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					THE CREATIVE PROFESSIONAL’S
Marketing Plan
+calendar
STEP-BY-STEP MARKETING MACHINE




        2010
        BEGINNER PLAN
THE CREATIVE PROFESSIONAL’S
Marketing Plan
+calendar
STEP-BY-STEP MARKETING MACHINE




         2010
         BEGINNER PLAN

              CREATEd BY:

  Ilise Benun and Peleg Top
    With special thanks to deidre Rienzo
Copyright 2009-2010 Marketing Mentor, Ilise Benun.
You may use this document for your own purposes, but please do not share it with others.
They can purchase their own at the www.marketing-mentor-store.com
                     How to use your
                 Marketing Plan & calendar




You have so many options when it comes to marketing your business
that it’s easy to get overwhelmed. Which tools should you use? How
often? When is the best time to make phone calls? When’s best to
email? Should you be blogging? How many networking events should
you attend each month? And how the heck will you fit social networking in?

These and many more are the questions you’ve probably been asking
yourself.

Whether you are new to marketing, or you already have some marketing
in place, you probably realize by now that marketing is essential to the
success of your business. After all, without marketing, how will it thrive?

The answers are in your marketing plan. You need a plan that is not just
in your head, but on paper—a plan that will guide you through a year of
marketing, one day at a time, breaking out all the steps to follow. You
need a system in place, a process for contacting, mailing, following
up with both new and existing clients. It’s all about preparation and,
as Edna ‘E’ Mode in Disney’s The Incredibles, said, “Luck favors the
prepared.”

Without a plan, you’ll be haphazard in your efforts, and those efforts will
yield spotty results, at best. Without a plan, the Feast or Famine Syndrome
is always right around the bend. (Maybe you’ve already been there.)
But what if you don’t have a Marketing Plan? Or, worse yet, what if you
don’t know how to create one?

You hold in your hands the solution: the 2010 Grow Your Business Marketing
Plan + Calendar.

This combination Marketing Plan + Calendar will guide you through the
important basics of marketing that will work for your business in the year
ahead. The calendar can be easily tailored specifically to your needs, and
will result in a functional marketing machine that will attract new clients on
an ongoing basis and keep your pipeline full.

By working with this marketing plan, you’ll be surprised at what you can
accomplish in 12 months. Your business will grow, you will gain new
clients, you will make more money, and you will learn tools and strategies
that will benefit your success and profit for years to come.

Read this how-to article more than once, maybe even monthly over the
course of the year. You’ll be surprised at the new ideas that pop into your
head with some marketing experience under your belt.

Let’s get started.

Goals for the Year Ahead
List here 3-5 specific, quantifiable goals you’d like to reach this year. Make
sure they’re quantifiable, or else you won’t be able to tell whether you’ve
actually reached them. So instead of “get new clients,” write “get 5 new
clients in the travel industry.” Make sense?
   1.
   2.
   3.
   4.
   5.

How Much Marketing Should You Do?
This is a good question. First, know that the       Ideally, you should be
majority of your marketing will take more          investing 5–10% of your
time and effort than actual dollars, especially    pre-tax annual revenue
for those using the Beginner calendar. It’s       back into your marketing
most important to get the basic structure of      and 10–20% of your time
marketing in place, to set aside time for it,     for business development.
and to follow your marketing plan + calendar.
Start with a revenue goal for the year. We’ll use the example of $100,000
in gross revenues. If your average project fee is $10,000, it’s easy to figure
out that you need 10 projects at $10,000 to achieve your goal; half of those
projects could come from past or current clients and half could come from
new clients.

So, keeping in mind that not all proposals convert to actual projects, how many
proposals do you need to submit in order to yield those 10 projects? Then,
how many prospects do you need in order to yield X proposals? And how do
you break down your marketing tools and tasks in order to get X prospects in
your pipeline each month? How many prospects do you need to call and how
many events do you need to attend in order to reach the prospects who ask
you to submit X proposals? Veterans should be able to figure this out based
on past history; those just starting out will take the year to figure this out but
should start with an educated guess based on what is physically possible.

Building Your Marketing Machine—the engine of your system
Every successful business needs a strong marketing machine. A marketing
machine is a well-oiled system designed to get you the clients and the
projects you want. Once you put it in place, all you have to do is keep it
going and the prospects will start coming.

A marketing machine is made up of 3 things: a singular focus on a market,
3–5 carefully chosen marketing tools that work well together and the
attention of one person to keep the machine going.

First: Choose Your Market
Your marketing machine needs a focus on one market. That doesn’t mean
you will only work in one market or one industry. You are free to take
any work you want. But for the purposes of proactive marketing and to
streamline your efforts, you must be efficient with your time and money.
That’s why it’s best to start with one market, get the ball rolling, then add
additional markets later.

Using a variety of marketing tools within a single market means that your
prospects will see your message in more than one place—at a trade show,
in a publication they read, in their inbox, in the mailbox, on an industry
blog—and through repetition it will have a much stronger impact.

When it comes to choosing a market, start with what you know. A
marketing machine built on past experience will yield clients more quickly
than one you build from scratch.
Look first at the industries you’ve served in the past. For example, if you
worked in automotive, you can make a strong case for your experience
within that industry or, if that’s a conflict, you can approach the automotive
accessory industry or the aftermarket.

Because you’re already familiar with the needs of these markets, you’ll
build your marketing machine on a foundation of confidence, credibility
and samples to show prospective clients.

If you love housewares or travel and want to work in those industries
but have no experience, keep in mind that it will take longer to build the
machine: to make the connections, to create the work, to show that you
can do it, to get the jobs.

Which markets make the most sense for you? List a few possibilities if
you’re not sure:




Qualify Your Market
Before you begin your outreach, make sure the market you’ve chosen is
fertile ground for your services. To qualify the market, do some research on
the Internet or attend events where you can get answers to these questions:

1. What is the current state of this market? If it isn’t in a growth mode,
this may not be a good time to get in.



2. What is the size and type of projects available from this market?
Determine if you’re able to handle them profitably and if you would enjoy
the work.



3. Are other service providers like you already working in this market?
If the answer is “no,” there’s usually a good reason. The market may be
unwilling to pay for these services, or may not perceive a need for them.
If they don’t perceive the need, don’t waste your time trying to convince
them. Instead, choose a market that understands the value of your service
and is willing to pay for it.
Your Marketing Plan
You’ve done your research, you’ve narrowed your options and you’ve
finally chosen your market. Now what?

It’s time to find the actual people—to put names, phone numbers, email
addresses, and eventually faces, to your potential clients—to make them
real and to reach out to them. It’s time to implement your marketing tools.

The 5 Essential Marketing Tools
This marketing plan + calendar focuses on 5 essential marketing tools
(most of which cost more time than money) that, when integrated, will
bring you into contact with your ideal clients and will fuel your marketing
machine. They are:


   1.   Networking (in person and online)
   2.   Research Calling
   3.   Email Marketing
   4.   Marketing-smart Web site
   5.   Printed materials and samples

For 2010, we have also added a few online marketing tools that have
become popular recently. Depending on your market, they may be a good
addition to your plan without too much extra effort. Your initial marketing
efforts must include proactively reaching out to the prospects in your
chosen market. Both the Beginner Plan and the Advanced Plan integrate
all the tools. If your working with the Beginner Plan, you will probably have
more time than money. So you will lay the foundation in your chosen target
market with more time-intensive tools (networking and research calling);
those following the Advanced Plan, who have already set the foundation
and who should (ideally) have more money than time, will use more efficient
communication tools that reach more people with less effort (email and
direct mail). The Advanced Plan goes even further, adding publicity, article
writing and speaking to the list of tools.

1. Weekly Networking
Meeting your prospects in person is, hands down, one of the best ways to
make a strong impression, to find out what they need and get their contact
information. And yet, so many people don’t want to leave their offices or
studios to find the places where their prospects gather.
At the beginning when you have more time than work, you should attend
one networking event per week to meet your prospects. Don’t rush to
join an association or group until you’ve attended a few meetings and
feel confident this is the place to find and get to know your target market.
Then, once a member, continue attending meetings but also volunteer
to join a project or committee. This level of participation is necessary
because it is only by seeing you in action that these prospects will get to
know you and your work.

Find 2-3 groups or organizations that might suit your networking needs:
    1.

    2.

    3.
What About Online Networking?
In today’s marketplace, online networking is becoming an important tool for
small business owners. It’s a way to connect with both local and far-flung
prospects and colleagues. It can also help you stay abreast of what’s going
on in your industry. A few online networking sites to consider are Biznik.
com, Facebook.com, LinkedIn.com, Twitter.com. There are also blogs,
listservs, and discussion boards specific to each market. Your job is to find
the ones for the market you’re targeting so you can follow and contribute. If
nothing else, as an independent professional, you should have a profile on
both LinkedIn.com and Biznik.com.

Beyond that, how much online networking you do will depend on the degree
to which your own prospects are using those tools. If, for example, you
are targeting a youth-oriented market, it’s likely there will be more online
activity than another, less online-savvy market (although there are fewer
and fewer of those). It is important to get involved in your online networking
community, it’s just a question of how much and that may change from
week to week. Either way, it’s sure to strengthen your business.

2. Daily Research Calls
When calling prospects, your first call is actually a research call, not a
sales call. Here’s what you want to find out:

    If they have a need for your services
    With whom you should speak (who makes the decisions)
    If they’re happy with the resource or company they’re currently working with
    If not, why not?
Guidelines for simple script for an introductory call
Just replace your own specifics in the parentheses and you have your own
customized script!

 1. Who you are: Hi, this is (your name) and I (write direct response copy).
 You don’t know me but I see your name here in the directory of the (NJ
 Business Marketing Association). I’m a member too. Do you have a
 moment to chat?

Wait for them to give you permission to continue or find out when it’s best
to call back.

 2. What you do and what you’re trying to find out: I work with
 (healthcare companies on their direct response marketing). You may
 not be the right person to speak with but I’m wondering if you work with
 (outside copywriters)? (If not, who does?)
Wait for response. If they seem at all positive or open, make your offer to send
materials. If they say yes, get their address. Then, make one more offer:
 3. Next step: One more thing: We publish a free monthly ezine about (direct
  response for healthcare companies). It’s a great way to stay in touch and I’d
  be happy to add you to the list. The next one will go out soon. Would you like
  to get that? If so, what’s your email address?

If you don’t get through, yes, you should leave a voice mail message:

      Hi, I’m (your name) and you don’t know me but I work with
      companies like yours (drop names here) on (direct response
      marketing for healthcare companies). I am trying to find out
      if you work with (outside copywriters). Here’s my phone (your
      phone number) number and I will try to reach you again. You
      can also find us online at (spell out your web address here.)
      And if you’re not the right person, I’d appreciate it if you point
      me in the right direction. Thanks so much.

3. Monthly Email Marketing
The only way to stay in touch with everyone in your network is with a regular
marketing vehicle—something you do like clockwork, monthly (or at least
quarterly), and for which you don’t have to reinvent the wheel every time.
An email marketing campaign
                                 CAll FIRST OR SEND FIRST?
is ideal here. It allows
                                 Should you call your prospects before sending
you to keep your visibility      them something, or send them something and then
high, showcase your work,        call? A debate rages on this question. There is no
share your knowledge             right answer, but here are some guidelines:
and build credibility, while     Call first…If you don’t have the name of the person
                                 who buys the services you are selling, always make
also spreading the word
                                 a research call first to get that information. You’ll
about your services and
                                 never be able to follow up on a letter sent via snail
distinguishing you from the      mail to a title, like “Corporate Marketing Director.”
competition. Email marketing     Call first…If you do have a contact name but no
also drives traffic to your web  connection to the person, you should also call first
site in a much more reliable     to make sure that person is a qualified prospect for
                                 your services. If they’re not and you send them an
and controllable way than
                                 expensive package (or even a simple letter), you’ve
search engines. And best of
                                 wasted much more time than you would have spent
all, email serves as a prompt    making the initial research call.
for your recipients. When they Send first…The only time to send something first is:
get a message from you, it       • when you have the name of someone you are
encourages them to respond.      absolutely sure buys your services
                                 AND
Be sure to check out www.
                                 • you have a fabulous marketing piece that will
MyEmma.com as your email
                                 really stand out from the clutter
marketing system. It’s what
we use (and love) here at
Marketing Mentor. In fact, we love them so much we have a partnership
with them that allows you to simply mention “Marketing Mentor” and you
get 20% off everything from “Emma.”

4. Your Marketing-Smart Website
In 2010, to be taken seriously as a business, you must have an online
presence, ideally your own web site or blog that provides examples of
your work and information about you. Beyond that, a “marketing-smart”
web site is one that allows your prospects to find you easily and realize
right away that you can help. That means the homepage conveys this
simple message: “Are you (this person with (this problem)? If so, we can
help. Here’s how…”


As for search engine placement, while there are no sure fire ways to get
you top placement in the search engines without paying for advertising,
there are a few basics to keep in mind that will increase your rankings.
The more information you have within your website, the easier it will be for
the search engines to find you.
Also, be sure to:
    1. Use descriptive text (not just images) throughout your website
   2. Have title tags and meta tags in the HTML code that describe
      your business and include important keywords that prospective
      clients might search for.
   3. Build a links page with relevant links. Exchange links as often as
      possible with other web sites that serve a similar market and
      complement your services.
   4. Officially submit your website to the search engines. It’s free to
      submit to Google and Yahoo yourself. Submit your website to each
      search engine individually instead of automatically submitting it to
      numerous search engines at once.

5. Printed materials or samples
Once you’ve qualified a prospect and established interest, you need
something to send when they say, “Yes, I’d like to know more.” You need
something to land with a thud on their desk or to leave behind when you
meet. They may ask you to send samples or examples via email, which
you should definitely do. But even so, be sure to get the physical mailing
address and send something they will be able to see more clearly. A
tangible, printed brochure or actual samples of something you’ve written
or designed is so much more effective (and less ephemeral) than anything
you send via email. They can hold it in their hands, look at it up close and
get a much stronger sense of your capabilities, even if what you’re offering
is web-based.

