Boost Your Service Business and Leads 10X

Boost
Your
Service
Business
and Leads
10X
POWERED BY : MANNY
TWITTER: @THEBESTMANNYO
WEB:
HTTP://MBLOG.BJMANNYST.COM
SPONSORED BY: BJ MANNYST TEAM +
FOUNDERS UNDER 40™ GROUP
(#1 UNCOVENTIONAL FOUNDERS
COMMUNITY)
ALL RIGHTS RESERVED
Some interesting insights and tips to boost your
service business operation today & for tomorrow.

“All what most people
& businesses want. . .
is to do more with
less. And fill an
emptiness.”
SPONSOR: FOUNDERS UNDER 40 GROUP + BJ MANNYST 2
-- Emmanuel “Manny” Omikunle,
BJ MANNYST + FOUNDERS UNDER 40™ Group

Boost Your Service
Business and Leads
10X
Selling is still crucial to a business. For a service
business startup, small business, professional
service provider, the reality is that it involves a lot
more work however word of mouth is still a very
powerful tool.
As a founder and co-publisher of this great
resource, I have made it mandatory to keep
growing in a complex world.
For further help with your service business, founder
journey, or seek content & publication sponsorship
opportunities, contact us via www.bjmannyst.com or
mblog.bjmannyst.com
. . .So you want to boost your sales, more specifically
your leads 10X. For starters it requires more work and
efficiency today.
It’s no longer a do it once and walk away world. It's
more like 24/7 efficient grind. However with the
following tips you have a starting point and some great
insights.
First general Tip: If people don't trust you or question
your credibility then this will not help you. if you are not
addressing a major pain this is not going to help.
I don’t claim to be the expert. . .but you’ve got to start
somewhere. Lots of insights from conventional and non-
conventional sources. Enjoy Founders / Service
Businesses/ etc.
Anyway I hope you enjoy this guide that will help you
make more money without stressing over sales and
marketing.

BY FOCUSING ON
THESE AREAS YOU
CAN OFFER VALUE
Everyone in a company must
buy into the idea that every
aspect of the business must
run above average for your
business to benefit from a
10X boost.
10X┛TOGETHER WE GET
VALUE┛

10XBUSINESS - RIGHT BUSINESS

There’s always a few companies that
are always adding value through
innovation or new processes which
then means consumers now will expect
those new values from others.
People are expecting more, higher
quality, faster, transparency, social
responsibility, values and the
occasional wow factor.
To meet expectations You’ve got to be
at it 24/7 in some shape or form. Know
their business, know your solution, ask
good questions, deliver, and repeat.
SIMPLE RIGHT?
10X
[“Top sales teams seek
to drive personalization
at scale, knowing that
72% of business buyers
are likely to switch
brands if they’re treated
like a number instead
on an individual basis.”]
┛DO YOU KNOW THE NEW
EXPECTATION?┛

While everyone is going crazy for A.I,
Blockchain, Machine Learning, AR, VR,
etc There's no doubt that most people
enter the space for the wrong reasons.
The reality is that to end up in the top
ten you've got to have an inner fire to
sustain yourself and your team
throughout the calms or storms ahead.
10X
[“The problem has to
bother you so much
that you are glad you
are getting to solve it
and the pay is just a
bonus. ”]
┛DO YOU KNOW WHY YOU'RE IN
THIS BUSINESS?┛

There’s some level of measuring,
monitoring activities that you may
need to do to truly know your
customers.
Everyday customers and prospects
reveal their problems and intentions
via the internet. So the clever
businesses need to figure out how to
access and analyze this information
without becoming creepy.
For example, every search engine
stores keyword searches then with
time builds a profile of it's users.
10X
[“78% of sales teams
recognize the
importance of
anticipating customer
needs, and 76% the
importance of proactive
customer
engagements. ”]
┛DO YOU KNOW THE DIGITAL BODY
LANGUAGES?┛
78%

