help me hire you for midatlantic consultants network

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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

e: david@doitmarketing.com | p: 610.716.5984

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?

Your notes will be about "YOUR BUSINESS - not my slides...

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Your notes will be about "YOUR BUSINESS - not my slides...

Ninja note taking: 1.  “Easily Doable” 2.  “Major Impact”

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1. Decide Who YOU Are

Manufacturing

Sales

Define

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Decide Who’s NOT for you

Define

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Niche, Specialty, Lens, Expertise, Secret Sauce, FSB difference

Define

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2. Decide who THEY are

$$$

Kinda

Sorta

Probably

Perfect!

Define

Niche by: �  Audience �  Industry �  Level �  Method �  Media

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3. Set the buying criteria

Define

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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

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Organize

5. Write a book (and more!) Professionally published book

Self-published book

Ebooks, booklets, special reports

Articles, audios, podcasts, etc.

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6. Customer Intimacy •  Hit the streets, drop in, lunch, coffee, beer •  Research, homework, surveys, quotes •  Develop long term relationships, not drive-by

Organize

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Organize

7. Don’t talk techniques •  Techniques •  Technology •  Approaches • Models •  Inputs •  Zzzzzzzz...

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Implement

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Implement

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Implement

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Implement

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8. LESS Marketing = MORE Success

Implement

Stop hedging your bets

Choose fewer, smarter and more effective tools

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9. Where’s the Beef? Expertize! Repurpose

Blogs into…

Articles into…

Special Report into…

Speeches into…

Book into…

Podcasts into…

Audio CDs into…

Videos into…

? ? ? Implement

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10. Rethink How You Redistribute

Implement

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Thought Leadership Formula

Personalized Professional Public Relations 1.  Speaking (Visible) 2.  Writing/Content (Credible) 3.  Social Media (Shareable)

1 + 2 + 3 = Experts Win!

TM

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Laser Focus Your Marketing on ONE Question So EVERYTHING Gets Easier:

WHO? Implement

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Secret to Success...

Implement

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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

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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

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13. Shocking Truth

INCOME IS NOT OPTIONAL. SO TRACK IT!

Track

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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?”

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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

121 Rodney CircleBryn Mawr, PA 19010

david@doitmarketing.com610.716.5984

David Newman

Download your FREE Strategic Marketing eBook at

www.doitmarketing.com Track

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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]

16. LinkedIn Template

Track

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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

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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

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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

Help Me Hire You: 17 Surefire Strategies for Consultants and

Experts to Get Booked and Stay Booked

David Newman