e: david@doitmarketing.com | p: 610.716.5984
Help Me Hire You!!
21 Strategies 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
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
1. Decide Who You Are
IT Security
Sales
Define
e: david@doitmarketing.com | p: 610.716.5984
2. Who are YOU disturbing?
YOU?
Define
e: david@doitmarketing.com | p: 610.716.5984
3. Niche, niche, niche
$$$
Sales
Sales prospecting
Sales prospecting by phone...
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’...
e: david@doitmarketing.com | p: 610.716.5984
Organize
5. Write a book (or not)
Professionally published book
Self-publishe...
e: david@doitmarketing.com | p: 610.716.5984
e: david@doitmarketing.com | p: 610.716.5984
Organize
6. Write meaty content
Chunk It Up & Down
Seminars into…
Articles in...
e: david@doitmarketing.com | p: 610.716.5984
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 b...
e: david@doitmarketing.com | p: 610.716.5984
8. Specific topics beat general topics
•  Sales Success Secrets 
•  Overcoming...
e: david@doitmarketing.com | p: 610.716.5984
9. Refocus on Right Now
•  Motivating
•  Inspiring
•  Touching
•  Laughed
•  ...
e: david@doitmarketing.com | p: 610.716.5984
10. Change Your Approach
Implement
Stop thinking like a
marketer or advertise...
e: david@doitmarketing.com | p: 610.716.5984
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...
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
13. 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
Meet the Speakers
4500
e: david@doitmarketing.com | p: 610.716.5984
14. 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
16. Email Template
Hi [NAME],
I'm not sure if you can help me, but I am hopin...
e: david@doitmarketing.com | p: 610.716.5984
17. Phone Call Template
Hi Susan, This is David Newman. I speak to groups of ...
e: david@doitmarketing.com | p: 610.716.5984
19. Aim for high visibility
State
Regional
Local
National
FREE
FEE
Implement
e: david@doitmarketing.com | p: 610.716.5984
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 ______...
e: david@doitmarketing.com | p: 610.716.5984
20. Please your audience and!
Thrill your buyer
•  AUDIENCES love 
–  Advance...
e: david@doitmarketing.com | p: 610.716.5984
20. Be coachable
•  Let buyers help you connect your expertise to
their audie...
e: david@doitmarketing.com | p: 610.716.5984
21. Get serious, Get help, !
or Get out
Izzes
Gonna bes
Newbies
Wannabes
Is a...
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...
e: david@doitmarketing.com | p: 610.716.5984
Help Me Hire You!!
21 Strategies to Get Booked and
STAY Booked
David Newman
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Marketing Speaker David Newman NSA-NYC 3/21/14

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For more free resources visit http://doitmarketing.com Marketing Speaker David Newman presents "Help Me Hire You: 21 Strategies to Get Booked and Stay Booked" for NSA-NYC 3/21/14 National Speakers Association

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Marketing Speaker David Newman NSA-NYC 3/21/14

  1. 1. e: david@doitmarketing.com | p: 610.716.5984 Help Me Hire You!! 21 Strategies to Get Booked and STAY Booked David Newman
  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. 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”
  7. 7. e: david@doitmarketing.com | p: 610.716.5984 1. Decide Who You Are IT Security Sales Define
  8. 8. e: david@doitmarketing.com | p: 610.716.5984 2. Who are YOU disturbing? YOU? Define
  9. 9. e: david@doitmarketing.com | p: 610.716.5984 3. Niche, niche, niche $$$ 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. 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 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
  11. 11. e: david@doitmarketing.com | p: 610.716.5984 Organize 5. Write a book (or not) Professionally 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 6. Write meaty content Chunk It Up & Down Seminars into… Articles into… Ebooks into… Audios into… Books into… Blogs into… Podcasts into… ? ? ?
  14. 14. e: david@doitmarketing.com | p: 610.716.5984 7. No video beats a bad video Organize
  15. 15. 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 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
  16. 16. e: david@doitmarketing.com | p: 610.716.5984 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
  17. 17. e: david@doitmarketing.com | p: 610.716.5984 9. 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
  18. 18. e: david@doitmarketing.com | p: 610.716.5984 10. Change Your Approach Implement Stop thinking like a marketer or advertiser. Start thinking like a publisher and socializer.
  19. 19. e: david@doitmarketing.com | p: 610.716.5984 11. Tap the power of YOU
  20. 20. 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 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
  21. 21. 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.”
  22. 22. e: david@doitmarketing.com | p: 610.716.5984 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?”
  23. 23. 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
  24. 24. e: david@doitmarketing.com | p: 610.716.5984 Meet the Speakers 4500
  25. 25. 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/send (Referral Blurb) •  Three-way meetings •  Give, give, give 121 Rodney Circle Bryn Mawr, PA 19010 david@doitmarketing.com610.716.5984 David Newman Download your FREE Strategic Marketing eBook at www.doitmarketing.com Track
  26. 26. 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] 15. LinkedIn Template Track
  27. 27. e: david@doitmarketing.com | p: 610.716.5984 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
  28. 28. e: david@doitmarketing.com | p: 610.716.5984 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]. 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.
  29. 29. e: david@doitmarketing.com | p: 610.716.5984 19. Aim for high visibility State Regional Local National FREE FEE Implement
  30. 30. e: david@doitmarketing.com | p: 610.716.5984 18. Shocking Truth INCOME IS NOT OPTIONAL! Track
  31. 31. 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 __ __ __ 3. Your focus is __ __ __ 4. Your guiding principle is... Do WORK you love WITH those you love ! and FOR those you love Track
  32. 32. e: david@doitmarketing.com | p: 610.716.5984 20. Please your audience and! Thrill your buyer •  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. e: david@doitmarketing.com | p: 610.716.5984 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
  34. 34. e: david@doitmarketing.com | p: 610.716.5984 21. Get serious, Get help, ! or Get out Izzes Gonna bes Newbies Wannabes Is always getting better Never gonna be
  35. 35. e: david@doitmarketing.com | p: 610.716.5984 Right mountain
  36. 36. 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 !
  37. 37. e: david@doitmarketing.com | p: 610.716.5984 Help Me Hire You!! 21 Strategies to Get Booked and STAY Booked David Newman

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