Bad news: You are 9 days into the month and your website traffic is down 43%. 

Worse news: You don't even know about it. 

Why not? 

Because if you're like most small business owners, (non-web) entrepreneurs and independent professionals, you look at your web stats once a month - and almost always when it's too late. 

So the question for you and your organization is - are you looking at your web marketing game plan as a forward-looking fitness program -- or as a backward-looking autopsy?

The autopsy approach sounds like this: "What went wrong? Where did our site visits go? How come opt-ins dropped? Our bounce rate climbed again..." Sigh, worry, fret, fret, fret...

The fitness approach sounds like this: "It's been 10 days since our last blog post, we have to post more regularly - let's put something up this Tuesday and again on Thursday. Where's our SEO score card? I think we dropped back a few places on two of our keywords and it looks like we're back at #1 again for 'Poughkeepsie laundromat' - woo hoo! We need to load some fresh tweets to drive more traffic to our free report because it looks like opt-ins are dropping..."

DANGER: The fit get fitter. And the autopsy people are dead on the table. 

Where do your website stats stand today?

Please leave your insights, advice and recommendations in the COMMENTS section below...

Keywords: Marketing coach, small business marketing coach

I just came across a website that claims to feature the Top 100 "Voices that Shape Opinion" - Grab a quick look here: http://say100.saymedia.com

It reminded me of a few years back when I was attending the 99% Conference and happened to strike up a conversation with Tina Roth Eisenberg, a sorta-cool, sorta-famous-in-that-indie-way designer and blogger. She is one of the Say 100 - http://say100.saymedia.com/design

Three things that made an impression on me when I met Tina:

1. She seemed like a nice, unassuming, down-to-earth person when chatting 1-on-1. She was no big deal to me because I wasn't one of her design groupies and she simply seemed like an interesting person among the 300 or so equally interesting people at the conference...

2. During this 10-minute coffee break, about a dozen people came up to her - interrupting our conversation - with that "Oh my god, it's HER" look on their faces... 

3. She interrupted OUR conversation each and every one of those dozen times to greet her fans - mostly strangers mixed in with one or two seemingly more meaningful acquaintances or friends...

So it became clear to me that among a certain subgroup of this conference, Tina WAS indeed a big deal. 

But she lost some points in my book by trading superficial fandom for the possibility of a new connection - even with a "nobody" like me. 

Truth is - put me in a different room, and among an equally teeny-tiny minority of folks, I am the one who is a big deal. But I make damn sure NEVER to treat a conversation partner the way Tina treated me. 

I've had a 5-minute conversation with a new friend at similar events while two, three or even four people start stacking up in my peripheral vision wanting a word with me. Know what I do? I ignore 'em. Politely but with determined focus, I continue my conversation with the person who was gracious enough to share THEIR time and attention with me. 

I'm a big believer in the notion of "love the one you're with" in a professional networking sense. Do anything else and you seem like a needy, egotistical goober who suffers from false celebrity syndrome (FCS - it's deadly). 

Here's my challenge to YOU - in the rooms where YOU are a "big deal," how do you treat your NEW friends, acquaintances, and networking connections?

Do you NEED to collect on every last drop of all that ego satisfaction?

Or are you willing to put your ego aside and act like a "regular person" when you may - or may not - be considered as such in the real world outside that room? 

If you're truly a big deal - regardless of the scope of that statement for you - are you kind, attentive and humble? Or is that just an act until YOUR fans start lining up and asking you to have their picture taken with you? 

It matters much more than a list of who matters. 

What do YOU think? Please leave your COMMENTS, thoughts and experiences below...

I am leading an ExecSense webinar on “How to Get Published as CEO of a VC-Funded Company and How to Make it Work Towards Your Company's Success” on Friday September 28th.

Shhhh... it's NOT just for venture-backed CEOs. It's for YOU!

What we'll talk about:

One of my marketing coaching clients asked me last week, "David, are there rules for writing copy? I've written a ton of material about what we do and I never know what's going to work..."

This is like asking, "Are there rules for romance?" YES, as a matter of fact there are. Check out http://1001waystoberomantic.com/

Are there rules for writing marketing copy? Hell yes. My go-to guy on this is the incredible Bob Bly. Check out http://bly.com/

And the best book on the subject is The Copywriter's Handbook.

