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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
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.
."..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" ..".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" ""Do It! Marketing.".. is a marketing dream book." --"Clapway" -Do It! Marketing...is a marketing dream book.- --Clapway -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 -...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 -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 -In this cleverly packaged marketing guidebook, David Newman offers small-business owners sage advice on how to stand out in the crowd and attract and keep customers and clients.- --Fort Worth Star-Telegram "Do It! Marketing...is a marketing dream book." --Clapway "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 ..".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 "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 "In this cleverly packaged marketing guidebook, David Newman offers small-business owners sage advice on how to stand out in the crowd and attract and keep customers and clients." --Fort Worth Star-Telegram