Do It! Marketing Blog: Marketing for Smart People™

Marketing Speaker: DECIDE is the most powerful word in marketing

decideDECIDE is the most powerful word in marketing.

Decide who you are. 

Decide who your prospects are. 

Decide to do your best work.

Decide not to work with jerks.

Decide on your menu of investable opportunities.

Decide what business model you're running.

Decide what revenue model your pricing comes from.

Decide what tasks can be delegated, eliminated, or outsourced.

Decide to pursue a niche market. 

Decide to publish content regularly. 

Decide to become a valued asset to your prospects.

Decide to become indispensable to your clients. 

Decide to make a bigger splash in a smaller (or bigger) pond.

Decide what kinds of projects are NOT for you. 

Decide on your marketing strategy. 

Decide on a small, focused set of tactics. 

Decide to market more consistently. 

Decide to sell more bravely. 

Decide to dream bigger. 

Decide to act faster. 

Decide to crush it. 

AND.

YOU.

WILL.

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

13 signs to fire your web design firm, doitmarketing, david newman, marketing coach, marketing speaker

Tags: marketing for speakers, marketing speaker, marketing for coaches, marketing concept, thought leadership marketing, marketing professional services, trusted advisor marketing, marketing for trainers, marketing professional services firms, entrepreneurship, marketing ideas, marketing for authors, marketing for consultants, doit marketing, do it marketing, doitmarketing

I'm Calling It Quits

doitmarketing, doit marketing, calling it quitsGood!

Quit!!

Please, for heaven's sakes - quit already. 

Over the past few weeks, I've come across way too many complainers, whiners, goofballs and goobers telling me how broke they are, how hard it is to be an entrepreneur, and how much they are struggling. 

Are you kidding me? QUIT NOW because...

  • If you want to make an EVEN trade of hours for dollars - get a JOB. 
  • If you want to be ASSURED of a paycheck - get a JOB. 
  • If you want OTHERS to define your work and your value - get a JOB. 

However...

  • If you want to MULTIPLY your own paycheck - be an entrepreneur.
  • If you can PROVE your work has worth - be an entrepreneur.
  • If YOU want to define your work and your value - be an entrepreneur.

So you should QUIT right now...

  1. Quit whining
  2. Quit complaining when your ideas and projects "fall apart"
    (HINT: It's YOUR job to pull them together!)
  3. Quit saying lack of money is your problem
    (HINT: Lack of tenacity and creativity is your problem)
  4. Quit going it alone
  5. Quit hanging out with losers
  6. Quit freeloading
  7. Quit expecting "zero" investments (time, money, effort) to pay off
  8. Quit following the herd
  9. Quit relying on social media (it's the sauce, not the meat)
  10. Quit believing your own negative self-talk
  11. Quit playing the victim
  12. Quit jumping from one hare-brained scheme to the next
  13. Quit putting tactics before strategy 
  14. Quit under-spending and over-hoping
  15. Quit blaming others
  16. Quit blaming yourself
  17. Quit congratulating yourself on "the struggle"
  18. Quit bragging about how hard you work and how little you sleep
  19. Quit bragging (yes bragging!) about how little money you earn
  20. Quit telling yourself you're doing your best, when you're not willing to do what needs to be done
  21. Quit quitting when things seem impossible

Take a step back - breathe - think - regroup. 

This is no time to wimp out. 

Quit doing this destructive, dumb, demoralizing nonsense. 

And start turning things around. 

Today. Right now...  

Don't make me come down there and slap you upside your head! 

Grab your FREE copy of the Do It! Marketing Manifesto

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!

Tags: marketing for speakers, marketing for coaches, marketing concept, thought leadership marketing, business coaching, trusted advisor marketing, marketing expert, marketing coaching, marketing coach, marketing for authors, marketing for consultants, doit marketing, do it marketing

Marketing Coach: How to Profit from Licensing and Certifying Others

consulting revenue roadmapAs a consultant, author or thought-leading professional, have you considered building long-term recurring revenue into your business model with licensing and certification programs?

Obviously, this is a huge topic but I wanted to at least get you started thinking about it in this post because the potential is so great. This is your ticket to breaking free of the time-for-money trap once and for all.