Ongoing Follow Up
Statistics vary on how many marketing efforts—or “touches”—it takes
to turn a new prospect into a client, but the average is more than 5,
sometimes as many as nine. That’s right—you may need to reach out, 9
times with one tool or another, educating your market about how you can
help them, reminding them that you exist, helping them get to know you
and building trust, before they sign on the dotted line. That’s why follow up
must be the engine of your marketing machine.

There are two main types: follow up to the individual prospects who respond
to your proactive efforts, and ongoing “auto-drip” follow up to your network
of prospects, clients and referral sources. Both are important.
Email is the ideal follow up tool for individual prospects. After an initial
conversation or meeting, make it a point to follow up right away. Build
on the momentum of your freshness in their mind by sending an email
message in which you thank them for their time and express your
eagerness to work together. Briefly reiterate your understanding of their
challenge and refer to an experience in your background that shows you
are the right resource to help them.

If too much time passes before you follow up, sometimes even a day or
two, the conversation may slip into the recesses of their mind, or blur with
that of others like you, and therefore won’t make as strong of an impact.

Here is an example of a follow up message sent by cartoonist, Lloyd
Dangle, creator of Troubletown, after he met a prospect at the Licensing
Show in New York:

   Subject line: CORPORATE SLIME = CANDY?
   Dear Steven,
   No, I’m NOT calling YOU corporate slime! I’m writing to remind you of
   the design of a greedy, power-mad suit that you saw—and expressed
   interest in—at the Licensing Show.

   My notes say that your reaction was, “YOWEEEE! I could make candy
   out of that.” (I added the YOWEEEE myself; you didn’t actually say that.)

   I’m reaching out to you to see if we might make this or another project
   happen some time soon. I want to pitch you ideas but only in a
   productive way that suits you. Please let me know which you prefer:

   • Email me samples
   • Mail me samples
   • Call me at around __________ am/pm
   • The time of year we look at designs is:
      a) anytime, b): ____________
   • Other:
   • No thanks you’re not the kind of SLIME we work with here.

   Thank you for your time, and keep an eye on your snail mail for
   something from me soon.
   Sincerely,
   Lloyd Dangle
Notice how, in this follow up email message, Dangle reminds his prospect
of his interest, expresses his eagerness to work together and then asks
how he should stay in touch.

Asking a question is a good strategy because it gives your prospect
something specific to respond to, rather than the usual, “Hope to hear
from you…”

How Often Should You Follow Up?
The main reason most people fail in the follow up arena is because they
give up too soon—way too soon. They don’t want to be perceived as a
pest and therefore stop reaching out.

How hard should you push? How many times should you reach out?
How often?

There are no rules, of course. Everyone has their own preference and you
should ask each of your prospects what they prefer. But when in doubt,
err on the side of too much contact, rather than too little, because what
may feel like a lot to you probably isn’t much at all. If you have targeted
properly and the people you’re calling do buy services like yours, they will
expect you to keep in touch—some of them may even want you to.

Using The Beginner Plan
Whether you are just starting your own full-time business or introducing
your services to a brand new market, you’ll need to spend more time than
money on your marketing in order to establish a presence in that market and
plant the seeds for your new relationships to grow. In fact, when you don’t
have many clients, then your “work” is your marketing. It’s what you get up
in the morning to do. It’s your project when you sit down at your desk. Little
by little, as clients start to say “yes,” some (but certainly not all) marketing
activities are replaced by client work. But no matter what size your business,
10–20% of your time should be invested in business development. (10% as
a minimum when things are busy; 20% when things slow down.)

Here’s what you need to have in place:
• Your goals (e.g. $100,000 in gross revenue for the year = 10 X $10,000
  projects for 2009)
• Your target market located through research. You’ve found the online
  and offline publications they read and you’ve subscribed to them.
  You’ve located trade groups that bring your prospects together in
  person and/or online.
• Basic Marketing Materials. You’ve chosen a business name, created
  your corporate identity and, ideally, launched your web site.

You can’t do cost effective marketing without systems in place. So before
starting your first month, take time to:
• Create or update your database of prospects, clients, colleagues,
    vendors and anyone else who needs to know about your work
• Install contact management software (such as ACT or Daylite or web-
    based Highrise from 37signals.com) to keep track of your marketing efforts.
Since you’re getting started in a new market, research calls and
networking are the most effective marketing tools to bring you into direct
contact with your prospects. When you don’t have a lot of samples to
show or experience to fall back on, your personal presence will carry a lot
of weight. It’s essential to make a strong first impression and then build on
it by showing how professional and reliable you are.


The first 3 months of the year will be spent laying the foundation for your
marketing plan, developing the script you’ll use to introduce yourself to
prospects via email and the phone, creating the promotional materials
you’ll send when an interested prospect says, “Let me see your stuff.”
The Beginner Marketing Plan + Calendar will guide you every step of the
way to implementing a successful marketing plan for your business.

Get Ready, Get Set…
Organized marketing efforts will ensure that you are more efficient and
waste less time in the year ahead. It will help you attract new clients and
grow your business, all with a calendar that provides the structure you
need. You’ve learned a lot already, and remember, this plan + calendar will
help make this process extremely easy. All you do is plug in your specifics,
then follow the plan. But you must follow the plan. If this plan gets lots in a
pile of papers, it won’t do you any good.

The fact is, with a little structure and some effort, you can implement a
winning marketing plan into your business. Your business deserves it,
and so do you! Everything you need is right here at your fingertips, and a
successful 2009 is on the horizon. Good luck, and happy marketing!

And if you need help staying on track, call Marketing Mentor (201) 653-
0783
or visit us online: www.marketing-mentor.com. Sign up for Quick Tips
and Biz Bits for some ongoing motivation, and visit our blog at
www.marketingmixblog.com to share your ideas and contributions.
NEED HELP STAYING ON TRACk?
If reading this isn’t enough, and you’d like some help staying
accountable and on track with your marketing, join the Marketing
Plan Group, a virtual group mentoring experience that will teach
you the 5 most effective and least expensive marketing tools (the
ones outlined here in the Marketing Plan + Calendar), while giving
you help and support from an expert and your creative colleagues
as you build your business.

The groups meet via 60-minute conference call every two weeks,
with buddy calls on alternate weeks. There is a group starting
every month.

For details and dates, check:
http://www.marketing-mentor.com/html/marketingplangroups.html

Read about one participant’s experiences:
http://www.marketingmixblog.com/marketing-plan-group-journal/
                HOLIDAY & SEASONAL
                 MARkETING PIECES
It’s important to stand out from your competition, and one of the best ways
to do that is by catering your marketing pieces to the time of year.
Sending out a seasonal piece will be a welcome addition to your clients’
mailbox—and it will stand out from the other mail. It demonstrates that
you are current, and that you plan ahead. Many business owners send out
holiday cards in December, but not many send a piece for Valentine’s Day or
4th of July. It’s unique, thoughtful, and it will get noticed.
Throughout the year you can produce a number of marketing pieces to send
to current and potential clients. Take a minute now to fill in the following
seasonal promotions into your marketing plan calendar so you can plan for
them in advance:
    o Valentine’s Day               o Autumn
    o Saint Patrick’s Day           o Halloween
    o Spring                        o Thanksgiving
    o Summer                        o Winter
    o 4th of July                   o December Holidays

And some more obscure (but fun!) holidays that are sure to get your clients
attention!

    o Compliment Day (Jan 24th)
    o National Tortilla Chip Day (Feb 24th)
    o Plant a Flower Day (March 12th)
    o Draw a Picture of a Bird Day (Apr 8th)
    o Lucky Penny Day (May 23rd)
    o Take Your Dog to Work Day (June 23rd)
    o Chocolate Day (July 7th)
    o Bad Poetry Day (Aug 18th)
    o International Talk Like a Pirate Day (Sept 19th)
    o World Smile Day (Oct 7th)
    o Sandwich Day (Nov 3rd)
    o National Chocolate Covered Anything Day (Dec 16th)
     CHOOSE YOUR OWN ADVENTURE
If you find that you’ve already completed one of the tasks for a certain
month, here are some other marketing tasks that you can do instead.


1. SET UP A BlOG FOR YOUR BUSINESS
Not sure if blogging is for you? Check out Ilise’s article, “Should you blog or
do email marketing?” on Biznik at: http://biznik.com/articles/should-you-do-
a-blog-or-email-marketing
Week 1: Research other blogs.
Week 2: Use Wordpress, Blogspot, or Typepad to set up your blog.
Week 3: Write and post your first entry.
Week 4: Promote the blog via e-mail newsletter, social networking, & add a
        link from your website.
*If you set up a blog, remember to add “blogging” to your checklist.



2. CREATE YOUR SOCIAl NETWORkING PROFIlE ON _________________
LinkedIn, Biznik, Twitter and Facebook are all useful social networking
websites that can help you get your business out there. But only if you’re
using them! If you’re ready to start social networking, this project is for you.
Want to know more about social networking? Take a look at “Common
Sense Social Media Strategies for Small Businesses,” by Shannon Evans,
on Biznik at: http://biznik.com/articles/common-sense-social-media-
marketing-strategies-for-small-businesses
Week 1: Research the social networking profiles of your competitors. Find
        out what works and what doesn’t.
Week 2: Write your profile.
Week 3: Post your profile and picture.
Week 4: Start growing your network.


3. SEND OUT A SEASONAl MAIlING OR EMAIl
Sending out a seasonal piece will be a welcome addition to your clients’
mailbox—and it will stand out from the other mail. Many business owners
send out holiday cards in December, but not many send a piece for
Valentine’s Day or 4th of July. It’s unique, thoughtful, and it will get noticed.
Not sure which holiday to focus on? Flip back one page for “Holiday &
Seasonal Marketing” ideas.
Week 1: Choose your holiday or seasonal mailing. Conceptualize a
        marketing piece, mailing or email newsletter.
Week 2: Create content for seasonal piece.
Week 3: Design or Layout seasonal piece.
Week 4: Proof, get feedback, (print, if necessary) and send.




                           RESOURCES

                          Are you connecting with your clients and
                         prospects in style? Send your email newsletters
and tips with Emma and enjoy a 20% discount from your monthly members
hip. Use code MM0701 when you sign up and mention Marketing Mentor!
And check out their special discount for startups. You may qualify.
www.myemma.com




                      	
   love Audio Acrobat. It lets us record tips and phone
                           You can make a much stronger impression if your
                           prospects actually hear your voice. That’s why we

calls and make them available on a website or via email. It can do much
more, too. Check it out. www.audioacrobat.com

                       We highly recommended web-based software for
                       tracking contacts, leads and customers (from
                       37signals.com) www.highrisehq.com

                       Online time tracking software, timesheet & time
                       management software. www.functionfox.com

For more recommendations, visit our website at:
http://www.marketing-mentor.com/html/partners.html
          RECOMMENDED READING
1. The Designer’s Guide To Marketing And Pricing: How To Win Clients And
   What To Charge Them by Ilise Benun and Peleg Top
2. The Big Book of Self Promotion by Suzanna Mw Stephens
3. Designing for the Greater Good: The Best in Cause-Related Marketing
   and Nonprofit Design by Peleg Top and Jonathan Cleveland
4. Self-employed Tax Solutions: Quick, Simple, Money-Saving, Audit-Proof
   Tax and Recordkeeping Basics for the Independent Professional by June
   Walker
5. The E-Myth Revisited: Why Most Small Businesses Don’t Work and What
   to Do About It by Michael E. Gerber
6. Self-Promotion for the Creative Person: Get the Word Out About Who
   You Are and What You Do by Lee Silber
7. The Creative Business Guide to Running a Graphic Design Business
   (Revised) by Cameron S. Foote
8. Never Eat Alone: And Other Secrets to Success, One Relationship at a
   Time by keith Ferrazzi and Tahl Raz
9. Don’t Make Me Think: A Common Sense Approach to Web Usability,
   2nd Edition by Steve krug
10. The Tipping Point: How Little Things Can Make a Big Difference by
    Malcolm Gladwell
For more recommendations, visit our website at:
http://www.marketing-mentor.com/html/books.html
NEW IDEAS &   Doodles
                                              JAN 10
January
S      M     T      W      Th     F      S
                                  1      2
3      4     5      6      7      8      9
10     11    12     13     14     15     16
17     18    19     20     21     22     23
       25    26     27     28     29     30




                                                  THIS MONTH’S FOCUS
     Get Started!
     Start your Marketing Machine by choosing a market. Then, start building
     a database of prospects/clients and familiarize yourself with the resources
     available through that market. What do they read (blogs, online newsletters,
     offline publications, etc)? Where do they go? What events can you attend?

                                                   TIP OF THE MONTH

      WElCOME TO THE NEW YEAR!
      While you are probably ready to hit the ground running, it’s also important to
      have a strong foundation for the year ahead. Here’s what we recommend so
      that 2010 will be as productive as possible:
                  • Install time tracking software, such as Timefox to keep track of
                    your actual time spent on jobs (and mention Marketing Mentor
                    for a discount).
                  • Create or update your database of prospects, clients, colleagues,
                    vendors and anyone else who needs to stay abreast of what
                    you’re doing. Weed out the prospects who no longer fit your criteria
                    for “best prospects” and take some time to research more who
                    resemble your “ideal client” profile.
                  • Install contact management software — such as ACT for PC users,
                    Daylite for Mac users or web-based Highrise — to keep track of
                    your marketing efforts.

                                        NOTES & EVENTS TO ATTEND




© w w w. m a r k e t i n g - m e n t o r. c o m
                               THIS WEEk

Choosing Your Market: Identify 3 possible markets before you choose
the one you’ll focus on. Research trade associations for all 3 groups.

