Do It! Marketing Blog: Marketing for Smart People™

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You should have been here - in my office - 5 minutes ago.

This whiteboard was FULL - and I mean jam-packed - with ideas, notes, bullets, to-dos, action items, brainstorms, and some jottings about the "next big thing" for our professional speaking and inbound marketing firm.

Perhaps you have a similar whiteboard in your office. Or a wall filled with post-it notes. Or plaques and awards on your bookcase. Or other visual reminders of where your company has been and all that you have accomplished.

Tremendously exciting. Truly.

The only problem: it was tremendously exciting in your past. With every day, every week, every month - hell, every hour - that you do not ACT on those ideas, they start to turn on you.

They are no longer motivators - they are pacifiers that remind you how great you WERE. What you imagined would BE. And what - for better or worse - didn't quite turn out the way you envisioned last week, last month or last year.

In my case, my office whiteboard was holding onto ideas and initiatives from 6 months ago. Yikes! Totally useless to me today. EXCEPT it made me feel good about how gosh darn smart I am and what big plans I have/had (NOT!)

When Steve Jobs came back as interim CEO of Apple in 1997, he had every award, plaque, and completed project plan removed from the walls and hallways of Apple. He did not want any visual reminders of the past. All he wanted his teams to see was their future.

NEW plans, CURRENT prototypes, and UPCOMING projects were all over Apple's hallways, offices, and conference rooms. Everything was future-focused and kept rigorously up to date.

What do you need to erase from your whiteboard? Which awards should you put away? Which of your accolades are keeping you stuck in the past?

Put that stuff away.

Look to your CURRENT future. In the words of Steve Jobs - it will help you "Stay hungry. Stay foolish." And it will help you achieve your NEXT level of "insanely great."

Want to apply for your Speaker Strategy Call to see how you can IMPLEMENT some of these concepts right away? Apply for your call here.


Tags: marketing for speakers, marketing speaker, marketing strategy, marketing success, marketing for coaches, professional services marketing, small business coach, motivational speaker, leadership, professional speaker marketing, marketing coach, marketing strategist, motivational speaker marketing, speaker marketing, small business marketing, thought leadership, small business marketing speaker

Marketing Coach Tip: 3 Secrets to Smarter Prospecting on LinkedIn



LinkedIn is the new cold call. Perhaps this sounds familiar to you... 

As a marketing speaker and marketing coach, I continually study the field, read a ton of books, and attend seminars and workshops from my fellow marketing enthusiasts.

And I'd like to respectfully disagree with that analogy.

LinkedIn is way better, smarter, faster, and more effective than a cold call. In fact, I'd slant the analogy a different way altogether:

LinkedIn is the new email with a red velvet rope around it, a priority seal, and a much more attractive return address envelope!

First let's explore those three points and then you'll see an example of LinkedIn in action PLUS here are some sample social media scripts you can use that have gotten awesome results for our clients in our marketing mastermind and private mentoring programs. 

3 Reasons LinkedIn Beats Email

1. Red Velvet Rope - This is a term popularized in the marketing arena by Michael Port. It means there's an exclusive, members-only feel to your marketing. It's not for everyone - and not everyone qualifies. You need to be "in the club." When you reach out to a fellow Group member on LinkedIn, you both are in the club and there's a strong element of peer-to-peer belonging that encourages community, communication, and responsiveness. Can't say that about a cold call or a plain old email!

2. Priority Seal - Most executives and business owners feel overwhelmed by email. When they're not tackling the email monster (click here if you'd like to master your email!), they are wall-to-wall with meetings, phone calls, and their daily dose of dealing with crises. LinkedIn messages DO trigger an email notification but you have the choice of responding via email or via LinkedIn -- and LinkedIn messages (for most of us) are few and far between so they give the impression of being more important, more filtered, and more personally relevant. Think of it as a FedEx envelope arriving in your daily mail. Sure, you can ignore it - you can toss it - you might not get to it for a few days. But chances are greater that you will because of curiosity - a basic trait of human nature.

