            H/       any other you want to use

 

 

            Select the ones you want to work on.  I suggest arranging them in order of priority.

 

2/        Define what activities you are going to do on each platform every week or every month:

            A/        Post articles

            B/        Post remarks

            C/        Comment on other users’ posts

            D/       Link, share

            E/        Post and push events

            F/        Post and respond in groups

            G/        Add links

            H/       Advertise

            I/         Do events

            J/         Generate video and post

            K/       Add pictures

 

            Do this for each platform you are going to work with.

 

3/        Assign each of the processes to a day of the week.

            What are you going to do each day of the week?

 

 

The result you have now is a weekly calendar of all the things you are going to do on social media and when you are going to do them.

 

You might find it is way too much, so you might put together a monthly calendar instead and spread things out a bit.

 

You might find it is still too much and decide that you are not going to work on all these, and that you have to cut some.

 

Or you might find you love it and that now you need help; you need someone to do some of these things.

 

Now I believe there are some things you can outsource on social media and some things you cannot.

 

But what I hope this little exercise has shown you, is that social media is a very fast growing animal and you need to get hold of it now.

 

It can be a major help in your sales and marketing process, but like any of the other tools, you have to take control of it.

 

Watch the Hangout we created and get more info.

https://youtu.be/8wyBT4yTN0k

 

Then put your calendar together and see how it goes.

 

For any help or questions, connect with us.

 

 

Is social media driving you crazy?

Don’t really understand where to go?

Don’t really understand what to do next?

Wondering how you’re supposed to work social media?

 

Well, today I want to share with you three real simple concepts that, put into place with the right tools and the right systems, will allow social media to generate all the business you are ever going to want.

 

But these principles are not anything new.

They are not anything that salespeople don’t already understand.

And they are not anything that can or should scare you.

 

Let’s take a look at the 3 simple keys to success with social media.

 

1/       You need the numbers.

 

How do you get the numbers in social media?

You’ve got to build the connections.

You’ve got to connect with people.

Whether it is LinkedIn connections,

Facebook friends or

Twitter followers…

 

Or whatever they are called in your selected social media tool.

 

First you have to build the connections.

Until you have a connection, you have not started.

 

 

2/       You have to build relationships

 

People are always saying to me, “Well, I’ve got 500/1000/1500 LinkedIn connections.”

Listen.

I don’t care how many you’ve got – how many relationships do you have with those connections?

Do you get it? That is the true question.

You can have a million connections, but if you have no relationships, you don’t have anything.

 

You see, sales is still a relationship game.

So how many relationships do you have in that number of connections?

 

Because, you see, the second step is you’ve now got to take that connection, follower or friend, and build a relationship.

Just like in real life.

Social media is still about relationships.

 

And if you can turn that connection into a relationship?

 

If you can build a relationship with the person or people you are connected with, then you get to point three.

 

 

3/       You close some business or a partnership or a referral network.

 

Somehow, because you connected and built a relationship, there are dollars at the end of the rainbow.

 

These 3 things are what people don’t seem to understand about social media.

These 3 things are what we have been doing in sales since time began.

They are the simple principles of selling.

 

It doesn’t matter if it is social media or any other process.

You have to…

 

1/        Connect.

2/        Build a relationship.

3/        Close some business.

 

So get out there and do it.

 

If you need some help – this is what we do.

This is what we help people to do.

 

Whether it’s through social media or any other platform.

 

So if you are being driven crazy by any of this – give us a call.

Because “Double Your Sales” is exactly what it does.

 

It helps you take all the pieces of the puzzle and put them in the right place.

Click here to learn more about doubling your sales.

 

 

“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.

 

 

 

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.

 

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 it 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.

 

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 – check out the free webinar we did, Click here.

 

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.

 

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.

 

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

But they are 10 that will work.

 

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.

More information and a free webinar, Click here.

 

Linkedin is a key to networking.

Networking is what we do extremely well.

Learn more about our program – click here.

 

Also, please make sure you have signed up for our fall boot camp.

Linkedin will be on the agenda.

Click here to learn more and sign up at the reduced rate today.

Million Dollar Business Development Boot Camps – ROCK!