e: david@doitmarketing.com | p: 610.716.5984
ADVANCED!
Marketing and Sales Accelerator
for Thought Leading Professionals
D...
e: david@doitmarketing.com | p: 610.716.5984
BIG idea...
•  Professional Speaker is a SKILL SET
•  ... NOT a job descripti...
e: david@doitmarketing.com | p: 610.716.5984
I’m trading 90 min. of my life for:
e: david@doitmarketing.com | p: 610.716.5984
e: david@doitmarketing.com | p: 610.716.5984
Your notes will be about !
YOUR BUSINESS - not my slides...
• Define
• Organiz...
e: david@doitmarketing.com | p: 610.716.5984
Your notes will be about !
YOUR BUSINESS - not my slides...
Ninja note taking...
e: david@doitmarketing.com | p: 610.716.5984
Discussion Question 1:
•  Get with your Pre-Planned Strategic Learning
Action...
e: david@doitmarketing.com | p: 610.716.5984
1. Decide Who YOU Are
Define
What I am
passionate
about
Who I am
passionate
ab...
e: david@doitmarketing.com | p: 610.716.5984
2. Decide Who THEY Are
Define
X = Relevant, Valuable, High Potential Prospects...
e: david@doitmarketing.com | p: 610.716.5984
3. Who are YOU disturbing?
YOU?
Define
e: david@doitmarketing.com | p: 610.716.5984
Organize
4. Repackage
Traditionally published book
Self-published book
Ebooks...
e: david@doitmarketing.com | p: 610.716.5984
e: david@doitmarketing.com | p: 610.716.5984
Organize
5. Repurpose
Chunk It Up & Down
Keynotes into…
Articles into…
Specia...
e: david@doitmarketing.com | p: 610.716.5984
6. Reposition
•  Sales Success Secrets 
•  Overcoming the Stall: How to !
Get...
e: david@doitmarketing.com | p: 610.716.5984
7. Refocus on Right Now
•  Motivating
•  Inspiring
•  Touching
•  Laughed
•  ...
e: david@doitmarketing.com | p: 610.716.5984
Discussion Question 2:
•  Get with your Pre-Planned Strategic Learning
Action...
e: david@doitmarketing.com | p: 610.716.5984
8. Change Your Approach
Implement
Stop thinking like a
marketer or advertiser...
e: david@doitmarketing.com | p: 610.716.5984
9. Rethink How You Redistribute
Implement
e: david@doitmarketing.com | p: 610.716.5984
10. Stop Selling: Filter and Sort
•  Make THEM qualify for YOU – Power phrase...
e: david@doitmarketing.com | p: 610.716.5984
Is This You? Example
•  “I love working with my clients. I just want to do a
...
e: david@doitmarketing.com | p: 610.716.5984
11. Sales “A-ha!” Moment
•  Don’t let your fee be the first number that
comes ...
e: david@doitmarketing.com | p: 610.716.5984
“You’re gonna wanna buy this”
• “Your fee is too high”
• 3 Problems it’s NOT
...
e: david@doitmarketing.com | p: 610.716.5984
12. Referral template
•  I’m looking to meet ______
•  Advice – Insights – Re...
e: david@doitmarketing.com | p: 610.716.5984
1. I’d like to put my professional network on LinkedIn at your
disposal. Afte...
e: david@doitmarketing.com | p: 610.716.5984
14. Cold Call Email Template
Hi [NAME],
I'm not sure if you can help me, but ...
e: david@doitmarketing.com | p: 610.716.5984
15. Phone Call Template
Hi Susan, This is David Newman. I speak to groups of ...
e: david@doitmarketing.com | p: 610.716.5984
16. “Speaker” is a skill set!
NOT a job description!
1. You are in the ______...
e: david@doitmarketing.com | p: 610.716.5984
17. Be coachable, ASK and LISTEN
•  Let buyers help you connect your expertis...
e: david@doitmarketing.com | p: 610.716.5984
Get serious, Get help, !
or Get out
Izzes
Gonna be
Newbie
Wannabe
Is always g...
e: david@doitmarketing.com | p: 610.716.5984
Roy Scheider
e: david@doitmarketing.com | p: 610.716.5984
Right mountain
e: david@doitmarketing.com | p: 610.716.5984
Make Sure This Sticks!