10XCOMPANY - COMMUNICATION

Email marketing is only as effective as
what goes in it and who is sending it.
Whatever list you have, are you doing
everything to keep it fresh because
sending a promo to a non-active email
account is likely to bounce. So make it a
habit to check with users whether they
still want to receive your email or not.
People subscribe cause they want you to
engage them. People use fake or BS email
addresses because you put in a landing
gate that only encourages poor quality
leads into your funnel.
So make it possible for quality prospects
to voluntarily self identify without getting
everyone else. Think fishing. You don’t
want a whale in your net when you just
want tuna.
10X
[Depending on your
business, there are
sometimes-lengthy
period of nurturing and
education that can last
years before reaching
close.
Automate what you can
easily, effectively
automate; design
processes for what you
can’t.]
┛DO YOU REALLY KNOW EMAIL
MARKETING?┛

Are you thinking like your target and
providing them great resources to solve
their problems or to get educated?
Are you learning about your prospects
and their buying journey and their
concerns?
Are all your content like everyone? You
might want it to be a little special
somehow.
Chances are you would not buy Lady Gaga
music if she sounded exactly like Missy
Elliot? We all like variety of ways one can
sing about sex that's why many artist can
make a living.
If you need to improve the quality of your
content, seek someone with writing, video
or audio skills, and can convey your
companies persona or has a persona.
Some experience if possible
10X
[“When it comes to
content for B2B decision
makers, the non-sales
articles and content
that are rich in quality
information perform
better.”]
┛DO YOU REALLY KNOW CONTENT,
EVENT, MARKETING?┛

Working to get the attention of the people
facing the problems and learning as much
prior to engaging decision makers.
Running some kind of in-person event can
be a great way to generate leads.
However really put in some thoughts
about the potential experience and each
others take away. If you are going to do
anything like an event do it very well.
10X
[If every place you
distribute your message
is a noisy channel it
becomes tough to
translate your message
to leads. People are
swamped you’ve got to
be remarkable to break
through. That means
putting the effort to
break through.]
┛DO YOU REALLY KNOW YOUR IDEAL
PROSPECTS?┛

If you have ever seen a owl pursue its
objectives, you will realize that they have
only two choices, hunt or starve to death.
So should be the case in prospecting.
Keep your promise.
Get back to prospects no later than three
days.
Take care of their privacy and concerns.
Address their problems by serving.
Send thank you messages, best wishes,
followup and show them you care
regardless if they do business with you or
not.
Try not to be snooping around in their
business however be well in-tuned to
what is going on in people’s lives and their
business.
Be a source of friendship, guidance,
diversity, companion, etc in their lives.
10X
[Prospecting success
requires: prospecting,
persistence,
perseverance,
performance. And it
begins with opening
multiple-reliable-
credible means of
communication with
potential prospects.]
┛DO YOU KNOW HOW TO PROSPECT
LIKE A GENIOUS?┛

10XSTRATEGY - FOUNDATION

As a leader you are a key driver for
multiple critical business areas,
including operations, finance, sales,
marketing, human resources, customer
service, product development, IT,
corporate responsibility, etc
Having all that responsibility is no
excuse to not prep and deliver with a
thought-out strategy.
10X
[“SMBs struggle with
ensuring their leads are
properly qualified.
Beyond that, there just
aren’t enough hours in
the day; many report
that a lack of time to
complete critical tasks
and too much time on
manual work contribute
to their struggles closing
deals.”]
┛WHAT STRATEGY &
TACTICS?┛
FIND A
BETTER
WAY

It sometimes gets intimidating trying to
evolve in a changing personal and
business environment however the
sooner you eliminate most frictions &
barriers for yourself and for your
customers the better.
Set out to reduce unnecessary: costs,
business software, processes,
partnerships, administration, inability
to be agile, etc
10X
[With diversity,
inclusion, and values
you can focus on
addressing the future
opportunities and
threats. Plus reduce the
barriers to achieving
strategic greatness ]
┛ARE YOU GETTING STARTED OR
WAITING?┛
IF YOU
DON'T
EVOLVE, YOU
DIE

Make doing business with you simple
and not complicated.
>Friction-less
>Experience
>Anticipatory
>Give no reason for them to switch
>Maximize customer value via
partnership, complimentary
services/products, co-create
>Continuously redefine customer
values
10X
[“The key element to
being a successful
prospector is
persistence.
Prospecting must be
done everyday
and everywhere you go.
Remember
PERSISTENCE is the
key.”]
┛THE KEY
PRINCIPLE?┛