    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites

         Attend an event
                                          Post on 1 (or more) industry
                                          blog/site
         Follow up calls/messages
         to new contacts                  Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
January                            February

                                                                          1/4–1/8
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                         1    2         1    2    3    4    5    6
3    4    5    6    7    8    9    7    8    9    10   11   12   13
10   11   12   13   14   15   16   14   15   16   17   18   19   20
17   18
     25
          19
          26
               20
               27
                    21
                    28
                         22
                         29
                              23
                              30
                                   21
                                   28
                                        22   23   24   25   26   27
                                                                      JAN 2010


    4
    Monday                                                            I DID MY MARKETING TODAY




    5
    Tuesday                                                           I DID MY MARKETING TODAY




    6
    Wednesday                                                         I DID MY MARKETING TODAY




    7
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    8
    Friday                                                            I DID MY MARKETING TODAY
                              THIS WEEk

Choosing Your Market: Find events (conferences, trade shows, local
chapter meetings) for all 3 groups.

    WEEkLY CHECkLIST                      DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites

        Attend an event
                                         Post on 1 (or more) industry
                                         blog/site
        Follow up calls/messages
        to new contacts                  Identify 3 new prospects

        Schedule next week’s
        event

    YOUR PIPELINE

        Follow up outstanding
        proposals
        Call 2 existing clients to
        check in


 HOT LEADS AND PROSPECTS
January                            February

                                                                       1/11–1/15
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                         1    2         1    2    3    4    5    6
3    4    5    6    7    8    9    7    8    9    10   11   12   13
10   11   12   13   14   15   16   14   15   16   17   18   19   20
17   18
     25
          19
          26
               20
               27
                    21
                    28
                         22
                         29
                              23
                              30
                                   21
                                   28
                                        22   23   24   25   26   27
                                                                      JAN 2010


11  Monday                                                            I DID MY MARKETING TODAY




12  Tuesday                                                           I DID MY MARKETING TODAY




13  Wednesday                                                         I DID MY MARKETING TODAY




14  Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




15  Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Choosing Your Market: Find available list sources and directories for
all 3 groups.

    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites

         Attend an event
                                          Post on 1 (or more) industry
                                          blog/site
         Follow up calls/messages
         to new contacts                  Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
January                            February
                                                                         1/19–1/23
                                                                       1/18–1/22
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                         1    2         1    2    3    4    5    6
3    4    5    6    7    8    9    7    8    9    10   11   12   13
10   11   12   13   14   15   16   14   15   16   17   18   19   20
17   18
     25
          19
          26
               20
               27
                    21
                    28
                         22
                         29
                              23
                              30
                                   21
                                   28
                                        22   23   24   25   26   27
                                                                      JAN 2010
    Martin Luther king, Jr. Day



    18
    Monday                                                            I DID MY MARKETING TODAY




    19
    Tuesday                                                           I DID MY MARKETING TODAY




    20
    Wednesday                                                         I DID MY MARKETING TODAY




    21
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    22
    Friday                                                            I DID MY MARKETING TODAY
                              THIS WEEk
Choosing Your Market: Assess all the information you’ve gathered and,
based on which has the most and best resources available, choose one
as your target market.

    WEEkLY CHECkLIST                      DAILY CHECkLIST

    NETWORkING                          Read industry blogs/sites

        Attend an event
                                        Post on 1 (or more) industry
                                        blog/site
        Follow up calls/messages
        to new contacts                 Identify 3 new prospects

        Schedule next week’s
        event

    YOUR PIPELINE

        Follow up outstanding
        proposals
        Call 2 existing clients to
        check in


 HOT LEADS AND PROSPECTS
January                            February

                                                                       1/25–1/29
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                         1    2         1    2    3    4    5    6
3    4    5    6    7    8    9    7    8    9    10   11   12   13
10   11   12   13   14   15   16   14   15   16   17   18   19   20
17   18
     25
          19
          26
               20
               27
                    21
                    28
                         22
                         29
                              23
                              30
                                   21
                                   28
                                        22   23   24   25   26   27
                                                                      JAN 2010


    25
    Monday                                                            I DID MY MARKETING TODAY




    26
    Tuesday                                                           I DID MY MARKETING TODAY




    27
    Wednesday                                                         I DID MY MARKETING TODAY




    28
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    29
    Friday                                                            I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
             WHEN IS IT TOO LATE TO FOLLOW UP?

The simple answer is: never.

Follow up is the key to growing your business. When and how you do it
is up to you but you can always do it. There’s no time limit or statute of
limitations on follow up. It’s better to do sooner rather than later, but it’s
never too late.

The amount of time that has passed will simply determine what you say and
how you say it. If it’s been a while, you’ll need to remind them who you are
and what you talked about.

For example, if you met someone last month at a luncheon and haven’t
followed up yet, there’s no need to feel bad or to apologize. Simply say,
“I can’t believe it’s already been a month since we met. I’m finally catching
up on my follow up and wanted to be sure and let you know how much
 I enjoyed our conversation, etc.”

Even if you met someone last year, you can still follow up – it’s just that you
may need to remind them who you are. Say something like, “I just found
your card buried under a stack of papers from last year and I hope you
remember me. We met at the NIRI Conference and I was wearing the bright
orange shirt and we talked about chocolate and the Scarsdale Diet.”

This is where those notes on the back of the card come in handy, as well as
the strategy that has you wearing something unusual that you will be able
to refer to perhaps forever (if it’s unusual enough).

And notice that there is no apology anywhere. Unless you promised to
get back to them with some information and didn’t (in which case, it is
appropriate to apologize), you really don’t need to say you’re sorry. After
all, they haven’t followed up with you either.

And even if they have, we are so barraged with messages that people are
much more forgiving if one slips through the cracks. Your job in reaching
out is to fill in those cracks.
                                                  NOTES & IDEAS




© w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                              FEB 10
February
S      M     T      W      Th     F      S
       1     2      3      4      5      6
7      8     9      10     11     12     13
14     15    16     17     18     19     20
21     22    23     24     25     26     27
28




                                                  THIS MONTH’S FOCUS
     CREATE YOUR ONlINE PRESENCE
     This month you will create online profiles and begin developing your “marketing-
     smart” website that focuses on your prospect, ideally those in your chosen target
     market. Your homepage should convey this message: “Are you this person with this
     problem? If so, we can help. Here’s how.” (Thanks to The Communicatrix for this
     fabulous formula.)

                                                   TIP OF THE MONTH
     YOUR HOMEPAGE IS NOT ABOUT YOU
     So many homepages we see don’t make us want to dig deeper into a web
     site. They’re cluttered, text-heavy and they go on and on about the person
     or the business.
     What’s wrong with that, you might wonder? Well, they leave out the most
     important piece of information — how the business can help the visitor.
     We know it seems strange, but don’t focus your homepage on you and
     your services. This is not the place. This can be done a level or two deeper
     into the site. Focus instead on the visitor’s problems. Your homepage is
     where you must make a compelling case for the benefits of choosing you
     over your competition.

                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                               THIS WEEk

Create Your Online Presence: Create your profile on LinkedIn, Facebook
and any other social networking sites that are relevant to your market.

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites

         Attend an event
                                         Post on 1 (or more) industry
                                         blog/site
         Follow up calls/messages
         to new contacts                 Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
February                           March

                                                                          2/1–2/5
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

     1    2    3    4    5    6         1    2    3    4    5    6
7    8    9    10   11   12   13   7    8    9    10   11   12   13
14   15   16   17   18   19   20   14   15   16   17   18   19   20
21
28
     22   23   24   25   26   27   21
                                   28
                                        22
                                        29
                                             23
                                             30
                                                  24
                                                  31
                                                       25   26   27
                                                                      FEB 2010


    1
    Monday                                                            I DID MY MARKETING TODAY




    2
    Tuesday                                                           I DID MY MARKETING TODAY




    3
    Wednesday                                                         I DID MY MARKETING TODAY




    4
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    5
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk
Create Your Online Presence: Research other web sites and analyze what
works and what doesn’t for each. Then decide which ones to use as
models for your own. Then, outline the pages you will have on your site.

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites

         Attend an event
                                          Post on 1 (or more) industry
                                          blog/site
         Follow up calls/messages
         to new contacts                  Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
February                           March

                                                                         2/8–2/12
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

     1    2    3    4    5    6         1    2    3    4    5    6
7    8    9    10   11   12   13   7    8    9    10   11   12   13
14   15   16   17   18   19   20   14   15   16   17   18   19   20
21
28
     22   23   24   25   26   27   21
                                   28
                                        22
                                        29
                                             23
                                             30
                                                  24
                                                  31
                                                       25   26   27
                                                                      FEB 2010


8   Monday                                                            I DID MY MARKETING TODAY




9   Tuesday                                                           I DID MY MARKETING TODAY




10  Wednesday                                                         I DID MY MARKETING TODAY




11  Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




12  Friday                                                            I DID MY MARKETING TODAY
                              THIS WEEk

Create Your Online Presence: Draft the copy for each page and choose
the images to include

    WEEkLY CHECkLIST                      DAILY CHECkLIST

    NETWORkING                          Read industry blogs/sites

        Attend an event
                                        Post on 1 (or more) industry
                                        blog/site
        Follow up calls/messages
        to new contacts                 Identify 3 new prospects

        Schedule next week’s
        event

    YOUR PIPELINE

        Follow up outstanding
        proposals
        Call 2 existing clients to
        check in


 HOT LEADS AND PROSPECTS
February                           March

                                                                       2/15–2/19
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

     1    2    3    4    5    6         1    2    3    4    5    6
7    8    9    10   11   12   13   7    8    9    10   11   12   13
14   15   16   17   18   19   20   14   15   16   17   18   19   20
21
28
     22   23   24   25   26   27   21
                                   28
                                        22
                                        29
                                             23
                                             30
                                                  24
                                                  31
                                                       25   26   27
                                                                      FEB 2010
    President’s Day



15  Monday                                                            I DID MY MARKETING TODAY




16  Tuesday                                                           I DID MY MARKETING TODAY




    17
    Wednesday                                                         I DID MY MARKETING TODAY




    18
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    19
    Friday                                                            I DID MY MARKETING TODAY
                              THIS WEEk

Create Your Online Presence: Design the pages or research web
designers who can help you.

    WEEkLY CHECkLIST                      DAILY CHECkLIST

    NETWORkING                          Read industry blogs/sites

        Attend an event
                                        Post on 1 (or more) industry
                                        blog/site
        Follow up calls/messages
        to new contacts                 Identify 3 new prospects

        Schedule next week’s
        event

    YOUR PIPELINE

        Follow up outstanding
        proposals
        Call 2 existing clients to
        check in


 HOT LEADS AND PROSPECTS
February                           March

                                                                       2/22–2/26
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

     1    2    3    4    5    6         1    2    3    4    5    6
7    8    9    10   11   12   13   7    8    9    10   11   12   13
14   15   16   17   18   19   20   14   15   16   17   18   19   20
21
28
     22   23   24   25   26   27   21
                                   28
                                        22
                                        29
                                             23
                                             30
                                                  24
                                                  31
                                                       25   26   27
                                                                      FEB 2010


    22
    Monday                                                            I DID MY MARKETING TODAY




    23
    Tuesday                                                           I DID MY MARKETING TODAY




    24
    Wednesday                                                         I DID MY MARKETING TODAY




    25
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    26
    Friday                                                            I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                              MAR 10
March
S      M     T      W      Th     F      S
      1      2      3      4      5     6
7     8      9      10     11     12    13
14    15     16     17     18     19    20
21    22     23     24     25     26    27
28    29     30     31




                                                  THIS MONTH’S FOCUS
     lAUNCH YOUR WEB SITE
     Now that you have all the material together (copy written, images chosen,
     layout developed), you are ready to get it out on the “world wide web.”
     You can do it yourself, or use a web-based application (We recommend
     “yourwebdepartment.com” —mention Marketing Mentor and you’ll get a
     discount). Either way, don’t wait til it’s perfect. Just get something up there
     and change it later.

                                                   TIP OF THE MONTH

     MAkE IT EASY FOR YOUR PROSPECTS TO CAll YOU
     Ilise often gets asked why she put her phone number in the “From” line of
     her email messages.
     The answer is — because she wants to make it easy for people to call her
     — and it works. In fact, she gets comments on it all the time, mostly people
     thanking her for making it so easy to find her number.
     Try it, and you’ll be easily accessible to your prospects in their time of need.

                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                               THIS WEEk
Launch your web site: Prepare the material for posting, then go ahead
and post it yourself or hire someone to do it. The early bird deadline for
CFC is March 5th. Register at: www.creativefreelancerconference.com

    WEEkLY CHECkLIST                         DAILY CHECkLIST

    NETWORkING                              Read industry blogs/sites

         Attend an event
                                            Post on 1 (or more) industry
                                            blog/site
         Follow up calls/messages
         to new contacts                    Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
March                              April

                                                                           3/1–3/5
S    M    T    W    Th   F    S    S    M    T    W     Th   F    S

     1    2    3    4    5    6                         1    2    3
7    8    9    10   11   12   13   4    5    6    7     8    9    10
14   15   16   17   18   19   20   11   12   13   14    15   16   17
21
28
     22
     29
          23
          30
               24
               31
                    25   26   27   18
                                   25
                                        19
                                        26
                                             20
                                             27
                                                  21
                                                  28
                                                        22
                                                        29
                                                             23
                                                             30
                                                                  24

                                                                       MAR 2010


    1
    Monday                                                             I DID MY MARKETING TODAY




    2
    Tuesday                                                            I DID MY MARKETING TODAY




    3
    Wednesday                                                          I DID MY MARKETING TODAY




    4
    Thursday                                                           I DID MY MARKETING TODAY


                                                       Early bird deadline for CFC! Register at:
                                                       www.creativefreelancerconference.com



    5
    Friday                                                             I DID MY MARKETING TODAY
                               THIS WEEk
Launch your web site: Soft launch first. Send the link out to a few
trusted colleagues, clients and trusted mentors. Ask specific questions
to get useful feedback.