Imagine a handful of certified consultants delivering your programs for clients large and small all across the country – or even across the world.

Now imagine a dozen of them. And then imagine two dozen. And then imagine a hundred of them. You can see where this is going… pretty exciting for most of us to consider.

If your empire is based on “Responsible Leadership” – you could have a small army of “Responsible Leadership-Certified” Consultants. This is exactly what my friend John Jantsch did with Duct Tape Marketing – what John Maxwell did with his “John Maxwell Team” and what dozens of training firms – who are now multi-million dollar corporations – have done, like Dale Carnegie, Franklin Covey, AchieveGlobal and many others.

But my point is that it started with the first licensee. The first certified consultant. And even before that, it started with things YOU can start to put in place tomorrow – the first subcontractor. The first remote coach. The first on-demand consultant who goes out to your client to deliver your program under your brand.

And who makes you money that is suddenly NOT connected to your personal time, attention and presence.

There are two steps to this piece of your entrepreneurial puzzle – productizing and systematizing. You have to have all your consulting products buttoned down. Training manuals, consultant toolkits, leader’s guides, audios, videos, whatever is part of your flagship package.

And then you need to document all the processes, delivery systems, timelines, backoffice operations, and client-facing experiences that need to happen to deliver the consulting results you are promising to deliver.

Does this take a fairly significant up-front effort? You bet.

Does it pay off handsomely if you are committed to seeing it through? Definitely. 

NOTE: Join us for the "Consulting Revenue Roadmap" teleseminar on Wed. May 8th to get a whole slew of ideas for boosting your consulting success. Register right now so you don't miss out. 

Tags: marketing for speakers, marketing speaker, marketing for coaches, consultant marketing, consulting firm marketing, thought leadership marketing, trusted advisor marketing, consulting, professional speaker marketing, marketing strategist, marketing for authors, marketing for consultants

Marketing Coach: How to Let Go So You Can Grow

let it goAs a marketing speaker and marketing coach, I often work with clients who are seasoned entrepreneurs. They've been doing great work for good clients for years - sometimes decades. 

And in the technology world, they call these longtime clients who are using your longtime services "legacy" clients. 

Here's the problem - legacy clients can hold your business back.

You need to learn how to let go so you can grow. In this post, we'll explore how to do that. But first, here's the bottom line on the problem:

Legacy clients want to keep using your legacy services.

These are services, products and programs that you really don't want to sell any more. Because you don't want to DO them anymore. Regardless of the money. 

Yes, let me repeat that - REGARDLESS of the money. (The fact that they may be generating a lot of revenue but very little profit is a topic for another day. For now, think about that and see if it's true for YOU.)

An interesting paradox

Most business owners, entrepreneurs and independent professionals get all excited about ADDING new products, services and programs to their business. They do so with great relish, enthusiasm, and fanfare. 

Here's the problem - you can't keep adding. It doesn't make sense.

If you're a coach, consultant, speaker, or professional services provider, having two different investable opportunities might be good - having three might be better - having five may be challenging - and having seven may be disastrous. 

How to let go so you can grow

When you realize that your business has grown in too many directions with too many ways people can use your services - yet not enough focus, clarity, momentum, or profits for YOU - then it's time to LET GO. 

Time to cut back. Lose some branches. Prune the tree back so it can grow healthy again - and straight in the direction you want it to.

Naturally, you can't go "cold turkey" (although really, you can - more on that in a minute...)

So here is a stepwise plan to help you get rid of parts of your business that are holding you back so you can make room for the new, profit-rich, and on-strategy offerings that reflect the current focus of your business, your desired client base, and the revenue targets you want to hit.

1. Let your internal team know that your legacy services and programs are no longer accepting new clients. This will hold YOU accountable for not selling any more of them, no matter how tempting it may be. The first person you need to convince that you're not in that business any more is YOU.  

2. STOP selling, marketing and talking about your legacy services. Don't take them completely off your website or marketing materials yet, but if they are featured prominently, make them less so. 

3. Put your NEW offerings front and center in everything you do. Lead every marketing and sales conversation toward your new services and investable opportunities. Talk about them with your referral partners, influencers, advocates, business friends, past clients, and new prospects. 

