Do It! Marketing Blog: Marketing for Smart People™

Do It Marketing: 37 Gurus Worth Following

29 business gurus doit marketing

Unless you're brand new to me and this blog... you know that my new Do It! Marketing book is about to be released. 

You may also know that we hit Amazon #1 bestseller status not once - but TWICE already - and the book isn't even out yet. 

What you may not know is that I had help. Amazing help from amazing people. Gurus and friends and colleagues and people I consider my personal and professional heroes. 

Some helped a little. Some helped a lot. Some helped WAY above and beyond my wildest dreams... 

If you're interested in marketing success, business success, and life success - well, there are a lot of so-called experts out there.

Many are called. Few are chosen.

I've made the choosing easy for you...

Here are 37 super-smart, generous, prolific, sometimes contrarian, and always fascinating people worth following...

p.s. The best thing about them - none of them would CALL themselves a "guru" - they simply consider themselves lucky to be sharing their insights with others who can benefit.

Here they are in no particular order (although each of them is truly #1)

  1. Jay Baer - http://www.convinceandconvert.com
  2. Stephanie Chandler - http://www.stephaniechandler.com
  3. Corey Perlman - http://www.ebootcamp.com
  4. Melinda Emerson - http://succeedasyourownboss.com
  5. Chris Murray - http://www.chrismurrayeditor.com
  6. Henry DeVries - http://www.marketingwithabook.com
  7. C. J. Hayden - http://www.getclientsnow.com 
  8. Scott Ginsberg - http://hellomynameisscott.com
  9. Dan Janal - http://www.prleadsplus.com
  10. Art Sobczak - http://businessbyphone.com
  11. Mary Foley - http://maryfoley.com
  12. Gene Marks - http://genemarks.com
  13. Viveka Von Rosen - http://linkedintobusiness.com
  14. Brian Tracy - http://briantracy.com
  15. Geoff Ramm - http://www.geofframm.com 
  16. John Jantsch - http://www.ducttapemarketing.com
  17. Joe Calloway - http://joecalloway.com
  18. Jay Conrad Levinson - http://www.gmarketing.com
  19. Jim Meisenheimer - http://www.meisenheimer.com
  20. Mark Sanborn - http://www.marksanborn.com
  21. Marshall Goldsmith - http://www.marshallgoldsmithlibrary.com
  22. David A. Fields - http://www.davidafields.com
  23. Pamela Slim - http://www.escapefromcubiclenation.com
  24. Mark Hunter - http://thesaleshunter.com
  25. Bob Bly - http://www.bly.com
  26. Sean Carroll - http://www.seancarrollspeaker.com
  27. Bob Burg - http://www.burg.com
  28. Jeffrey Hayzlett - http://hayzlett.com
  29. Sam Richter - http://samrichter.com
  30. Howard Lewinter - http://www.talkbusinesswithhoward.com
  31. Stephen Lahey - http://smallbusinesstalent.com
  32. Jose Palomino - http://www.valueprop.com
  33. Karyn Greenstreet - http://www.passionforbusiness.com
  34. Avish Parashar - http://www.dinghappens.com
  35. Michael Dalton Johnson - http://www.salesdog.com
  36. Greg Williams - http://www.themasternegotiator.com
  37. Marnie Swedberg - http://www.marniesfriends.com

Bookmark this blog post - stay connected with these people - implement their big ideas - and you WILL profit, prosper, and succeed.

What do YOU think? Please use the COMMENTS area below to share your advice, insights and recommendations on the people who have made the biggest impact on YOUR professional success...

29 gurus worth following doit marketing

 

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Marketing Coach: 7 Things Entrepreneurs Must Do Daily

doitmarketing, doit marketing, 7 things entrepreneurs must do dailyHere are the top 7 things that entrepreneurs, business owners, and independent professionals must do every single day:
 
  1. Revisit your goals, milestones, and metrics for the day, week, month, and quarter (financial, marketing, sales, operations)...