    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites

         Attend an event
                                          Post on 1 (or more) industry
                                          blog/site
         Follow up calls/messages
         to new contacts                  Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
March                              April

                                                                         3/8–3/12
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

     1    2    3    4    5    6                        1    2    3
7    8    9    10   11   12   13   4    5    6    7    8    9    10
14   15   16   17   18   19   20   11   12   13   14   15   16   17
21
28
     22
     29
          23
          30
               24
               31
                    25   26   27   18
                                   25
                                        19
                                        26
                                             20
                                             27
                                                  21
                                                  28
                                                       22
                                                       29
                                                            23
                                                            30
                                                                 24

                                                                      MAR 2010


    8
    Monday                                                            I DID MY MARKETING TODAY




9   Tuesday                                                           I DID MY MARKETING TODAY




10  Wednesday                                                         I DID MY MARKETING TODAY




11  Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




12  Friday                                                            I DID MY MARKETING TODAY
                                                          QUARTER I

Be A Guest Blogger

We’d love for you to share your marketing success stories,
challenges and ideas with us, and with your fellow solopreneurs –
as a Guest Mixer on the Marketing Mix Blog!

www.marketingmixblog.com

You are cordially invited to write a guest post for the Marketing
Mix Blog about your experience following the 2010 Marketing
Plan + Calendar.

Even if you have your own blog, writing a guest post for the
Marketing Mix is a great way of gaining extra online exposure.
Each guest blogger gets a byline, an avatar and a link to your
website!

Here are some questions to get you started:
  1. How has following this plan impacted your
     marketing efforts?
  2. How has your business improved?
  3. How has your routine changed?
  4. What marketing successes have you had?
  5. What challenges have you faced – and how have you
     overcome them?
  6. How have you adapted the marketing plan + calendar
     to make it work for you?
  7. Is there anything you’ve learned that you can share?

Check out the Marketing Mix Blog and click on “Guest Mixers”
to see what other Guest Mixers have written about.

Send your blog entries (or inquiries) to:
deidre@marketing-mentor.com.
Ideas for your Marketing Mix Blog Post
                               THIS WEEk

Launch your web site: Make changes to the site based on feedback. Go
back to your colleagues and ask them to look again to see if it’s improved.

     WEEkLY CHECkLIST                         DAILY CHECkLIST

    NETWORkING                              Read industry blogs/sites

         Attend an event
                                            Post on 1 (or more) industry
                                            blog/site
         Follow up calls/messages
         to new contacts                    Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
March                              April
S



7
     M

     1
     8
          T

          2
          9
               W

               3
               10
                    Th

                    4
                    11
                         F

                         5
                         12
                              S

                              6
                              13
                                   S



                                   4
                                        M



                                        5
                                             T



                                             6
                                                  W



                                                  7
                                                       Th

                                                       1
                                                       8
                                                            F

                                                            2
                                                            9
                                                                 S

                                                                 3
                                                                 10
                                                                       3/15–3/19
14   15   16   17   18   19   20   11   12   13   14   15   16   17
21
28
     22
     29
          23
          30
               24
               31
                    25   26   27   18
                                   25
                                        19
                                        26
                                             20
                                             27
                                                  21
                                                  28
                                                       22
                                                       29
                                                            23
                                                            30
                                                                 24

                                                                      MAR 2010


15  Monday                                                            I DID MY MARKETING TODAY




16  Tuesday                                                           I DID MY MARKETING TODAY


    St. Patrick’s Day



17  Wednesday                                                         I DID MY MARKETING TODAY




    18
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    19
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Launch your web site: Go for it! Make the site live and announce it to the
world. Be sure to put a link in your signature file in your email messages.

    WEEkLY CHECkLIST                         DAILY CHECkLIST

    NETWORkING                             Read industry blogs/sites

         Attend an event
                                           Post on 1 (or more) industry
                                           blog/site
         Follow up calls/messages
         to new contacts                   Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
March                              April

                                                                       3/22–3/26
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

     1    2    3    4    5    6                        1    2    3
7    8    9    10   11   12   13   4    5    6    7    8    9    10
14   15   16   17   18   19   20   11   12   13   14   15   16   17
21
28
     22
     29
          23
          30
               24
               31
                    25   26   27   18
                                   25
                                        19
                                        26
                                             20
                                             27
                                                  21
                                                  28
                                                       22
                                                       29
                                                            23
                                                            30
                                                                 24

                                                                      MAR 2010


    22
    Monday                                                            I DID MY MARKETING TODAY




    23
    Tuesday                                                           I DID MY MARKETING TODAY




    24
    Wednesday                                                         I DID MY MARKETING TODAY




    25
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    26
    Friday                                                            I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
          HOW TO GET OUT OF A CONVERSATION

Some people have no trouble getting into conversations at networking
events; it’s getting out of them that presents the problem. So if you don’t
start conversations for fear of not being able to stop them, here are a few
strategies to experiment with:

     • Get a refill. If there’s food or drink involved in the event, you can
       always say, “I think I need a refill.” Or you can smile and say,
       “Excuse me. I need another one of those Swedish meatballs.”

     • Involve another person. Another escape is to introduce another
       person into the conversation. Then say, “Excuse me while I let you
       two get to know each other.”

     • Stand up. Sometimes you don’t have to say anything. Just stand
       up! Your conversation partner is likely to take the nonverbal cue.



Here are some things you can say:

     • When you are ready to move on, hand the other person your
       business card, smile warmly and say, “I’ve enjoyed chatting with
       you. I’m going to mingle a bit. But let’s stay in touch.”

     • “I’ve really enjoyed meeting you, but since this is a networking
       event, I’ve set myself a goal to meet at least X people tonight.
       But let’s stay in touch.”

     • “I don’t want to monopolize you. I’ll let you talk to some other folks
       now. Let’s stay in touch.”

     • “I need to run, but let’s exchange cards so we can keep in touch.”

     • “Will you please excuse me? I see someone I need to chat with.”
       Then leave quickly before they can tag along. This works well in a
       crowd (for obvious reasons).

     • Glance at your watch and say, “Excuse me, I need to make a quick
       phone call to check in with the [babysitter, boss, sick spouse…
       whatever is believable].”
                                                  NOTES & IDEAS




© w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                              APR 10
April
S      M      T     W      Th     F      S
                           1      2     3
4     5      6      7      8      9     10
11    12     13     14     15     16    17
18    19     20     21     22     23    24
25    26     27     28     29     30




                                                  THIS MONTH’S FOCUS
     CREATE YOUR PROMO MATERIAlS
     Take the work you did on your web site and translate it into something
     tangible you can send through the mail and/or via email when the prospects
     you will start calling next month respond positively with, “Yes, please send
     me details.”

                                                   TIP OF THE MONTH
     SHOW, DON’T TEll
     There is the difference between trying to sell someone—convince them with
     words that you can do what needs to be done—versus showing them that
     you can do it.
     This takes different forms depending on the form your product or service
     takes. For example, Ilise’s business is conducted one on one. So when she
     offers a free consultation, it’s to let someone see what she can do, not so
     she can tell them what she does.
     If you’re a designer or writer, or provide some other kind of tangible product
     or service, you might not be able to offer a tangible sample of your work, but
     you might be able to use your site as an opportunity to show prospective
     clients what you can do by using some before & after samples (with your
     previous clients’ permission, of course). Or you can offer a critique of their
     existing materials and a few recommendations of what you would do if you
     were to improve on them.
     The point is, you’re always going to have a better connection when you get
     your prospects engaged in the process. And what better way to engage
     someone than to give them a feel for how you could improve their business?

                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                               THIS WEEk

Create your promo materials: Conceptualize tangible piece. What will it
look like? What is the format?

    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites

         Attend an event
                                          Post on 1 (or more) industry
                                          blog/site
         Follow up calls/messages
         to new contacts                  Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
April                              May

                                                                         3/29–4/2
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                    1    2    3                                  1
4    5    6    7    8    9    10   2    3    4    5    6    7    8
11   12   13   14   15   16   17   9    10   11   12   13   14   15
18
25
     19
     26
          20
          27
               21
               28
                    22
                    29
                         23
                         30
                              24   16   17   18
                                             25
                                                  19
                                                  26
                                                       20
                                                       27
                                                            21
                                                            28
                                                                 22
                                                                 29   APR 2010
                                                                        Cold Call Research




    29
    Monday                                                            I DID MY MARKETING TODAY


                                                                        Cold Call Research




30  Tuesday                                                           I DID MY MARKETING TODAY


                                                                        Cold Call Research



    31
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Cold Call Research




    1
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    2
    Friday                                                            I DID MY MARKETING TODAY
                              THIS WEEk

Create your promo materials: Revise content from web site based on
format chosen.

    WEEkLY CHECkLIST                      DAILY CHECkLIST

    NETWORkING                          Read industry blogs/sites

        Attend an event
                                        Post on 1 (or more) industry
                                        blog/site
        Follow up calls/messages
        to new contacts                 Identify 3 new prospects

        Schedule next week’s
        event

    YOUR PIPELINE

        Follow up outstanding
        proposals
        Call 2 existing clients to
        check in


 HOT LEADS AND PROSPECTS
April                              May

                                                                           4/5–4/9
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                    1    2    3                                  1
4    5    6    7    8    9    10   2    3    4    5    6    7    8
11   12   13   14   15   16   17   9    10   11   12   13   14   15
18
25
     19
     26
          20
          27
               21
               28
                    22
                    29
                         23
                         30
                              24   16   17   18
                                             25
                                                  19
                                                  26
                                                       20
                                                       27
                                                            21
                                                            28
                                                                 22
                                                                 29   APR 2010
                                                                        Cold Call Research




    5
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    6
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    7
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    8
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




9   Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Create your promo materials: Design and/or lay out the content into
chosen format.

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites

         Attend an event
                                          Post on 1 (or more) industry
                                          blog/site
         Follow up calls/messages
         to new contacts                  Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
April                              May

                                                                        4/12–4/16
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                    1    2    3                                  1
4    5    6    7    8    9    10   2    3    4    5    6    7    8
11   12   13   14   15   16   17   9    10   11   12   13   14   15
18
25
     19
     26
          20
          27
               21
               28
                    22
                    29
                         23
                         30
                              24   16   17   18
                                             25
                                                  19
                                                  26
                                                       20
                                                       27
                                                            21
                                                            28
                                                                 22
                                                                 29   APR 2010
                                                                        Cold Call Research




    12
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




13  Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    14
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    15
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    16
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk
Create your promo materials: Get feedback and revise based on comments.
If you haven’t already, register for the Creative Freelancer Conference,
June 5-6 in Denver, CO: www.creativefreelancerconference.com
    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites

         Attend an event
                                         Post on 1 (or more) industry
                                         blog/site
         Follow up calls/messages
         to new contacts                 Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
April                              May

                                                                        4/19–4/23
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                    1    2    3                                  1
4    5    6    7    8    9    10   2    3    4    5    6    7    8
11   12   13   14   15   16   17   9    10   11   12   13   14   15
18
25
     19
     26
          20
          27
               21
               28
                    22
                    29
                         23
                         30
                              24   16   17   18
                                             25
                                                  19
                                                  26
                                                       20
                                                       27
                                                            21
                                                            28
                                                                 22
                                                                 29   APR 2010
                                                                        Cold Call Research




    19
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




20  Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    21
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    22
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    23
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Create your promo materials: Print out a few to experiment with or make
print-ready so you are ready when someone says, “Yes.”

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites

         Attend an event
                                         Post on 1 (or more) industry
                                         blog/site
         Follow up calls/messages
         to new contacts                 Identify 3 new prospects

         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals
         Call 2 existing clients to
         check in


 HOT LEADS AND PROSPECTS
April                              May

                                                                        4/26–4/30
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                    1    2    3                                  1
4    5    6    7    8    9    10   2    3    4    5    6    7    8
11   12   13   14   15   16   17   9    10   11   12   13   14   15
18
25
     19
     26
          20
          27
               21
               28
                    22
                    29
                         23
                         30
                              24   16   17   18
                                             25
                                                  19
                                                  26
                                                       20
                                                       27
                                                            21
                                                            28
                                                                 22
                                                                 29   APR 2010
                                                                        Cold Call Research




    26
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    27
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    28
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    29
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




30  Friday                                                            I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                              MAY 10
May
S      M      T     W      Th     F      S
                                         1
2      3      4      5     6      7      8
9      10     11     12    13     14     15
16     17     18     19    20     21     22
              25     26    27     28     29




                                                  THIS MONTH’S FOCUS
     RESEARCH CAllING
     Now that you have your online presence in place and your tangible materials
     ready, you can start reaching out to the prospects you’ve been researching
     and identifying each week so far. You should have at least 20 practice pros-
     pects ready to go for this month’s practice calls.

                                                   TIP OF THE MONTH
     VOICEMAIl AS A MARkETING TOOl
     Whether you realize it or not, voicemail can be an effective marketing tool.
     For incoming calls, use your voice mail message as a marketing tool by
     putting info about your company on your recording. Don’t hesitate to
     include some or all of the following info bytes:
                  • A 10-word blurb about the services and products you offer
                  • Your website address
                  • Announcements about upcoming events
                  • Special discounts

                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                                  THIS WEEk
Research calling: Draft script or talking points for research calls plus the follow up
email messages. It’s not too late, you can still register for the Creative Freelancer
Conference, June 5-6 in Denver, CO: www.creativefreelancerconference.com

     WEEkLY CHECkLIST                              DAILY CHECkLIST

     NETWORkING                                  Read industry blogs/sites
          Attend an event
                                                 Post on 1 (or more) industry
          Follow up calls/messages               blog/site
          to new contacts
                                                 Identify 3 new prospects
          Schedule next week’s
          event

     YOUR PIPELINE

          Follow up outstanding
          proposals

          Call 2 existing clients to
          check in

          Call 5 new prospects


 HOT LEADS AND PROSPECTS
May                                June

                                                                          5/3–5/7
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                              1              1    2    3    4    5
2    3    4    5    6    7    8    6    7    8    9    10   11   12
9    10   11   12   13   14   15   13   14   15   16   17   18   19
16   17   18
          25
               19
               26
                    20
                    27
                         21
                         28
                              22
                              29
                                   20
                                   27
                                        21
                                        28
                                             22
                                             29
                                                  23
                                                  30
                                                       24   25   26

                                                                      MAY 2010
                                                                        Cold Call Research




    3
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    4
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    5
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    6
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    7
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk
Research calling: Make 5 practice calls. Leave voice mail messages if
you don’t get through and don’t hang up before you an email address.
Then, follow up a day later with the same message via email.

