Do It! Marketing Blog: Marketing for Smart People™

There are four things that you need to focus on in your professional service marketing, four levels if you will.

1. We can't do them all.
2. We can't even prioritize or figure out how to start to think about them.
3. We can't even distinguish which is what and why and how it might work for us.

So let's unpack this for your business...

Let's talk about level one, strategy.

A strategy is a big picture area of your business.

It could be a marketing-focused strategy. It could be a sales-focused strategy. It could be a financial strategy.

Let’s say you come across someone who tells you Twitter is an amazing marketing platform and you’re really missing out if your business is not on Twitter.

He's using it and it fits his business beautifully, of course and you respect this person and you admire their successful business. And now you’re thinking, "Oh man, it's all about Twitter Twitter, Twitter. This guy built his business on Twitter, so I can probably build my business on Twitter."

Well, all right, let's back that up and analyze that as far as the four levels of marketing.

Internet marketing is the strategy. Internet marketing is the big umbrella over Twitter. So you ask yourself, to what extent am I going to use an Internet marketing strategy in the sales and marketing and business development aspect of my business?

Internet marketing is the strategy.

The set of tactics under that would be social media. There's a lot going on via the internet, folks, that's not social media.

For example, search engine optimization, your website, the structure of your web presence, blogging, email marketing, dozens of internet marketing strategies. Social media happens to be one bucket under that, so social media is the tactic.

An initiative would be "I'm going to start using Twitter." This is level three now.

I'm going to start using Twitter. I'm going to start understanding it. I might read a book. I might go to some websites, I’m going to grab a copy of Twitter 101 or Using Twitter for business, all those fabulous resources that are out there for free. I'm going to become educated on that -- on that initiative.

Now, the action step - here's level four, the action step always takes the form of verb, noun, date.

• Set up my Twitter account by Wednesday.
• Load my first 30 tweets in Hootsuite by Friday.
• Find 100 influential people to follow in my industry by Monday.

Those are action steps. And the action step can also go on your calendar.

So this approach really takes it down to "What am I doing today?"

What's on my priority to-do list today? Not what's on my to-do list because your to-do list could be 50 things, but what are my top three most important things that I need to do based on the strategies I've selected, based on the tactics that I’ve chosen, based on the initiatives that I've designed, what are the action steps to put on my calendar and get it done?

So let’s follow this through with a complete example -- let's say I'm in the insurance business. (I'm not but let's say YOU are!)

You're selling into the insurance marketplace, insurance companies and insurance agents, general agents, insurance associations, insurance publications, and you’re looking to become a dominant resource in that world.

Your action step would be "I want to follow 300 insurance industry folks on Twitter by April 13th." That's your action step.

Does that fit into an initiative? Yes. The initiative is aggressively grow my Twitter following targeted to the insurance industry.

Does that fall in to a tactic? Yes, it does. It falls in to the social media tactic or set of tactics.

Does that fall under a strategy that I decided to use? Yes, it falls in to my internet marketing strategy.

So right there, just unpacking those four levels, you've got some "A-ha" moments, some insights you can use to start to filter and sort all of your old ideas, old notes, all of those conference sessions that you may have gone to, all of those tactics and tools and light bulb moments, all those nuggets and sound bites that you may have swirling around in your head or on your “someday, maybe list.”

If you start to sort them in to these four levels; strategy, tactic, initiative and action step – you’ll get a much clearer blueprint for ALL your marketing going forward this month, next month and next year!

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!

Guest post by Charlie Poznek 

When I first started my online business, I had no idea what a business coach was, let alone why I needed one.  I was much more concerned with the technical aspects of building a website, launching a podcast, and figuring out what social media was all about.

What I didn’t realize at the time was that hiring a business coach would’ve saved me hours each week, and not just when it came to learning to format my Twitter profile.  

I learned that a business coach is crucial to speeding up the learning curve, connecting with your target market, and avoiding expensive mistakes that new online business owners tend to make.  In essence, hiring a coach will get you in the game faster, keep you there longer, and let you focus on building your brand and connecting with customers.

So how do you find the business coach of your dreams?