3. More Attractive Return Address Envelope - LinkedIn messages tend to be shorter than emails - and a shorter note merits a shorter response. You've just given your prospects, clients, and connections a huge "out" because they do NOT need - and probably would not even consider - sending you a long, involved response. If you send a short, succinct note to reconnect with a past client - they'll respond with a short, succinct note and you'll probably use LinkedIn to make plans to connect in a longer format offline (phone call, lunch, coffee, in-person meeting). Yours will be a fast, easy and appealing note to respond to - so your chances of getting a prompt response just went up considerably!

LinkedIn in Action and Results

This story was submitted by my motivational speaker colleague Jim Clemmer to the excellent SpeakerNetNews:

Using LinkedIn to (Re)Connect and Build Business — Jim Clemmer

I have been using LinkedIn to reconnect with old contacts and to connect with anyone signing up for my newsletter. I do this with the LinkedIn for Outlook utility showing if anyone sending me an email (or completing any website form that is emailed to me) has a LinkedIn account. As my connection numbers build, more website visitors, book readers, and subscribers are now asking to connect with me. We’ve also done a few email blasts to our database asking for connections to those who have LinkedIn accounts. Over the last two years we can directly trace a few hundred thousand dollars in speaking/workshop or long term/ongoing consulting fees that started with these (re)connections.

3 LinkedIn Secrets from Jim's Success:

1. As my friend and Speaker Hall of Fame member Dr. Alan Zimmerman likes to say, "your business comes from your business." (He's a guy who enjoys a 92% repeat and referral rate from his client base so he's walking that talk.) Note that Jim Clemmer is also generating his success not ONLY from new connections - but from RE-connections. Try it for yourself and see what conversations you can generate with the folks who already know you, love you, and have given you money in the past.

2. You gotta ask for the connection. Note that Jim's strategy also involved email blasts to his list proactively asking them to connect on LinkedIn. And not just once - but several times over the past 2 years. Remember to make your social media scripts appealing, relevant, and NOT focused on you - but focused on the value you'd like to deliver to your connections.

3. It takes time and there are both direct and indirect benefits. Notice that Jim said, "over the last two years" - not the last 2 weeks or 2 months. This is a marathon, not a sprint. Notice also that he said he could DIRECTLY trace several hundred thousand dollars of new business. That's great - and in addition, Jim has likely generated that much money or more INDIRECTLY, meaning that people didn't hire him FROM LinkedIn but BECAUSE they saw something he contributed, received a connection update, or otherwise "bumped into" Jim's name, content, ideas, website, blog or network - and were prompted to engage with him.

doitmarketing email out of office message

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Tags: marketing for speakers, marketing speaker, marketing strategy, marketing success, marketing for coaches, consultant marketing, social media, linkedin, email marketing, entrepreneurship, motivational speaker, marketing strategist, motivational speaker marketing, speaker marketing, small business marketing, thought leadership, small business marketing speaker, marketing tip, social media marketing, social media scripts, networking, public speaker marketing

77 ideas to boost sales (30 gifts, 300 leads, plus an award!)

YOUR Birthday Gifts + Leads

My book's birthday is today and YOU get the gifts... 


If you order the book today, you will get over $747 in business-building bonuses and you'll also get a terrific book jam-packed with savvy marketing, sales and business development strategies, tactics and tools.


To check out the 30 bonuses you'll get immediately when you buy today, visit: (The 2nd bonus is 300 free sales leads!)


The book has sold over 10,000 copies and earned overwhelmingly positive reviews. On June 4, 2014 (yesterday!!) the book won "best marketing book" in the 2014 Small Business Book Awards.


Here's what SmallBizTrends had to say about it:


The Practical Marketing Smack-Around That's Been Missing in Your Business: This is an ideal book for anyone remotely responsible for sales and marketing. Do It! Marketing will give your marketing a real workout - but the only thing you'll be moaning about is what to do with all the new customers you have.


Here are just a few other people's opinions...