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
May                                June

                                                                       5/10–5/14
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                              1              1    2    3    4    5
2    3    4    5    6    7    8    6    7    8    9    10   11   12
9    10   11   12   13   14   15   13   14   15   16   17   18   19
16   17   18
          25
               19
               26
                    20
                    27
                         21
                         28
                              22
                              29
                                   20
                                   27
                                        21
                                        28
                                             22
                                             29
                                                  23
                                                  30
                                                       24   25   26

                                                                      MAY 2010
                                                                        Cold Call Research




10  Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




11  Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



12  Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




13  Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




14  Friday                                                            I DID MY MARKETING TODAY
                              THIS WEEk

Research calling: Adapt your script based on what you’ve learned and
make 5 more practice calls/email messages. Do any follow up required.

    WEEkLY CHECkLIST                      DAILY CHECkLIST

    NETWORkING                          Read industry blogs/sites
        Attend an event
                                        Post on 1 (or more) industry
        Follow up calls/messages        blog/site
        to new contacts
                                        Identify 3 new prospects
        Schedule next week’s
        event

    YOUR PIPELINE

        Follow up outstanding
        proposals

        Call 2 existing clients to
        check in

        Call 5 new prospects


 HOT LEADS AND PROSPECTS
May                                June

                                                                       5/17–5/21
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                              1              1    2    3    4    5
2    3    4    5    6    7    8    6    7    8    9    10   11   12
9    10   11   12   13   14   15   13   14   15   16   17   18   19
16   17   18
          25
               19
               26
                    20
                    27
                         21
                         28
                              22
                              29
                                   20
                                   27
                                        21
                                        28
                                             22
                                             29
                                                  23
                                                  30
                                                       24   25   26

                                                                      MAY 2010
                                                                        Cold Call Research




17  Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    18
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    19
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    20
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    21
    Friday                                                            I DID MY MARKETING TODAY
                              THIS WEEk

Research calling: Adapt your script again and make 10 more practice
calls/email messages. Do any follow up required.

    WEEkLY CHECkLIST                      DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
        Attend an event
                                         Post on 1 (or more) industry
        Follow up calls/messages         blog/site
        to new contacts
                                         Identify 3 new prospects
        Schedule next week’s
        event

    YOUR PIPELINE

        Follow up outstanding
        proposals

        Call 2 existing clients to
        check in

        Call 5 new prospects


 HOT LEADS AND PROSPECTS
May                                June

                                                                       5/24–5/28
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                              1              1    2    3    4    5
2    3    4    5    6    7    8    6    7    8    9    10   11   12
9    10   11   12   13   14   15   13   14   15   16   17   18   19
16   17   18
          25
               19
               26
                    20
                    27
                         21
                         28
                              22
                              29
                                   20
                                   27
                                        21
                                        28
                                             22
                                             29
                                                  23
                                                  30
                                                       24   25   26

                                                                      MAY 2010
                                                                        Cold Call Research




    24
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    25
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    26
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    27
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    28
    Friday                                                            I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
                  10-WORD BLURB VS. TAGLINE

When working with any new client, one of the first issues we address is how
you talk about what you do. As part of that process, participants have the
opportunity to perfect both their 10-word blurb and their tagline.

But often, there is confusion between the two. We are often asked, “What’s
the difference between them?”

So here’s our answer to the question:

The 10-word blurb is what you say when you meet someone, either in
person or on the phone. Your objective with it is to say enough to pique
the interest of the other person in order to engage them in a conversation.
It can (and should) be tailored on the fly for each person you address. Here
 is a generic version of Ilise’s:

“I work with the creatively self-employed and I help them get the clients
they want.”

The tagline is a line that follows your company name — a sub-title of
sorts — and is used on a web site, business card and anywhere your
logo or identity would be found. Your objective with the tagline is to explain
or elucidate what you do in a short, concise phrase or sentence. It has to be
more general because you’re not there to tailor it.

Here’s our current tagline: Marketing Mentor: “Your Resource for Creative
Business Growth.”

So they’re obviously related, but they have different goals.




  NEED HELP STAYING ON TRACk?
  If reading this isn’t enough, and you’d like some help staying
  accountable and on track with your marketing, join the Marketing
  Plan Group, a virtual group mentoring experience that will teach you
  the 5 most effective and least expensive marketing tools (the ones
  outlined here in the Marketing Plan + Calendar), while giving you
  help and support from an expert and your creative colleagues as
  you build your business.

  The groups meet via 60-minute conference call every two weeks, with
  buddy calls on alternate weeks. There is a group starting every month.

  For details and dates, check:
  http://www.marketing-mentor.com/html/marketingplangroups.html

  Read about one participant’s experiences:
  http://www.marketingmixblog.com/marketing-plan-group-journal/
                                                  NOTES & IDEAS




© w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                              JUN 10
June
S      M      T     W      Th     F      S
              1     2      3      4      5
6      7      8     9      10     11     12
13     14     15    16     17     18     19
20     21     22    23     24     25     26
27     28     29    30




                                                  THIS MONTH’S FOCUS
     MORE CAllING – FOR REAl, THIS TIME
     You should be familiar with your script by now and ready to try it out on
     the prospects you really want to work with. You should also have 20 real
     prospects ready to contact. (don’t approach your “ideal” prospects quite yet)
     and a revised script/ follow up email.

                                                   TIP OF THE MONTH
     A SMIlE GOES A lONG WAY
     Do you know that if you smile when you’re making cold calls, you’ll sound
     friendlier on the phone? This will warm up your prospects and make you
     feel better too! Give it a try.

                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                               THIS WEEk
More calling: Make 5 research calls + follow up. Attend the
Creative Freelancer Conference in Denver (June 5-6). Details at:
www.creativefreelancerconference.com.
    WEEkLY CHECkLIST                          DAILY CHECkLIST

    NETWORkING                              Read industry blogs/sites
         Attend an event
                                            Post on 1 (or more) industry
         Follow up calls/messages           blog/site
         to new contacts
                                            Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
June                               July

                                                                             5/31–6/4
S    M    T    W    Th   F    S    S      M    T    W    Th   F    S

          1    2    3    4    5                          1    2    3
6    7    8    9    10   11   12   4      5    6    7    8    9    10
13   14   15   16   17   18   19   11     12   13   14   15   16   17
20
27
     21
     28
          22
          29
               23
               30
                    24   25   26   18
                                   25
                                          19
                                          26
                                               20
                                               27
                                                    21
                                                    28
                                                         22
                                                         29
                                                              23
                                                              30
                                                                   24
                                                                   31   JUN 2010
    Memorial Day



    31
    Monday                                                                I DID MY MARKETING TODAY


                                                                              1 Hour Calling




    1
    Tuesday                                                               I DID MY MARKETING TODAY


                                                                              1 Hour Calling



    2
    Wednesday                                                             I DID MY MARKETING TODAY


                                                                            Follow Up on Calls




    3
    Thursday                                                              I DID MY MARKETING TODAY


                                                                   Creative Freelancer Conference,
                                                                      this weekend in Denver, CO.



    4
    Friday                                                                I DID MY MARKETING TODAY
                               THIS WEEk


More calling: Make 5 research calls + follow up.


    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites
         Attend an event
                                          Post on 1 (or more) industry
         Follow up calls/messages         blog/site
         to new contacts
                                          Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
June                               July

                                                                           6/7–6/11
S    M    T    W    Th   F    S    S      M    T    W    Th   F    S

          1    2    3    4    5                          1    2    3
6    7    8    9    10   11   12   4      5    6    7    8    9    10
13   14   15   16   17   18   19   11     12   13   14   15   16   17
20
27
     21
     28
          22
          29
               23
               30
                    24   25   26   18
                                   25
                                          19
                                          26
                                               20
                                               27
                                                    21
                                                    28
                                                         22
                                                         29
                                                              23
                                                              30
                                                                   24
                                                                   31   JUN 2010
                                                                          Cold Call Research




    7
    Monday                                                              I DID MY MARKETING TODAY


                                                                            1 Hour Calling




8   Tuesday                                                             I DID MY MARKETING TODAY


                                                                            1 Hour Calling



9   Wednesday                                                           I DID MY MARKETING TODAY


                                                                          Follow Up on Calls




10  Thursday                                                            I DID MY MARKETING TODAY


                                                                             Good job! Reward!




11  Friday                                                              I DID MY MARKETING TODAY
                               THIS WEEk


More calling: Make 5 research calls + follow up.


    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites
         Attend an event
                                          Post on 1 (or more) industry
         Follow up calls/messages         blog/site
         to new contacts
                                          Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
June                               July

                                                                         6/14–6/18
S    M    T    W    Th   F    S    S      M    T    W    Th   F    S

          1    2    3    4    5                          1    2    3
6    7    8    9    10   11   12   4      5    6    7    8    9    10
13   14   15   16   17   18   19   11     12   13   14   15   16   17
20
27
     21
     28
          22
          29
               23
               30
                    24   25   26   18
                                   25
                                          19
                                          26
                                               20
                                               27
                                                    21
                                                    28
                                                         22
                                                         29
                                                              23
                                                              30
                                                                   24
                                                                   31   JUN 2010
                                                                          Cold Call Research



14  Monday                                                              I DID MY MARKETING TODAY


                                                                            1 Hour Calling




15  Tuesday                                                             I DID MY MARKETING TODAY


                                                                            1 Hour Calling



16  Wednesday                                                           I DID MY MARKETING TODAY


                                                                          Follow Up on Calls




17  Thursday                                                            I DID MY MARKETING TODAY


                                                                                Thank someone!




18  Friday                                                              I DID MY MARKETING TODAY
                                                          QUARTER II

Be A Guest Blogger

We’d love for you to share your marketing success stories,
challenges and ideas with us, and with your fellow solopreneurs –
as a Guest Mixer on the Marketing Mix Blog!

www.marketingmixblog.com

You are cordially invited to write a guest post for the Marketing
Mix Blog about your experience following the 2010 Marketing
Plan + Calendar.

Even if you have your own blog, writing a guest post for the
Marketing Mix is a great way of gaining extra online exposure.
Each guest blogger gets a byline, an avatar and a link to your
website!

Here are some questions to get you started:
  1. How has following this plan impacted your
     marketing efforts?
  2. How has your business improved?
  3. How has your routine changed?
  4. What marketing successes have you had?
  5. What challenges have you faced – and how have you
     overcome them?
  6. How have you adapted the marketing plan + calendar
     to make it work for you?
  7. Is there anything you’ve learned that you can share?

Check out the Marketing Mix Blog and click on “Guest Mixers”
to see what other Guest Mixers have written about.

Send your blog entries (or inquiries) to:
deidre@marketing-mentor.com.
Ideas for your Marketing Mix Blog Post
                               THIS WEEk


More calling: Make 5 research calls + follow up.


    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites
         Attend an event
                                          Post on 1 (or more) industry
         Follow up calls/messages         blog/site
         to new contacts
                                          Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
June                               July

                                                                         6/21–6/25
S    M    T    W    Th   F    S    S      M    T    W    Th   F    S

          1    2    3    4    5                          1    2    3
6    7    8    9    10   11   12   4      5    6    7    8    9    10
13   14   15   16   17   18   19   11     12   13   14   15   16   17
20
27
     21
     28
          22
          29
               23
               30
                    24   25   26   18
                                   25
                                          19
                                          26
                                               20
                                               27
                                                    21
                                                    28
                                                         22
                                                         29
                                                              23
                                                              30
                                                                   24
                                                                   31   JUN 2010
                                                                          Cold Call Research



    21
    Monday                                                              I DID MY MARKETING TODAY


                                                                            1 Hour Calling




    22
    Tuesday                                                             I DID MY MARKETING TODAY


                                                                            1 Hour Calling



    23
    Wednesday                                                           I DID MY MARKETING TODAY


                                                                          Follow Up on Calls




    24
    Thursday                                                            I DID MY MARKETING TODAY


                                                                             Good Job! Reward!




    25
    Friday                                                              I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                              JUL 10
July
S      M      T     W      Th     F      S
                           1      2      3
4      5      6     7      8      9      10
11     12     13    14     15     16     17
18     19     20    21     22     23     24
25     26     27    28     29     30     31




                                                  THIS MONTH’S FOCUS

     CREATE YOUR EMAIl NEWSlETTER
     You should have called at least 50 prospects by now and some of them have
     certainly said, “Yes, I’m interested but the timing isn’t right so please stay in
     touch. For them, you need an email newsletter to stay in touch on a regular
     and consistent basis.

                                                   TIP OF THE MONTH

     GOAl SETTING WORkS!
     Do you have a monthly financial goal?
     If not, get one. It’s a simple step towards growing your business – and
     it works!
     keep the monthly number in your mind, and as you get closer to month’s
     end, check to see how close you are.
     Sometimes, you won’t be close enough. But that’s when you get on the
     phone and start making calls to prospects who have expressed interest but
     haven’t yet taken the leap to work with you. Or maybe you line up a few
     more speaking gigs.
     It takes a bit of effort, but this proactive approach will leave you feeling a
     sense of achievement and control over your business.


                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                               THIS WEEk

Create Your Email newsletter: Find and analyze newsletters of others
like you. Determine which you want to model yours on.