1. Clarify your values

What matters most to you in your business, and as a human being? For me, giving back is a huge part of why I do what I do.  When looking for a coach, it was important to me to work with someone who shared that value.  I didn’t care if they were the most well-respected business coach in the world; if their values didn’t match mine, I didn’t want to work with them.

Your values don’t necessarily have to be personal or moral in nature - they might include your working style, or what’s most important to you in a professional relationship.  

For example, do you value someone who gives it to you straight, or someone who is more nurturing?  Are you a go-with-the-flow type of person, or do you prefer to have everything planned out?

Figure out which values are most important to you in a working relationship before beginning your search for the perfect coach or mentor.

2. Set expectations 

What do you expect to get out of working with a business coach?

Would you like a coach who…

• will answer frantic phone calls in the middle of the night?
• meets with you for hours at a time?
• conducts sessions strictly over Skype?
• follows up with you even after you’ve completed your sessions?

Start to think about your expectations of the relationship, including how much time you want to spend working with your coach and what you expect them to teach you.  Some people may want a good listener, while others may want to be told exactly what to do and how to do it. What’s your preference?

You should also consider how you want to work with your coach:

Would you prefer…

• One-on-one power sessions?
• Mastermind groups?
• Live webinars?
• Weekly phone calls?

If you’d rather be face to face than on the phone, look for a local coach who can meet with you in person.  If you’re busy with a full time job and can barely squeeze in a weekly webinar, find a coach who can work around your schedule.

You should also clearly state the goal of working with a coach.  How will you know if the coaching relationship has been successful?  

Make a list of exactly what you want help with, and what you want to achieve.  You might want something as basic as help setting up your website, or something as esoteric as defining the feeling of your brand.  Get specific so you can find the perfect person to deliver what you need.

3. Create a budget

You can spend $25 on a business coach or $25,000.  What’s your budget?

Keep in mind that the most expensive mentor in the world doesn’t necessarily mean you’re getting the best mentor in the world.  

Many business coaches offer monthly packages that include weekly phone calls and email support.  Generally speaking, one-on-one coaching will be more expensive than group coaching, but you’ll receive less attention.  

An experienced, well-known business coach might charge upwards of $500/hour for his or her time.  If you fall in love with a coach and find out their price point is too high, don’t give up right away. Contact them first to see if they have a payment plan or a program that’s within your price range.

4. Schedule an interview

Once you’ve found someone who shares your values, meets your expectations, and falls within your budget, it’s time to set up an interview.

If the business coach you’re interested in is highly successful, you may feel intimidated and fall into what I like to call the “pick me!” mentality. Remember that there has to be chemistry on both sides in order for a relationship to work.  If this coach is recommended by everyone but you get a bad vibe from them, it’s not worth the investment.  

Prepare a list of questions for your interview, and be sure to take note of how you feel during the interview.  Do you feel listened to? Does the coach seem confident that they can help you?  

A good business coach will be extremely interested in hearing all the details of where you are now and where you want to go - without those details, he or she has no way of knowing if the coaching relationship will be a good fit.

Finally, make sure that you like the person you’re about to hire.  They may have all the knowledge and expertise in the world, but if you dread spending an hour on the phone with them, you’ll be wasting your money.

_______

Charlie Poznek is the Founder and CEO of The Boomer Business Owner with Charlie Poznek, a podcast that helps Baby Boomers create a spectacular life through successfully starting and running an online business.

1. There's no good time. Now is the time.
   What are you waiting for?
2. Put out your best material. For free. 
   Do you want to be SHARED or SCARED? 
3. YOU may be your biggest obstacle.
   What would happen if you got out of the way? 
4. Stop STARTING things and get more into DOING.
   What can you do today - right now?
5. A few may wish to see you fail. A lot more are rooting for your success.
   Where is your attention?
6. Forget the word vision.
   Better: What do you SEE in your future?
7. You're aiming too low.
   How can you elevate your sights, your fees, and your value?
8. Stop blaming others. It's ALL your fault.
   Move on - what's next?
9. A bend in the road is never the end - unless you fail to turn.
   Where do you need to turn? 
10. It's not what you think it is. And it's bigger than you think it is.
    Why not embrace that? 
11. There are no silver bullets, secret sauces, or magic beans.
    Now what's your plan? 

