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Marketing Coach: How to never feel cheated about referrals

  
  
  
  
  

referrals logoToo many small and solo business owners get bent out of shape about referrals - they don’t get enough, or they give too many that go unappreciated, or they expect payment without ever asking for payment or making their expectations clear.

It’s just a mess.

So to help YOU avoid disappointment on both sides of the equation, here’s a template you can borrow - adapt - steal - whenever someone GIVES YOU a referral:

===

Susan,

Thank you so much for the referral to Paul - I appreciate you.

Will keep you posted as to what develops.

Thinking optimistically - assuming Paul signs on as a client - how do you like to handle referrals financially speaking?

I'm happy to give some referral partners a 10% thank-you gift (for working with folks like Paul, the typical fee is XXXX so 10% is YYY) - some other folks just prefer a nice dinner out via a gift card - and some folks who refer business to me insist on nothing more than good karma and reciprocation when appropriate.

Just let me know and then we can bust the doors down for Paul!!

-- David

===

On the other hand, when GIVING a referral, and if that referral shows up at your referral partner’s door, this version of the same note might help you STOP feeling like a martyr and set clear expectations from the get-go that you DO like to be compensated while asking your referral partner what arrangement would make them comfortable:

===

Susan,

I’m so glad Paul ended up connecting with you and that you two discussed the possibility of working together. Please do keep me posted as to what develops.

Thinking optimistically - assuming Paul signs on as a client - how do you like to handle referrals financially speaking?

Some of my referral partners share a 10% cash referral fee - some other folks underwrite a nice dinner out via a gift card - and others show their appreciation in other ways (services, discounts, lavish gift baskets, etc).

Just let me know how you like to operate and that will open the door for even more introductions to great folks like Paul in the future.

I appreciate you.

-- David

===

What do you think? How do you handle referrals? Please leave a comment below and let's discuss...

Marketing Coach: Is Excitement Killing Your Business?

  
  
  
  
  

You did not start your speaking, consulting or professional practice because you woke up one day and said...

"Gee, I'm EXCITED to market and sell all day... Nothing I love more than hunting prospects and facing daily rejection, fear, uncertainty and doubt. Oh boy, I can't wait to start another day of THAT..."

But you probably DID start your speaking, consulting, or professional practice because you are EXCITED about entrepreneurship and running your own show... you are EXCITED about sharing your ideas... you are EXCITED about helping people and making an impact on their work, their lives, and their success.

Well, this EXCITEMENT might be precisely what is killing your business! More on this concept in a moment...

You may have already seen the details of our next FREE teleseminar program and thus my questions for you:

  • Did you make a New Year's Resolution LAST year to kick it up a notch (or three) in your speaking, consulting, or professional services practice?
  • Are you tired of being the best kept secret in your industry or professional expertise?
  • Do you want to raise your personal visibility as an expert in front of your prospects and clients?

EXCITEMENT vs. EXECUTION:

Excitement... is fleeting - and what's worse, it is unfocused. As entrepreneurs, we often get excited about NEW ideas, NEW business models, NEW opportunities - and too often these turn out to be NEW distractions that reduce our level of focus, clarity, and momentum. Excitement is about SPENDING emotional energy. 

Yes, it's positive and fun - but it can often lead you to suffer from "shiny object syndrome" where you're excited about your new ideas but end up spinning your wheels in frustration because your new ideas have no traction or framework to be turned into results.

Execution... is permanent - It is about getting into focused daily action and moving things - one at a time - from your "TO DO" list to your "DONE" list! The more you execute, the more you will find yourself having greater levels of focus, clarity and momentum.

Action begets action.

The path emerges where one step leads to the next and pretty soon, you have accomplished more, gotten concrete results, and built a new foundation for doing even better in the future.

Execution is a muscle - When you exercise it, it gets stronger and stronger. And the bonus? When you execute and succeed - you earn the other kind of excitement - the kind that PAYS YOU BACK in emotional energy and gratification.

strategic marketing blueprint, 2015 marketing plan

If you are ready to EXECUTE (and become excited about your progress), please check out the details on this FREE training call: Your 2015 Strategic Marketing Blueprint.

Hope you'll consider adding some EXECUTION to your EXCITEMENT about your coming year of business success!