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
July                                 August

                                                                           6/28–7/2
S      M    T    W    Th   F    S    S    M    T    W    Th   F    S

                      1    2    3    1    2    3    4    5    6    7
4      5    6    7    8    9    10   8    9    10   11   12   13   14
11     12   13   14   15   16   17   15   16   17   18   19   20   21
18
25
       19
       26
            20
            27
                 21
                 28
                      22
                      29
                           23
                           30
                                24
                                31
                                     22
                                     29
                                          23
                                          30
                                               24
                                               31
                                                    25   26   27   28

                                                                        JUL 2010
                                                                          Cold Call Research




    28
    Monday                                                              I DID MY MARKETING TODAY


                                                                          Cold Call Research




29  Tuesday                                                             I DID MY MARKETING TODAY


                                                                          Cold Call Research



    30
    Wednesday                                                           I DID MY MARKETING TODAY


                                                                          Cold Call Research




    1
    Thursday                                                            I DID MY MARKETING TODAY


                                                                                Thank someone!




    2
    Friday                                                              I DID MY MARKETING TODAY
                               THIS WEEk
Create Your Email newsletter: Draft 2 concepts for your newsletter. What
will the content be? How much material will you include? How frequently
will you send it out?

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
July                                 August

                                                                             7/5–7/9
S      M    T    W    Th   F    S    S    M    T    W    Th   F    S

                      1    2    3    1    2    3    4    5    6    7
4      5    6    7    8    9    10   8    9    10   11   12   13   14
11     12   13   14   15   16   17   15   16   17   18   19   20   21
18
25
       19
       26
            20
            27
                 21
                 28
                      22
                      29
                           23
                           30
                                24
                                31
                                     22
                                     29
                                          23
                                          30
                                               24
                                               31
                                                    25   26   27   28

                                                                        JUL 2010
                                                                          Cold Call Research




    5
    Monday                                                              I DID MY MARKETING TODAY


                                                                            1 Hour Calling




    6
    Tuesday                                                             I DID MY MARKETING TODAY


                                                                            1 Hour Calling



    7
    Wednesday                                                           I DID MY MARKETING TODAY


                                                                          Follow Up on Calls




8   Thursday                                                            I DID MY MARKETING TODAY


                                                                                Thank someone!




9   Friday                                                              I DID MY MARKETING TODAY
                               THIS WEEk
Create Your Email newsletter: Choose one of the concepts and outline
the prototype for your newsletter, plus jot down ideas for the next 2
issues. (That will take you through the rest of the year.)

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
July                                 August

                                                                         7/12–7/16
S      M    T    W    Th   F    S    S    M    T    W    Th   F    S

                      1    2    3    1    2    3    4    5    6    7
4      5    6    7    8    9    10   8    9    10   11   12   13   14
11     12   13   14   15   16   17   15   16   17   18   19   20   21
18
25
       19
       26
            20
            27
                 21
                 28
                      22
                      29
                           23
                           30
                                24
                                31
                                     22
                                     29
                                          23
                                          30
                                               24
                                               31
                                                    25   26   27   28

                                                                        JUL 2010
                                                                          Cold Call Research




    12
    Monday                                                              I DID MY MARKETING TODAY


                                                                            1 Hour Calling




    13
    Tuesday                                                             I DID MY MARKETING TODAY


                                                                            1 Hour Calling



    14
    Wednesday                                                           I DID MY MARKETING TODAY


                                                                          Follow Up on Calls




15  Thursday                                                            I DID MY MARKETING TODAY


                                                                              Good job! Reward!




16  Friday                                                              I DID MY MARKETING TODAY
                              THIS WEEk
Create Your Email newsletter: Draft the first one. Get feedback.
Research email marketing services. (We recommend www.myemma.com
and you get 20% off if you mention “Marketing Mentor.)

    WEEkLY CHECkLIST                      DAILY CHECkLIST

   NETWORkING                         Read industry blogs/sites
        Attend an event
                                      Post on 1 (or more) industry
        Follow up calls/messages      blog/site
        to new contacts
                                      Identify 3 new prospects
        Schedule next week’s
        event

   YOUR PIPELINE

        Follow up outstanding
        proposals

        Call 2 existing clients to
        check in

        Call 5 new prospects


 HOT LEADS AND PROSPECTS
July                                 August

                                                                         7/19–7/23
S      M    T    W    Th   F    S    S    M    T    W    Th   F    S

                      1    2    3    1    2    3    4    5    6    7
4      5    6    7    8    9    10   8    9    10   11   12   13   14
11     12   13   14   15   16   17   15   16   17   18   19   20   21
18
25
       19
       26
            20
            27
                 21
                 28
                      22
                      29
                           23
                           30
                                24
                                31
                                     22
                                     29
                                          23
                                          30
                                               24
                                               31
                                                    25   26   27   28

                                                                        JUL 2010
                                                                          Cold Call Research




    19
    Monday                                                              I DID MY MARKETING TODAY


                                                                            1 Hour Calling




    20
    Tuesday                                                             I DID MY MARKETING TODAY


                                                                            1 Hour Calling



    21
    Wednesday                                                           I DID MY MARKETING TODAY


                                                                          Follow Up on Calls




    22
    Thursday                                                            I DID MY MARKETING TODAY


                                                                                Thank someone!




    23
    Friday                                                              I DID MY MARKETING TODAY
                               THIS WEEk


Create Your Email newsletter: Revise the first one based on feedback.


    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
July                                 August

                                                                         7/26–7/30
S      M    T    W    Th   F    S    S    M    T    W    Th   F    S

                      1    2    3    1    2    3    4    5    6    7
4      5    6    7    8    9    10   8    9    10   11   12   13   14
11     12   13   14   15   16   17   15   16   17   18   19   20   21
18
25
       19
       26
            20
            27
                 21
                 28
                      22
                      29
                           23
                           30
                                24
                                31
                                     22
                                     29
                                          23
                                          30
                                               24
                                               31
                                                    25   26   27   28

                                                                        JUL 2010
                                                                          Cold Call Research




    26
    Monday                                                              I DID MY MARKETING TODAY


                                                                            1 Hour Calling




    27
    Tuesday                                                             I DID MY MARKETING TODAY


                                                                            1 Hour Calling



    28
    Wednesday                                                           I DID MY MARKETING TODAY


                                                                          Follow Up on Calls




    29
    Thursday                                                            I DID MY MARKETING TODAY


                                                                              Good job! Reward!




30  Friday                                                              I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
    WHAT TO DO WHEN YOU GET INTO OVERWHELM

A client writes, “I’m so busy, I can’t get to my work. I have two freelancers
working on projects. I spend most of my time writing proposals, meeting with
new clients and prospects. Half my time is non-billable. What am I
doing wrong? How do I make more of my time billable?

Our answer comes from Lee Silber (a.k.a. Creative Lee), author of 11 books,
including Time Management for the Creative Person (and a few others in
that series).

We can’t have it all—at least not all at once. We must make choices about
what to focus on now. It’s at the core of our success—the choices we make
about how we spend our time. To do this we have to separate good from
great. (Of course it’s “great” we want.) To do this I suggest using a little
left-brain thinking in the planning process. (We can save our right brains
for creating.)

When left-brainers feel overwhelmed they make lists. They also prioritize
what’s most important. We right-brain thinkers are good at spinning all our
plates at once and only worrying about the one that looks like it’s about to fall.
So, let’s try the left-brain approach and see how it works.

     1. Make a list of everything you are spending time on. All your projects,
        proposals, personal stuff, and so on.

     2. Next to each one rate it with dollar signs ($) 1-5. One means it has
        very little chance to produce revenue and five means it has a good
        chance.

     3. Then rate each item on your list using a check mark on how urgent it
        is. One check means it’s not urgent, five means you need it done.

     4. Using a heart, rate each item based on how much you want to work
        on it 1-5. How excited are you by it?

     5. Lastly, using plus signs, rank the item based on its importance to
        your career, or any other criteria you feel is key.

Now you can see what is of the highest priority, and what to focus your time
and talent on.

Try this and let us know what happens.
                                                  NOTES & IDEAS




© w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                                  AUG 10
August
S      M     T      W      Th     F      S
1      2     3      4      5      6      7
8      9     10     11     12     13     14
15     16    17     18     19     20     21
22     23    24     25     26     27     28
29     30    31




                                                  THIS MONTH’S FOCUS

     lAUNCH YOUR EMAIl NEWSlETTER AND PlAN YOUR FAll MAIlING
     Things tend to slow down at the end of the summer but it’s the perfect time
     to get ready for the Fall. So before everyone’s on vacation, go ahead and
     launch your email newsletter and start planning a Fall mailing.

                                                   TIP OF THE MONTH
     ARE YOU IN ROBOT MODE?
     It seems that people are in robot mode when it comes to communication.
     We respond via email because it’s easy, not because it’s the best mode of
     communication for the situation. Email is frivolous, a throw-away. Anyone can
     send it. It only takes a second and we are overwhelmed by it.
     Email is not appropriate in all situations (we can think of a few recent incidents
     when email caused big-time miscommunication).
     More and more, we are advising clients to call -- and practicing what we
     preach as well because, not only does it provide the possibility of a dialogue;
     by calling you also send the “message” that what you have to say is serious,
     especially if you call twice!
     Plus, in today’s “quick to email” culture, it’s nice to hear a person’s voice and
     make a real connection.

                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                              THIS WEEk
Launch Your Email newsletter: Layout the finished email newsletter
prototype. Get feedback. Choose email marketing service and upload list
of prospects/clients/colleagues (everyone who knows you).

    WEEkLY CHECkLIST                      DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
        Attend an event
                                         Post on 1 (or more) industry
        Follow up calls/messages         blog/site
        to new contacts
                                         Identify 3 new prospects
        Schedule next week’s
        event

    YOUR PIPELINE

        Follow up outstanding
        proposals

        Call 2 existing clients to
        check in

        Call 5 new prospects


 HOT LEADS AND PROSPECTS
August                             September

                                                                          8/2–8/6
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

1    2    3    4    5    6    7                   1    2    3    4
8    9    10   11   12   13   14   5    6    7    8    9    10   11
15   16   17   18   19   20   21   12   13   14   15   16   17   18
22
29
     23
     30
          24
          31
               25   26   27   28   19
                                   26
                                        20
                                        27
                                             21
                                             28
                                                  22
                                                  29
                                                       23
                                                       30
                                                            24   25

                                                                      AUG 2010
                                                                        Cold Call Research




    2
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    3
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    4
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    5
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    6
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk


Launch your first email newsletter!


    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                         Read industry blogs/sites
         Attend an event
                                       Post on 1 (or more) industry
         Follow up calls/messages      blog/site
         to new contacts
                                       Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
August                             September

                                                                         8/9–8/13
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

1    2    3    4    5    6    7                   1    2    3    4
8    9    10   11   12   13   14   5    6    7    8    9    10   11
15   16   17   18   19   20   21   12   13   14   15   16   17   18
22
29
     23
     30
          24
          31
               25   26   27   28   19
                                   26
                                        20
                                        27
                                             21
                                             28
                                                  22
                                                  29
                                                       23
                                                       30
                                                            24   25

                                                                      AUG 2010
                                                                        Cold Call Research




9   Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




10  Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



11  Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




12  Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




13  Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Plan your Fall Mailing: Start thinking about a mailing for September,
when everyone is back from vacation and ready to work again.

    WEEkLY CHECkLIST                         DAILY CHECkLIST

    NETWORkING                             Read industry blogs/sites
         Attend an event
                                           Post on 1 (or more) industry
         Follow up calls/messages          blog/site
         to new contacts
                                           Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
August                             September

                                                                       8/16–8/20
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

1    2    3    4    5    6    7                   1    2    3    4
8    9    10   11   12   13   14   5    6    7    8    9    10   11
15   16   17   18   19   20   21   12   13   14   15   16   17   18
22
29
     23
     30
          24
          31
               25   26   27   28   19
                                   26
                                        20
                                        27
                                             21
                                             28
                                                  22
                                                  29
                                                       23
                                                       30
                                                            24   25

                                                                      AUG 2010
                                                                        Cold Call Research




16  Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




17  Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    18
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    19
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    20
    Friday                                                            I DID MY MARKETING TODAY
                                 THIS WEEk
Plan your Fall Mailing: Draft copy/images for your mailing. Make sure you have
contact info (snail mail address) for your network. If not, make a round of calls/
emails to fill in the blanks.


     WEEkLY CHECkLIST                             DAILY CHECkLIST

     NETWORkING                                 Read industry blogs/sites
          Attend an event
                                                Post on 1 (or more) industry
          Follow up calls/messages              blog/site
          to new contacts
                                                Identify 3 new prospects
          Schedule next week’s
          event

     YOUR PIPELINE

          Follow up outstanding
          proposals

          Call 2 existing clients to
          check in

          Call 5 new prospects


 HOT LEADS AND PROSPECTS
August                             September

                                                                       8/23–8/27
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

1    2    3    4    5    6    7                   1    2    3    4
8    9    10   11   12   13   14   5    6    7    8    9    10   11
15   16   17   18   19   20   21   12   13   14   15   16   17   18
22
29
     23
     30
          24
          31
               25   26   27   28   19
                                   26
                                        20
                                        27
                                             21
                                             28
                                                  22
                                                  29
                                                       23
                                                       30
                                                            24   25

                                                                      AUG 2010
                                                                        Cold Call Research




    23
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    24
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    25
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    26
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    27
    Friday                                                            I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                                  SEP 10
September
S      M      T     W      Th     F      S
                    1      2      3      4
5      6      7     8      9      10     11
12     13     14    15     16     17     18
19     20     21    22     23     24     25
26     27     28    29     30




                                                  THIS MONTH’S FOCUS
     MAIlING AND E-MAIlING (AGAIN)
     For many, the Fall is like a new year, when the energy is high and people are
     motivated. So take advantage of that by doing lots of promoting this month
     and next, before the holiday slowdown takes over. Send out your fall mailing
     and get started on your second email newsletter.

                                                   TIP OF THE MONTH
     2 PARTS TO A TESTIMONIAl
     Testimonials are great marketing tools because your prospects are more
     likely to trust what others say about you than what you say about yourself.
     One challenge when soliciting testimonials, however, is that some people
     or companies may not want their name or company name used in your
     promotional efforts. Sometimes the reasons are legal, sometimes purely
     personal.
     But don’t despair. Just because they don’t want their name used doesn’t
     necessarily mean you can’t use their comment.
     Because testimonials are made up of 2 things: what is said and who says
     it. Having both is great, especially if the “who” carries weight in the minds
     of your prospects. But sometimes one without the other is enough. You
     can use initials to identify or descriptions to clarify.