10XTEAM - SYNCHRONISE

Develop the right mindset. You are
going to face obstacles, rejections,
challenges however you have to make
the decision whether the objective is
the right objective for you and whether
you are using the right tools.
DO YOU HAVE A SENSE OF URGENCY?
You can’t achieve anything in life
without this. And when your prospects
don’t feel a sense of urgency, they are
likely to delay purchase or shop around.
10X
[“ Design and
planning is primordial, but
what we’ve often
found is that companies
tend to get excited
in the design and planning
stages, and when
implementation and
execution comes, their
energy drains quickly with
the first rocks on the
road, such as resistance to
cultural and behavioral
change.”]
┛DO YOU HAVE THE RIGHT MINDSET
& ATTITUDE?┛

We all have to deal with these on a
daily basis in some shape or form. You
just have to take control of your
perception and anticipation and
redirect that energy to the right action.
[“if you are pinned down by enemy fire
and you do nothing,
you will get killed. Any action, no
matter how poorly planned or poorly
executed, is safer than doing nothing.
It’s true that while not everyone
always succeeds to his or her
expectations, everyone always gets
some result.”]
10X
[“People really prefer
not to have five or six
relationships where
they're constantly
wondering, 'Does my
accountant know what
my lawyer is doing, or
does my insurance
person need to be
updated by my financial
planner?”]
┛DEALING WITH FEAR,
UNCERTAINTIES, PROBLEMS?┛

Drive and energy level:
A successful leader and organization must
have the ability to work long hours for
sustained periods with less than the
normal amount of sleep.
Self-confidence:
A belief in you, the people, your purpose
and your ability to achieve your goals and
a sense that you really can shape the
future.
Setting challenging but realistic goals:
The ability to set clear goals and
objectives that are challenging, yet
realistic and attainable.
10X
[“Our chief leader is
building a great team of
strong individuals,
rather than acting as a
“genius with 1000
helpers” on whom
everything depends.”]
┛DO YOU KNOW HOW TO BUILD
A CLOCK TOWER?┛

Using money as a performance measure:
Money, in the form of salary, profits, or
capital gains, should be viewed
more as a measure of how the company is
doing rather than as an end in itself.
Persistent problem solving:
You must have an intense and
determined desire to solve problems
toward the completion of tasks.
Taking moderate to high risks:
Success is never guaranteed however
minimizing the down side is essential for
entrepreneurial success.
10X
Long-term involvement:
A commitment to projects that will reach
completion in five to seven years or more.
To work towards distant goals is a great
attribute to have in a hyper competitive
world. This means total dedication.
Taking initiative and seeking personal
responsibility:
As a leader, founder, there is a great
pleasure to seizing opportunities and
putting yourself in situations where you
are personally responsible for outcomes of
everything in your business.
A CLOCK TOWER? P2┛

Learning from failure:
Understanding your role in a failure
can be instrumental in avoiding similar
problems in the future. A failure may be
disappointing, but should not
be discouraging.
Using criticism:
You need to be able to seek and use
criticism of the style and substance of
your performance. It is important to have
people who see, think, and act different
from you so never wake up forgetting to
wear matching shoes.
10X
Making good use of resources:
There's almost an unlimited amount of
free quality advice and education or
wisdom readily available to anyone who
seeks it. Winning takes effort. Winning
continuously takes forethought.
Competing against self-imposed
standards:
You set your own life code, values,
priorities, etc Depending on what you
want out of life and your business you set
and live by your standards. Honestly,
greatness is reachable by anyone it just
takes extra extra effort.
A CLOCK TOWER? P3┛
BUILT TO
LAST

10XQUALITY - EVERYTIME

Be a person that frequents events,
community or organization where people
can get to know you and try your service.
If you want to be a successful service
provider long-term, people need you to
show consistency in your representation
and character.
Go out to as many diverse events and
serve others.
Show don’t just tell people of your
achievement. There are only few people
who can or are willing to be risk taker
buyers. Few people can afford to take a
chance and some of us can’t.
10X
[“ SMBs report many
challenges in finding,
winning, and keeping
customers, especially as
their businesses grow.”]
┛DO YOU HAVE A GOOD
IMAGE?┛
LOOK &
ACT YOUR
BEST

