Help Me Hire You for MidAtlantic Consultants Network

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

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?

Your notes will be about "
YOUR BUSINESS - not my slides...
Ninja note taking:
1. “Easily Doable”
2. “Major Impact”

1. Decide Who YOU Are
Sales
Manufacturing
Define

Decide Who’s NOT for you
Define

Niche, Specialty, Lens, Expertise,
Secret Sauce, FSB difference
Define

2. Decide who THEY are
$$$
Kinda
Sorta
Probably
Perfect!
Define
Niche by:
Ÿ Audience
Ÿ Industry
Ÿ Level
Ÿ Method
Ÿ Media

3. Set the buying criteria
Define

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

Ebooks, booklets, special reports
Articles, audios, podcasts, etc.
Organize
5. Write a book (and more!)
Professionally published book
Self-published book

6. Customer Intimacy
• Hit the streets, drop in, lunch, coffee, beer
• Research, homework, surveys, quotes
• Develop long term relationships, not drive-by
Organize

Organize
7. Don’t talk techniques
• Techniques
• Technology
• Approaches
• Models
• Inputs
• Zzzzzzzz...

Implement

8. LESS Marketing = MORE Success
Implement
Stop hedging your bets
Choose fewer, smarter and
more effective tools

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

10. Rethink How You Redistribute
Implement

Thought Leadership Formula
TM
Personalized Professional Public Relations
1. Speaking (Visible)
2. Writing/Content (Credible)
3. Social Media (Shareable)
1 + 2 + 3 = Experts Win!

Laser Focus Your Marketing on ONE
Question So EVERYTHING Gets Easier:
WHO?
Implement

Secret to Success...
Implement

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

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

13. Shocking Truth
INCOME IS NOT OPTIONAL.
SO TRACK IT!
Track

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?”

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

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

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

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

Make Sure This Sticks!
• YOUR Biz Card = This PPT
• Write on back: FREE20 and/or REFER
• Visit www.doitmarketing.com for more
• Thank YOU!!!

Help Me Hire You for MidAtlantic Consultants Network

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