Sell & Market Better with these proven strategies & insights

ALL RIGHTS RESERVED. EMMANUEL “MANNY” OMIKUNLE SPONSOR: BJ MANNYST (BJMANNYST.COM)
SELL + MARKET BETTER TODAY, 2020
blog: mblog.bjmannyst.com
1
SELL &
MARKET
BETTER WITH
THESE
PROVEN
STRATEGIES &
INSIGHTS
It's the quickest, and simplified tips ever. Just to help you, freelancers,
smb, service providers excel today, 2020 & forever.
PLUS, PICK UP OTHER ROCOMMENDED eBOOKS.
POWERED BY : MANNY
TWITTER: @THEBESTMANNYO
WEB: HTTP://MBLOG.BJMANNYST.COM
SPONSORED BY: BJ MANNYST TEAM + FOUNDERS UNDER 40™ GROUP

2
Usually times like these, end of years, are a great time to reflect and
do better in the future. I’m betting everyone and every business wants
to sell better in 2019 , 2020 and forever. So I, Founders Under 40 Group
team, BJ Mannyst team took sometime to assess what is working, what to
keep doing, and what to start experimenting with to help stay competitive.
But I also,note, that I'm fearful that most modest businesses will not
have the next generation expertise like expertise in industrial 4.0 to
stay competitive. I do fear if you or your freelancer biz / gig biz/ smb
business are not highly tech savvy and educated in tech there’s a chance
growth might stall for many.
In the near future, there will be solutions providers like Amazons Web
Services, Google, Microsoft, etc who are going to dominate more IAAS
(Infrastructure As A Service), PAAS(Platform As A Service) but what then
happens in five years is that the advance-profitable-tech businesses
become more lucrative for a few and less tech/ old tech businesses get
turned into commodities. Just as companies like Uber have commodity-fy
car transportation.
In the end what I’m saying is to take the time today to see what functions
of your business is essential, which once are true competitive
advantages and what parts can you delegated, what can be evolved because
industrial 4.0 evolution is going to happen. In the mean time here are
my thoughts, other people's thoughts and tips for selling and marketing
better 2020 and forever.
P.S. I guess prepping your service business's sales & marketing for the
industrial 4.0 age would be a great resource as well, that will be the
continuation of this post. Part 2 Coming Soon . This part 1 ebook will
be invaluable.
With These Proven Strategies & Insights

3
CONTENT SPONSOR: BJ Mannyst (Unconventional Marketing & Business Services) + Founders
Under 40™ Group (Unconventional Founders Community) currently serves founders and service b2b
around the world with creating / improving their service marketing and helping them connect with
other founders.
OVER 25 TIPS THAT
WILL HELP YOUR
SERVICE BUSINESS

4
OVER 25 GREAT TIPS
Be clear what your
prospect want solved
from an emotional
and logical point of
view
People buy results and delivery. In
an ever competitive world you have
to be the player that can perform
consistently. Be clear what you do
for clients.
It is better to serve a few well
than trying to serve the many who
consume all your time and energy.
Be specific who you need to meet and
engage.
Be agile in every way. It’s
impossible to survive in a changing
social and economic world without
agility.
If you are definitely a leader
learn from others however always
march to your own drum. There’s
way too many me too’s in the world
of business. And running a
commodity business has it's down
side.
In every aspect of business you
will face times to be flexible and
times you would need to hold your
ground. Your clients business
might be a structured differently.
Their culture may be
unconventional. The time might be
wrong.
Be very very terrified of hiring
and working with drones. My
definition of drones are people who
just think and act like everyone
else and nothing about them says
they are an individual. You
sometimes see this in conservative
and incumbent business and the
occasional startups. A good test is
to take the negative side of an
argument and listen to how they
counter or not counter.
Embrace the oddities and chaos of
life, people, nature, everything
because if you just do exactly like
everyone it seems safe but it will
make you not remarkable.

5
Not everyone is a target you can
fully serve well with your
solutions. Prioritize your leads
etc.
Build your network within the
organization. One way to build the
relationship is to be where they
will be, join clubs or events they
frequent. Or create an event that
would attract them.
Stopchasing
transaction
relationship.
Be of value to them prior to
engaging them to buy your solutions.
No one likes being sold to…however
people like buying value. Can you
get them into rare events or rare
introductions or a product. And
most importantly, most hate making
bad purchase decisions.
Can you take the time to share their
company’s great content or their
founders insights with your
audience? Most people might in the
future return the favor. However
don't do this just because you want
them to do the same for you.
Be open to listening to prospects,
customer facing employees, and any
one who might see the world
differently from you.
Treat every internal and external
personal as important to your
business.
Be a winner in every shape of the
word. In tangible or intangible
ways. And make sure to do business
with people who want to be winners
or are winners.
Until someone has articulated
strongly that they are not
interested-- you can choose to
persist but make sure you are not
barking at the wrong tree. And are
ready to serve them if they say yes.
For example, don’t aggressively
chase people to upgrade if they
hardly use your free products.