The rest of us are risk adverse for
somethings.
When it comes to business service no one
wants to get it wrong.
PARTNER
Pick and associate with some good
partners. In the service business the best
are always working with the best and
referring each other opportunity like a
secret club.
You have to dedicate time to run your
business and dedicate time to generate
new business or new opportunities. You
always want your waterfall to stay a
waterfall.
10X
[“Change the offer as
often as needed to keep
interest up and keep it
fresh and new.”]
┛DO YOU HAVE GOOD
PARTNER?┛

When it comes to finding and boosting
new leads, the majority of SMBs report a
challenge reaching their target audiences.
Some say they lack the necessary
infrastructure to track and manage leads.
Identify which marketing channels are
most effective becomes challenging
because the customer journey is never the
same.
Some struggle with gleaning insights from
sales and service interactions.
ADVICE: Keep seeking tools, suppliers,
partners, etc. that can help you achieve
higher performance.
10X
[“Charitable events -
These events will build
staff and member spirit
when working for a
good cause, provide you
with a positive
community image, and
offer you free
publicity.”]
┛IS PERCEPTION
REALITY?┛

10XCUSTOMER - VERY SATISFIED

The importance of having a simple and
user friendly CRM (Customer
Relationship Management).
No one wants to spend all day having
to enter information into their CRM or
having to make sure it’s in the right
format and up to date, etc.
There are many CRM so take the time
to try them out before you commit.
10X
[Think long-term about
your online and offline
keywords because it can
make the difference
between standing out
or getting lost in the
jungle. Associate your
keyword effort on what
your users would find
important and which is
a turnoff.]
┛ARE YOU USING SUITABLE SOCIAL &
CRM TOOLS?┛

Be using social media to engage prospects
or clients. However don’t do it if you can’t
make a good first impression. Like don’t
email people if you are not willing to
personalize it and ensure relevancy.
Don’t engage people if you are not
trustworthy.
A lot of people don’t have time to be
wondering on your website for an
information. Take the time to create
categories, dedicated pages for material.
Make access to these sources as easy as
possible. Use visuals or symbols.
10X
[“An inbound-only
approach might have
worked back in 2010,
but now that everybody
has piled on the
inbound bandwagon, it
no longer is a
differentiation.
Buyers are
overwhelmed with low-
quality, irrelevant
content offers, and
Google SEO
is a nightmare.”]
┛ARE YOU USING SUITABLE SOCIAL &
CRM TOOLS? P2┛

For any business and public sector
service providers to stay operational &
sustainable, there has to be ways to
simplify things.
Beyond price, the most important
evaluation criteria for new tech
offerings: ease of setup, ease of
adoption, ease of training, ease of
scalability and simple-inexpensive
maintenance.
Some businesses are striving for LT
business needs and some for ST needs.
So which one do you want to address?
10X
[“Most companies
would agree that
understanding your
customer is key to
success — from tracking
early touch-points with
a new lead to initiating
loyalty programs.”]
┛ARE YOU SIMPLIFYING
EVERYTHING?┛

10XSERVICE - SUCCESS

When it come to trials, there are
some prospects that will care and
then there are others that will
eventually not give a f&%*#.
Some offers don’t require lengthy
time. Short trial days like 14 days,
depending on the complexity,
create a little urgency and 30days
might in some circumstances
create a level of indifference.
10X
[“When a customer
enters a trial,
automatically send a
welcome email. And
send it within the hour
after they sign up. 90%
of leads go cold after
one hour. New users
will often tinker around
with your service and
forget about it. Sending
a welcome email
establishes your
relationship.” ]
┛DO YOU KNOW HOW TO RUN
SERVICE TRIALS?┛

People want to be convince
that what you offer will deliver
results. So clearly explain and
demonstrate it.
10X
[You can’t serve
everyone. And you can’t
please everyone. You
can increase your sales
and performance if you
stick to certain targets. ]
┛DO YOU CLEARLY STATE THE
RESULTS?┛

