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Help Me Hire You!! 
21 Strategies to Get Booked and 
STAY Booked 
David Newman 
e: david@doitmarketing.com | p: 610.716.59...
e: david@doitmarketing.com | p: 610.716.5984
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 
IT Security 
Define
2. Who are YOU disturbing? 
YOU? 
Define 
e: david@doitmarketing.com | p: 610.716.5984
3. Niche, niche, niche 
$$$ 
e: david@doitmarketing.com | p: 610.716.5984 
Sales 
Sales prospecting 
Sales prospecting by ...
4. Learn to say NO – try it now! 
• “You know, that’s really not my topic. I’m 
probably not the best guy or gal to do tha...
Ebooks, booklets, special reports 
Articles, audios, podcasts, etc. 
Organize 
5. Write a book (or not) 
Professionally pu...
e: david@doitmarketing.com | p: 610.716.5984
Chunk It Up & Down 
Seminars into… 
Articles into… 
Ebooks into… 
Audios into… 
Books into… 
Blogs into… 
Podcasts into… 
...
7. No video beats a bad video 
Organize 
e: david@doitmarketing.com | p: 610.716.5984
Video Pop Quiz! 
What's the GOAL of a good speaker video? 
A. To showcase my best material 
B. To demonstrate strong audie...
8. Specific topics beat general topics 
• Sales Success Secrets 
• Overcoming the Stall: How to ! 
Get Your Prospect Off t...
9. Refocus on Right Now 
e: david@doitmarketing.com | p: 610.716.5984 
• Motivating 
• Inspiring 
• Touching 
• Laughed 
•...
10. Change Your Approach 
Implement 
Stop thinking like a 
marketer or advertiser. 
Start thinking like a 
publisher and s...
11. Tap the power of YOU 
e: david@doitmarketing.com | p: 610.716.5984
12. Stop Selling: Filter and Sort 
• Make THEM qualify for YOU – Power phrase 
• Template: Build Your Happy Machine 
– You...
Is This You? Example 
• “I love working with my clients. I just want to do a 
better job of marketing and selling.” 
• “I ...
13. Sales “A-ha!” Moment 
• Don’t let your fee be the first number that 
comes up in conversation 
• Context of value and ...
“You’re gonna wanna buy this” 
• “Your fee is too high” 
• 3 Problems it’s NOT 
– Not your fee 
– Not your program 
– Not ...
What Clients Need to PAY 
4500 
e: david@doitmarketing.com | p: 610.716.5984
14. Referral template 
• I’m looking to meet ______ 
• Advice – Insights – Recommendations (AIR) 
• Tell ‘em what to say/s...
15. LinkedIn Template 
1. I’d like to put my professional network on LinkedIn at your 
disposal. After we connect, if ther...
16. Email Template 
Hi [NAME], 
I'm not sure if you can help me, but I am hoping you 
might point me in the right directio...
17. Phone Call Template 
Hi Susan, This is David Newman. I speak to groups of [WHO] 
who want to [OUTCOME] and [RESULT]. I...
19. Aim for high visibility 
e: david@doitmarketing.com | p: 610.716.5984 
State 
Regional 
Local 
National 
FEE 
FREE 
Im...
18. Shocking Truth 
INCOME IS NOT OPTIONAL! 
Track 
e: david@doitmarketing.com | p: 610.716.5984
19. “Speaker” is a skill set! 
NOT a job description! 
1. You are in the ____________ industry 
2. Your job title is __ __...
20. Please your audience and! 
Thrill your buyer 
e: david@doitmarketing.com | p: 610.716.5984 
• AUDIENCES love 
– Advanc...
20. Be coachable 
• Let buyers help you connect your expertise to 
their audience’s needs 
• NOW more than ever your buyer...
21. Get serious, Get help, ! 
or Get out 
e: david@doitmarketing.com | p: 610.716.5984 
Izzes 
Gonna bes 
Newbies 
Wannabe...
Right mountain 
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.doitmark...
Help Me Hire You!! 
21 Strategies to Get Booked and 
STAY Booked 
David Newman 
e: david@doitmarketing.com | p: 610.716.59...
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Help me hire you NSA NOLA David Newman

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More resources at http://doitmarketing.com Marketing speaker and marketing coach David Newman shares insider strategies to get booked and stay booked as an expert who speaks professionally.

