help me hire you for midatlantic consultants network
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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, 2014TRANSCRIPT
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Help Me Hire You: 17 Surefire Strategies for Consultants and
Experts to Get Booked and Stay Booked
David Newman
e: [email protected] | p: 610.716.5984
e: [email protected] | p: 610.716.5984
e: [email protected] | 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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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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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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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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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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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 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 [email protected]
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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!!!
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Help Me Hire You: 17 Surefire Strategies for Consultants and
Experts to Get Booked and Stay Booked
David Newman