4. For current clients, use the "Switch or Stop" technique. As legacy clients finish their programs - or at a natural stopping point (for accountants, the end of the quarter - or for consultants, the end of a project milestone for example), bring up the subject of transitioning your client from the old service model to the new. Put a deadline on the calendar for making a decision to "switch or stop." Make it OK for them to stop and not feel bad or awkward. And don't leave them in the lurch - always have a referral in your pocket for someone else they can use if they want to continue with a service similar to the one you are discontinuing. 

5. Take advantage of natural attrition as you ramp up. As an example, you might gradually go from 10 legacy clients down to 7, then eventually 4, then the last 1 or 2. All the while, your main job is to fill your client roster with NEW clients using your NEW services. If you time this right (always the tricky part!) you'll get more new clients before the old ones transition out. This is one of the more uncomfortable phases of the process because you'll feel like you're trying to ride 2 horses at once. And you'll be torn with second guessing yourself that "maybe these old services aren't so bad after all..." Don't listen to that voice. It's the voice of fear and scarcity. Block it out. 

6. Rip off the Band-Aid. Once you've made the transition as smooth as you possibly can - both for yourself and for as many of your legacy clients as possible, it's time to rip off the Band-Aid in one quick, if somewhat painful, move. Have a heart-to-heart conversation with your remaining clients and make it clear that: 

a. You value their trust and friendship.

b. You appreciate their long-standing business over the years.

c. It's time to switch to your new model or you'll help them find another resource.

d. They can always call you for friendly advice, insights and recommendations and you remain in their service because you care about their success. 

That's the very best that you can do - and it's what a trusted advisor does.

Easy? No.

Necessary? Very.

Benefits: Huge.

This is nothing short of the roadmap to the future success of your business. 

And you can't get there if you're stuck looking in the rear-view mirror. 

Look up ahead - the sun is rising over the horizon of your new (ad)venture. Focus forward, hit the gas, and let's GOOOOO!!!

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

13 signs to fire your web design firm, doitmarketing, david newman, marketing coach, marketing speaker

Tags: marketing for speakers, marketing for coaches, thought leadership marketing, professional services marketing, trusted advisor marketing, marketing expert, marketing professional services firms, professional speaker marketing, marketing ideas, marketing strategist, marketing for authors, marketing for consultants, doit marketing, do it marketing, doitmarketing, marketing tips

How to Be Prolific and Still Have a Life

socialmedia rubicscubeAs a marketing speaker and marketing coach, I'm often asked "How can I pump out content the way you do?" or "How can I be as prolific as David Newman?" [Thank you to Julie Cohen for the question!]

Here are several ideas to get you started:

1. Pay attention. You have great ideas all the time. It's just a matter of capturing them for future reference and writing enough down "in the moment" so you can revisit and flesh the ideas out later. (See Blogging 101: 7 Ways to Capture Ideas Like a Ninja)

2. Repurpose. If you are a speaker, coach, author, or independent professional, your clients are asking you for your best content all the time. Whether it's audience questions, client challenges, questions you answer by email, or advice that you give to folks you coach or mentor, it's all there to be repurposed and redeployed as part of YOUR content empire. 

3. Repackage. Got a book? You have 50-100 blogs. Got a great presentation or training seminar? There are 20 articles hiding in there. Do you write a column? Each column read out loud with some verve and energy could probably make for an awesome podcast. Got smart friends? Boom - there's your video interview series. Content repackaged from one medium into another takes ZERO development time and just some intentional repackaging time. 

4. Ask. Use your social media accounts like Twitter or Facebook (or even better - simple survey tools like SurveyMonkey) to ask members of your target market what they are hungry to learn. What answers are they seeking? What advice are they hungry for? What problems are they wrestling with? 

5. Riff. In all the newsletters you receive, blogs you read or videos you watch - there are seeds of content that you can riff on, respond to, share an opinion about, or take in a whole new direction. What books are on your nightstand? What industry publications are in your mailbox? What conferences do you attend? Take those ideas and wax, wane, agree, disagree, rant, rave, and otherwise opine with YOUR best advice, insights and recommendations. 

