Do It! Marketing Blog: Marketing for Smart People™

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...

After.

Ten.

Years. 

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

Top Business Book Review: Sell More Books

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 about your future.

This time, we take a look at a GREAT book recommendation if WRITING a non-fiction business book lies in YOUR future. 

Ready? Take a look...

What do you think? Please leave a COMMENT below to share your advice, insights and recommendations on this topic...

business book review

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

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... 

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, trusted advisor marketing, marketing for trainers, marketing coaching, small business marketing expert, marketing ideas, marketing coach, motivational speaker marketing, marketing consultant, small business marketing, marketing for authors, marketing for consultants, doit marketing, do it marketing, doitmarketing, small business marketing coach

Marketing Speaker: 9 Blogging Lessons from Woofie

woofie the wonder dog, doitmarketing, doit marketingAs you may know, my loyal Labrador Retriever, Woofie, works part-time as marketing dog here at Do It! Marketing HQ. 

Her website attracts a LOT of traffic and she gets some very nice inbound traction via email (at least for a dog!) 

Here are nine secrets to Woofie's online success - and perhaps some good ideas for YOU, too:

  1. Post regularly. She posts updates annually on her birthday (4/29) but the point is that her audience has come to EXPECT that. You should post more often - but with the same dogged consistency.
  2. Don't ask for much. Woofie shares her updates with enthusiasm and authenticity. She never sells. She never begs. She never whines. How about you?
  3. Be cute and relax. Woofie's main job with her web marketing is to be herself. Share what's interesting and important to her and her like-minded followers. Bacon. Cheese. Wagging. Tennis balls. 
  4. Let people come up to you first. Woofie has lots of ways to interact with her on her website. You can email her. You can follow her on Twitter, Facebook, or LinkedIn. She makes herself approachable and then lets her fans be in charge of getting in touch. 
  5. Photos - visuals sell. Her website is 80% photos and 20% text. As my pal Jay Baer, author of the great new book Youtility, likes to say, "Text is going away. Everything online is moving to photos and video."
  6. Let other people help you. Since Woofie has no opposable thumbs, she needs people to answer her email for her. That's where I come in. Folks email her. I respond, pointing out the fact that I'm responding on her behalf because of the whole thumbs problem. Generally, you'll do much better in business if you FLOP (Feature and Leverage Other People.)
  7. Make people feel better about themselves after engaging with you. 'Nuf said. 
  8. It's OK to be silly. Especially if you're a Labrador Retriever! And it's OK to be funny, human, and kind if you happen to be funny, human, or kind. 
  9. 10 kisses, one bark - keep it positive. Nobody like growling, barking and whining. Not from a dog. And not from a blog. And certainly not from an online expert, thought-leading professional, or entrepreneur like YOU.

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, consultant marketing, consulting firm marketing, marketing concept, thought leadership marketing, marketing professional services, trusted advisor marketing, marketing for trainers, marketing professional services firms, marketing coaching, marketing coach, marketing consultant, marketing for consultants, doit marketing, do it marketing, doitmarketing, content marketing, business blogging, conference speaker

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

Marketing Speaker: What's Your Mission Today?

doitmarketing marketing missionNope, this is NOT a post about that kind of soft, squishy "mission-vision" thing...

This post is about what's on your plate right now - today - right this minute. 

My friend, Jose Palomino, sent me an email this morning about some website tweaking that he's doing. He wrote, "Getting the timing right and the sliders to stop rotating after the final reveal is today's mission."

Bam - that was his ONE thing for today. Was he doing other tasks? You bet. Was he developing business, calling clients, following up on sales leads, and doing paperwork? Sure... but he also had his "mission" for the day. 

When it comes to being a small business owner, independent professional or speaker/consultant, you have a million things to do and a hundred priorities. 

Wouldn't having a SINGLE mission for the day be great? 

Well - you can. Many important tasks can be done in as little as 15 minutes -- and tackling ONE head-on might be exactly what you need to regain that most precious entrepreneurial asset - MOMENTUM.

Some examples to get you started: 

  • Revise your home page copy
  • Write an important email to a client or prospect
  • Send an invoice you've been proscrastinating on
  • Post a blog
  • Submit an article to a trade journal or industry publication
  • Respond to a media request
  • Send out your email newsletter
  • Circle back with a prospect who's on the fence
  • Clean up your LinkedIn profile
  • Post a long-overdue recommendation on LinkedIn
  • Send a thank-you note
  • Mail a book to a prospect, influencer or decision-maker
  • Pick up the phone and apologize to someone important
  • Ask for that referral you've been shy about pursuing
  • Contact that virtual assistant you've been thinking of hiring 
  • Post your internship job description with your local university
  • Begin a research file or a Google Doc for your next book
  • Make a list of 20 companies you'd like to do business with
  • Clear off your desk (you can do this in 5 min. if you create a file folder called "Crap from Desk" and today's date!)
  • Do a competitive sweep and see who's doing what in your industry so you can refresh your offerings
  • Shoot a 2-minute video and post it to YouTube
  • Buy my book and get $747 in bonuses right now (Shhh...)
  • Erase the whiteboard in your office and create a "fresh start"
  • Take yourself out to a coffee shop for a 2-hour strategic meeting with yourself, a legal pad, and a pack of Sharpies
  • Take a nature walk and bring your pocket audio recorder or smart phone to capture ideas
  • Reconnect with an old client, friend, or colleague
  • Write an amazon book review for a book you admire in your field
  • Call your tech wizard to fix a nagging technology problem you've been tolerating for way too long
  • Leave a 45-second voicemail for a client just to say how much you value your relationship with them
  • Visit your favorite bookstore or newsstand and buy a magazine to flip through for new business ideas
What's YOUR mission for today? 
 
Please share YOUR advice, insights and recommendations on this topic in the COMMENTS are below and...
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Tags: marketing speaker, marketing success, consulting firm marketing, thought leadership marketing, marketing professional services, professional services marketing, trusted advisor marketing, entrepreneurship, marketing coaching, productivity tips, professional speaker marketing, marketing coach, marketing strategist, success tips, small business marketing, doit marketing, do it marketing, marketing tip, doitmarketing, content marketing

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