Do It MarketingDo it! Marketing by David Newman

77 Instant-Action Ideas to Boost Sales, Maximize Profits, and Crush Your Competition
  • How to identify your ideal customer and market directly to their needs
  • How to use social media in a way that invites customers instead of turning them off
  • Why you should focus on selling to the customers you already have
  • How to change your marketing materials to focus on your customer, not on you

If you’ve been networking like crazy, cold calling till the cows come home, and getting pretty much zero results for your efforts, David Newman will be the first to tell you, you’re going about it all wrong. He explains why most conventional marketing wisdom is all wrong. It’s not about you, he says, it’s about them.

Instead of promoting yourself and your services, focus instead on “what problems your buyers are experiencing every day,” Newman advises. “Your product or service needs to offer an emotional relief from one or more of these problems.” Newman outlines strategies for increasing sales. Almost all of them come down to one very important thing: relationship building.

Do It! Marketing is loaded with worksheets, questionnaires, and even a step-by-step 21-day marketing launch plan to help you brainstorm about where your strengths are and how you can align those strengths with your customer’s most pressing needs and do so not as a salesperson but as an advisor they trust and are willing to pay for. Once you gain that trusted advisor status, money won’t even be an issue to clients anymore. Instead, they’ll just be “waiting to hear from you about what’s new, what you’re up to, and how you can help them.”

Really effective marketing language centers on speaking ‘prospect.’ That means using the right words that convey to prospects that you have the answers to their problems.