• YOUR Biz Card = $47 product for FREE
• Write on back...
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Marketing and Sales Accelerator for Thought Leading Professionals

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For more free resources, visit http://doitmarketing.com Marketing speaker David Newman, CSP presented "Marketing and Sales Accelerator for Thought Leading Professionals" at the 2014 National Speakers Association national convention in San Diego, CA June 29-July 2, 2014.

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Marketing and Sales Accelerator for Thought Leading Professionals

  1. 1. e: david@doitmarketing.com | p: 610.716.5984 ADVANCED! Marketing and Sales Accelerator for Thought Leading Professionals David Newman, CSP
  2. 2. e: david@doitmarketing.com | p: 610.716.5984 BIG idea... •  Professional Speaker is a SKILL SET •  ... NOT a job description –  I get up –  I talk –  I get paid –  I leave •  Thought-Leading Professionals include...
  3. 3. e: david@doitmarketing.com | p: 610.716.5984 I’m trading 90 min. of my life for:
  4. 4. e: david@doitmarketing.com | p: 610.716.5984
  5. 5. e: david@doitmarketing.com | p: 610.716.5984 Your notes will be about ! YOUR BUSINESS - not my slides... • Define • Organize • Implement • Track = = = = Want to do it Will do it Do it! (V-N-D) Did you do it?
  6. 6. e: david@doitmarketing.com | p: 610.716.5984 Your notes will be about ! YOUR BUSINESS - not my slides... Ninja note taking: 1.  “Easily Doable” 2.  “Major Impact” GSTFSG: Jim Jacobus, CSP
  7. 7. e: david@doitmarketing.com | p: 610.716.5984 Discussion Question 1: •  Get with your Pre-Planned Strategic Learning Action Team Partners and answer... If I had it to do all over again, I would… Define
  8. 8. e: david@doitmarketing.com | p: 610.716.5984 1. Decide Who YOU Are Define What I am passionate about Who I am passionate about What THEY are passionate about
  9. 9. e: david@doitmarketing.com | p: 610.716.5984 2. Decide Who THEY Are Define X = Relevant, Valuable, High Potential Prospects X = Urgent, Pervasive, Expensive PROBLEMS Don’t get it = Messaging problem Won’t value it = Commodity problem Can’t scale it = Target/scope problem
  10. 10. e: david@doitmarketing.com | p: 610.716.5984 3. Who are YOU disturbing? YOU? Define
  11. 11. e: david@doitmarketing.com | p: 610.716.5984 Organize 4. Repackage Traditionally published book Self-published book Ebooks, booklets, special reports Articles, audios, podcasts, etc.
  12. 12. e: david@doitmarketing.com | p: 610.716.5984
  13. 13. e: david@doitmarketing.com | p: 610.716.5984 Organize 5. Repurpose Chunk It Up & Down Keynotes into… Articles into… Special Report into… Videos into… Book into… Blogs into… Podcasts into… ? ? ?
  14. 14. e: david@doitmarketing.com | p: 610.716.5984 6. Reposition •  Sales Success Secrets •  Overcoming the Stall: How to ! Get Your Prospect Off the Dime •  Becoming a More Effective CFO •  Seven CFO Negotiating ! Strategies for Vendor Contracts •  MAGIC WORD = “FOR” Organize
  15. 15. e: david@doitmarketing.com | p: 610.716.5984 7. Refocus on Right Now •  Motivating •  Inspiring •  Touching •  Laughed •  Cried •  Spilled my soda •  Milk came out my nose •  Results •  Outcomes •  Skills •  Tactics •  What to say •  How to say it •  What to do •  How to do it •  In a recession •  When no one's hiring •  During tough times •  In a crisis Organize
  16. 16. e: david@doitmarketing.com | p: 610.716.5984 Discussion Question 2: •  Get with your Pre-Planned Strategic Learning Action Team Partners and answer... The #1 thing that has worked consistently Implement
  17. 17. e: david@doitmarketing.com | p: 610.716.5984 8. Change Your Approach Implement Stop thinking like a marketer or advertiser. Start thinking like a publisher and socializer.
