david newman 2014 canadian association of professional speakers convention

e: david@doitmarketing.com | p: 610.716.5984

Smart Start Strategies to Maximize Your Influence,

Impact, and Income

David Newman, CSP

e: david@doitmarketing.com | p: 610.716.5984

Your CAPS DDD Fortune Cookie

• You WILL be successful... • Just not in the way you think you will •  It’s NOT what you think it is •  It’s BIGGER than you think it is • You’re going to LOVE it!

e: david@doitmarketing.com | p: 610.716.5984

e: david@doitmarketing.com | p: 610.716.5984

e: david@doitmarketing.com | p: 610.716.5984

e: david@doitmarketing.com | p: 610.716.5984

Your notes will be about "YOUR BUSINESS - not my slides...

• Define • Organize •  Implement • Track

= = = =

Want to do it Will do it Do it! (V-N-D) Did you do it?

e: david@doitmarketing.com | p: 610.716.5984

Your notes will be about "YOUR BUSINESS - not my slides...

Ninja note taking: 1.  “Easily Doable” 2.  “Major Impact”

e: david@doitmarketing.com | p: 610.716.5984

1. Decide Who You Are

IT Security

Sales

Define

e: david@doitmarketing.com | p: 610.716.5984

2. Decide Who’s NOT for you

Define

e: david@doitmarketing.com | p: 610.716.5984

Specialty, Lens, Expertise,"Secret Sauce, FSB difference

Define

e: david@doitmarketing.com | p: 610.716.5984

3. Niche, target, focus

$$$

Sales

Sales prospecting

Sales prospecting by phone

Sales prospecting by phone in FS

Also niche by: �  Audience �  Industry �  Level �  Method �  Media

Define

e: david@doitmarketing.com | p: 610.716.5984

4. Learn to say NO – try it now! •  “You know, that’s really not my topic. I’m

probably not the best guy or gal to do that program for you.”

•  SECRET: The narrower your focus, "the more referrable you become!

Define

e: david@doitmarketing.com | p: 610.716.5984

Organize

5. Write a book (or not) Traditionally published book

Self-published book

Ebooks, booklets, special reports

Articles, audios, podcasts, etc.

e: david@doitmarketing.com | p: 610.716.5984

e: david@doitmarketing.com | p: 610.716.5984

Organize

6. Write/repurpose meaty content Chunk It Up & Down

Seminars into…

Articles into…

Ebooks into…

Audios into…

Books into…

Blogs into…

Podcasts into…

? ? ?

e: david@doitmarketing.com | p: 610.716.5984

7. No video beats a bad video

Organize

e: david@doitmarketing.com | p: 610.716.5984

>>> Video Pop Quiz! <<< What's the GOAL of a good speaker video? A.  To showcase my best material B.  To demonstrate strong audience reaction C.  To prove the buyer is not making a mistake D.  To share my signature story E.  To get buyers to hire me

Organize

e: david@doitmarketing.com | p: 610.716.5984

8. Refocus: Results & Relevance •  Motivating •  Inspiring •  Touching •  Laughed •  Cried •  Spilled my soda •  Milk came out my

nose

•  Results •  Outcomes •  Skills •  Tactics •  What to say •  How to say it •  What to do •  How to do it

•  In a recession •  When no one's

hiring •  During tough

times •  In a crisis

Organize

e: david@doitmarketing.com | p: 610.716.5984

9. Sales “A-ha!” Moment •  Don’t let your fee be the first number that

comes up in conversation •  Context of value and Contrast of scale

– Average salary of employees x How many – Average deal size –  Customer lifetime value –  1-2-5-10% increase/decrease in key areas – Opportunity cost: “Can you put a number on it?”

e: david@doitmarketing.com | p: 610.716.5984

“You’re gonna wanna buy this” • “Your fee is too high” • 3 Problems it’s NOT

– Not your fee – Not your program – Not their budget

•  Buy David’s cup: $5

e: david@doitmarketing.com | p: 610.716.5984

10. Referral template •  I’m looking to meet ______ •  Advice – Insights – Recommendations (AIR) •  Tell ‘em what to say/send (Referral Blurb) •  Three-way meetings •  Give, give, give

121 Rodney CircleBryn Mawr, PA 19010

david@doitmarketing.com610.716.5984

David Newman

Download your FREE Strategic Marketing eBook at

www.doitmarketing.com Track

e: david@doitmarketing.com | p: 610.716.5984

1. I’d like to put my professional network on LinkedIn at your disposal. After we connect, if there's someone to whom you'd like a personal introduction, just let me know. Thanks in advance.

2. I’m glad to be connected to you on LinkedIn and wanted to reach out to you personally. My expertise is in _______. If a brief conversation about your situation would be valuable, I’d be glad to brainstorm with you. [Name] [Phone]

11. LinkedIn Template

Track

e: david@doitmarketing.com | p: 610.716.5984

12. Email Template Hi [NAME], I'm not sure if you can help me, but I am hoping you might point me in the right direction. Would you happen to know who is responsible for selecting speakers for your 2015 Conference coming up in [MONTH]? I have a program titled, [TITLE] I am not sure if a high-energy [TOPIC] program like this is a good fit for your event (from what I saw on your website, I think it might be), and I would like to connect with the right person to find out. Any help you could provide would be greatly appreciated. Warmest regards, [YOUR NAME] Track

e: david@doitmarketing.com | p: 610.716.5984

13. Phone Call Template Hi Susan, This is David Newman. I speak to groups of [WHO] who want to [OUTCOME] and [RESULT]. I’m calling to see if a program like this might be valuable for your [members].

Track

Hi Susan, This is Jane Buck. I speak to groups of bankers who want to get more small business banking customers and boost both deposits and lending. I’m calling to see if a program like this might be valuable for your members. Hi Susan, This is Betsy Ross. I speak to groups of cancer patients who want to feel good and look great even during treatment. I’m calling to see if a program like this might be valuable for your patients and nurses.

e: david@doitmarketing.com | p: 610.716.5984

“Speaker” is a skill set"NOT a job description!

1. You are in the ____________ industry 2. Your job title is __ __ __ 3. Your focus is __ __ __ 4. Your guiding principle is...

Do WORK you love WITH those you love "and FOR those you love

Track

e: david@doitmarketing.com | p: 610.716.5984

Thank YOU!

• YOUR Biz Card = $47 product for FREE • Write on back: AUTHOR • Visit www.doitmarketing.com for more

"