What do you think? Use the COMMENTS area below to share your own experiences with becoming prolific and creating and posting top-notch content to share with YOUR followers, fans, prospects and subscribers... 

doit marketing, how to be prolific

Tags: marketing for speakers, marketing for coaches, consultant marketing, thought leadership marketing, professional services marketing, trusted advisor marketing, marketing for trainers, marketing coaching, professional speaker marketing, marketing ideas, marketing coach, marketing consultant, marketing for authors, marketing for consultants, content marketing

Marketing Coach: How to Do a 2-Min. Survey (and Example with 22 Gifts)

marketing coach marketing speaker how to do a 2-minute surveyMy friend, Karyn Greenstreet, is an amazing marketer and small business coach. You can learn from her - and so can I. Here's how...

Imagine sending an email like this to YOUR subscribers (and please do TAKE Karyn's 2-minute survey too!)...

_______

Subj: Your help with 2-minute survey + 22 gifts

I'm asking for your help to find out exactly which ways you like to absorb new content, learn new skills, acquire new knowledge for your business and professional life.

We're asking small business owners to take this quick, 2-minute survey with six easy questions.

But even 2 minutes is a lot when you're busy, so we're making it irresistible by offering you 22 practical, helpful free educational bonuses, just for completing the survey.

Can I ask you the favor of taking just 2 minutes from your schedule today to take our survey?

Here's where you can take it online: http://bit.ly/152avHr

Thank you for your help!

_______

It is short, to-the-point, value-rich and specific to the needs of small and solo business owners.

You also get 22 amazing gifts - not for BUYING anything, mind you, but for sharing your opinions in a 2-minute survey. Wow. Genius.

By the way, please do take the survey - and get the gifts - this is a REAL offer in exchange for your REAL opinions. Karyn is not only very smart - but she's very generous as well.

Let me know what you think of the approach above - and please share your advice, insights and recommendations about surveying YOUR audiences, prospects and subscribers in the COMMENTS area below...

marketing coach, marketing speaker

Tags: marketing for speakers, marketing speaker, marketing strategy, marketing success, marketing for coaches, marketing concept, thought leadership marketing, marketing professional services, trusted advisor marketing, marketing professional services firms, marketing coaching, marketing ideas, marketing coach, marketing strategist, marketing mix, marketing for authors, marketing for consultants, doit marketing, do it marketing, marketing tip, doitmarketing

Your Biggest, Nastiest, Stupidest, Most Expensive Sales Mistake

doit marketing, biggest dumbest most expensive sales mistakeOne of my favorite sales gurus is Scott Messer of Sales Evolution. Not only is Scott a good friend, he is a sales expert and master sales coach.

This post will help you solve Your Biggest, Nastiest, Stupidest, Most Expensive Sales Mistake... and give you several of Scott's brilliant sound bites to help you improve your sales success.

We're talking about a BIG sales mistake you probably made last week, will make again this week, and -- unless you heed Scott's wisdom -- will make next week again. 

All of which will cost you THOUSANDS if not TENS of thousands of dollars in lost sales. 

Scary, right? 

What is this big, nasty, pervasive, expensive sales mistake? 

Here it is: Not being a fanatic about collecting decisions from prospects.

Scott says selling is 100% about collecting decisions.

It's not about getting yeses, it's not about closing gimmicks. It's simply about being tenacious about taking prospects down a path (aka your sales process) to help them make a clear and definitive DECISION. As in "Yes" or "No."

Not "Let me think about it" - not "I'll get back to you" - not "circle back with me next week" - not anything other than a firm date and time on the prospect's calendar for you to hear "YES" or "NO." 

How do you do this? Simple - Scott recommends that at every step of the sales process, put a date and time on the calendar for a "decision call." Here's how to ask: 

  • Let's put a date and time on the calendar for us to discuss your decision
  • Let's put a pushpin in the calendar for us to reconnect about your decision
  • Because you and I are both so busy, let's put a date and time on the calendar so you can tell me "Yes" or "No" or to answer any final questions you may have for me

Scott recommends that you forget about your sales pipeline - forget about your number of first appointments, forget about your number of "hot leads" - there is ONE and ONLY ONE measure of how healthy your sales pipeline truly is. 

That measure is - how many decision calls are on your calendar? A decision call, by the way, needs to be not only on YOUR calendar - it needs to be on your PROSPECT'S calendar because it is their responsibility to make one AND communicate it to you on that call. 