                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                               THIS WEEk

Your Fall Mailing: Finish whatever is left to do on your Fall mailing. Catch
up on whatever you haven’t done yet.

    WEEkLY CHECkLIST                          DAILY CHECkLIST

    NETWORkING                              Read industry blogs/sites
         Attend an event
                                            Post on 1 (or more) industry
         Follow up calls/messages           blog/site
         to new contacts
                                            Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
September                          October

                                                                         8/30–9/3
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

               1    2    3    4                             1    2
5    6    7    8    9    10   11   3    4    5    6    7    8    9
12   13   14   15   16   17   18   10   11   12   13   14   15   16
19
26
     20
     27
          21
          28
               22
               29
                    23
                    30
                         24   25   17   18
                                        25
                                             19
                                             26
                                                  20
                                                  27
                                                       21
                                                       28
                                                            22
                                                            29
                                                                 23
                                                                 30   SEP 2010
                                                                        Cold Call Research




30  Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    31
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    1
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    2
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    3
    Friday                                                            I DID MY MARKETING TODAY
                                  THIS WEEk


Your Fall Mailing: Send it out!


     WEEkLY CHECkLIST                         DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites
         Attend an event
                                          Post on 1 (or more) industry
         Follow up calls/messages         blog/site
         to new contacts
                                          Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
September                           October

                                                                          9/6–9/10
S     M    T    W    Th   F    S    S    M    T    W    Th   F    S

                1    2    3    4                             1    2
5     6    7    8    9    10   11   3    4    5    6    7    8    9
12    13   14   15   16   17   18   10   11   12   13   14   15   16
19
26
      20
      27
           21
           28
                22
                29
                     23
                     30
                          24   25   17   18
                                         25
                                              19
                                              26
                                                   20
                                                   27
                                                        21
                                                        28
                                                             22
                                                             29
                                                                  23
                                                                  30   SEP 2010
     Labor Day



    6Monday                                                            I DID MY MARKETING TODAY


                                                                           1 Hour Calling




    7Tuesday                                                           I DID MY MARKETING TODAY


                                                                           1 Hour Calling



    8Wednesday                                                         I DID MY MARKETING TODAY


                                                                         Follow Up on Calls




    9Thursday                                                          I DID MY MARKETING TODAY


                                                                             Good job! Reward!




    10
     Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk


Your Next Email Newsletter: Brainstorm ideas for next 2 email newsletters.


    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                             Read industry blogs/sites
         Attend an event
                                           Post on 1 (or more) industry
         Follow up calls/messages          blog/site
         to new contacts
                                           Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
September                          October

                                                                       9/13–9/17
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

               1    2    3    4                             1    2
5    6    7    8    9    10   11   3    4    5    6    7    8    9
12   13   14   15   16   17   18   10   11   12   13   14   15   16
19
26
     20
     27
          21
          28
               22
               29
                    23
                    30
                         24   25   17   18
                                        25
                                             19
                                             26
                                                  20
                                                  27
                                                       21
                                                       28
                                                            22
                                                            29
                                                                 23
                                                                 30   SEP 2010
                                                                        Cold Call Research




13  Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




14  Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



15  Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




16  Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




17  Friday                                                            I DID MY MARKETING TODAY
                                                          QUARTER III

Be A Guest Blogger

We’d love for you to share your marketing success stories,
challenges and ideas with us, and with your fellow solopreneurs –
as a Guest Mixer on the Marketing Mix Blog!

www.marketingmixblog.com

You are cordially invited to write a guest post for the Marketing
Mix Blog about your experience following the 2010 Marketing
Plan + Calendar.

Even if you have your own blog, writing a guest post for the
Marketing Mix is a great way of gaining extra online exposure.
Each guest blogger gets a byline, an avatar and a link to your
website!

Here are some questions to get you started:
  1. How has following this plan impacted your
     marketing efforts?
  2. How has your business improved?
  3. How has your routine changed?
  4. What marketing successes have you had?
  5. What challenges have you faced – and how have you
     overcome them?
  6. How have you adapted the marketing plan + calendar
     to make it work for you?
  7. Is there anything you’ve learned that you can share?

Check out the Marketing Mix Blog and click on “Guest Mixers”
to see what other Guest Mixers have written about.

Send your blog entries (or inquiries) to:
deidre@marketing-mentor.com.
Ideas for your Marketing Mix Blog Post
                               THIS WEEk


Your Next Email Newsletter: Choose one and write it.


    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
September                          October

                                                                       9/20–9/24
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

               1    2    3    4                             1    2
5    6    7    8    9    10   11   3    4    5    6    7    8    9
12   13   14   15   16   17   18   10   11   12   13   14   15   16
19
26
     20
     27
          21
          28
               22
               29
                    23
                    30
                         24   25   17   18
                                        25
                                             19
                                             26
                                                  20
                                                  27
                                                       21
                                                       28
                                                            22
                                                            29
                                                                 23
                                                                 30   SEP 2010
                                                                        Cold Call Research




    20
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    21
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    22
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    23
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    24
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk


Your Next Email Newsletter: Revise and lay out Email Newsletter #2


    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
September                          October

                                                                       9/27–10/1
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

               1    2    3    4                             1    2
5    6    7    8    9    10   11   3    4    5    6    7    8    9
12   13   14   15   16   17   18   10   11   12   13   14   15   16
19
26
     20
     27
          21
          28
               22
               29
                    23
                    30
                         24   25   17   18
                                        25
                                             19
                                             26
                                                  20
                                                  27
                                                       21
                                                       28
                                                            22
                                                            29
                                                                 23
                                                                 30   SEP 2010
                                                                        Cold Call Research




    27
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    28
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



29  Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    30
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    1
    Friday                                                            I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
          PREPARATION PREVENTS PERSPIRATION

Sure, the selling process can be unnerving or uncomfortable for you. But did
you ever think that maybe your prospective customer feels the same way?

There are a few statements that prospects use when they want to stall or
aren’t convinced you’re the one for them. You won’t always be able to work
past this stage in the process, but if you back off without responding, you’ll
miss out on those opportunities that you can win without knowing which ones
they are.

So preparation is key. Be ready with a few ways to respond to these common
“objections:”

“We’re not in the market for that right now.”

This is the “best” objection to hear because it means the obstacle is timing.
All you need to find out is when they will be ready, then be sure to reach out
during (or before) that window of time.

“You’re too expensive. We can’t afford your prices.”

They may not be fully aware of how your pricing works. Offer alternatives for
them to consider. If you really want this client and are willing to offer a freebie
up front to get your foot in the door, like a white paper or a complimentary
consultation, this is the time to make the offer.

“We don’t have the budget.”

This is different from “You’re too expensive” and reflects an opening that you
shouldn’t let slip by. Ask what they mean. No budget at all for this type of
work? No budget left for this year? (If the latter, find out when the new budget
kicks in or when budget planning will resume so you can get back in touch at
that time.)

“We already have a vendor for these services.”

Yes, but are they happy with their current vendor? This is the perfect time to
ask. Probe to find out what they like and don’t like about the current vendor.
That will give you essential information about which of your benefits to em-
phasize as you continue the selling process.

Your prospect may be staying with the current resource because it’s too
much effort to find someone else. Your job is to reinforce all the reasons
why working with you would make their life easier and be worth the effort to
change. You might have to convey this message bit by bit over time, but don’t
neglect to use this information if you can get it. Also, they may need a back
up resource at the drop of a hat. If you’re waiting in the wings, you’ll be well
positioned to fill the need.
                                                  NOTES & IDEAS




© w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                                  OCT 10
October
S      M      T      W     Th     F      S
                                  1      2
3      4      5      6     7      8      9
10     11     12     13    14     15     16
17     18     19     20    21     22     23
       25     26     27    28     29     30




                                                  THIS MONTH’S FOCUS

     PHASE 2 OF YOUR WEB SITE
     Now that your web site has been up for a while, you can get to Phase 2 of
     that process: adding Case Studies, Resources and links plus anything else
     you can think of. And start thinking about a promotion for the holidays.

                                                   TIP OF THE MONTH

     HAVE YOU HEARD ABOUT BIzNIk?
     Biznik is a social networking site where solopreneurs are “going it alone,
     together,” and you’ve gotta check it out.
     Here’s their blurb: It sucks growing a business alone. No one cares. But we
     do. Biznik is an award-winning community of entrepreneurs and small busi-
     nesses dedicated to helping each other succeed.
     It started in Seattle but is growing beyond its geographic boundaries. It’s
     a unique social networking site because the focus is a combination of
     online and offline networking. There are lots of announcements on the
     site for in-person networking events that members host and then use the
     website to promote and coordinate. There are also excellent articles, groups,
     and BizTalk. New features are always being added – so take a peek at
     www.biznik.com.

                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                               THIS WEEk

Your Next Email Newsletter: Send it out!


    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                             Read industry blogs/sites
         Attend an event
                                           Post on 1 (or more) industry
         Follow up calls/messages          blog/site
         to new contacts
                                           Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
October                            November

                                                                       10/4–10/8
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                         1    2         1    2    3    4    5    6
3    4    5    6    7    8    9    7    8    9    10   11   12   13
10   11   12   13   14   15   16   14   15   16   17   18   19   20
17   18
     25
          19
          26
               20
               27
                    21
                    28
                         22
                         29
                              23
                              30
                                   21
                                   28
                                        22
                                        29
                                             23
                                             30
                                                  24   25   26   27

                                                                      OCT 2010
                                                                        Cold Call Research




    4
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    5
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    6
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    7
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




8   Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Phase 2 of your web site: Research case studies from others like you.


    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites
         Attend an event
                                          Post on 1 (or more) industry
         Follow up calls/messages         blog/site
         to new contacts
                                          Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
October                            November

                                                                      10/11–10/15
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                         1    2         1    2    3    4    5    6
3    4    5    6    7    8    9    7    8    9    10   11   12   13
10   11   12   13   14   15   16   14   15   16   17   18   19   20
17   18
     25
          19
          26
               20
               27
                    21
                    28
                         22
                         29
                              23
                              30
                                   21
                                   28
                                        22
                                        29
                                             23
                                             30
                                                  24   25   26   27

                                                                      OCT 2010
    Columbus Day



11  Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




12  Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



13  Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




14  Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




15  Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Phase 2 of your web site: Choose 2-3 projects to feature as a case study.


    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                             Read industry blogs/sites
         Attend an event
                                           Post on 1 (or more) industry
         Follow up calls/messages          blog/site
         to new contacts
                                           Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
October                            November

                                                                      10/18–10/22
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                         1    2         1    2    3    4    5    6
3    4    5    6    7    8    9    7    8    9    10   11   12   13
10   11   12   13   14   15   16   14   15   16   17   18   19   20
17   18
     25
          19
          26
               20
               27
                    21
                    28
                         22
                         29
                              23
                              30
                                   21
                                   28
                                        22
                                        29
                                             23
                                             30
                                                  24   25   26   27

                                                                      OCT 2010
                                                                        Cold Call Research




    18
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    19
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    20
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    21
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    22
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Phase 2 of your web site: Draft all of them and get feedback from
colleagues.

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites
         Attend an event
                                          Post on 1 (or more) industry
         Follow up calls/messages         blog/site
         to new contacts
                                          Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
October                            November

                                                                      10/25–10/29
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

                         1    2         1    2    3    4    5    6
3    4    5    6    7    8    9    7    8    9    10   11   12   13
10   11   12   13   14   15   16   14   15   16   17   18   19   20
17   18
     25
          19
          26
               20
               27
                    21
                    28
                         22
                         29
                              23
                              30
                                   21
                                   28
                                        22
                                        29
                                             23
                                             30
                                                  24   25   26   27

                                                                      OCT 2010
                                                                        Cold Call Research




    25
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    26
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    27
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    28
    Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




    29
    Friday                                                            I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In-person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                                  NOV 10
November
S      M      T     W      Th     F      S
       1      2     3      4      5      6
7      8      9     10     11     12     13
14     15     16    17     18     19     20
21     22     23    24     25     26     27
28     29     30




                                                  THIS MONTH’S FOCUS
     HOlIDAY PROMOTION
     The holidays are right around the corner. There will be lots of networking to
     do, so do as much as you can. And for your own promotion, which one do you
     want to focus on, if any? Stay away from the religious ones, but do consider
     Thanksgiving or The New Year or even Valentine’s Day. You can simply do a
     card or an inexpensive gift or something that shows off your talents. You can
     also have 2 or 3 tiers of gifts for different level clients/colleagues. Remember,
     this is a marketing tool.

                                                   TIP OF THE MONTH
     COlD CAllING WORkS AGAIN!
     Whenever someone tells us a “I used to hate cold calling, until I tried it”
     story, we implore them to write it up for all to see, as part of our campaign
     to debunk the big myth that cold calling sucks, is painful and doesn’t even
     work. Here’s one from copywriter, Pat McCord.
     I had been hired to write an eBook on copywriting for Fortune 500 clients,
     and one section in particular was giving me fits—cold calling. The reason
     was that my first experience with cold calling had also been my last. No way
     would I ever do it again—interrupt a busy manager to hawk my wares only
     to be dismissed with a damaged ego. Then I read the chapter on cold calling
     in Ilise Benun and Peleg Top’s latest book, The Designer’s Guide to Marketing
     and Pricing—okay, not too intimidating—and decided to test it out for my
     eBook. Well… imagine my surprise when, using their advice, I not only
     connected with a communications manager at Campbell Soup Company,
     I also had a very pleasant half-hour conversation with him and got all the
     information I needed. If I had known it was this easy, I would have been cold
     calling from the beginning.

                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                               THIS WEEk

Phase 2 of your web site: Finish up case studies and post to web site.
Conceptualize holiday promo. Research what others have done.