13 Questions for Creating Your Best 2015

  
  
  
  
  

2015cHere are some thought-provoking questions for creating your best 2015. These are from the Soul Purpose Institute and they struck me as especially relevant for consultants, speakers, authors, coaches and independent professionals.

Not only will these questions help you clarify your goals, focus, and themes for 2015 - they will also help you narrow down your choices, remove some overwhelm, kill some unnecessary "shoulds" in your marketing mix and generally help you focus on what matters most to your business, professional, personal and financial success.

13 Questions for Creating Your Best 2015

  1. What would you like to be your biggest triumph this year?
  2. What advice would you like to give yourself?
  3. What is the major effort you plan to do to improve your financial results?
  4. What would you be most happy about completing?
  5. What major indulgence are you willing to experience?
  6. What would you most like to change about yourself?
  7. What are you looking forward to learning?
  8. What do you think your biggest risk will be in 2015?
  9. What about your work, are you most committed to changing and improving?
  10. What is one as yet undeveloped talent you are willing to explore?
  11. What brings you the most joy and how are you going to do or have more of it?
  12. Who or what, other than yourself, are you most committed to loving and serving?
  13. What one word would you like to have as your 2015 theme?

====

Want to kick it up a notch in your business for 2015 and get a grip on your most important marketing, sales and business growth strategies and say goodbye to spinning your wheels, inertia, and overwhelm? GOOD! I thought so... Sign up NOW for "Your 2015 Strategic Marketing Blueprint" FREE teleseminar on 11/20/14.

Your Marketing Success: Thinking vs. Doing

  
  
  
  
  

small business marketing coach business coaching strategyAs a marketing coach for consultants, speakers, authors, and solo professionals, I'm often asked some variation of the following questions:

  • What's more important - a focused marketing plan or consistent marketing activity?
  • Do I need to change my marketing strategy? 
  • What should I be doing more of - and less of - to get more clients? 
  • How do I know the kind of marketing that will work for what I offer? 
  • How can I stop spinning my wheels and do a FEW simple things consistently to generate leads, prospects and sales?

Here's my answer in very sophisticated and technical marketing lingo:

"Wow... I dunno."

Now before you dismiss me as a complete marketing moron, let me put that insightful statement into some context for you.

If you don't know who you're marketing to, what they want, what they're willing to pay for, and how to position yourself as the "Ah - at last!!" solution they've been looking for, then these questions will merely: 

  • Confuse you
  • Scare you
  • Piss you off

And it's hard to be a successful entrepreneur when you're running around confused, scared and pissed off all the time. 

So stop it. 

The first thing you need to decide is - which do YOU need more of? A new master plan (More THINKING)? Or some healthy ass-kicking to IMPLEMENT (More DOING) what you ALREADY know you need to do?

My advice? Follow the Teddy Roosevelt principle of "Do what you can, with what you have, where you are." 

That means you need to STOP GETTING READY TO GET READY until...

  • You get your next professional certification...
  • You finish writing your book...
  • Your kids are a little older...
  • You build your updated website...
  • You have a few more clients...
  • You start making more money...

Hello?

Can you SMELL the stinky pile of rotten excuses suffocating you with their disgusting stench?

DO YOU NEED A ROCK SOLID MARKETING/BUSINESS STRATEGY? 

The short answer is a screaming YES with racing stripes and flames coming out the tailpipes.

Do you need a 60-page marketing/business plan with charts and graphs and financial projections for the next 5 years? No you do not. 

You need some flip charts, markers, paper, plenty of wall space and at least an hour to map out: 

  • Your business and marketing objectives and strategies
  • Your current and future revenue streams
  • Your thought leadership strategies (speaking, publishing, social media)
  • Your business systems and processes
  • Your current and future staffing and outsourcing game plan
  • Simple templates and scripts to operationalize your plan
  • Your pricing structure including new ways to monetize your expertise
  • Your marketing action plan with daily, weekly and monthly tasks 

I do this with my clients all the time - it's called a VIP Coaching Day and the process and the output look something like the flipcharts and action notes you'll see smack in the middle of this page.

DO YOU NEED TO FOCUS ON AND EXECUTE YOUR ACTION ITEMS?

The short answer is a screaming YES with racing stripes and flames coming out the tailpipes.

Do you need a 1,000% laser focus with a non-stop implementation mindset? No you do not. That's not realistic and it's never going to happen. 