GIVE DISCOUNTS?
Discounts are a blessing and a pain
depending where you sit. From the very
day you disclose your price you hopefully
have a well thought out discount strategy
and initiative that doesn't end up training
users to wait for discounts.
You can try discounts on annual payments
for set services.
DO YOU PLAN?
Every sales service business organization
have some level of planning by leveraging
multiple insights and developing a process
that helps develop good agenda.
10X
ARE YOU QUALIFYING BEFORE YOU START?
Before you even try to sale or solve their
problems. It’s up to you to assess the
customer and weigh if you are the person
for them and your solution will meet their
needs. Nothing worst than spending time
and money on the wrong prospect.
Use these four steps:
Know the ideal customer profile
Identify their needs
Learn the decision making process
Identify your prospect’s needs
Know the market place and the substitutes
┛DO YOU PRICE WELL, DISCOUNT
VERY LITTLE, SELL VALUE?┛

10XEXCELLENCE - LOVE

If you maintain the person-to-person
relationship, the business relationship will
take care of itself.
Know your 4 Possible objective for
following up:
>Need Information
>Request a Meeting
>Just To Catch Up
>Say Thank You
Sample Effective Email Follow Up
Openers:
We met last week at the [Name of Event
or Location].
I was inspired after you spoke at the
[Name of Event].
Our friend, [Mutual Friend's Name]
suggested that I reach out.
Last time we spoke...
Following up on the email I sent a few
weeks ago about [Topic].
10X
DO YOU FOLLOWUP LIKE THIS?
There’s an art to follow up. However
it will likely be different for every
business type or service and person.
One idea is just make it an habit to
connect to past contacts, and current
contacts…stick to personal and less
business if business is not discussed.
┛DO YOU LIVE
FOLLOW UP EXCELLENCE?┛
FOLLOW
UP

DO YOU GET WORD OF MOUTH &
REFERRALS?
Before the internet, people got things
done by asking their peers and
community members for the expert or the
skilled person. In a hyper competitive
world and so much noise world being in a
position where people are recommending
you is the most effective.
[When asked where B2B marketers are
generating leads, . . .more than 80% of
survey respondents said that Word of
Mouth / Referrals were the primary
source of leads, while 70% of respondents
listed their company’s B2B website as a
lead generation source.]
But this only works if you deliver the
results
ARE YOU NICE TO THE GATEKEEPERS,
JANITORS, CONTRACT WORKERS,
STRANGERS?
Never disrespect anybody in anyway or
form. You just never know who can make
your chances of a sale slimmer because
you were rude.
10X
[“Leads are 22 times
more likely to convert
when you make contact
within 5 minutes of lead
generation. Nearly 78%
of prospects convert
with the company that
contacted them first”]
┛DO YOU LIVE
CONTACT EXCELLENCE?┛
80%

DO YOU AUTOMATE?
There are many tools that can save you
time. You can auto respond to messages if
they have a keyword. Automate on
administration work like HR, billing,
customer service, followup, email,
nurturing, etc.
It’s important to adopt tools that help and
are easy to train on.
DO YOU TIME MANAGE?
There are many ways to making the most
of your team member’s time more
efficient by observant of how much time
your staff is spending on busy work and
actual work.
10X
[“Not all quality leads
are ready to close right
away — even if you are
the best agent in the
state. That doesn’t
mean you abandon
them, however. You
need to make sure that
you have a drip
marketing program to
keep you connected
with your “longer term”
leads, while you guide
them to a successful
closing.”]
┛DO YOU AUTOMATE & TIME
MANAGE?┛

DO YOU REDUCE CONFUSION?
Having a booth at a trade show and
having posters display multiple
messages is confusing a short attention
consumer. Having one tag-line on your
website, and a different tag-line on
your mobile app is causing confusion.
Every aspect of your customer facing
attribute must be relatively consistent
with some occasional spice.
10X
[“How many times
should you try to
connect with a new lead?
Again, the average is
five; but you should
continue trying at least
a dozen times. Until you
confirm that the lead
data is invalid or the
prospect is not
interested, you still
have a potential client.
So don’t be so quick to
give up on them.”]
┛DO YOU REDUCE
CONFUSION?┛

