For more free resources, visit http://doitmarketing.com Marketing speaker and marketing coach David Newman presented "Help Me Hire You: 17 Surefire Strategies for Consultants and Experts to Get Booked and Stay Booked" for the MidAtlantic Consultants Network on September 8, 2014
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Help Me Hire You for MidAtlantic Consultants Network
1. Help Me Hire You:
17 Surefire Strategies for Consultants and
Experts to Get Booked and Stay Booked
David Newman
e: david@doitmarketing.com | p: 610.716.5984
4. Your notes will be about "
YOUR BUSINESS - not my slides...
e: david@doitmarketing.com | p: 610.716.5984
• Define
• Organize
• Implement
• Track
=
=
=
=
Want to do it
Will do it
Do it! (V-N-D*)
Did you do it?
5. Your notes will be about "
YOUR BUSINESS - not my slides...
Ninja note taking:
1. “Easily Doable”
2. “Major Impact”
e: david@doitmarketing.com | p: 610.716.5984
6. 1. Decide Who YOU Are
e: david@doitmarketing.com | p: 610.716.5984
Sales
Manufacturing
Define
7. Decide Who’s NOT for you
Define
e: david@doitmarketing.com | p: 610.716.5984
9. 2. Decide who THEY are
$$$
e: david@doitmarketing.com | p: 610.716.5984
Kinda
Sorta
Probably
Perfect!
Define
Niche by:
Ÿ Audience
Ÿ Industry
Ÿ Level
Ÿ Method
Ÿ Media
10. 3. Set the buying criteria
Define
e: david@doitmarketing.com | p: 610.716.5984
11. 4. Learn to say NO – try it now!
• “You know, that’s really not my topic. I’m
probably not the best person to hire for that.”
• SECRET: The narrower you focus, the more
referrable you become.
Define
e: david@doitmarketing.com | p: 610.716.5984
12. Ebooks, booklets, special reports
Articles, audios, podcasts, etc.
Organize
5. Write a book (and more!)
Professionally published book
Self-published book
e: david@doitmarketing.com | p: 610.716.5984
13. 6. Customer Intimacy
• Hit the streets, drop in, lunch, coffee, beer
• Research, homework, surveys, quotes
• Develop long term relationships, not drive-by
Organize
e: david@doitmarketing.com | p: 610.716.5984
19. 8. LESS Marketing = MORE Success
Implement
e: david@doitmarketing.com | p: 610.716.5984
Stop hedging your bets
Choose fewer, smarter and
more effective tools
26. 11. Stop Selling: Filter and Sort
• Make THEM qualify for YOU
• Template: Build Your Happy Machine
– You need it when... [symptoms]
– You get... [input]
– So that... [outcomes and results]
• Powerful headline question: IS THIS YOU?
Implement
e: david@doitmarketing.com | p: 610.716.5984
27. 12. Is This You?
• “I love working with my clients. I just want to do a
better job of marketing and selling.”
• “I feel like I’m the best kept secret in my industry.
Clients love me but I’m invisible to new prospects.”
• “I have enough clients; why aren’t I making more
money?”
• “I’m tired of ‘marketing by accident’ and settling
for whatever business falls in my lap.”
Implement
e: david@doitmarketing.com | p: 610.716.5984
28. 13. Shocking Truth
INCOME IS NOT OPTIONAL.
SO TRACK IT!
Track
e: david@doitmarketing.com | p: 610.716.5984
29. 14. Sales “A-ha!” Moment
• Don’t let your fee be the first number that
comes up in conversation
• Context of value and Contrast of scale
– Average salary of employees x How many
– Average deal size
– Customer lifetime value
– 1-2-5-10% increase/decrease in key areas
– Opportunity cost: “Can you put a number on it?”
e: david@doitmarketing.com | p: 610.716.5984
30. 15. Referral template
• I’m looking to meet ______
• Advice – Insights – Recommendations (AIR)
• Tell ‘em what to say/send (Referral Blurb)
• Three-way meetings
• Give, give, give
David Newman
121 Rodney Circle
Bryn Mawr, PA 19010
david@doitmarketing.com
Download your FREE Strategic Marketing eBook at
610.716.5984
www.doitmarketing.com
Track
e: david@doitmarketing.com | p: 610.716.5984
31. 16. LinkedIn Template
1. I’d like to put my professional network on LinkedIn at your
disposal. After we connect, if there's someone to whom you'd
like a personal introduction, just let me know. Thanks in
advance.
2. I’m glad to be connected to you on LinkedIn and wanted to
reach out to you personally. My expertise is in __[FSB]__. If a
brief conversation about your situation would be valuable, I’d be
glad to brainstorm with you. [Name] [Phone]
Track
e: david@doitmarketing.com | p: 610.716.5984
32. 17. Be coachable
• Let buyers help you connect your expertise to
their needs
• NOW more than ever your buyers will TELL
you how to ADD VALUE... so LISTEN!
• Track 5 C’s: Conversations, Connections,
Content, Conversions, Cash
Track
e: david@doitmarketing.com | p: 610.716.5984
33. Resources
• FREE resources, tips, tools:
www.doitmarketing.com/blog
• Order the book and get $747 in bonuses"
www.doitmarketing.com/book
• To discuss your own customized Do It!
Marketing Seminar, contact David at "
(610) 716-5984 or david@doitmarketing.com
e: david@doitmarketing.com | p: 610.716.5984
34. Make Sure This Sticks!
• YOUR Biz Card = This PPT
• Write on back: FREE20 and/or REFER
• Visit www.doitmarketing.com for more
• Thank YOU!!!
e: david@doitmarketing.com | p: 610.716.5984
35. Help Me Hire You:
17 Surefire Strategies for Consultants and
Experts to Get Booked and Stay Booked
David Newman
e: david@doitmarketing.com | p: 610.716.5984