But I'll do you one better - you don't even need to buy a book.

Here are 17 rough and ready rules that will make you a better copywriter in 10 minutes or less.

Zero guarantee of completeness. Your mileage may vary. Proceed at your own risk...

1. Write like you speak.

2. Speak like a person, not a marketing moron or a sales robot.

3. As you write, ask yourself - if this next sentence is the last thing they read, is it worth writing or do I have something more important they need to know? (You can write a 3-page sales letter this way that will sell like crazy!!)

4. Use short paragraphs.

5. Use action words, not learning words (nobody wants to learn, find out, or get information... they want to BUILD, BOOST, CREATE, INCREASE, SLASH, REDUCE, ELIMINATE)

6. If you start to sound like a late-night infomercial, stop. Ease it back just about 10% - that's where you need to be. 70% substance with 30% sizzle. Articulate your value, your outcomes and your benefits assertively - not aggressively.

7. Take them on a journey - your copy should have a beginning, a middle, and an end.

8. The four most powerful words in marketing are:
  a. YOU
  b. YOUR
  c. BECAUSE
  d. SO THAT

9. It is TOTALLY impossible to overuse testimonials and third-party social proof. Do you have 100 written testimonials? Great - find a way to use them. Do you have 50+ video testimonials? Ditto. Do you have two fistfulls of scanned in endorsement letters on letterhead? Post them. (Examples of each are here for you.)

10. Engage, engage, engage... appeal to the senses. Make the experience of working with you as 3-dimensional as you can. What does it smell like? Taste like? What's the overall experience when people walk in to your store? Hire your accounting firm? Bring you in as their architect?

11. What frustrates the hell out of your prospects and clients? Talk about that - show that you understand their heartaches, headaches, pains and frustrations at the deepest levels.

12. Your copy needs to convey TWO and only two ideas:
  a. You know what they are up against
  b. You can fix it

13. Stop selling YOUR crap and start solving THEIR problems. Yes, even before they buy.

14. Call to action is key. What's the very NEXT step you want them to take? Is there a free offer? A bonus gift to download? A free assessment? A no-strings phone consultation?

15. Make sure your call to action is a GIVE and not a GET. An example of a GET is "Click here and a member of our sales team will contact you within 24 hours." Stupidest damn thing I've ever seen. Useless.

16. Show them how to go from ZERO to HERO. Paint the picture of the current gap - the missing piece - the shortfall - the misfires - the problems - the glitches. THEN show them success stories, solutions, fixes, wins PLUS the specific ways that people who bought from you are better off, richer, smarter, happier, sexier - or all five.

17. Your copy should deliver three things at the end - the acronym is giving your prospects a big HUG:
  a. (H)ope - to improve their condition
  b. (U)rgency - to solve their problem
  c. (G)ameplan - to start exploring your solution

You can do this - it's a lot easier than you think. (H)

In fact, if writing copy is a challenge, you may want to join our next SIMPLE MARKETING SUCCESS 10-week program which starts September 26. Early bird savings are still on - but not for much longer! (U)

If a group program is not a fit for you, I totally understand. Let's start with a no-strings, no-BS  Marketing Assessment. We'll talk for 20 minutes and you'll get 2-3 ideas you can use right away to grow your business whether we decide there's a next step or not. (G)

There - you've just been hugged. See what I mean?

What do YOU think? Share YOUR advice and experiences with writing marketing copy for YOUR business in the COMMENTS area below...

Once or twice a month, I get interviewed, featured or quoted by other experts, the news media, or my mom. (Hi Mom!) 

How can you do the same?

You won't get coverage from my mom but you WILL get major media from PRLeads.com like I do. Try it - it's your best deal for public relations bar none.

But that's not the point of this post.

The point of this post is... Balls.

Nerve.

Moxie.

Stepping up and asking for what you want. 

Just like my new friend Damian Niolet did when he asked me for an interview.

Damian could easily have succumbed to negative self-talk like "Oh, this David Newman character is a big deal and he'll never agree to an interview. I'm just a guy studying marketing who has a meager 50 Twitter followers. He's not going to waste his time talking to me..." and so on. 

Good news for Damian - he did not sabotage himself with any such nonsense. 

He asked. I said yes. We did an interview that totally kicked ass and - frankly - was a hell of a lot better than anything I've given to The New York Times, Philadelphia Business Journal (Hi Craig!) or FastCompany.com.