"Do It! Marketing has cracked the code on marketing success. And the code is simple - there is no code! Rather, David shows you step-by-step how to own the marketing process and get results. No matter what got you here, this book will get you there."

-- Marshall Goldsmith, Author of "MOJO" and "What Got You Here Won't Get You There"



"Wow! This is a terrific book - loaded with practical, proven and often surprising methods and techniques to dramatically increase your sales."

-- Brian Tracy, Author of "High Performance Selling"




"Packed with a gazillion smart ideas you can use immediately to supercharge your marketing. But beyond all those great ideas, Do It! Marketing shares key concepts and simple systems that will bring you more business with much less struggle."

-- C.J. Hayden, Author of "Get Clients Now!"



"Do It! Marketing is for every business owner, entrepreneur and executive who wants more focus, more momentum, more clients and more business. As David says, 'only action creates results.' Acting on the ideas in this book will help your business - and career - run the gauntlet, grow and thrive."

-- Jeffrey Hayzlett, global business celebrity and host of Bloomberg Television's #1 rated show, "The C-Suite with Jeffrey Hayzlett"



When you order today, you'll get more than $747 in instant-access bonus material from some of America's TOP business experts. Everything is waiting for you here: 


Plus you'll also get 300 free sales leads via our partners at SalesDog and LeadFerret when you buy the book today


Grab your copy from amazon NOW and you'll thank me later. After you make your purchase, visit this link to claim your 30 bonuses and 300 sales leads. 


p.s. Happy Birthday - you don't look a day older!

Tags: marketing speaker, marketing strategy, thought leadership marketing, top sales and marketing awards, marketing coach, small business marketing, marketing mix, doit marketing, do it marketing, best marketing book

I’ve quit and here’s why

i quitI’ve quit.

Yup - done, finished, over.

“Quit what?” you ask?

I’ve quit blogging.

OK, that’s not quite true...

But I’ve quit blogging daily.

It was an experiment.

And it worked.

And it didn’t.

Here’s the deal - for most of last year, this website averaged between 5,000-6,000 visits per month. Not great, but not terrible either.

At the beginning of this year, I committed to an experiment - namely blogging every weekday.

Yup, 5 posts a week. Week in and week out. I stuck to the schedule and didn’t miss a day in 26 weeks. 6 full months.

The result?

It worked great.

Almost immediately (OK, it took 8 weeks, but that’s close enough) my web traffic went from an average of 5,000-6,000 visits up to an average of 10,000-11,000 visits. One month, we even generated 15,000 visits - triple the old number. I'll explain that "we" later in this post...

My opt-in rate doubled (for everything - my free ebook, blog subscriptions, my free teleseminars.)

My SEO went up - I moved from page 2 and page 3 of Google results for certain keywords to page 1.

The second result?

I found out what really worked to drive more traffic, more leads, and more business.

And it wasn’t the blog...

It was three things:

1. My new book. Specifically, the marketing plan for my book, which turned out to also become the marketing plan for the website and the marketing plan for my speaking and mentoring programs. Woo hoo - who'd a thunk it?

Lesson: If you “lean in” and commit to the marketing for ONE flagship product, service, or program like I did with my book - you will start to generate momentum that carries over into everything else that you are doing.

2. Email marketing. Plain and simple, the more marketing emails I sent, the more web visits I got. Accident? No, of course not. Most of my emails contained links back to the website for the latest blog posts, the occasional teleseminar invitation or a new program announcement.

Lesson: The more email you send that contains high-value content, advice, insights, and recommendations (aka email that’s too good to delete), the more stickiness you’ll generate for your fans and followers. 

3. FLOP - Namely, “Featuring and Leveraging Other People.” I wrote about this concept in detail here and it has also been a tremendous driver of new traffic and new friendships, new clients, and new projects. Inbound FLOP is me shining the spotlight on others. And outbound FLOP is me participating in other people’s book launches, surveys, guest blogging, and so on.

