Best Practices in Personal Marketing
for Professionals

TABLE OF CONTENTS

SECTION 1: Developing A Personal Marketing System

1. Attitude is the Foundation of Your Success

a) The Importance of “Right” Thinking
b) 3 Steps To Build The Mindset of a Champion

2. Focusing on Your Best Opportunities

a) The Practical Value of Focus
b) Where Will Your Business Come From?
c) Developing Your Personal Reputation Building Strategy
d) Seven Step Process To Disciplined Focus

3. Marketing to Existing Clients

a) Setting Client Marketing Priorities
b) Auditing The Quality Of Your Relationships
c) Packaging Your Services
d) Four Step Process To Client Marketing

4. Obtaining Quality Referrals

a) Why Don’t You Get More Referrals
b) Some Referral Truisms
c) How To Ask and Get Referrals

5. Marketing Inside Your Own Firm

a) Identifying Internal Allies
b) Building Joint Marketing Plans

6. Building Powerful Alliances

a)The Power Of Alliances
b) Building Fewer, But More Productive Alliances
c) Four Step Process To Building Powerful Alliances
d) Case Study For Building Alliances
e) Building Commitment

7. Aptitude For Developing An Effective Network

a) Business Is Relationship and Contact Sport
b) Building Personal Chemistry
c) Six Step Process To Develop Your Network
d) Tools To Support Your Networking

8. How To Use Public Speaking To Generate Leads

a) The Purpose Of Public Speaking
b) The Common Traps
c) Thirteen Step Process To Turn Speaking Opportunities Into Clients
d) How To Follow Up

9. How To Write Articles and Get Published

a) The Value Of Getting Published
b) How To Select Topics With Client Relevance
c) The Type Of Articles NOT To Write
d) Eight Step Process To Get Published
e) How To Re-Use Articles In Direct Marketing

10. Pulling It All Together Into Your Personal Business Building Plan

a) Diagnosing Your Current Business Development Performance
b) Creating Your Plan
c) Your Weekly To Do List
d) Reviewing Your Progress On A Monthly Basis