Book description
Get Clients Now! has helped thousands of independent professionals dramatically increase their client base. With this uniquely practical guide, it’s easy to replace scattershot marketing and networking efforts with proven and targeted tactics. Using a simple cookbook model, the book helps readers identify the ingredients missing from their current marketing activities, select the right strategies and tools from a menu of options, and create a completely customized action plan. A structured 28-day program then outlines exactly what they need to do to put it into action. Now fully updated, the third edition combines tried-and-true marketing practices with new ideas for reaching clients. Readers will learn:
• How to choose the best marketing tactics for their situation and personality
• Hands-on approaches for replacing unproductive cold-calling with the power of relationship marketing
• Online networking and prospecting, social media, and internet marketing strategies that really work
• Advice on integrating online and offline tactics
• Tips for dealing with fear, resistance, and procrastination
• And more. Complete with worksheets, exercises and all-new examples, Get Clients Now! remains the definitive guide on winning new business.
Table of contents
- Cover
- Title
- Copyright
- Contents
- Foreword by Jay Conrad Levinson
- Acknowledgments
- Introduction
-
Part I: The Setup
-
Chapter 1: What Really Works? Effective Marketing Strategies
- MARKETING MADE SIMPLE
- Marketing Is a System, Not an Event
- HOW THE PROGRAM WORKS
- Key Components of the Program
- Getting Help to Make It Happen
- Say It and You’ll Do It
- WHAT WORKS AND WHAT DOESN’T?
- It’s a Matter of Trust
- WHAT GOES INTO A STRATEGY?
- Tactics for Direct Contact and Follow-Up
- Tactics for Networking and Referral Building
- People Do Business with People
- Tactics for Public Speaking
- Tactics for Writing and Publicity
- Your Parents Love You, But Who Else?
- Tactics for Promotional Events
- Tactics for Advertising
- MAKING YOUR FIRST SELECTION
- Get Personal About Your Marketing
- BUT WHAT ABOUT SELLING?
- A WORD ABOUT TERMINOLOGY
-
Chapter 2: Where Do You Start? The Marketing and Sales Cycle
- THE UNIVERSAL MARKETING CYCLE
- Keep Your Prospects Cycling
- HOW DOES THE CYCLE WORK?
- Self-Promotion Serves Your Clients
- CHOOSING WHERE TO FOCUS
- Pick What’s in Front of You
- WHAT NEEDS THE MOST WORK?
- WHAT STRATEGIES SHOULD YOU USE?
- Keep the Pipeline Flowing
- FILLING OUT THE ACTION WORKSHEET
- No Marketing? No Business!
- Chapter 3: Where Are You Headed? Setting Your Sales and Marketing Goal
-
Chapter 1: What Really Works? Effective Marketing Strategies
-
Part II: The System
-
Chapter 4: What’s Stopping You? Selecting Your Success Ingredients
- WHAT ARE THE MISSING INGREDIENTS?
- SHOPPING FOR SUCCESS INGREDIENTS
- Using the “Black-Box” Principle
- Which Ingredients to Choose
- The Strategy Icons
- Bridging the Gap from Idea to Action
- EDITING YOUR SHOPPING LIST
- Make Your Projects Bite-Size
- SETTING TARGET COMPLETION DATES
- Climbing the Marketing Ladder
- QUANTIFYING YOUR SUCCESS INGREDIENTS
- Feel Better to Sell Better
-
Chapter 5: Here’s What to Do: Choosing from the Action Plan Menu
- WHERE DO THE CLIENTS COME FROM?
- Build a Fire Under It
- ORDERING FROM THE ACTION PLAN MENU
- It’s Okay to Be Yourself
- START WITH THE FUN STUFF
- Strength of Purpose Defeats Avoidance
- TIME FOR THE MAIN COURSE
- How to Make the Best Selections
- Nobody Wants a Drudger
- A WORD ABOUT CLOSING SALES
- Marketing Alone Won’t Do It
- WHAT IS GOING TO STOP YOU?