These are the Top 7 Things Winners Do:
1.Educate clients and prospects with new
ideas or perspectives
2.Collaborated with clients and prospects
3.Persuaded clients and prospects that
they would achieve results
4.Listened to clients and prospects
5.Understood clients and prospects needs
6.Helped clients and prospects avoid
potential pitfalls
7.Crafted a compelling and personalized
solution for clients and prospects
10X
[“When everyone else
is doing the same old
thing, straying from the
pack can help you find
undeserved markets
and generate more
sales.”]
┛DO YOU KNOW WHAT THE
WINNERS DO?┛

Also Your Sales or Team Have To Excel In
The Following:
1.Opportunity creation. Well defined ways
of creating opportunity.
2.Opportunity management. How to
analysis, manage, customize it.
3.Relationship management. People are
buying from people so maintaining good
relationships internally and externally
helps.
4.Management controls and involvement.
Empowering is great but someone has to
be in charge.
5.Talent Management. Make it mandatory
to improve your current talent and
recruiting talent when there’s need or not.
10X
[“You can still keep it
under 40 hours a week.
But try adding weekday
evening and weekend
hours into that
schedule.”]
┛DO YOU KNOW WHAT THE
WINNERS DO? P2┛

WINNERS
10X┛DO YOU KNOW WHAT THE
WINNERS DO? P3┛

DO YOU HAVE TOP OPERATION?
Every functions of a business must adopt
flexibility. It has to grow when it needs to
grow. As to maintain fundamentals when
fundamentals are needed to be practiced.
Which means creating better operating
structures and partnership
[“On top of that, this year, 63% of
executives state that it has become harder
to operate a services business, compared
to 52% in 2017’s report. Furthermore, the
percentage of executives that said the
conditions to operate a services business
are changing “more quickly than ever”
doubled over the past 12 months, from
21% in 2017, to 52%.”]
10X
[Apple continues to make
a good chunk of money
not because people think
there are the very best.
It’s because the
fundamentals of Apple’s
way of doing business are
respected and appreciated.
They treat their customers
like royalty, they try to do
the right things the first
time. They put in love and
consider money like an
after thought.]
┛DO YOU HAVE
DEDICATED-CULT-LIKE LOYALTY?┛

For Operation To Keep Singing, Keep This
In Mind:
>What industry is your ideal customer in?
>How large is the company?
>Where is the company located?
>What’s the ideal use case?
>Have they used any similar services,
competitors in the past? If so, which ones?
>What are the specific goals your ideal
customer wants to achieve?
>How will they be measuring these results
internally?
>What are the needs of the individual, the
team, and the company?
Gauge their decision-making process.
[“Depending upon the solution you’re
selling, your prospect could need high up
executive buy-in on making the purchase.
That can take minutes, days, months or
more. “]
10X
Early on in your qualification process, it’s in
your best interest to get a clear picture of
how long your sales process will be.
Ask your prospect questions like:
How does your company usually make
purchasing decisions like this?
How many people are involved in the
decision-making process?
Which teams are involved?
How much time does it typically take to buy a
product?
Know your competition. In order to fully
understand whether or not you’ll be able to
thrive with this prospect, you have to know
who you’re competing against. Ask yourself
questions like:
Are you competing with other vendors, or the
prospect’s internal team that could build their
own similar solution?
What relevant criteria do they base their
decision-making process on?]
┛DO YOU HAVE
KNOWLEDGE?┛

10X
10X
[“In the final page of this
incredible journey of digesting
this book, I would hope the
biggest take away will be that
companies and founders that
embrace technology, healthy data,
humanity, empathy, excellence,
agility, disruptions, evolution,
good values, etc will continue to
be world class admired
organizations.
The 10X Boost!!” ] -
Emmanuel “Manny” Omikunle,
Founders Under 40 Group +
BJ Mannyst
┛HAVE YOU FIGURED OUT
THE TAKE AWAY?┛

DIFFERENTIATION
IS THE KEY IN AN
OVERWELMING
WORLD
In today's business environment everyone is fighting for
attention. Everyone wants more sales. Shorter sales cycle,
Everyone wants to matter. So what do you do?
BJ MANNYST Can help you and your organization with
differentiating itself. Just like eating a tonne of spinach will make
you invisible.
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Copyright © 2018 Emmanuel
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