Do It! Marketing: 77 Instant-Action Ideas to Boost Sales, Maximize Profits, and Crush Your CompetitionHardback
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- Publisher: Amacom
- Format: Hardback | 240 pages
- Dimensions: 145mm x 211mm x 28mm | 454g
- Publication date: 5 June 2013
- Publication City/Country: New York
- ISBN 10: 0814432867
- ISBN 13: 9780814432860
- Illustrations note: black & white illustrations
- Sales rank: 136,535
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.
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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.
"You'll want to keep picking up this book again and again, because it's packed with useful information for small businesses." --"Small Biz Trends"
Back cover copy
""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 imple-ment 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 mas-terful 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 surpris-ing 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"
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 busi-ness conquer the world step-by-step and day-by-day. With nothing left out and noth-ing 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 com--panies, 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
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(R) And Kool Aid(R) 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