6
DIFFERENTIATION
IS THE KEY IN AN
OVERWELMING
WORLD
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Everyone wants to matter. So
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differentiating itself. Just like
eating a tonne of spinach will
make you invisible.
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Sticking to your commitments and
showing that you’ll be an advocate
and support for them long after
closing the sale.
Develop the mindset and resources
that can help you handle the down
moments, regressions, failures.
Simply develop resilience.
Try to make a decent
impression - it doesn't
have to be perfect or
needy but one that suites
yourself, your target,
industry or whatever.
Something people can
recall about you once you
are gone.
Be sure you can gather some
personal or business info about
your target but the fact is people
still need to be certain that you
are a trustworthy person to engage
and can maintain their privacy. P.S.
don’t gather info that you don’t
need. You are just making yourself
more desirable for hackers..
Look for ways to identify prospects
in advance. There are many ways to
spot who you should target however
don’t approach like you are after
a one time sale or indifferent to
their story.
Invite people who are certain to
benefit from your offering to test
it or on a trial basis for
limited time. Help them learn how
to get the most value from your
offering.
Always be looking for ways you can
automate your systems and
processes efficiently and
effectively. Email automation
saves a lot in terms of labor
capital. Chat-bots can save time by
handling F.A.Q however don’t
completely take out the human.
Take
the
timeto talk to
people and carry a conversation
because certain emotions can’t be
picked up via email/ chatbot/ sms.

8
Be careful how, when, where, who,
what, and reason for discounts. Use
it depending on the value your
clients get out of it or the nature
of the market place. Try to work on
being like Apple.
Perception can shape things in
terms of demand, value, market
share, support, distribution,
handling, packaging, execution,
presentation, etc. Study how
humans or your target perceive
things.
You are mentally and emotionally
committed to a higher goal and
achievement. Live for a higher
purpose.
You develop your business systems
from the ground up in a way which
is much more scale-able.
You have figured
out your big
picture and you
spend time
pushing
everything
towards that.
You delegate and manage talent
brilliantly. It starts with the
leaders. So evaluate your
leadership style and personal
style because this will shape who
you attract.
If you want to be in business for
a long time - build something
scaleable and relatively easy to
re-plant into other markets.

9
One wisdom that I picked up - is
that - the energy to build a small
business is almost the same as
building a big dream.
Put extra effort and the best
effort in delivering and
distributing the best quality
content marketing experience that
works for your target.
If you are gathering email via
landing page or gated content, find
ways to make sure you have ways for
people to identify that they have
a need for your services and if
it’s okay to follow up instead of
emailing people who had no
intention to buy in the first place.
You’ve got to get to loyalty. A
loyal customer or fan base is
matter of survival ability. Make
aggressive effort to learn and
engage your early adopters. Beta it
or give them a scrappy version
which you’ve not attached a model
to.
If possible
bootstrap what
can be and pay
for what you
need to pay for
to boost your
effort.
Keep some kind of measurement like
KPI. For example are people signing
up more or less? Are people
reaching out via social media to
talk you about your product or
service.
If you are going to demonstrate
domain expertise, you better know
most of what you need to
know. However if you just like
sharing what you’ve learned about
an area …do it and own it.

10
People sometimes need
guidance on what to do
next, in the buyers
journey, so help them
see what’s next or
place a relevant call
to action or place an
answer to a possible
objection.
Know and assess what
it cost you in time and
money to acquire
customers, keep
customers, get
referrals from
customers.
Don’t be afraid to
incentivize users,
influences with a
referral program or
payment. Find
creative ways fans can
advocate or speak
about your service.
Get on the radar of
influencers however
weigh the standards,
values, etc of the
influencer before
approaching.
There might be better
business-to-consumer
communication tools
because voice via
phones are used less
often, email slowly
dying, Facebook
messenger, WhatsApp,
Slack seem to be a good
alternative.
In some cases you will
engage lower level
employees at your
prospects business
who like your service
but don't know how to
sell it upwards. This
is where you'd learn
to educate others to
be able to do a good
job selling on your
behalf. You can always
send them to a demo
site..
Sometimes you have to
start with the little
and soft deals closing
before you can close
the big ass deals.
Maybe offer like a
bare bone low risk
offers.
One trick to making
friends and business
contacts is frequent
an event they may
attend. They get to
like you, know you and
eventually they want
to do business with
people they are
familiar with.
If you want to attract
winners and hangout
with winners you need
to be a winner. For
example if you are
looking for high net
worth founders, find
events that attract
them. Look into what
charities are they
associated to. You
want monthly events.
If you serve a diverse
workforce or
clientele make sure to
associate with
universal causes.