Example: I had a prospect call me two weeks ago. Let's call him Paul (which is cool because his name is really... Paul.) 

All was going well. Then I got a little derailed when he asked for references. Ordinarily, I would set a decision call by asking him, "When will you make time to call my reference folks? Let's make a time to discuss your decision after that." 

But I goofed. I was in a hurry. I let Paul wander off with no decision date on the calendar. When I called him this morning to circle back, he told me that he had gotten "distracted" and had not called the references at all. He then said, "I'll get back to you within three weeks." 

I laughed. 

Instinctively, I said, "You'll get back to me in three weeks because you're the kind of guy who likes to take lots and lots of time to make a decision and have people like me chasing you endlessly and leaving message after message and email after email when the real answer is no." 

Yup, I said that.

Out loud.

Right to Paul's face. 

Why? Because to quote another Scott Messer sound bite - "You can't blow up a good prospect." 

Paul laughed and admitted that he did NOT, in fact, enjoy being chased endlessly. 

So I put Paul out of his misery and fired him as a prospect. Here's how that sounded: 

"Paul, I'll put you down as a "No" for now. If you'd like to revisit working together, you know where to find me." 

He was perfectly cool with that. So I knew the deal was dead.

I've used that "No for now" line in the past and GOOD prospects will jump in with "No, no, no I definitely want to work with you. I just need more time to..." and they put themselves back into the active prospect column.

What do I do then? You guessed it - we set a decision call on the calendar. 

Anyway, back to Paul... I wanted to put a nail in the coffin so I sent the following email after we hung up the phone: 

===

Paul,

Because you are no longer an active prospect, please do NOT call the folks I sent as references.  

As I'm sure you can appreciate, references are precious and I do not want to burn out my reference folks by speaking with less than 100% committed prospects. (I probably should not have given you references this early in the process anyway. My mistake.)  

Best of luck on your adventures and thank you in advance for respecting my wishes.  

-- David

===

So the lesson is - be relentless with setting your decision calls. There is no other single determining factor that's more important to your sales success.

Trust me - I make more money when I relentlessly implement Scott's "decision call" philosophy. And I make less money when I don't!

Tags: sales prospecting mistakes, big nasty dumb stupid expensive sales mistake, doit marketing, marketing speaker, marketing coach

WHAT DO YOU THINK? Use the COMMENTS area below to leave your advice, insights and recommendations on these ideas to boost your sales success...

doitmarketing, 17 tips audio that rocks

Tags: marketing for speakers, marketing for coaches, thought leadership marketing, marketing professional services, trusted advisor marketing, marketing professional services firms, sales rejection, sales prospecting, marketing coaching, marketing coach, success tips, marketing consultant, marketing for authors, marketing for consultants, doit marketing, do it marketing, doitmarketing, sales and marketing, frustration

Marketing Coach: How to Add ROI to Every Proposal

doitmarketing, marketing speaker, marketing coach, motivational speaker philadelphia, paAs a marketing speaker and marketing coach, I'm often asked to review my clients' proposals to help them land 5- and 6-figure training, speaking, and consulting contracts. 

The #1 most powerful strategy that will increase your hit rate no matter what you're selling is to be clear and explicit about your client's expected Return on Investment (ROI) -- using their OWN numbers. 

For example, take a look at this suggestion I made to one of my amazing management consultant clients last week... and see how YOU can model a similar section on page ONE of every proposal YOU send out... 

  • Average salary of front-line manager: $38,500 (this number needs to be provided by your client - always use THEIR real number, don't guess or assume) 
  • Salary value of 100 program participants = $3,850,000
  • Cost of program (program investment + materials fees) = $21,500 
  • Making managers 10% more effective = salary value (saved time, saved money, reduced turnover, increased performance) = $385,000
  • Return on Investment = 385,000/21,500 = 1,790%
Start putting THAT front and center in your proposals and stand back!!
What do YOU think? Please use the COMMENTS area below to share your advice, insights, and recommendations on this topic...
doit marketing, marketing speaker, marketing coach, david newman

Tags: marketing for speakers, marketing strategy, marketing for coaches, thought leadership marketing, marketing professional services, professional services marketing, trusted advisor marketing, marketing consultant, marketing for authors, marketing for consultants, doit marketing, do it marketing, doitmarketing, sales and marketing

17 Tips to Create Audio that Rocks

doitmarketing 17 tips for audio that rocksAs you may know, I just finished recording the audio book version of the Do It! Marketing book.