  18. 18. e: david@doitmarketing.com | p: 610.716.5984 9. Rethink How You Redistribute Implement
  19. 19. e: david@doitmarketing.com | p: 610.716.5984 10. Stop Selling: Filter and Sort •  Make THEM qualify for YOU – Power phrase •  Template: Build Your Happy Machine –  You need it when... [symptom, challenge, gap] –  You get... [Seminar, Program, Mentoring, YYY] –  So that... [Results, Outcomes, Impact + Emotion] •  Powerful headline question: IS THIS YOU? Implement
  20. 20. e: david@doitmarketing.com | p: 610.716.5984 Is This You? Example •  “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.”
  21. 21. e: david@doitmarketing.com | p: 610.716.5984 11. 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?”
  22. 22. e: david@doitmarketing.com | p: 610.716.5984 “You’re gonna wanna buy this” • “Your fee is too high” • 3 Problems it’s NOT • Ask about money: – Where they are – Where they want to go • Use the Magic Statement
  23. 23. e: david@doitmarketing.com | p: 610.716.5984 12. 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 Track * Michael Goldberg, CSP
  24. 24. e: david@doitmarketing.com | p: 610.716.5984 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 _______. If a brief conversation about your situation would be valuable, I’d be glad to brainstorm with you. [Name] [Phone] 13. LinkedIn Template Track
  25. 25. e: david@doitmarketing.com | p: 610.716.5984 14. Cold Call Email Template Hi [NAME], I'm not sure if you can help me, but I am hoping you might point me in the right direction. Would you happen to know who is responsible for selecting speakers for your 2015 Conference coming up in [MONTH]? I have a program titled, [TITLE] I am not sure if a high-energy [TOPIC] program like this is a good fit for your event (from what I saw on your website, I think it might be), and I would like to connect with the right person to find out. Any help you could provide would be greatly appreciated. Thank you in advance, [YOUR NAME] Track
  26. 26. e: david@doitmarketing.com | p: 610.716.5984 15. Phone Call Template Hi Susan, This is David Newman. I speak to groups of [WHO] who want to [OUTCOME] and [RESULT]. I’m calling to see if a program like this might be valuable for your [members]. Track Hi Susan, This is Jane Buck. I speak to groups of bankers who want to get more small business banking customers and boost both deposits and lending. I’m calling to see if a program like this might be valuable for your members. Hi Susan, This is Betsy Ross. I speak to groups of cancer patients who want to feel good and look great even during treatment. I’m calling to see if a program like this might be valuable for your patients and nurses.
  27. 27. e: david@doitmarketing.com | p: 610.716.5984 16. “Speaker” is a skill set! NOT a job description! 1. You are in the ____________ industry 2. Your job title is __ __ __ 3. Your focus is __ __ __ 4. Your guiding principle is... Do WORK you love WITH those you love ! and FOR those you love Track
  28. 28. e: david@doitmarketing.com | p: 610.716.5984 17. Be coachable, ASK and LISTEN •  Let buyers help you connect your expertise to their audience’s 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
  29. 29. e: david@doitmarketing.com | p: 610.716.5984 Get serious, Get help, ! or Get out Izzes Gonna be Newbie Wannabe Is always getting better Never gonna be
  30. 30. e: david@doitmarketing.com | p: 610.716.5984 Roy Scheider
  31. 31. e: david@doitmarketing.com | p: 610.716.5984 Right mountain
  32. 32. e: david@doitmarketing.com | p: 610.716.5984 Make Sure This Sticks! • YOUR Biz Card = $47 product for FREE • Write on back: FREE20 and/or REFER • Visit www.doitmarketing.com for more !

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