11
People have a shorter
attention span and are
addressing variety of
social and economic
factors in their lives
so your messages needs
to be clear and you can
achieve this by using
images instead of
words. Studies have
shown that visuals are
processed much faster.
No matter how
flawless your
purchasing process
people still will
have hesitations
about buying. Do
everything to ease
their anxiety.
Events are a powerful way to
connect with prospects and
customers quicker. Plus once
people have a good feeling they
usually give you a chance. I
welcome people to at least try to
create or be involved in a form of
expertise marketing.
Depending what generation you are
trying to tap ...maybe millennials
or baby-boomers get in the habit of
engaging them. According to
Accenture: millennials will spend
1.4 trillion by 2020.
So find out why are people buying
from you?What information do they
use to get to you? What can you do
for yourself and what can you
outsource?
Encourage everyone to play a role
in driving leads into the pipeline.
Maybe reward them for leads that
close.
Everything you do is meant to help
them achieve their goals and
overall objective of the
organization. That's why it's
important to always engage like a
consultant not a sales person.

12
“We think we can still win people
over by sheer force of will, but
that’s a mistake,”
Having identifiable thought
leaders and experts in you business
can really help in engaging better.
So if you have a credible A.I
employee on staff you can leverage
that.
You need to be able to improve
prospect education because
sometimes they have filled their
heads with poor quality
information. You need to make the
effort to be a trusted source and
active in being open to diverse
views as well.
With the rapid changes you can no
longer rely on just your gut to help
make decision. You are going to
have to embrace data and all it's
short comings. Embrace A.I ,
Machine Learning, etc
Being transparent is all the rage
around the world and forces are
pushing for it to be the norm for
everyone and for every industry.
Consumers want to know how the
company they buy from treats
workers, manages it's waste. etc
but does that information change
purchasing behaviors? Walk the
talk.
People want a two way conversation.
So find ways to start conversation
relevant to you, relevant to
targets, or to your industry.
Content will need to be more
relevant and produced quicker and
efficiently. Content needs to be
integrated.
Give your brand a personality and
a soul. Go out and win hearts and
minds.
Sales and marketing is going to get
more complex and sophisticated.
Most branded content will come from
consumers. So embrace user
generated that serves your purpose.
Sometimes you do good to get
recognized and sometimes you're
quietly helping families,
communities, individuals, or just
a country.
This is one important thing that
founders need to be aware of 24/7.
As the face and voice you need to
set what you are willing to accept
and what you don't want.

13
This tracking by software
providers and advertisers and
social media platforms are just
getting out of hand. As technology
improves it will be able to link all
activities, make accurate
prediction. In the future there
will be more tools that will put
more power into consumers hands.
Taking the
time to find
growth before
your
competitors
does.
Always be seeking to optimize sales
operations and technology.
Keep finding leaders for different
functions who can continuously
challenge the status quo so that
your business doesn't become
complacent.
Prospects and customers may become
frustrated by inconsistent
experiences.
There will be a time relationship
with institutions, enterprise,
business will be less and less
about engaging a human offline.
Sales teams will need to be
comfortable with algorithms and
able to work with data scientists
and marketing-tech experts to
design solutions.
There's always going to be a need
for someone to extract leads from
any legal means. Either you
outsource it or you do it in house.
In this changing times, it's
important not to try to relive the
past or hope what worked in the past
will work today. Always refresh
your thinking.
More than sixty-five percent of
shoppers expect AR and VR, better
personalization will change how
they shop.
With industrial 4.0 technology you
may be able to become even more
efficiency with current resources.
Sometimes it's not about being the
loudest, it's about being the most
relevant to the times or moment in
the prospect lives.

14
Explore and consider creating
content or material that people can
not live without.
Businesses and institution have
abuse customers trust in many
different ways. So raising your
trustworthiness could help.
Peoples privacy and data have been
hacked and people are terrified of
information businesses like
Facebook.
Be the entity that can see the world
from your prospects eyes and help
them achieve their goals and
desires.
As consumers or business owners you
need to take the time to figure out
who your providers primary
customer is. Is it their
advertisers, users, vendors,
suppliers, employees or
institution. That will tell you if
you will be cared for or ignored in
times of crisis. For Amazon, they
seem to be obsessed with
customers and for Wells Fargo it
will be their shareholders.
Sometimes chasing dominance is
just digging your own grave. Strive
to be significant instead.
Now is the time to find a huge
problem and then use the next
technology wave to address the
problem.
.
Always be
seeking
strategic
partnerships.
Get out there and talk to your
target.Companies that talk to
customers and collect insights
tend to experience a higher growth
rate.
"Going from monthly to annual
contracts greatly reduces churn –
when making the switch, it’s
better to provide customers one or
two months for free versus applying
a percentage discount (customers
can relate to it better)."

15
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16
***This material has been prepared for
general informational only and is not
intended to be relied upon as specific
professional advice. Please refer to
your advisers.The views of third parties
set out in this publication are not
necessarily the views of BJ Mannyst
Copyright © 2019 Emmanuel “Manny”
Omikunle & BJ Mannyst
All rights reserved.
BJ Mannyst™, its logo, and
“Serve, Engage, Undo-Ordinary™” &
Founders Under 40™ Group
are trademarks of BJ Mannyst.

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