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Help Me Hire You: 
17 Surefire Strategies for Consultants and 
Experts to Get Booked and Stay Booked 
David Newman 
e: dav...
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... 
e: david@doitmarketing.com | p: 610.716.5984 
• Define 
• Or...
Your notes will be about " 
YOUR BUSINESS - not my slides... 
Ninja note taking: 
1. “Easily Doable” 
2. “Major Impact” 
e...
1. Decide Who YOU Are 
e: david@doitmarketing.com | p: 610.716.5984 
Sales 
Manufacturing 
Define
Decide Who’s NOT for you 
Define 
e: david@doitmarketing.com | p: 610.716.5984
Niche, Specialty, Lens, Expertise, 
Secret Sauce, FSB difference 
Define 
e: david@doitmarketing.com | p: 610.716.5984
2. Decide who THEY are 
$$$ 
e: david@doitmarketing.com | p: 610.716.5984 
Kinda 
Sorta 
Probably 
Perfect! 
Define 
Niche...
3. Set the buying criteria 
Define 
e: david@doitmarketing.com | p: 610.716.5984
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 t...
Ebooks, booklets, special reports 
Articles, audios, podcasts, etc. 
Organize 
5. Write a book (and more!) 
Professionally...
6. Customer Intimacy 
• Hit the streets, drop in, lunch, coffee, beer 
• Research, homework, surveys, quotes 
• Develop lo...
Organize 
7. Don’t talk techniques 
e: david@doitmarketing.com | p: 610.716.5984 
• Techniques 
• Technology 
• Approaches...
Implement 
e: david@doitmarketing.com | p: 610.716.5984
Implement 
e: david@doitmarketing.com | p: 610.716.5984
Implement 
e: david@doitmarketing.com | p: 610.716.5984
Implement 
e: david@doitmarketing.com | p: 610.716.5984
8. LESS Marketing = MORE Success 
Implement 
e: david@doitmarketing.com | p: 610.716.5984 
Stop hedging your bets 
Choose ...
9. Where’s the Beef? Expertize! 
Repurpose 
Blogs into… 
Articles into… 
Special Report into… 
Speeches into… 
Book into… ...
10. Rethink How You Redistribute 
Implement 
e: david@doitmarketing.com | p: 610.716.5984
Thought Leadership Formula 
TM 
Personalized Professional Public Relations 
1. Speaking (Visible) 
2. Writing/Content (Cre...
Laser Focus Your Marketing on ONE 
Question So EVERYTHING Gets Easier: 
WHO? 
Implement 
e: david@doitmarketing.com | p: 6...
e: david@doitmarketing.com | p: 610.716.5984
Secret to Success... 
Implement 
e: david@doitmarketing.com | p: 610.716.5984
11. Stop Selling: Filter and Sort 
• Make THEM qualify for YOU 
• Template: Build Your Happy Machine 
– You need it when.....
12. Is This You? 
• “I love working with my clients. I just want to do a 
better job of marketing and selling.” 
• “I feel...
13. Shocking Truth 
INCOME IS NOT OPTIONAL. 
SO TRACK IT! 
Track 
e: david@doitmarketing.com | p: 610.716.5984
14. Sales “A-ha!” Moment 
• Don’t let your fee be the first number that 
comes up in conversation 
• Context of value and ...
15. Referral template 
• I’m looking to meet ______ 
• Advice – Insights – Recommendations (AIR) 
• Tell ‘em what to say/s...
16. LinkedIn Template 
1. I’d like to put my professional network on LinkedIn at your 
disposal. After we connect, if ther...
17. Be coachable 
• Let buyers help you connect your expertise to 
their needs 
• NOW more than ever your buyers will TELL...
Resources 
• FREE resources, tips, tools: 
www.doitmarketing.com/blog 
• Order the book and get $747 in bonuses" 
www.doit...
Make Sure This Sticks! 
• YOUR Biz Card = This PPT 
• Write on back: FREE20 and/or REFER 
• Visit www.doitmarketing.com fo...
Help Me Hire You: 
17 Surefire Strategies for Consultants and 
Experts to Get Booked and Stay Booked 
David Newman 
e: dav...
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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, 2014

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Help Me Hire You for MidAtlantic Consultants Network

  1. 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
  2. 2. e: david@doitmarketing.com | p: 610.716.5984
  3. 3. e: david@doitmarketing.com | p: 610.716.5984
  4. 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. 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. 6. 1. Decide Who YOU Are e: david@doitmarketing.com | p: 610.716.5984 Sales Manufacturing Define
  7. 7. Decide Who’s NOT for you Define e: david@doitmarketing.com | p: 610.716.5984
  8. 8. Niche, Specialty, Lens, Expertise, Secret Sauce, FSB difference Define e: david@doitmarketing.com | p: 610.716.5984
  9. 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. 10. 3. Set the buying criteria Define e: david@doitmarketing.com | p: 610.716.5984
  11. 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. 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. 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
  14. 14. Organize 7. Don’t talk techniques e: david@doitmarketing.com | p: 610.716.5984 • Techniques • Technology • Approaches • Models • Inputs • Zzzzzzzz...
  15. 15. Implement e: david@doitmarketing.com | p: 610.716.5984
  16. 16. Implement e: david@doitmarketing.com | p: 610.716.5984
  17. 17. Implement e: david@doitmarketing.com | p: 610.716.5984
  18. 18. Implement e: david@doitmarketing.com | p: 610.716.5984
  19. 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
  20. 20. 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 e: david@doitmarketing.com | p: 610.716.5984
  21. 21. 10. Rethink How You Redistribute Implement e: david@doitmarketing.com | p: 610.716.5984
  22. 22. Thought Leadership Formula TM Personalized Professional Public Relations 1. Speaking (Visible) 2. Writing/Content (Credible) 3. Social Media (Shareable) 1 + 2 + 3 = Experts Win! e: david@doitmarketing.com | p: 610.716.5984
  23. 23. Laser Focus Your Marketing on ONE Question So EVERYTHING Gets Easier: WHO? Implement e: david@doitmarketing.com | p: 610.716.5984
  24. 24. e: david@doitmarketing.com | p: 610.716.5984
  25. 25. Secret to Success... Implement e: david@doitmarketing.com | p: 610.716.5984
  26. 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. 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. 28. 13. Shocking Truth INCOME IS NOT OPTIONAL. SO TRACK IT! Track e: david@doitmarketing.com | p: 610.716.5984
  29. 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. 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. 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. 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. 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. 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. 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

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