You need a calendar, just a little bit of focus, some serious accountability for a short period of time, and your to-do list (which probably contains some long-overdue "big ideas" which you've simply never gotten around to doing even though they might be the exact things you need to FINISH so that you get out of your rut, find your groove and grow your business significantly!)

What kinds of to-do items might you tackle on such a focused day of implementation?

  • Rewrite the home page of your website
  • Record a series of videos or audios that showcase your services
  • Do some writing to better articulate your fabulousness
  • Create a few simple tools to help you generate more leads
  • Clean up your office or empty your inbox to streamline your daily work
  • Develop (or refresh) your consulting or service/project offerings
  • Optimize your social media profiles so that more prospects find (and contact!) you
  • Draft the outline for your book, product, or signature program
  • Map out your proactive referral and networking strategy (who, what, where, when)

marketing coach small business marketing doitmarketingGood news: You have just such an opportunity coming up later this month. It's called a DO IT! DAY and you can find out more about it here. Sign up and I'd be honored to do a little ass-kicking with YOU over a single focused day... and cheer you on as you cross the finish line on what YOU need to get done

What do you think? Use the COMMENTS area below to talk about your experiences with strategy vs. implementation for YOUR business...

BOO! 17 things that should scare the heck out of you

  
  
  
  
  

marketing coach pumpkinHalloween can be a scary time.

In honor of this sugar-filled yet frightful holiday, here are 17 things that should scare the heck out of YOU and any small business owner, entrepreneur, or independent professional...

  1. Prospects who lie. And they all lie all the time.
  2. Business partnerships. No, no, noooooo!!! Don’t do it. EVER.
  3. Arrogance
  4. Complacency
  5. Inertia (Yours and your prospects and clients too)
  6. Not having a sales process - or not sticking to the one you have
  7. Nightmare clients from hell
  8. Tire-kickers, price shoppers, and broke-ass losers
  9. Social media overload
  10. Making payroll every two weeks - even if it’s only paying yourself
  11. Hiring, firing, and everything in between
  12. Prospects who ask for free consulting
  13. Not hiring a great IP attorney to protect your brand/ logo/ trademarks
  14. Waking up in a cold sweat realizing your REAL job is sales
  15. Prospects seeing your products, services, and programs as a commodity
  16. Not outsourcing and delegating everything you possibly can
  17. Collecting great marketing ideas - but never implementing them (Aaarghhhhh!!)

What would YOU add to this list?

Please leave a comment below and let's discuss...

short blog posts

6 Reasons Why I Spent $1000 When I Could've Bought a $20 Book Instead

  
  
  
  
  

burning money blog sm6 Reasons Why I Spent $1000 When I Could've Bought a $20 Book on Amazon Instead - and Why YOU Might Want to Do the Same...

Some of my friends and clients are surprised that as the marketing coach and "marketing guru," I still invest in other people's courses, programs, and seminars.

Well, stop being surprised.

Truth is, all the top experts in any field are continually learning, developing, and studying the brilliance of others.

I've had folks take MY courses who were incredibly successful, 7-figure+ consultants, speakers, and entrepreneurs.

Why? Not because I knew "more" than they did - but I did have some specialized knowledge, strategies, expertise and experience that they lacked. As top-performing (and top-earning) experts, they recognized the gap - and wanted to fill it. Thus, they signed up to work with me, either 1-on-1 or through one of my online group trainings.

Which brings me back to the main story - why I spent $1,000 when I could've (maybe) gotten the same info from a $20 book.

Here's what I mean...

A few weeks ago, I signed up for Amy Porterfield's Facebook Profits Lab. It is an amazing program - and no, I'm not an affiliate and there's no link and I don't want you to sign up for anything. The program has two levels - $397 for the basic course and $997 for the VIP level where you get access to Amy and her team and get some very cool bonus materials.

The kicker?

Amy co-authored a $20 book - Facebook Marketing All-in-One for Dummies - that contains much, if not all, of the same information.

I could've just bought that, right? Well... No actually.

Here are 6 reasons I invested with Amy and spent $980 more than I "had" to...