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Help me hire you NSA NOLA David Newman

  1. 1. Help Me Hire You!! 21 Strategies 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. e: david@doitmarketing.com | p: 610.716.5984
  5. 5. 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?
  6. 6. 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
  7. 7. 1. Decide Who You Are e: david@doitmarketing.com | p: 610.716.5984 Sales IT Security Define
  8. 8. 2. Who are YOU disturbing? YOU? Define e: david@doitmarketing.com | p: 610.716.5984
  9. 9. 3. Niche, niche, niche $$$ e: david@doitmarketing.com | p: 610.716.5984 Sales Sales prospecting Sales prospecting by phone Sales prospecting by phone in FS Also niche by: Ÿ Audience Ÿ Industry Ÿ Level Ÿ Method Ÿ Media Define
  10. 10. 4. Learn to say NO – try it now! • “You know, that’s really not my topic. I’m probably not the best guy or gal to do that program for you.” • SECRET: The narrower your focus, ! the more referrable you become! • My pet peeve: NSA doesn’t refer enough. ! HINT: It starts with YOU. Define e: david@doitmarketing.com | p: 610.716.5984
  11. 11. Ebooks, booklets, special reports Articles, audios, podcasts, etc. Organize 5. Write a book (or not) Professionally published book Self-published book e: david@doitmarketing.com | p: 610.716.5984
  12. 12. e: david@doitmarketing.com | p: 610.716.5984
  13. 13. Chunk It Up & Down Seminars into… Articles into… Ebooks into… Audios into… Books into… Blogs into… Podcasts into… Organize 6. Write meaty content ? ? ? e: david@doitmarketing.com | p: 610.716.5984
  14. 14. 7. No video beats a bad video Organize e: david@doitmarketing.com | p: 610.716.5984
  15. 15. Video Pop Quiz! What's the GOAL of a good speaker video? A. To showcase my best material B. To demonstrate strong audience reaction C. To prove the buyer is not making a mistake D. To share my signature story E. To get buyers to hire me Organize e: david@doitmarketing.com | p: 610.716.5984
  16. 16. 8. Specific topics beat general topics • 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 e: david@doitmarketing.com | p: 610.716.5984
  17. 17. 9. Refocus on Right Now e: david@doitmarketing.com | p: 610.716.5984 • 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
  18. 18. 10. Change Your Approach Implement Stop thinking like a marketer or advertiser. Start thinking like a publisher and socializer. e: david@doitmarketing.com | p: 610.716.5984
  19. 19. 11. Tap the power of YOU e: david@doitmarketing.com | p: 610.716.5984
  20. 20. 12. 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 e: david@doitmarketing.com | p: 610.716.5984
  21. 21. 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.” e: david@doitmarketing.com | p: 610.716.5984
  22. 22. 13. 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
  23. 23. “You’re gonna wanna buy this” • “Your fee is too high” • 3 Problems it’s NOT – Not your fee – Not your program – Not their budget • Ask about money: – Where they are – Where they want to go e: david@doitmarketing.com | p: 610.716.5984
  24. 24. What Clients Need to PAY 4500 e: david@doitmarketing.com | p: 610.716.5984
  25. 25. 14. 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
  26. 26. 15. 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 _______. 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
  27. 27. 16. 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 2014 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. Warmest regards, [YOUR NAME] Track e: david@doitmarketing.com | p: 610.716.5984
  28. 28. 17. 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]. 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. Track e: david@doitmarketing.com | p: 610.716.5984
  29. 29. 19. Aim for high visibility e: david@doitmarketing.com | p: 610.716.5984 State Regional Local National FEE FREE Implement
  30. 30. 18. Shocking Truth INCOME IS NOT OPTIONAL! Track e: david@doitmarketing.com | p: 610.716.5984
  31. 31. 19. “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 e: david@doitmarketing.com | p: 610.716.5984
  32. 32. 20. Please your audience and! Thrill your buyer e: david@doitmarketing.com | p: 610.716.5984 • AUDIENCES love – Advanced information – When you deliver on your title and bullets – When your handout is too good to throw away – Detailed specifics and tactical implementation they can use immediately • BUYERS love speakers who – Customize like an insider – Ensure the success of the event, not just their speech (before, during, after) – Are easy to reach and highly responsive – Make their lives easier Track
  33. 33. 20. Be coachable • 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 e: david@doitmarketing.com | p: 610.716.5984
  34. 34. 21. Get serious, Get help, ! or Get out e: david@doitmarketing.com | p: 610.716.5984 Izzes Gonna bes Newbies Wannabes Is always getting better Never gonna be
  35. 35. Right mountain e: david@doitmarketing.com | p: 610.716.5984
  36. 36. Make Sure This Sticks! • YOUR Biz Card = $47 product for FREE • Write on back: FREE20 and/or REFER • Visit www.doitmarketing.com for more ! e: david@doitmarketing.com | p: 610.716.5984
  37. 37. Help Me Hire You!! 21 Strategies to Get Booked and STAY Booked David Newman e: david@doitmarketing.com | p: 610.716.5984

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