Synopses & Reviews
As a business owner or solopreneur, you have your hands full. With precious little time in your day—and so many new ways to reach prospects—it’s hard to even know where to start when it comes to marketing your products and services. Social media? Email? Blogs? Video? Search engine optimization?
Only action creates results and if you’re going to stand out from the crowd and attract, engage, and win more customers and clients, you’re going to have to take some smart, simple steps to get in the game with just-in-time guidance to point you in the right direction.
A quick, encouraging kick in the pants to reignite your marketing mojo, Do It! Marketing combines the big picture “why” with easy-to-follow advice for helping your business conquer the world step-by-step and day-by-day. With nothing left out and nothing assumed, this down-to-earth marketing guide gives you all the strategies, tactics, templates, and tools, plus detailed information on how to:
• Get noticed
• Position yourself as an expert
• Eliminate the ups and downs of a “feast and famine” revenue cycle
• Become the obvious choice in your market
• Build your visibility and credibility by determining who you are, deciding what you want to be known for, and establishing your “Thought Leadership Platform”
• Use magnetic marketing strategies that pull—not push—qualified decision-makers into your world
• Get a steady stream of referrals
• Avoid “blah, blah, blah” marketing
• Cultivate and leverage enthusiastic advocates
• Identify and focus on high-payoff activities
• Focus less on your “how” and more on your customers’ “why”
• Do social media right
• And much more.
The book provides a special 21-Day Marketing Launch Plan, plus access to more than 100 free online resources, giving you all the help you need to stay on track. From seven questions to identify your best buyers, to how to cut down the (wasted) time you spend “following up,” to building a marketing-savvy website, to writing an effective marketing “one-sheet,” this painless, inspiring, one-of-a-kind book will ignite your marketing get-up-and-go.
When it comes to growing your business—and executing the daily marketing tasks to make it happen—it’s natural to feel overwhelmed. But Do It! Marketing removes the mystery, showing you how to stop “marketing by accident” and start outsmarting, out-maneuvering, and out-executing your competition.
DAVID NEWMAN is an acclaimed marketing expert, popular speaker, and founder of Do It! Marketing whose clients range from small and solo business owners to Fortune 500 companies, including IBM, Comcast, Microsoft, Accenture, and American Express. His expertise has been featured in major media including The New York Times, The Wall Street Journal, Selling Power, Entrepreneur, Investor’s Business Daily, and Fast Company. He lives in Philadelphia.
Connect with David Newman:
Twitter: @dnewman
Facebook: David.Newman.Marketing.Speaker
Pinterest: marketingexpert
website: www.doitmarketing.com
Review
"In this cleverly packaged marketing guidebook, David Newman offers small-business owners sage advice on how to stand out in the crowd and attrack and keep customers and clients." --Fort Worth Star-Telegram
Review
“Recommended to small-business owners and would-be entrepreneurs. Students of business can learn a great deal about the nitty-gritty of marketing by reading this book.” --Library Journal Xpress Reviews
Review
"...there's lots of good information in Do It! Marketing for budding entrepreneurs....a cut above most of the sales and marketing how-to books." --Inland Empire Business Journal
Review
“You’ll want to keep picking up this book again and again, because it’s packed with useful information for small busineses.” --Small Biz Trends
Synopsis
As a small-business owner or solopreneur, you wear many hats—perhaps the most important of which is marketer. But these days, with so many new ways to reach customers and clients and only so much time in the day, it’s hard to know where to start. Should you be using social media? Email? Blogs? Video? SEO? Small-business marketing doesn’t have to be a mystery. It’s just a series of simple decisions (and the action steps to implement those decisions) that will help you regain the clarity, confidence, and control you need to succeed. Do It! Marketing is a quick read and an encouraging kick in the pants that will reignite your marketing mojo. The underlying premise is that “only action creates results.” Packed with do-this-now ideas to attract, engage, and win more customers and clients, this no-nonsense book reveals how to: • Avoid blah, blah, blah marketing • Use magnetic marketing strategies that pull—not push—qualified decision-makers into your world • Get noticed • Position yourself as an expert • Become the obvious choice in your market • Do social media right • Zero in on your customers’ pain/gain factors • Learn to speak their language • Get a steady stream of referrals • Identify and focus on high-payoff activities • Cultivate and leverage enthusiastic advocates • And more! Energetic, inspiring, and filled with concrete strategies, tactics, templates, and tools, Do It! Marketing shows you how to stop “marketing by accident” and start outsmarting, out-positioning, and out-executing the competition.
Synopsis
“Do It! Marketing has cracked the code on marketing success. And the code is simple—there is no code! Rather, David shows you step-by-step how to own the marketing process and get results. No matter what got you here, this book will get you there!”
— Marshall Goldsmith, author of the New York Times bestsellers MOJO and What Got You Here Won't Get You There
“One of the most practical marketing books you will ever read—so what are you waiting for?”
— John Jantsch, author of Duct Tape Marketing
“Do It! Marketing is jam-packed with powerful marketing secrets that you can implement tomorrow. David Newman tells you what you need to hear in ways you need to hear it. But he says the most important thing in the title of his masterful book. If you follow David's wise advice, it will lead you right to the bank.”
— Jay Conrad Levinson, bestselling author of the Guerrilla Marketing series of books
“Wow! This is a terrific book—loaded with practical, proven, and often surprising methods and techniques to dramatically increase your sales.”
— Brian Tracy, author of Unlimited Sales Success
“Do It! Marketing is packed with a gazillion smart ideas you can use immediately to supercharge your marketing. But beyond all those great ideas, David shares key concepts and simple systems that will bring you more business with much less struggle.”