    Ramifications if not done daily - you lose sight of the big picture and get pulled off your game by distractions, trivia, and  grunt work.
     
  2. Put new prospects on your radar via strategic outreach...

    Ramifications if not done daily - your sales and marketing start to slip and you suffer from the feast-or-famine small business sales rollercoaster.
     
  3. Thank your team - whether in-house, outsourced, full-time, or virtual...

    Ramifications if not done daily - your team loses their motivation, momentum, and mojo. Once that's gone, they're halfway out the door. 
     
  4. Offer value - in terms of content, your blog, a video, a resource, a referral, a favor, a gift...

    Ramifications if not done daily - you become just more marketing noise and customers and prospects tune you out and see you as a peddler, not a partner.
     
  5. Invite engagement - online, offline, in-person, by phone or Skype; ask and answer questions, solicit feedback, invite comments, send a survey...

    Ramifications if not done daily - your business becomes isolated as you talk AT your customers and clients rather than talk WITH them. 
     
  6. Recharge your batteries - just like the airlines say, "secure your own mask before assisting others"...

    Ramifications if not done daily
    - entrepreneurial burnout, stress, drinking, drugs, and divorce. Don't laugh - you could be next.
     
  7. Be gracious and grateful - take a moment to appreciate what you have, what you've built, and who you get to serve each day...

    Ramifications if not done daily - instead of becoming more and more fulfilling, your business success becomes a trap, a race, and a never-ending contest that you can never win. Stop and smell the coffee!

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

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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... 

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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

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... 

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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... 

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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

The New Marketing: Ask and Give

amanda palmerThe new marketing is all about Ask and Give

What does that mean? 

  • Ask for attention
  • Give value
     
  • Ask for engagement
  • Give relevance
     
  • Ask for help
  • Give relationship
     
  • Ask for support
  • Give community
     
  • Ask for insights
  • Give advice

Two great examples you can adapt in your own business:

1. My friend Karyn Greenstreet is Asking for your input. And she is Giving 26 business building bonuses for answering her 6-question survey about how small business owners and entrepreneurs like to learn. It will take you two minutes or less to share your opinions. The GIVE is far greater than the ASK. 

2. Here is an amazing story from the world of music - notice how everything Amanda did (and does) is based on Asking and Giving:


What do YOU think of the approach above? Please share your advice, insights and recommendations about the value of ASKING and GIVING in the COMMENTS area below...

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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

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

Fortune Cookie Business Book - Yours FREE

Happy Friday. 

A day worth celebrating with a free gift for you - a copy of the best book I never wrote: The Fortune Cookie Business Book.

the fortune cookie business book

Click here to download your copy right here, right now. 

Enjoy - and thank you for being a reader of this blog and a supporter of my work. 

(Psst... Want a hardcopy version? That can be arranged here.) 

Comments? Questions? Want to share what YOUR favorite Chinese meal is? (Mine is listed on page 187)... then please use the COMMENTS area below and...

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Tags: marketing for speakers, consultant marketing, marketing concept, thought leadership marketing, freebies, marketing professional services, professional services marketing, trusted advisor marketing, marketing professional services firms, marketing coaching, professional speaker marketing, marketing ideas, marketing coach, marketing for authors, marketing for consultants, doit marketing, do it marketing, doitmarketing, public speaker marketing

Business Book Review: Lovemarks

doit marketing business book reviewsHere's another in my series of marketing and business book reviews - but not just any old business books.

Fire starters...

Game changers...

Show stoppers...

Books that will transform the way you think about your work, about your business, and - yes - about your life.

Ready? Take a look...

What do you think? Please leave a COMMENT below to share your experiences with this book, with this author, or with other game changing books that YOU recommend...

Tags: marketing for speakers, thought leadership marketing, trusted advisor marketing, marketing coaching, marketing ideas, marketing coach, marketing consultant, marketing for authors, marketing for consultants, business book review