Targeted Lead Generation - Helping you discover and find the best lead generation tools and techniques for your business

First 3 chapters from Manny Nowak's new book. Get a feel for the motivation and action.

Contentment is the greatest enemy of success.

Once content, people have no drive to move any further.

This book is about going for the gold.

God has given us so many talents and abilities, yet most people hardly touch the surface of all they could do if they used all their abilities.

This is what this book is all about.

Please read, enjoy and learn how to use your talents to the maximum.

This book follows the process of my keynote speech by the same name.

I will just email them and let them know what is going on?

Let me see if I can get any action going with an email?

It is easier just to email them?

Now, don't get me wrong, I believe email is a very powerful tool that can help you generate leads and grow your business.

When used in the right way and in the right situation.

But, when it comes to communication and speed and relationships, there is nothing better than picking up the phone. Except possibly face to face.

Today I want to talk about the 3 questions above and how you how to handle each in a better way which in turn will make you so much more successful.

Persistence.

When it comes to lead generation, we can’t really go any deeper than being persistence.

Persistence makes it happen.

You have to be persistence because that is what is going to make it happen in your lead generation process and in your sales process.

If you want to build your leads.

If you want to build your sales.

What you need most iS persistence in your sales process.

But to make it work, you have to be all in.

You cannot fake it.

You cannot wing it.

You have to give it everything you got.

If you have a team, they have to be right there with you.

Jimmy and Amelia came in to talk with me the other day.  They own a very successful printing business that has been around a long time. 

This was their story. 

We sat down with one of our largest customers last week and came away totally excited, yet totally shocked.  We do about $100,000 a year with this customer.  They pay well and they are good to work with.  Just out of curiosity Amelia asked them how much their organization actually spent last year on printing.  The customers say, “let me find out for you”.  She picked up the phone and called her CFO, he told her $1.3 million.  I know my face dropped  but I recovered quickly.    Here was a customer who loved us, who we did a good amount of work for, and yet, they were spending 12 times as much on printing with other companies.

How you could say, that sucks.

But Jimmy said “Halleluiah.  Look at the opportunity we now have.”

The first question he asks is “how do we get the opportunity to work some of the business we don’t have?”

Their customers answer, “connect with Henry at 2891.  He was just telling me the other day about how he was very unhappy about his printing results.   I would have recommended you, but I didn’t know you were looking for more business?”

Are you are out there trying to get new customers? Are you spending a great deal of your time prospecting new business? Are you working harder and harder to get new clients? Most of you would answer all these questions with a resounding YES.

However, what did you learn from the above story?

Could you be in the same space as Jimmy and Amelia?

Coach Manny Nowak helping you to define the processes to make 2019 your best year ever

These 5 will inspire, motivate and get you moving forward in your business.

Listen on a regular base.

JLC Interviews. - Entrepreneurs on Fire

Marketing School - Neal Patel and Eric Siu

Online Marketing - Amy Porterfiled

Art of Paid Traffic - Rick Mulready

Screw the Commute - Tom Antion

That sounds like those missing socks we all have to deal with.

You know when we hade 3 children at home, we once had 2 laundry baskets full of these lost socks.

I hope you are not losing leads that way.

I have one, but the other?

I also have seen, many times, people go to a show, get so many leads and are so excited, yet what happens to most of the leads?  They get lost.

In today's world with so much automation, the worst case should be that they get put into the wrong campaign and have to be correct.  But lost? Never!

Jane’s company has spent a great deal of time in developing a marketing process that creates effective leads for the sales team.

They have worked very hard to understand what a good lead is and how to generate it.

Their marketing process is in high gear.

Yet, today when they had a meeting with the director of sales and marketing, they found out that it took days and even weeks before the leads they generated were ever worked by the sales team?

Jane was very unhappy to hear this and you might say just a bit annoyed.

What good is the lead if it is that old?

“No good” is the common answer.

Today I want to answer 3 burning questions in the area of lead delay.

1/        Past leads have been terrible.

2/        CRM system either doesn’t exist or is not being used by sales.

3/        No one has defined what a sellable lead really is.

1/        Past leads have been terrible.

            It is the old story of how the leads that come in from marketing are terrible, don’t waste your time working them.

            There is a history of marketing sending over leads which were not really leads but rather just the names and contact information at companies that should be buying what we sell.

2/        CRM system either doesn’t exist or is not being used by sales.

            When I ask companies today if they have a CRM, many say yes.

            When I ask them if the sales team’s activity is driven by it, the answer is “I think so” or “I really don’t know”.

            First of all, if you are going to effectively distribute leads, then you need a technology, CRM system.

            Second, if your sales team is not using it, then you need to find out why and you need to get them aboard.

            Leads need to be in the hands of the salesperson within minutes of hitting your organization.  If they are not, then they go cold very quickly.  Some companies are amazing at what they can do.  You fill out a form online and within 5 minutes your phone rings.

            When a lead goes to a salesperson, they need notification that it happened and then they need to work it.  Email, Text, Call.  Whatever.

3/        No one has defined what a sellable lead really is.

            This is one of the great frustrations I have as a salesperson.

            What I think is a sellable lead has nothing to do with what is being sent to me by marketing.

            Sales and marketing have to sit down and define this to the maximum so that everyone is on the same page. 

Keys to success.

  Sit down with your sales and marketing teams and get them on the same page.

  Find out what you need to do to get sales using the CRM.

  Start delivering better leads.

Do this and your will be on your way to doubling your sales.

If you need help, simply connect with me.

Marketing and sales have been trying to work together effectively since time began.

Sometimes it works between them and sometimes it doesn’t.

Marketing has a primary function – to generate leads.

Sales has a primary function- to close those leads and turn them into sales.

Simple right.

Should work like the champion and yet it doesn’t.

Today we are going to start a 3 part series on how to get better, stronger and longer lasting results from your sales and marketing process and close this disconnect.

Today we will examine disconnect number 1

“The leads that are generated by marketing are not sellable leads.”

People have asked me so many times about how to work a list of leads and get results?
Nowadays, the latest information states that you have to touch people an average of 15 times.
How can you do that? Learn here.

I know, the number seems high and excessive, but that is the way it is.

People are busy.

People have specific tools that allow them not to receive your call.

They even have tools which allow them not to see your email.

The key to success on working a list merely is persistence.

Today I want to share with you three keys and then an actual plan that can help you get success in working your lists.

Three things you need to understand when working your list:

1/        Most people who work lists, stop at about three tries.

            You can hear them typically saying things like:

                        This list is too cold.

                        This list is no good.

                        No one ever answers their phone.

                        This process doesn’t work.

            So, they pass on the prospect and move on.

            I learned this interesting fact many years ago.  Take the worse caller, who cannot talk well, and he/she will have success if they are persistent.  It’s just plain and simple truth.

2/        Good salespeople try to connect eight times, but by then, they too have had enough.

            Eight times use to be good enough to be successful in calling a list, but those days are now gone.  Moreover, today eight time is no longer enough.

            Today people are almost impossible to get hold of on the phone, but I said, almost.

            Again, we come back to persistence and how long you are going to keep trying.

            Remember, these are people who use and buy what you sell, so you need to keep going.

3/        Extra-ordinary people work the contact 15 times, and they get amazing results.

            It is hard

            It is tough

            It is extremely frustrating.

            But, it works.

            You keep trying, and finally, you do get through, and once through, you are a great salesperson, and soon you will be on your way to close.