- Got Permission from a Rabbit
- Chapter 6: You’re Ready . . . Let’s Go! Putting the System into Action
-
Chapter 4: What’s Stopping You? Selecting Your Success Ingredients
-
Part III: The Strategies
-
Chapter 7: Filling the Pipeline: When You Don’t Know Enough People to Contact
- MAKING YOUR STRATEGIES WORK
- WHO BELONGS IN YOUR PIPELINE
- Ingredient: Description of Services
- Ingredient: Market Niche Definition
- A Bigger Pond Isn’t a Better Pond
- Ingredient: 10-Second Introduction
- Ingredient: Business Cards
- Ingredient: Self-Confidence Skills
- Get Your Confidence Rolling
- Ingredient: Website
- Climbing to the Top of Mt. Search Engine
- Ingredient: Social Media Profile/Page
- Recipe: Calling and Mailing
- Recipe: Meeting People in Person
- Recipe: Finding Prospects
- Get a List and Get Going
- A WORD ABOUT FEAR
- What You Miss When You Fear to Persist
- Recipe: Attending Live Events
- Recipe: Meeting People Online
- Adding More Links to Your Marketing Chain
- Recipe: Following Up with New Contacts
- Recipe: Networking with Referral Partners
- Reframing Can Lead to Referring
- Recipe: Learning to Speak in Public
- Recipe: Finding Places to Speak
- Recipe: Getting Booked as a Speaker
- Turn a Pack of Wolves into Purring Kittens
- Recipe: Writing Articles or Tips
- Virtual Customers Have Real Expectations
- Recipe: Publish Your Own Writing with a Blog
- Blogging that Makes Sense
- Recipe: Getting Media Publicity
- Making the News
- Recipe: Making Your Own News Online
- Recipe: Putting on a Show
- Recipe: Making Advertising Work
- Recipe: Distributing Flyers
- Ads Should Win Rewards, Not Awards
- Recipe: Sending Direct Mail by E-mail or Post
- Recipe: Display, Classified, and Calendar Advertising
- Recipe: Pay-per-Click Advertising
- Recipe: Broadcast and Webcast Advertising
- The More Things Change, the More They Stay the Same
-
Chapter 8: Following Up: When You Know Plenty of People but You’re Not Contacting Them
- IT’S SIMPLE, BUT NOT ALWAYS EASY
- Ingredient: Contact Management System
- Help, I’m Drowning in Details!
- Ingredient: 30-Second Commercial
- Ingredient: Brochure
- Ingredient: Marketing Kit
- What’s Different About You?
- Recipe: Calling and Mailing
- Recipe: Follow-Up Meetings
- Recipe: Follow-Up Mailings
- The Power of Postcards
- Recipe: Following Up by E-mail
- You’ll Sell More If You Don’t Sell Anything
- Turn Your Visitors into Subscribers
- Recipe: Following Up with Social Media and Online Communities
- Recipe: Strengthening Personal Connections
- ANOTHER WORD ABOUT FEAR
- Find a Fix for Your Discomfort
-
Chapter 9: Having Sales Conversations: When You’re Contacting People but Not Getting a Chance to Sell
- WHAT’S IN THE WAY?
- Recipe: Making the Pitch
- Prospects Are Also People
- Recipe: Qualifying Your Prospects
- If You Don’t Ask, You’re Selling in the Dark
- Recipe: Making Your Website a Better Sales Tool
- Ingredient: Professional Visibility
- Connecting with the Invisible
- Ingredient: Competitive Research
- Ingredients: Target Market Research and New Market Position
- Ingredients: Better Service Package and Narrower Focus of Services
- Know Yourself and You’ll Know Your Clients
- MORE WORDS ABOUT FEAR
-
Chapter 10: Closing Sales: When You’re Having Sales Conversations but Not Getting Sales
- THE FINAL FRONTIER
- Ingredient: Professional Credibility
- Ingredient: Testimonials or References
- Boost Credibility and You’ll Boost Sales
- Recipe: Changing Whom You Have Sales Conversations With
- Recipe: Scripting Your Sales Conversations
- Recipe: Adding Tangibility to Your Sales Conversations
- Make a Connection and You’ll Make the Sale
- Recipe: Making the Sale
- To Win More Sales, Try Being Yourself
- Recipe: Following Up
- A FINAL WORD ABOUT FEAR
- The Doorway to Freedom
-
Chapter 7: Filling the Pipeline: When You Don’t Know Enough People to Contact
- Index
Product information
- Title: Get Clients Now! (TM), 3rd Edition
- Author(s):
- Release date: May 2013
- Publisher(s): AMACOM
- ISBN: 9780814432464
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