The audio book will be published by Gildan Media - the same folks who publish audio books from Brian Tracy, Simon Sinek, and Mark Goulston... and distributed through Hachette Audio - the same folks that distribute audio books for authors like Malcolm Gladwell, David Sedaris, and Scott Turow. Not bad company... and who knows, maybe they need someone like me to carry their luggage!

It was a great experience - and you can see some photos from the studio recording here on Facebook... 

My audio engineer on this project was the fabulous Joel Metzler at Milkboy the Studio in downtown Philadelphia. Great facility and Joel was the consummate pro - a total pleasure to work with! If you need a killer studio facility and you're anywhere near Philly, Milkboy is the place to go. Just sayin'.

17 Tips to Create Audio that Rocks

I've done a lot of homebrew audio - on my laptop - with a Zoom H1 digital recorder - and with my trusty Blue Snowball microphone and Audacity on my Mac. And I've also done a fair amount of studio recording in studios ranging from the scary to the awesome (aka Milkboy).

Here are 17 tips for speakers, authors, consultants, and independent professionals who want to create better sounding, more professional audios for their podcast, radio show, audio products or voiceovers. 

1. Stand up when you record - it makes a HUGE difference to the way your voice sounds. For example, I recorded the entire 12 hours of the Do It! Marketing audio book standing up. (Wear comfortable shoes!)

2. Speak close to the microphone - you want to get right up in that bad boy's face. Somewhere between 4 to 8 inches from the microphone. If you're doing this at home, test different distances and use the one that sounds the richest, warmest and most clear. 

3. Use a pop filter. You will totally thank me later. It's going to be the best money you spend if you're serious about creating great audio.

4. Don't overinvest in equipment. You don't need a lot of fancy gear to sound great. A good USB microphone, a mic stand, a pop filter, and some basic recording and editing software like Audacity (free at this link) will go a long way. 

5. Don't skimp on studio time, either. If it's an important project where production quality counts, find a great local recording studio near where you live. Top notch studio time is surprisingly affordable these days. Expect to pay between $75 and $125 an hour for a top-notch facility and technical staff who can help you produce top-notch work.

6. Don't overprepare. If it's a big project especially - it doesn't make sense to overprepare. You should be familiar with the material (if you wrote it, you will be!) and that's about it.  

7. Don't underprepare. If you've never done an audio recording before, paid studio time is not the place to learn the ropes. Invest a few hours with "practice recording" at home. Your studio time will go that much more smoothly and quickly. 

8. Read - but don't "read." In other words, don't make it SOUND like you're reading. Speak naturally. Pretend you're talking to a friend so it's not boring.  

9. Mix it up. Use vocal variety - just as professional speakers and seasoned storytellers know how to vary their pace, tone, pitch, and volume to keep an audience engaged in what they're saying... YOU should use the full range of your vocal variety to emphasize key words, transition between points, and underscore important ideas. 

10. Use your body. Since you're standing, you'll have the ability to do more physical movement. Use it! It's amazing how the voice and the body are connected. Have you ever seen actors like Robin Williams or Whoopi Goldberg or Tom Hanks in those "Making of" special features on the Disney movies that they do voice acting for? They are gesturing wildly with their hands, bouncing on the balls of their feet, making silly faces, leaning into the microphone, sometimes even jumping up and down. And it's for a VOICEOVER. That's because your vocal energy is tied to your physical energy. Use it - and your voiceover range and variety will improve dramatically.

11. Remember the art of the pause. Listeners need a pause to comprehend the last thing you said. Think of pauses - some short, and some not so short (for dramatic effect) - as the punctuation in your audio. If you never pause, you exhaust your listeners who lose the thread of your long sentences or complex ideas. If you use pauses to insert "natural phrasing" into your script, it makes it much easier for your listeners to understand, absorb, and they WANT to keep listening!