Lesson: It’s not all about YOU. It IS all about how YOU can serve and promote other experts in your field who have a complementary skill set, message, or service offering. Welcome to the new collaborative economy. They win when you win. And you win when they win.

Sooooo... I’m still blogging.

But I’ve scaled down to once or twice a week.

And I’ve scaled UP the other activities listed above.

Because that’s what generates results.

What have YOU changed up in the last 3-6 months to STOP doing what doesn't matter and start DOING more of what matters most? Please use the COMMENTS area below to share your specific changes and how they've freed up more time or made you more money... 

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

Grab your FREE copy of the Ultimate Resource List!

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 speaker, marketing strategy, marketing for coaches, marketing concept, thought leadership marketing, marketing book, marketing professional services, trusted advisor marketing, blogging for business, marketing expert, marketing coaching, marketing ideas, marketing coach, marketing consultant, marketing for authors, marketing for consultants, doit marketing, do it marketing, doitmarketing, business blogging

A Whole New Way to Market: Friend-of-Mine Awareness

youtility marketing bookGuest post by Jay Baer, author of Youtility

Today, companies must compete for attention against consumers’ friends and family members. Each day as people log on to Facebook, Twitter or Pinterest they see a variety of messages in their newsfeed or timeline, some of these messages are from their friends and family and some are from companies on social media. How can marketers compete in this environment successfully?

Friend of mine awareness and Youtility are the answer. Friend-of-mine awareness is predicated on the reality that companies are competing against real people for the attention of other real people. To succeed, your prospective customers must consider you a friend. And if, like their friends, you provide them real value, if you practice Youtility rather than simply offer a series of coupons and come-ons, they will reward your company with loyalty and advocacy, the same ways we reward our friends.

Youtility is marketing upside down. I call this Youtility, not “utility,” because a utility is a faceless commodity. Instead of marketing that’s needed by companies, Youtility is marketing that’s wanted by customers. Youtility is massively useful information, provided for free, that creates long term trust and kinship between your company and your customers.

As marketers, we’ve always tried to build loyalty with people, and now we must build loyalty with information. Social media marketing has changed the landscape of marketing by putting us in the mix with photos from our block party, our cousin’s baby and other companies trying to reach people as well. What you have is an intermingled mixture of information that matters to you because of personal relationships, and information that matters to you because of commercial relationships. It’s not just Facebook, either. Twitter works the same way, as do YouTube, Instagram, Pinterest, e-mail, blogs, and podcasts, too. For the first time, companies have to compete on the very same turf as our family and friends, using the very same tools and technologies and media and messaging as consumers.

My wife doesn’t buy radio ads to try and get my attention. My friends don’t buy newspaper ads to make sure I know what’s going on this weekend. But the opposite is most definitely true. Companies are now invading the spaces and mechanisms that we’re using to connect personally. The companies that will connect are the ones that are a Youtility in the social space, providing massively useful information that people want to see.

If your company and its marketing are truly, inherently useful, your customers and prospective customer will keep you close, as they keep their friends and family close. Making your company useful without expectation of an immediate return is in direct opposition to the long standing principles of successful marketing, and that’s a good thing.

Excerpted from Youtility: Why Smart Marketing is About Help not Hype by Jay Baer. See for other resources.

jay baerJay Baer’s Bio: is a hype-free social media and content strategist & speaker, and author of the Amazon #1 bestseller, Youtility: Why Smart Marketing is About Help not Hype. Jay is the founder of and host of the Social Pros podcast.

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

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

Tags: marketing speaker, marketing strategy, marketing success, thought leadership marketing, social media, word of mouth marketing, marketing professional services, trusted advisor marketing, marketing expert, marketing professional services firms, marketing ideas, marketing strategist, social media marketing, becoming an expert

Marketing Coach: Well-Connected vs. Fearless

entrepreneur of 2013

As you may know, a wonderful team of small business experts and I are organizing the inaugural America Talks Business Conference coming up on July 25. (Conference info is here and you can still register with early bird savings here.)