— C.J. Hayden, author of Get Clients Now!
“What I love about Do It! Marketing is David Newman's in-your-face, take-no-prisoners style of cutting through the noise and getting to the heart of effective marketing. David challenges all of your assumptions about marketing, and truly does kick your butt into taking action. Great book!”
— Joe Calloway, author of Becoming a Category of One and Be the Best at What Matters Most
About the Author
DAVID NEWMAN is an acclaimed marketing expert, popular speaker, and founder of Do It! Marketing whose clients range from small and solo business owners to Fortune 500 companies, including IBM, Comcast, Microsoft, Accenture, and American Express. His expertise has been featured in major media including The New York Times, The Wall Street Journal, Selling Power, Entrepreneur, Investor’s Business Daily, and Fast Company.
Table of Contents
Contents
Prologue: Doing Your Best Is Not Enough
Part One: Marketing Rocks
Introduction
1. Stop Throwing Money into a Marketing Black Hole
2. Determine Who, Then Why—And Your What Comes Last
Part Two: It’s About Them, Really
3. Who Are You?
4. What Do You Want to Be KNOWN For?
5. Who Are They?
6. Show Up With a Bucket
7. Hula Hoops® And Kool Aid®
8. Avoid Blah-Blah-Blah Marketing
9. Stop Selling Sugar
10. Visibility + Credibility = Buyability
11. 50 Reasons People Should Buy from You
Part Three: Learn to Speak Prospect
12. Build Your Marketing Language Bank
13. Seven Questions to Identify Your Best Buyers
14. Don’t Fall into the Same-O Lame-O Trap
15. Zero In on Your Pain/Gain Factors
16. How to Build Your Prospect Phrase Book
17. The Only Three Problems You Can Solve
18. You Solve People Problems
19. You Solve Process Problems
20. You Solve Profit Problems
21. Control Is Priceless
22. Your Buyers Are Lazy, Busy, and Befuddled
23. Clarity Indicates Expertise
Part Four: Expert Positioning
24. How to Profit from 3PR
25. CEO Speaking ls Your Best Weapon
26. Find Out Which Audiences Pay Off
27. Be Serious
28. Chasing Chum Makes You a Chump
Part Five: Dominate Social Media
29. Create Killer Social Media Scripts
30. Seven Rules for Your E-Mail Signature File
31. The (Real) IDIOT ’s Guide to Social Media Marketing
32. I: “I, Me, My” Syndrome
33. D: Dumb It Down
34. I: Information Without Invitation
35. O: Overselling
36. T: Talk Without Action
37. S: Short-Term Focus
Part Six: The “S” Word
38. Sell Like a Girl
39. Your Sales To-Don’t List
40. You Don’t Need Sales Training
Part Seven: Get BETTER Leads
41. Market to People Who Are Already Listening
42. Why You DON ’T Want to Be in the Book
43. Old Media Is Dead! Long Live Old Media!
44. Nobody Is Going to Steal Your Idea
Part Eight: Get Better Prospects
45. Five Reasons You’re Getting Referred to Losers—
And How to Fix It
46. Build Your Referral Blurb
47. Don’t Be a Referral Jackass
48. Work Your Network
49. Why Your Inbound Leads Are a 911 Call
50. Seven Stupid Ways to Blow Up Your Sales Process
51. Five Signs That Your Prospect Is Giving You Too Much BS
52. Your Nine-Point Client GPS
53. How Good of a Client Will You Be?
Part Nine: Eliminate Roadblocks
54. RBI Meets CSI
55. Become the Missing Piece
56. Stop Wasting Your Time Following Up
57. Nobody Leaves Hungry
Part Ten: Your Business DNA
58. Branding Is BS
59. Your Name Supports Everything You Do
60. BMW at One Dollar Over Invoice!
61. You’re Competing With Idiots—And They’re Winning
62. Diversify While Still Specializing
63. Focus on Strategy, Not Tactics
64. Planning Trumps Passion Every Time!
Part Eleven: Persona l Success Strategies
65. Confidence Is Sexy
66. Charm Is NOT a Four-Letter Word
67. Lone Wolves Starve to Death
68. Live Out of Your Calendar Not Your Inbox
69. Five Ways to Use E-Mail Without Getting Sucked In
70. The Secret Sauce
71. Do WHAT You Love for PEO PLE You Love
Part Twelve: Taking Action
72. Five Marketing Moves for Business Success
73. Move Up
74. Move In
75. Move Ahead
76. Move Aside
77. Move Alone
Part Thirteen: Your 21-Day Marketing Launch Plan
Day 1. Who Are YOU ?
Day 2. Who Are THEY?
Day 3. Develop Your Platform-Building Plan—Part I
Day 4. Develop Your Platform-Building Plan—Part II
Day 5. Personal Branding, Domain, and Web Setup
Day 6. Research and (Re-)set Your Prices
Day 7. Article Day
Day 8. Rest Day
Day 9. Website Setup or Review/Revision
Day 10. Building Inbound Links
Day 11. Assembling Your Basic Presentation
Day 12. Build a Simple Speaker One-Sheet
Day 13. Find Speaking Leads and Places to Deliver Your
Client-Magnet Presentation
Day 14. Ask for AIR (Advice, Insights, Recommendations)
Day 15. Article Submission Day
Day 16. Rest Day
Day 17. Product Development Day
Day 18. Create Your E-Mail and List-Building Platform
Day 19. Social Media Day
Day 20. Map Out Your Organization Chart
Day 21. You Made It!
Your 21-Day Do It! Marketing Playbook
Acknowledgments
Index
About the Author