Here's the interview.

Listen online or grab a copy to download. 

Why is this interview valuable to you?

First, because Damian prepared thoughtful questions I've never been asked before. (Like the ethical code of marketing? Or how marketing affects our society? Wow... nice!) So the content will help you market smarter and generate more leads, better prospects and bigger sales. 

Secondly, this interview shows you how YOU may want to use interviewing as a marketing strategy yourself. Either purely for research OR to build relationships with your prospects and colleagues OR as a content development strategy to enrich your blog and establish yourself as an authority in your field. 

For your reference - and to make it easier to follow along if you listen in - here is the list of 15 questions Damian prepared for our conversation...

See if YOU can develop a list of smart, detailed and occasionally surprising questions like these for YOUR next interview: 

1. Can you provide a brief overview of your experience, to include education?  (Leading up to your marketing experience, unless you knew from the start you wanted to work in marketing, in which case you can speak to your experience working for other marketing firms)
2. What drove you to enter the world of marketing? (Your passion for marketing; Leading up to starting Do It! Marketing)
3. What drove you to start up Do It! Marketing? (Why and when)
4. What was the most difficult part of the start-up process? (How)
5. Did you have a marketing strategy from the start?  How did it evolve?
6. What is your view/opinion of how marketing has changed in the last 15-20 years?
7. Has social networking always been a big part of your strategy? (Dependent on when Do It! Marketing was founded)
8. What is the very first bit of advice you’d give to a client to get them started?
9. What is the very most important bit of advice you’d give to a client for whom you are building a marketing strategy?
10. What would you say to those who suggest that using social networks in a passive mode (as a conversation tool only) is time wasted because it does not necessarily focus on leads?
11. Is there a medium, other than social networks, you believe to be invaluable?
12. What company do you believe exemplifies marketing at its best?
13. Is there an ethical code within marketing?  Is this code debatable? 
14. The manner in which marketing is practice undoubtedly influences society at large.  Do you believe the marketing practices in America over the last 50+ years have had a positive or negative impact on society?
15. What will marketing look like in the future?  Are there near-term changes we can expect?  Is there another revolution on the distant horizon?

Catch up with the rest of Damian's blog and keep your eye on this guy. He's gonna do BIG things. 

p.s. We still have a few open spaces for the Simple Marketing Success 10-Week Virtual Bootcamp experience. The program is open by application only. Let me know you're interested (email or call me 610.716.5984) and I'll forward you the application materials and program guidelines right away. We start the program September 26, 2012.

I love business books.

It's a bit of an addiction really.

Some are good, some are so-so, and once in a while a great one comes along.

This is about a great one - Rules of the Hunt by Michael Dalton Johnson. Michael is the founder, publisher and editor of SalesDog.com which is THE go-to resource online for salespeople, sales management and sales success.

Let's cut to the chase and get you fully up to speed - first a video book review, then an in-depth 35-minute audio interview with Michael. (The audio also contains "The Magic Email" that was a featured story a few weeks ago in the SalesDog.com newsletter. It has a 100% success rate to get you back in touch with prospects who have gone dark on you. You'll love it!)

Here's my video book review:

And then I invited Michael to chat with me about some of the key ideas in the book.

Listen in here.

NOTE: The audio will take a minute or two to load in your browser. If you prefer, you can download the digital audio file: RIGHT-click on this link and choose "Save Target As..." or "Save Link As..." or "Save File As..." and save the file to your desktop.

Here's to closing out your week with MORE Leads, BETTER Prospects and BIGGER Sales.

WOOF!!!

How to use Direct Mail effectively...

My friend Jose Palomino from ValueProp.com recently did some web research and collected these dozen or so smart tips from the two resources linked below on increasing your results from your direct mail campaigns. 

Consider this a direct mail crash course for small business owners, entrepreneurs and indepent professionals. 

A. Write a letter? Cheap and inexpensive, but how?

• Your letters should sound as if they were written by a human being.
• One-to-one and conversational is usually best. Forget corporatese, it’s snooze-inducing.
• Try a live stamp, even better, try two live stamps.
• Try to find common ground. One of my favorite first lines is “I don’t know how you feel about (whatever), but I …”
• Test a lot of different approaches and lengths.
• Offer something they can get only by responding to your letter.
• Ask for the order and make it easy to reply.