One of our media partners is Entrepreneur Magazine. When I shared this news with my friend Dan Janal of PRLeads and, his first comment was, "Looks good. Congrats on getting Entrepreneur magazine. You are one well-connected guy!

I sent Dan back a note that said, "Not well-connected. Just fearless in asking."

And he closed out our email conversation with this brilliant observation: "Same thing, I guess!"


It is the same thing indeed.

So here are some questions for YOU: 

1. Who do YOU need to be well-connected to?

2. Who do you need to fearlessly ask for help?

3. What's stopping you from asking? 

4. What's the worst that could happen? 

5. What's the best that could happen? 

6. How much do you care about #4? 

7. How much do you want #5?

8. Is it time for YOU to do some fearless asking? 

p.s. The June 17 deadline is coming up for Entrepreneur Magazine's Entrepreneur of 2013 competition. You can't win if you don't enter. They are accepting applications for Entrepreneur of 2013, Emerging Entrepreneur of 2013 and College Entrepreneur of 2013. See if you qualify to join the ranks of other inspiring entrepreneurs: 

Tags: marketing speaker, marketing strategy, marketing success, consultant marketing, thought leadership marketing, conference, small business conference, trusted advisor marketing, entrepreneurship, small business marketing expert, marketing strategist, speaker marketing, small business marketing, doit marketing, do it marketing, small business marketing speaker, doitmarketing, small business marketing coach, conference speaker, business conference

Marketing Coach: You'll Do It When You're Tired

you'll do it when you're tired doitmarketing

"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

So what the hell are you supposed to do instead?

  • Launch!
  • Go!!
  • DO!!!
  • Kick ass
  • Take names
  • Leap - and the net will appear
  • Make it happen
  • Get off your buts
  • Climb in the cockpit
  • Strap in
  • Light the afterburners
  • Jump out of the plane
  • Figure out the rest on the way down
  • Yes, YOU!
  • Yes, really REALLY YOU!!!

Why am I telling you all this?

Well, because I'm kinda doing it myself...




The small business conference idea I had 10 years ago was a victim of a decade of noodling, doodling, planning, and dreaming.

Not any more.

Check it out: America Talks Business

Buy an early bird ticket. Share the web link with a friend. Bring a whole posse with you. 

Or don't.america talks business small crop

'Cuz we're gonna have an amazing entrepreneurial conference anyway. (It would just be a lot more fun with YOU there to take part.)

Bottom line: I got tired. I'm doing it. 

You can do it, too.

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 speaker, marketing strategy, marketing success, thought leadership marketing, business coaching, trusted advisor marketing, marketing professional services firms, marketing coaching, marketing coach, success tips, small business marketing, doit marketing, do it marketing, marketing tip, doitmarketing, business coach

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:

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

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

Do It! Marketing Podcast: Speaker Marketing with Jim Mathis

Do it marketing podcast logo

Late to the party but still ready to have fun... share smart marketing ideas... and put money in YOUR pocket...  

Please give a warm welcome to...

The Do It! Marketing podcast!!!

In this episode, my guest is author and professional speaker Jim Matthis. 

Jim is an international Certified Speaking Professional (CSP), business strategist and best-selling author. He helps business leaders who want to reinvent their businesses in changing economic climates.

Jim is also the author of the best-selling book: “Reinvention Made Easy: Change Your Strategy, Change Your Results,” and “Reinvention 101: Bold Ideas for Reinvention.”

Jim talks with me about the business of speaking AND how executives and entrepreneurs can punch through the noise and sell more effectively - even to prospects who are lazy, busy, and befuddled!

Listen in and then share YOUR advice, insights and recommendations in the COMMENTS area below... 

doitmarketing podcast

Tags: marketing for speakers, marketing speaker, marketing strategy, marketing success, marketing professional services, marketing expert, sales prospecting, marketing coaching, marketing coach, marketing strategist, marketing consultant, marketing for authors, doit marketing, do it marketing, doitmarketing, sales and marketing, marketing podcast