  1. Social media and digital marketing (Facebook especially) changes by the week. Any book is going to be instantly outdated upon publication.
  2. I loved the way Amy ran the (huge) marketing campaign to fill her course. She won me over not only with what she was teaching, but what she was DOING to get me to buy.
  3. The free content Amy provided during her launch was nothing short of top-notch. Detailed, specific, actionable, and valuable. I could've just consumed the free content and learned a ton. Ironically, that's why I bought. Don't lose the impact of this point. If your free content is a "Happy Meal" in itself, it makes people MORE hungry (not less) for your full 7-course gourmet experience.
  4. Part of what Amy offered (and part of what I've always offered in every one of my group training programs) is to not only TEACH you, but to SHOW you what she does in her own business with the exact same strategies you're learning. This "preach only what you practice" approach is sadly rare in our business. Most gurus only scratch the surface and almost never reveal what's REALLY working for them right now, in today's market, with today's technology, tools, and platforms. Amy shows you. I show you. That's worth gold right there.
  5. Community is huge. Part of Amy's program (and again, this is something I've done since 2008) is to connect her students with each other. This provides a learning environment that is so much more motivating, actionable, and collaborative. Back in the day, I used Yahoo Groups to provide a private forum and "online hangout" for the participants in my programs. Then in later years, moved to Linkedin, and most recently started using Private Facebook Groups which works best of all. Part of why I invested at the $997 VIP level with Amy was her "VIP Only" Facebook group with personal access to Amy and her team plus all the other VIP level members. The idea is to connect your community so they can ask and answer questions of each other, share success stories, ask for feedback, get advice, insights and recommendations from you and from others, and build a sense of shared momentum. In one of my group programs earlier this year, we had over 100 pieces of completed work posted in our collaborative forum. Seeing other's progress motivated people and it just built up to a point where everyone was crushing it. Yay!! That's the point, right?
  6. You need to sell the way you buy. I could not, in good conscience, ask YOU to invest with me if I refuse to invest in myself. This one is multi-layered - but just think about it... Imagine if I asked you to spend money to learn from me BUT I don't spend money to learn from others. What a huge psychological disconnect that would be! Of course I believe in my heart and soul that you should invest with me to learn something valuable, profitable, and immediately actionable like speaker marketing, book marketing, or how to run profitable coaching programs. Why? Because I invest in myself all the time to learn more about new things that are outside of my expertise like podcasting, Facebook advertising, and joint venture marketing. If you don't buy because you believe - you'll never be able to sell because you believe... and that's where your sales success DNA (core beliefs, mindset, skill set) lives!!
So put down that $20 book. How could you multiply your investment AND magnify your results?

Please leave a comment below with your own advice, insights or questions about how YOU, as a consultant, coach, teacher, expert, or guru, continually sharpen your own expertise and invest in your own learning so that you may better serve YOUR clients... Why do you do it? Why do you not? How does it impact your own ability to sell learning and development opportunities to your OWN tribe?

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Marketing Master Class: Christina Daves on PR for Anyone

  
  
  
  
  

MASTER CLASS 2014Welcome to the 2014 Do It! Marketing Master Class Series

Here's where you'll get some of the smartest marketing advice from top marketers and entrepreneurs who share their best success secrets via in-depth interrogation-style interviews with yours truly... 

My special guest this week... 

Alyson LexChristina Daves - PR and Media Expert

Christina Daves is a serial entrepreneur who has founded and run four successful companies over the past 20 years. With no resources remaining when she launched her latest venture, CastMedic Designs, Christina taught herself everything she could about generating her own publicity. Since launching in 2012, she has appeared in over 200 media outlets including national and local television and publications generating over six figures in sales. As a result of her PR success, she created PR for Anyone® to help other small business owners learn how to do what she did to have similar success.

Christina is also the author of the bestselling book, PR for Anyone™ - 100+ Affordable Ways to Easily Create Buzz for Your Business.

Download this Master Class (mp3) now

Share this with your pals, link to it from your own blog, tell 17 friends, go nuts and have fun! 

Please leave a comment below with your own experiences or questions about business-boosting PR strategies, getting more media coverage, or anything else we talked about (including how to use PR to directly get more leads, sales, and customers!)

short blog posts

Marketing Master Class: Corey Perlman on Social Media Overload

  
  
  
  
  

MASTER CLASS 2014Welcome to the 2014 Do It! Marketing Master Class Series

Here's where you'll get some of the smartest marketing advice from top marketers and entrepreneurs who share their best success secrets via in-depth interrogation-style interviews with yours truly... 

My special guest this week... 

