Company URL: http://nurtureinstitute.com
Who are your mentors and why? My Father, Taught me to nurture. Robert Whitney, showed me the map . Napoleon Hill, Showed me the path. Jay Abraham, Taught me the most about marketing. Seth Godin, inspires me daily.
What is the most helpful advice you've received to improve your business? Helping Customers Succeed, Not just buy. Mahan Khalsa Automate Follow-up Processes.
What is the most helpful advice you can give to help others improve their businesses?
Get very serious about nurturing. Decide to Automate and systematize selling process. Identify, your A level clients and prospects Individualize, with a dossier approach Interact, with messages that matter and content that counts. Influence, earn the right to help them succeed Nurture, to cultivate the ones you want and the ones you want to keep.
"When your heart is in your dreams, no request seems too extreme."
How do you give back to the professional community? I present the nurturing philosophy and methodology to VISTAGE CEO Groups 48 times each year since 1988. I post a daily www.nurturemarketingblog.com to share good ideas, strategies and technologies that facilitate effective Nurture Marketing.
What is your favorite business book?
1. Blush, blush: "Nurturing Customer Relationships", By Jim Cecil and Eric Rabinowitz.
2. "Think and Grow Rich" , Napoleon Hill
3. "Permission Marketing", Seth Godin.
4. "Persuasive Proposals", Dr. Tom Sant.
5. "Rockefeller Habits", by Verne Harnish, Gazelles, International.
Which 4 basic skills or process steps do you recommend?
1. SELECT a Niche(s)
2. DO it, Create a campaign of touches to cultivate your best client(s).
3. TEST it, Send ten first touches and evaluate your responses
4. DELEGATE it, Assign your own "Nurture-Maven" to manage expansion
5. AUTOMATE it, Use the tools of software, the cloud and the Internet or DUMP it, Learn what works, test the rest and know when to change.
In your opinion, the best book on marketing is: Permission Marketing
Your reasons for choosing this book are: Seth Godin first articulated the vital necessity of a common human courtesy of Permission in the 1 to 1 world ahead.
What would you say to someone who asks what to do first in managing sales leads? Scientifically re-engineer your entire selling process and your sales-force. Commit to actually helping sales-reps succeed with diligent, pre, mid, and post funnel communications processes.
If someone wants to nurture sales inquiries what process would you recommend? Clearly software is the seminal tool in Nurturing. I was an early-excited yet skeptical early-adopter of MSCRM 1.0. As is to be expected from a company that traditionally takes 3 or 4 iterations to get it right. In my opinion, MSDynamicsCRM 4.0 is now the dream platform for all segments, from the lone-wolf to the enterprise, whether locally installed or cloud, in my opinion, with Intelligent Mobile-CRM apps raging, absolutely the most flexible and affordable solution for those serious in long-term nurturing.
What steps would you suggest to measure the ROI for sales inquiries? Because metrics are so abundantly embedded with Dimensional eMail campaigns today, setting up infinitely flexible alerts over multiple interactions and results has never been.