What do YOU think? Please use the COMMENTS area below to share your advice, insights and recommendations on this topic and join the conversation... 

"You'll Do It When You're Tired"

Hmmmm... that may be the dumbest prediction you've ever heard...

You'll do what, exactly? 

In a word: Succeed.

You know - get "it" done...

That pet project of yours, that book, that event, that special thing you've been working on, talking about, noodling, doodling, and planning for YEARS...  

Tired? Tired of what, exactly? 

• Tired of struggling
• Tired of excuses
• Tired of missing out
• Tired of complaining how hard it is
• Tired of striving
• Tired of faking it
• Tired of wishing
• Tired of hoping
• Tired of (day)dreaming
• Tired of fantasizing
• Tired of sketching
• Tired of postponing
• Tired of obsessing
• Tired of perfectionism (perfect time, place, people, conditions)
• Tired of being safe
• Tired of disappointment
• Tired of watching others zoom by you
• Tired of sitting on the sidelines
• Tired of keeping score when you're not even in the game
• Tired of talking
• Tired of planning
• Tired of noodling
• Tired of doodling
• Tired of starting 
• Tired of choking
• Tired of quitting
• Tired of fear
• Tired of uncertainty
• Tired of self-doubt

What do YOU think? Please use the COMMENTS area below to share your advice, insights and recommendations on this topic and join the conversation... 

Just came across this Slideshare - it was too brilliant not to share with you. Check it out:

Please use the COMMENTS area below to share YOUR advice, insights and recommendations on packing maximum VALUE into minimum TIME...

This video clip speaks for itself (you should have your audio/speakers turned on):

What can YOU do that will impress people with YOUR versatility and talent?

These days, "being good" (or even great) is merely table stakes - you need to MASTER your offerings so your audience knows they're in the hands of a professional good enough to deliver A+ work while being confident enough to have fun.

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!

This video is one of my all-time favorites.

And if you're an entrepreneur, you'll immediately see why:

Have a great weekend - and then next week, get back to the business of changing the world!

Awesome video - wanted you to experience this for yourself:

For professional services providers, entrepreneurs and thought-leading executives... the #1 dreaded question is, “How much do you charge?”

Especially when it's asked too early, out of context, and before you've established any sort of relationship with the prospect or any sort of value for the project...

In short, if you blow the answer, your prospect is gone.

Here are three things NOT to do:

1. Quote a random price out of thin air (unless you sell haircuts for $18 or oil changes for $34.95 or you do bookkeeping for $65/hr)
2. Act surprised or unprepared for the question ("Uhhh... what do you mean?")
3. Get defensive or go on a rant about how "all people care about these days is price, price, price."

Some of the answers you're about to get are evergreen, some you can adapt to your own personality, and some you may want to keep in reserve until just the right moment with just the right prospect.

Here we go...

"How Much Do You Charge?"