12. Take it one page at a time. For the Do It! Marketing audio book, I had to get through 60,000 words and 280 pages. If I had thought about it that way during the recording sessions, I might never have made it! I took on the task one page at a time. Do longer recordings with this mindset, and you'll sail right through faster than you ever imagined. I cruised through 150 pages on Day 1 (6.5 hours) and 130 pages on Day 2 (5.5 hours). And it was fun!

13. Have a "keep going" mindset. Voiceover professionals know that their main task is to "get the job done" - and that momentum is their friend. Don't think about stopping. Don't take too many breaks. You're in the studio (yes, even your home studio) to crank out the work, not to obsess over minor details or do endless retakes. Keep going!

14. Flaws are good. Good professional audio editors will take out every inhale, smooth over every rough patch, edit out every vocal aberration. GREAT editors will leave in just enough of those same aberrations to make the voiceover pro sound human. When we chat in coffee shops, over breakfast or lunch with friends, or in front of prospects or clients in meetings, our vocal and verbal delivery is never 100% perfect. There's a difference between sounding professional and sounding sterile and robotic. So leave a few "personality flaws" in your audio. Maybe 5-10%. It makes all the difference and you'll sound like a REAL human.

15. Pause whenever you need to. Ah, the magic of editing. Whenever you screw up a line, swallow a word, stop to fix a typo in your script or for any other reason (sneeze, cough, get a drink of water) - keep the audio rolling and pause. Then pick up where you left off. Most professional audio engineers will mark the script at that point to help the editor, but you just pause as long as you need and jump right back in when you're ready. You don't need to ask permission, you don't need to apologize, you don't need to get flustered. Pause so you can GO!

16. Eat! And drink tea, bring lozenges, avoid dairy and coffee and bring water. Don't forget to eat breakfast on the day you're recording. Why? Because stomach grumbling is audible on good audio equipment. Yes, really. Avoid coffee - it dehydrates you. Drink tea - especially lemon tea or ginger tea that has a little bit of acid to clear and soothe your throat. Bring lozenges with you in case you need a midday vocal recharge - I like the Ricola classic Swiss herb cough drops. Avoid dairy products like milk or yogurt which tend to generate phlegm and block up your throat. Also, bring a water bottle so you have plenty of water available in the booth as you record. Water is your friend! 

17. Personality not included. No matter how great your script, it doesn't have any personality until you pick up the script and put YOUR personality into the words you've written. Don't be shy - in fact, if you don't bring your full personality to the recording, you'll miss out on the biggest opportunity that audio programs and products present - the opportunity to connect and build rapport with your listeners and have them experience what it's like to have a warm and personal conversation with you! If you're loud, be loud. If you're a little edgy, sound edgy. Don't hide your personality for the sake of a "professional sounding" recording. There's no such animal - the whole point of recording audio is so that you CAN marry your content with your personality.  

 

Grab your FREE copy of the Do It! Marketing Manifesto

And then leave a comment below with your questions, thoughts, and advice on the ideas to create audio programs that rock!

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!

Tags: marketing for speakers, marketing for coaches, consultant marketing, thought leadership marketing, business coaching, marketing book, marketing professional services, professional services marketing, trusted advisor marketing, marketing expert, marketing coaching, product development, professional speaker marketing, marketing ideas, marketing coach, motivational speaker marketing, marketing consultant, marketing for authors, marketing for consultants, doit marketing, do it marketing, doitmarketing, content marketing, audio products

Marketing Coach: Reality Check with Craig Price

doitmarketing speaker marketing coach realitycheck

Today, you're getting a hot and juicy marketing interview that I did for my pal Craig Price, host of the terrific podcast series, Reality Check

Click here to listen in.

Criticisms, scathing remarks, bitter complaints? Awesome - Craig loves to get those. 

Comments, kudos, or congratulations? Leave THOSE in the COMMENTS section below and let's hear from YOU... 

doitmarketing marketing speaker marketing coach david newman

Tags: marketing for speakers, marketing for coaches, consultant marketing, thought leadership marketing, professional services marketing, trusted advisor marketing, marketing expert, marketing coaching, professional speaker, professional speaker marketing, marketing for authors, marketing for consultants, doit marketing, do it marketing, doitmarketing