B.  Direct Mail Tips

• Use only direct response direct mail campaigns – Direct response refers to what the name implies; all mailings should have a ‘call to action’ or request a direct response.  There is nothing that sabotages a direct mail campaign more than to not give the recipient a ‘call to action’.  Tell them what to do next . . . . call, write, pick up the phone, etc.
• Make Your Mail Peer-To-Peer Personal - Consider sending a personalized direct mail letter "written" by your CEO, CFO, CIO, etc. on his or her corporate stationery to his or her counterpart. Play up the commonalities both people share, the business and professional challenges they face that only someone in their position truly understands. I call it "honcho-to-honcho" marketing and it can be very effective. For example, one organization had success with a simple peer-to-peer letter bearing its CEO's name, personal telephone number and a brief description of what the company offers.
• Follow a formula when writing copy - there are a number of formulas that you can use to produce effective copy, but the easiest one out there and probably the simplest to use is the tried and true AIDA formula.  AIDA is an acronym for Attention, Interest, Desire and Action. If you follow this formula when writing your copy, you will produce better copy.
• Test your copy – always test your mailings with a small number of mailings before sending out “the” campaign.  A simple method to accomplishing a test is the A/B split test.  This is where you have a small sample size of say 200.  You mail 100 hundred of your target market a mailing with one headline; and the other 100 a mailing with a different headline to see which mailing will get a better response.  An important note for you to remember.  If you use the A/B split testing method, you can only change one element of your direct mail piece at a time so that you can determine what factor made one piece more effective than the other.  The three parts of your mailing you may want to test include the headline, the call to action or the P.S.

There you have it - all you need to know to kick some serious ass with direct mail.

Is creating a series of sales letters or direct mail postcards one of your to-do items that you've been putting off for WAY too long?

p.s. Crafting some solid direct mail pieces may be one of several things you might want to get DONE during our next DO IT DAY.

Check it out - it may be exactly the boost of accountability you've been looking for to help you make significant progress in ANY part of your business - all in one super-focused day! 

"Direct marketing is to social marketing what a one-night stand is to marriage." -- @dnewman

The above statement is a tweet that gets a lot of reaction - some positive, some negative, and some asking for more detail. So - you asked for it, you got it. Let's dig in...

Quick sidenote before we start: I find it telling that people read the analogy wrong - they sometimes misunderstand and think I'm saying that social marketing is the one-night stand. NOT AT ALL - direct marketing is the one-night stand. Social marketing is a marriage (unless you do it like an idiot - More on that later.) 

The purpose of direct marketing (short for direct response marketing) is just that - to get a response. A hit. A lead. A sale. A little badda-bing in your pants, ya dig?

The purpose of social marketing (short for social media marketing) is to establish trust, build a strong relationship and deliver value over time. Can you hear the wedding bells?   

A big mistake that a lot of business owners, entrepreneurs and indepent professionals make is to think of social marketing in the same way that you might think of direct marketing or outbound sales activity. (As a marketing speaker and marketing coach, I see this mistake all the time and it's the source of MANY bad marketing decisions and idiotic online sales antics.)

Think about it: Cold calls. Email blasts. Direct mail like postcards and sales letters. Do those things and the natural question to ask is - OK, how much did you SELL TODAY?

You made 100 dials, you connected with 20 humans, you had 14 conversations, you qualified 5 serious prospects and then how much did you SELL TODAY?

You sent 10,000 postcards. Requests came back for 300 quotes. So how many widgets did you SELL TODAY?

All that scorekeeping, bad pick-up lines, hitting on people (not to mention the need to do it over and over again the next day, the next week, and the next month) is starting to sound a lot like Leisure Suit Larry's dating life, doesn't it?

Social marketing doesn't work that way. Social marketing is... well, social. It's about relationships and trust. Relationships and trust don't have an ON/OFF switch - they develop over time.

Transactions happen today from relationships you built last week, last month, and last year. The benefit of that - and the reason it's worth the "wait" is that social media gives you a permanent asset - TRUST.

Oh and by the way, married people DO have crazy good sex. But those transactions happen BECAUSE of the relationship, not instead of it!! It's the permanence of the relationship that gives you both the long-term love (trust) AND the short-term lust (profitable transactions) you want and need.  