Alyson LexCorey Perlman - Social Media Marketing Expert

Corey Perlman knows what it takes for busy entrepreneurs like you to dominate social media the RIGHT way. That means - strategically, smartly, and without wasting hundreds of hours on trivial nonsense. Corey's new book, Social Media Overload, is specifically designed to show you how to generate maximum social media impact in minimum time.

Download this Master Class (mp3) now

Share this with your pals, link to it from your own blog, tell 17 friends, go nuts and have fun! 

Please leave a comment below with your own experiences or questions about social media marketing, social media overload or anything else we talked about (including how to dominate social media without letting it dominate YOU!!)

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Marketing Master Class: Alyson Lex on Marketing Smarter

  
  
  
  
  

MASTER CLASS 2014Welcome to the 2014 Do It! Marketing Master Class Series

Here's where you'll get some of the smartest marketing advice from top marketers and entrepreneurs who share their best success secrets via in-depth interrogation-style interviews with yours truly... 

My special guest this week... 

Alyson LexAlyson Lex - Copywriting and Direct Marketing Expert

If you’re ready to make your marketing work for you, consistently, over and over and over again…  then Alyson is your go-to person. She's a master of developing sales funnels that work. From architecture to products to copy that converts, Alyson takes you from “I don’t know” or “This doesn’t work” or even “I’m not having any FUN with this!” to “My Marketing ROCKS!” Listen in as we talk about strategy, marketing, copywriting, and sharpening your message and your methods...

Download this Master Class (mp3) now

Share this with your pals, link to it from your own blog, tell 17 friends, go nuts and have fun! 

Please leave a comment below with your own experiences or questions about direct marketing, copywriting or anything else we talked about (including having a really cool name that matches your profession perfectly!!)

short blog posts

Marketing Coach Tip: Everything old is profitable again

  
  
  
  
  

old is newOld is the New "NEW" - meaning, when it comes to marketing, everything old is profitable again! 

As a marketing speaker and marketing coach, I'm always being asked, "What's new? What's next?" Well, this answer may surprise you...

If you've been doing business (online or not) since the 1990's, today's marketing landscape should be eerily familiar... 

Check out these "retro" tactics - they're BACK and BIGGER and BETTER than ever... 

1. Online advertising - Google AdWords was the Granddaddy of them all... Remember when you could just buy some banner ads and the leads would pour in? (Yah, me neither. It was ALWAYS more complicated than that!!) Modern update: Advertising on Facebook, Linkedin, and Twitter (and yes, Google of course) is creating a whole new online ad boom - just like the good old days!

Why? Because they're proven, they work (if you know what you're doing), and they can make you a LOT of money. 

2. Pop-up ads and pop-up offers - long the scourge of the Internet, pop-ups (and pop-under, pop-over, PopTart and every other sneaky variation) were rampant in the 1990's and early 2000's. Until the pop-up blocker industry came along, made millions of dollars, wiped the evil pop-up off the face of the earth... until today when pop-ups are back, bigger and better than ever.

Why? Because they're proven, they work (if you know what you're doing), and they can make you a LOT of money. 

3. Teleseminars - 10 years ago, you couldn't spit without hitting some business guru offering free teleseminars to showcase his or her products, services, or programs. Or offering paid teleseminars to generate a lot of revenue quickly. Fast forward to today, yes we have webinars, Google Hangouts, and virtual training - but guess what? Old school teleseminars are back, bigger than ever.

Why? Because they're proven, they work (if you know what you're doing), and they can make you a LOT of money. 

p.s. I don't know much about online advertising or pop-ups, but you can grab a boatload of actionable information on teleseminars (both Teleseminars as Marketing - and Teleseminars as Revenue) in this free "Teleseminar Domination" video series. Enjoy!

Click below to grab your FREE videos...


teleseminar domination free video series
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You may reprint articles from the Do It! Marketing blog as long as you give credit as follows. 

About the author: 
David Newman is a marketing expert, professional speaker and founder of Do It! Marketing, a marketing strategy firm dedicated to making thought-leading entrepreneurs and executives more successful. Free resources including David’s 97-page Strategic Marketing eBook are available online at www.doitmarketing.com. Contact David directly at david@doitmarketing.com or call (610) 716-5984. Order David’s book, "Do It! Marketing," and get over $747 in business-building bonuses at http://bit.ly/doitbonus.

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