GET CLIENTS NOW! ™

1. GET CLIENTSNOW!™ A 28-Day Marketing Program for Professionals,Consultants & Coaches with Kim Avery

2. “TheSpirit has given each of us a special way of serving others” I Corinthians 12:7

3. What Works? • What really works to market your professional services? • And what doesn’t work so well? Referrals… networking… making contacts and following up… word of mouth Buying ads… boilerplate letters and emails… spending $$$ on promotions… waiting for the phone to ring

4. Effective Marketing Strategies 1. DIRECT CONTACT AND FOLLOW-UP 3. PUBLIC SPEAKING 5. PROMOTIONAL EVENTS VisibilityCredibility Outreach Visibility MOST EFFECTIVE LEAST EFFECTIVE OutreachCredibility VisibilityCredibility Visibility 2. NETWORKING AND REFERRAL BUILDING 4. WRITING AND PUBLICITY 6. ADVERTISING

5. 2. Networking and Referral Building 1. Direct Contact andFollow up 4. Writing and Publicity  3. Public Speaking  5. Promotional Events  6. Advertising What Will Work for You? • Which 2-4 strategies will you use this month?

6. The Universal Marketing Cycle Where are you stuck?  Filling the Pipeline  Following Up  Getting the Presentation  Closing the Sale

7. Where are You Stuck (cont.) • Filling the Pipeline – knowing enough people to contact • Following Up – contacting the people you already know • Getting Presentations – getting from follow-up to presentation • Closing Sales – getting from presentation to sale

8. Two Marketing Activities • Passive – Things we do to improve the quality of our business & marketing • Active – Things we do to meet & reach our target audience

9. What’s Missing? Passive Marketing – What’s Missing? • What are the missing ingredients? • Why can’t you ___________________ ? • Why aren’t you ___________________ ? • Why can’t you fill the pipeline? • “I’m not sure which clients to approach” • Why aren’t you filling the pipeline? • “I don’t know where to network”

10. Passive Success IngredientsTo Fill the Pipeline • Description of Services • Market niche definition • 10-second introduction • Business cards • Website • Prospect list • Lead sources • Networking venues • Referral partners • Networking skills • Web promotion strategy • Speaking venues • Writing venues • Article or query letter • Blog concept/topics

11. Marketing Action Plan: Part 1 Passive Marketing Plan - Part I Success Ingredients • ______________________________ • ______________________________ • ______________________________ By when: __________ By when: __________ By when: __________

12. Marketing Action Plan: Part 1 Passive Marketing Plan - Part I Success Ingredients • Market niche definition • Networking venues • 10-second introduction By when: 1/26/08 By when: 2/2/08 By when: 2/9/08 6/15/09 6/30/09 6/10/09

13. Active Marketing - What Will You Do? What Will You Do? Direct Contact and Follow-Up Public Speaking Networking and Referral Building Writing and Publicity • Remember the strategies you chose… …and where you said you were stuck • How can you __________________ using ________________________ ? • How can you fill the pipeline using networking and referral building?

14. Actively Fill the Pipeline Direct Contact • Spend 1 hour a day cold calling • Send letters or emails to 10 new people a week • Place warm calls to 3 prospects a week • Spend 1 hour each week researching leads

15. Actively Fill the Pipeline Network and Referral Building • Go to 1 networking event each week • Contact 2 potential referral partners each week • Have lunch or coffee with a colleague once per week • Make 2 message board posts per week • Make 1 new online community contact each week • Post a comment to someone else’s blog each week • Re-contact 3 former clients each week • Send an item of interest to 2 colleagues per week • Volunteer in a visible position once per week • Ask for a referral once per day • Give a referral once per week

16. Actively Fill the Pipeline Public Speaking • Contact 3 groups each week about speaking • Speak in front of a group once per week • Spend 1 hour each week promoting my speaking events Writing and Publicity • Do 1 thing to get my name in print each week • Post to my blog twice per week • Write one article or tip weekly • Find 1 new website to post my articles each week • Pitch 1 media outlet about interviewing me weekly • Request a link of someone else’s website weekly

17. What Will You do? • How can you fill the pipeline using direct contact and follow-up? • How can you fill the pipeline using public speaking? • How can you fill the pipeline using writing and publicity?

18. Marketing Action Plan: Part 2 Action Steps • ______________________________ • ______________________________ • ______________________________ How many/how often: __________ How many/how often: __________ How many/how often: __________

19. Marketing Action Plan: Part 2 Action Steps • Attend networking events • Place warm calls to prospects • Meet with referral partners How many/how often: 1 per week How many/how often: 2 per day How many/how often: 2 per week

20. Putting It All Together • It doesn’t matter so much what you choose as it does that you choose • Consistency and persistence will pay off better than occasional brilliance • The best way to stick to a plan is to share it with someone

21. Additional Resources • Take the Get Clients Now! program with [Your Name]. Visit www.yourwebsite.com • Subscribe to the free Get Clients Now! e-letter, or buy the Get Clients Now! book at www.getclientsnow.com Get Clients Now! Group Six Wednesdays @ 12:00 (ET) May 13th – June 17th 25% Discount

22. Additional Resources • Take the Get Clients Now! program with [Your Name]. Visit www.yourwebsite.com • Subscribe to the free Get Clients Now! e-letter, or buy the Get Clients Now! book at www.getclientsnow.com Questions