1. A lot. Why do you ask?
2. I don't think we're there yet because I don't know what you're buying
3. I'll answer your question in a moment but to give you a more accurate answer, may I ask you three questions first? 
4. Well, the friends and family rate might apply but we're not friends yet - do you mind if I ask you a few friendly questions that will help us answer your pricing question together?
5. It's nine million dollars until I know what you're buying. Can we spend a few minutes narrowing that down to help you lower the price?
6. I have good news and I have bad news. The good news is that you don't have a $500,000 problem. The bad news is that you don't have a $10,000 problem, either... if you can help me answer some key questions, we'll both know a lot more about what your investment might look like.
7. If it works, it's cheap. If it doesn't, it's expensive. 
8. Let's talk about what you're trying to accomplish first and then we'll work out some pricing options based on that. 
9. Do you want the Ferrari version, the Lexus version, or the VW Bug?
10. A project like the one you're asking about ranges from $X to $Y. Sometimes a little more. Not usually less. Is that what you were expecting to invest?
11. There's no good answer to that question in a vacuum. Can we talk a little more about what you're hoping we can do for you? Then I'll give you some pricing options that make sense for your budget. 
12. A project of this scope only makes sense if it's already in your budget. Nobody wakes up one day and suddenly finds the money to solve these kinds of problems. If you can share the budget range you have set aside for this, I can tell you if it makes sense for us to talk any further.
13. I have a feeling that if I quote a random number right now, I'll be dead in the water. Do you mind if I ask you some questions to get a better idea of what your goals are? Then the numbers we talk about will be specific to you and your situation. 
14. Just like you need to make an educated decision about which partner or resource to hire, I need to give you an educated answer to your pricing question. And I'm feeling pretty dumb right now, since we just started talking. Mind if we have a 10-minute conversation about your situation? After that, I'll have a much better idea of what you're after and some different ways we can help. 
15. Sounds like price is the most important factor to you. In my experience, everything is expensive until you want it. Can we talk about what you want and then work our way to the pricing options based on that?
16. It's more than a cab ride to [local landmark, i.e. "the Empire State Building"] but less than [the landmark, i.e. "the building"]. If we can chat for 10 minutes about why you called, I can give you a much more specific answer. Do you have 10 minutes now or shall we look at our calendars?
17. Until I have a better idea of what you want - and whether or not we can even help - any number I give you is going to be too high. Would it be OK if we spend a few minutes discussing why you called? Then if we can help, I'll get you the pricing options you need. And if we can't, I'll refer you to some other great resources that do things we don't. Fair enough? 
     

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!

1. Fewer resolutions. More resolve.

2. Increase your daily level of optimism. AMAZING things will start to happen! 

3. Be a lamp. Or a lifeboat. Or a ladder. 

4. Mean people suck. Don't become one of them. Not even for a second. 

5. Write more. Journaling, blogging, morning pages, notes to friends and loved ones.

6. Feature and leverage other people. Read this to find out how.

7. Be more gracious and more grateful.

8. Less excitement. More execution.

9. Let it go. Yes, you know EXACTLY what I mean. (Thanks again, Joe Calloway!)

10. Create a mastermind alliance or partnership. It will make all the difference.

11. Write your damn book already.

12. Drink more water.

13. In case of emergency, oxygen masks will drop from the overhead compartment. Secure your own mask before assisting others.  

14. Clean up. De-clutter. De-pile. 

15. Make more lists and use them wisely.

16. When it comes to social media: Post value (not ego); Retweet generously; Shout-out loudly; Thank abundantly.

17. Carry a notebook everywhere. Got an idea? Write it down. With today's date. And a "next action" step. Repeat.

18. Get more sleep. 

19. Do more of what makes you happy. 

20. If you speak or present regularly, your ideas deserve beautiful slides. This might help. And you totally need to read this (PDF) too.

21. If you DON'T speak or present regularly, you are missing out on the #1 way to boost your career, grow your business, and magnify your impact on the world. Want some ideas? I can help you (yes, it's free.) 

22. Nobody buys your products, services or ideas "sight unseen." So go get seen.

23. "If everything seems under control, you're not going fast enough." ~ Mario Andretti

24. Read Getting Things Done by David Allen. 

25. Master your inbox once and for all. Massive freedom will follow. 

26. Tap into trends to generate more and better ideas for both your business and your life. Start here or here. (Read this to see how Harvard Business Review connects trend hunting with sales success, too.)

27. Stop worrying about the HOW. Focus on your bigass WHY and a small set of very specific WHATs. The rest will take care of itself. Honest.

28. Become more in tune with the time/space continuum. Seriously. Rather than wanting everything to happen "Now, now, and now" (which only causes overwhelm and frustration) focus more consistently on what you need to do "Next, next, and next." 

29. The three factors to your long-term success: 1. Your Authenticity 2. Your Expertise 3. Your Enthusiasm.

30. Replace "Who's going to let me?" with "Who's going to stop me?" (Hint: Maybe no one?)

31. Reflect on the shortness of life. This slide show of people we lost in 2012 may help remind you. And pack as much goodness as you possibly can (for you and for others) into every single day.

32. Always pick up the check and leave a big tip. 

33. You're pumped... You're peaked... It's game time... Bring it!

Tags: Marketing coach, marketing concept, marketing for authors, marketing for speakers, success tips

Please share this post with those you want to help. And add your own wisdom in the COMMENTS area below...