Think about the long-term impact of your social media marketing assets and the fleeting nature of your direct marketing investments:

Blog entries are forever. They continue to sell your expertise, your company, and your value day after day, week after week, year after year.

LinkedIn recommendations are forever. People that wrote glowingly of you in 2002 are still "selling" for you and your reputation TODAY.

A voice mail? BEEP - gone.

An email? ZAP - deleted.

A sales letter or postcard? THUNK - into the recycling.

Those happen today and they're gone today. 

Sure, you have to sell today. You have to make your quota today. You have to feed your family today. But social media marketing helps you ensure that what you create ONCE today works and lasts and brings customers and clients to you for many years to come...

Not because you SOLD them like an idiot -- but because you built the trust and relationships that HELPED THEM BUY today, tomorrow and beyond!

Are you a DO IT freak? Welcome to the club!! Please use the social media buttons at the top of this post to share it with your network. YOU are a rock star!

This blog post inspired by ideas from my friend, Tom Davidson, who is THE leadership expert for the forestry industry. Tom says he used to be a victim of "You Never Know" ...but NOW he knows. And his business is booming!

When it comes to small business marketing, "You Never Know" will kill you...

See if these scenarios ring a bell with you...

1. "We've been talking with this prospect for YEARS and now they've suddenly expressed interest... You never know!"
2. "We've been running that expensive ad month after month and sure enough, someone just called... You never know!"
3. "This guy asked me for a proposal last year and then disappeared on me. Couldn't get a hold of him to save my life. But he just opted into our website... You never know!"
4. "We wanted to stop offering that program and focus on more profitable services, but just last month, two clients signed up before we could pull it off the website. You never know..." 
5. "We were in the process of changing our tag line because nobody knew what the heck it meant. But then a new prospect just told me, 'I love your tag line' so we're keeping it. You never know..."
6. "Although 70% of our business is in this industry - we don't want to exclusively focus on them because we'd be cutting ourselves off from other business. You never know..."
7. "We love working with small companies, but my sales coach told me that if we're ever going to seriously grow revenue, we have to start selling to much bigger companies. He may be right. You never know..." 

You're breaking my heart... 

And you're killing your business... 

STOP IT!

Look at you... Spinning your wheels, chasing all your random maybes.

STOP hedging your bets. 

(Thank you to Peter Sheahan for hammering that point home in a speech.)

You need to focus on a SPECIFIC audience, dedicate yourself to ONE distribution channel, lead with one FLAGSHIP service, promote one CORE program, sell one MAIN product line, PRESENT prospects with a PRIMARY investable opportunity. 

The sound bite I share with my marketing seminar audiences and marketing coaching clients is "Focus on what you want - you can always take what comes."

Big problem: Maybe your business model IS "we take what comes."

5 Signs Your Business is a Victim of "You Never Know"

1. You feel you're chasing your tail and spending too much time and too much money bouncing from idea to idea or initiative to initiative...
2. You have no idea where your next lead is coming from...
3. Your pipeline is full of "maybes" but it's been months since you've closed a deal and cashed a check...
4. You find yourself succumbing to too many sales pitches for marketing ebooks, get-rich-quick courses, social media services, online sales tools, subscriptions, advertising, directories, web software...
5. You are relying on hope as a marketing strategy...

Bottom line: The truth is that you may very well never KNOW...

But you sure as hell can DECIDE.

And as my pal Jim Canterucci likes to say, once you DECIDE, your choices are easy. 

That's the key you need to unlock marketing success for your small business so that you get better traction, make faster progress and make more money.

And then leave a comment below with your questions, thoughts, and advice on the ideas above.

Are you a DO IT freak? Welcome to the club!! Please use the social media buttons at the top of this post to share it with your network. YOU are a rock star!

As a marketing coach for business owners, entrepreneurs 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, man... 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 where you are, 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 all these questions will do is: 

• Confuse you
• Scare you
• Piss you off

And the bottom line is that it's tough 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 revised and refocused master plan? Or some healthy ass-kicking to DO what you ALREADY know you need to do?

Follow the Teddy Roosevelt principle of "Do what you can, with what you have, where you are." What does that mean?

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 half a day 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)

I do this with my clients all the time too. It's called a DO IT DAY and you can find out more about them here. Sign up for the next one - 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...