    WEEkLY CHECkLIST                        DAILY CHECkLIST

    NETWORkING                            Read industry blogs/sites
         Attend an event
                                          Post on 1 (or more) industry
         Follow up calls/messages         blog/site
         to new contacts
                                          Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
November                           December

                                                                       11/1–11/5
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

     1    2    3    4    5    6                   1    2    3    4
7    8    9    10   11   12   13   5    6    7    8    9    10   11
14   15   16   17   18   19   20   12   13   14   15   16   17   18
21
28
     22
     29
          23
          30
               24   25   26   27   19
                                   26
                                        20
                                        27
                                             21
                                             28
                                                  22
                                                  29
                                                       23
                                                       30
                                                            24
                                                            31
                                                                 25

                                                                      NOV 2010
                                                                        Cold Call Research




    1
    Monday                                                            I DID MY MARKETING TODAY


    Election Day                                                          1 Hour Calling




    2
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    3
    Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    4
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    5
    Friday                                                            I DID MY MARKETING TODAY
                              THIS WEEk

Holiday Promotion: Draft copy/images for holiday promo.


    WEEkLY CHECkLIST                      DAILY CHECkLIST

    NETWORkING                          Read industry blogs/sites
        Attend an event
                                        Post on 1 (or more) industry
        Follow up calls/messages        blog/site
        to new contacts
                                        Identify 3 new prospects
        Schedule next week’s
        event

    YOUR PIPELINE

        Follow up outstanding
        proposals

        Call 2 existing clients to
        check in

        Call 5 new prospects


 HOT LEADS AND PROSPECTS
November                           December

                                                                      11/8–11/12
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

     1    2    3    4    5    6                   1    2    3    4
7    8    9    10   11   12   13   5    6    7    8    9    10   11
14   15   16   17   18   19   20   12   13   14   15   16   17   18
21
28
     22
     29
          23
          30
               24   25   26   27   19
                                   26
                                        20
                                        27
                                             21
                                             28
                                                  22
                                                  29
                                                       23
                                                       30
                                                            24
                                                            31
                                                                 25

                                                                      NOV 2010
                                                                        Cold Call Research




8   Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




9   Tuesday                                                           I DID MY MARKETING TODAY


                                                                        Follow Up on Calls



10  Wednesday                                                         I DID MY MARKETING TODAY


    Veteran’s Day



11  Thursday                                                          I DID MY MARKETING TODAY


                                                                            Good job! Reward!




12  Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Holiday Promotion: Place your order for holiday promotion.


    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
November                           December

                                                                      11/15–11/19
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

     1    2    3    4    5    6                   1    2    3    4
7    8    9    10   11   12   13   5    6    7    8    9    10   11
14   15   16   17   18   19   20   12   13   14   15   16   17   18
21
28
     22
     29
          23
          30
               24   25   26   27   19
                                   26
                                        20
                                        27
                                             21
                                             28
                                                  22
                                                  29
                                                       23
                                                       30
                                                            24
                                                            31
                                                                 25

                                                                      NOV 2010
                                                                        Cold Call Research




15  Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




16  Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



17  Wednesday                                                         I DID MY MARKETING TODAY


                                                                        Follow Up on Calls




    18
    Thursday                                                          I DID MY MARKETING TODAY


                                                                              Thank someone!




    19
    Friday                                                            I DID MY MARKETING TODAY
                              THIS WEEk

Nothing scheduled. Thanksgiving this week.


    WEEkLY CHECkLIST                         DAILY CHECkLIST

    NETWORkING                          Read industry blogs/sites
        Attend an event
                                        Post on 1 (or more) industry
        Follow up calls/messages        blog/site
        to new contacts
                                        Identify 3 new prospects
        Schedule next week’s
        event

    YOUR PIPELINE

        Follow up outstanding
        proposals

        Call 2 existing clients to
        check in

        Call 5 new prospects


 HOT LEADS AND PROSPECTS
November                           December

                                                                      11/22–11/26
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

     1    2    3    4    5    6                   1    2    3    4
7    8    9    10   11   12   13   5    6    7    8    9    10   11
14   15   16   17   18   19   20   12   13   14   15   16   17   18
21
28
     22
     29
          23
          30
               24   25   26   27   19
                                   26
                                        20
                                        27
                                             21
                                             28
                                                  22
                                                  29
                                                       23
                                                       30
                                                            24
                                                            31
                                                                 25

                                                                      NOV 2010
                                                                        Cold Call Research




    22
    Monday                                                            I DID MY MARKETING TODAY


                                                                          1 Hour Calling




    23
    Tuesday                                                           I DID MY MARKETING TODAY


                                                                          1 Hour Calling



    24
    Wednesday                                                         I DID MY MARKETING TODAY


    Thanksgiving



    25
    Thursday                                                          I DID MY MARKETING TODAY




    26
    Friday                                                            I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
                       WHERE SHOULD I SIT?

Despite the fact that the purpose of a networking event is to meet other
people, many people who show up just sit and wait for the networking to
happen to them. Rather than being proactive and initiating conversations, they
sit down and wait for others to approach them. If this is your tendency, catch
it early and do something different.

If you arrive early at an event, you may notice people scattered around the
room, one lone person in each row of chairs or at each table. Instead of doing
the same, choose one person, approach and say, ‘Do you mind if I join you?’
Then introduce yourself and you’re off into conversation land. (And if not, read
on for what to say.)

If it’s a presentation where you may have a chance to ask questions, sit near
the front. That way, the presenter is more likely to call on you and you may
even have a chance to tell the group who you are and what you do.

If it’s not a sit down event, stand by the food or an information table. Make
it your business to move around so you can meet as many people as possible.

If you go with someone you know… It sometimes helps to attend an event
with a friend or colleague - but once you’ve got your nametags on, go your
separate ways. If you don’t, it’s too easy to stay clumped together, which
discourages others from approaching you too. Many opportunities to make
new contacts are lost because people sit with their cohorts or with the same
‘safe’ buddies every time. Make it a habit to sit with people you don’t know.
And if one of your important clients or contacts is at the meeting, sit with him
or her but make sure you are seated at the table with ‘strangers’ also.

If you do bring a friend, split up to meet people and then introduce those
people to each other. Or you can stay together and approach loners in the
room and say, ‘Have you met [friend’s name]? She has this great company,
etc.’ It is easier to brag about your friend as a way to introduce them. Being
introduced by someone else makes conversation easier. And be sure to give
quality introductions to your colleagues as well. Practice them in advance.

Be one of the hosts. Once you’ve started attending a particular meeting
regularly and you feel comfortable, take a more active role as one of the
hosts. All you have to do is stand near the door so you can greet people
and introduce yourself as they walk in, making them feel comfortable and
welcome. Or if you’re at a table with others, designate yourself “table
moderator” and suggest that everyone introduce themselves and exchange
business cards.
                                                  NOTES & IDEAS




© w w w. m a r k e t i n g - m e n t o r. c o m
NEW IDEAS &   Doodles
                                                  DEC 10
December
S      M      T     W      Th     F      S
                    1      2      3      4
5      6      7     8      9      10     11
12     13     14    15     16     17     18
19     20     21    22     23     24     25
26     27     28    29     30     31




                                                  THIS MONTH’S FOCUS
     START PlANNING FOR 2011
     Things tend to slow down, marketing-wise, during December, except for the
     holiday networking you’ll be doing (accept all invitations, if possible). So once
     you get your holiday gifts and promotion out the door, it’s a perfect time to
     start planning for 2011.

                                                   TIP OF THE MONTH

     TAlk TO YOUR SEAT MATE
     With the Holidays upon us - you might be getting on a plane to travel
     somewhere. There is no shortage of stories about incredible business
     connections that have been made on planes. So remember to say “hello”
     to your seat mate – you never know what might come from it. As a matter
     of fact, saying “hello” is a good rule to follow in most situations – because
     even if it’s not a networking event, it’s still an opportunity for networking.
     For more on this, check out Ilise’s Biznik article, Will you ignore the
     stranger next to you?
     http://biznik.com/articles/will-you-ignore-the-stranger-next-to-you

                     NOTES & EVENTS TO ATTEND THIS MONTH




© w w w. m a r k e t i n g - m e n t o r. c o m
                               THIS WEEk

Holiday Promotion: Update mailing lists for holiday promotion. Make
sure you have everyone on it.

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
December                           January 2011

                                                                      11/29–12/3
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

               1    2    3    4                                  1
5    6    7    8    9    10   11   2    3    4    5    6    7    8
12   13   14   15   16   17   18   9    10   11   12   13   14   15
19
26
     20
     27
          21
          28
               22
               29
                    23
                    30
                         24
                         31
                              25   16   17   18
                                             25
                                                  19
                                                  26
                                                       20
                                                       27
                                                            21
                                                            28
                                                                 22
                                                                 29   DEC 2010


29  Monday                                                            I DID MY MARKETING TODAY




    30
    Tuesday                                                           I DID MY MARKETING TODAY




    1
    Wednesday                                                         I DID MY MARKETING TODAY




    2
    Thursday                                                          I DID MY MARKETING TODAY




    3
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Holiday Promotion: Send out or hand-deliver holiday gifts and
promotions.

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
December                           January 2011

                                                                      12/6–12/10
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

               1    2    3    4                                  1
5    6    7    8    9    10   11   2    3    4    5    6    7    8
12   13   14   15   16   17   18   9    10   11   12   13   14   15
19
26
     20
     27
          21
          28
               22
               29
                    23
                    30
                         24
                         31
                              25   16   17   18
                                             25
                                                  19
                                                  26
                                                       20
                                                       27
                                                            21
                                                            28
                                                                 22
                                                                 29   DEC 2010


6   Monday                                                            I DID MY MARKETING TODAY




    7
    Tuesday                                                           I DID MY MARKETING TODAY




    8
    Wednesday                                                         I DID MY MARKETING TODAY




    9
    Thursday                                                          I DID MY MARKETING TODAY




    10
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk
Planning for 2011: Review your progress during 2010. Revisit your goals.
How close did you get? What could you have done better? What didn’t
you get to?

    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                           Read industry blogs/sites
         Attend an event
                                         Post on 1 (or more) industry
         Follow up calls/messages        blog/site
         to new contacts
                                         Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
December                           January 2011

                                                                      12/13–12/17
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

               1    2    3    4                                  1
5    6    7    8    9    10   11   2    3    4    5    6    7    8
12   13   14   15   16   17   18   9    10   11   12   13   14   15
19
26
     20
     27
          21
          28
               22
               29
                    23
                    30
                         24
                         31
                              25   16   17   18
                                             25
                                                  19
                                                  26
                                                       20
                                                       27
                                                            21
                                                            28
                                                                 22
                                                                 29   DEC 2010


13  Monday                                                            I DID MY MARKETING TODAY




14  Tuesday                                                           I DID MY MARKETING TODAY




15  Wednesday                                                         I DID MY MARKETING TODAY




16  Thursday                                                          I DID MY MARKETING TODAY




17  Friday                                                            I DID MY MARKETING TODAY
                                                         QUARTER IV

Be A Guest Blogger

We’d love for you to share your marketing success stories,
challenges and ideas with us, and with your fellow solopreneurs –
as a Guest Mixer on the Marketing Mix Blog!

www.marketingmixblog.com

You are cordially invited to write a guest post for the Marketing
Mix Blog about your experience following the 2010 Marketing
Plan + Calendar.

Even if you have your own blog, writing a guest post for the
Marketing Mix is a great way of gaining extra online exposure.
Each guest blogger gets a byline, an avatar and a link to your
website!

Here are some questions to get you started:
  1. How has following this plan impacted your
     marketing efforts?
  2. How has your business improved?
  3. How has your routine changed?
  4. What marketing successes have you had?
  5. What challenges have you faced – and how have you
     overcome them?
  6. How have you adapted the marketing plan + calendar
     to make it work for you?
  7. Is there anything you’ve learned that you can share?

Check out the Marketing Mix Blog and click on “Guest Mixers”
to see what other Guest Mixers have written about.

Send your blog entries (or inquiries) to:
deidre@marketing-mentor.com.
Ideas for your Marketing Mix Blog Post
                               THIS WEEk

Relax. You deserve it.


    WEEkLY CHECkLIST                       DAILY CHECkLIST

    NETWORkING                         Read industry blogs/sites
         Attend an event
                                       Post on 1 (or more) industry
         Follow up calls/messages      blog/site
         to new contacts
                                       Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
December                           January 2011

                                                                      12/20–12/24
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

               1    2    3    4                                  1
5    6    7    8    9    10   11   2    3    4    5    6    7    8
12   13   14   15   16   17   18   9    10   11   12   13   14   15
19
26
     20
     27
          21
          28
               22
               29
                    23
                    30
                         24
                         31
                              25   16   17   18
                                             25
                                                  19
                                                  26
                                                       20
                                                       27
                                                            21
                                                            28
                                                                 22
                                                                 29   DEC 2010


    20
    Monday                                                            I DID MY MARKETING TODAY




    21
    Tuesday                                                           I DID MY MARKETING TODAY




    22
    Wednesday                                                         I DID MY MARKETING TODAY




    23
    Thursday                                                          I DID MY MARKETING TODAY


    Christmas Eve



    24
    Friday                                                            I DID MY MARKETING TODAY
                               THIS WEEk

Planning for 2011: Relax but start getting ready for 2011. It’s right around
the corner.

    WEEkLY CHECkLIST                         DAILY CHECkLIST

    NETWORkING                              Read industry blogs/sites
         Attend an event
                                            Post on 1 (or more) industry
         Follow up calls/messages           blog/site
         to new contacts
                                            Identify 3 new prospects
         Schedule next week’s
         event

    YOUR PIPELINE

         Follow up outstanding
         proposals

         Call 2 existing clients to
         check in

         Call 5 new prospects


 HOT LEADS AND PROSPECTS
December                           January 2011

                                                                      12/27–12/31
S    M    T    W    Th   F    S    S    M    T    W    Th   F    S

               1    2    3    4                                  1
5    6    7    8    9    10   11   2    3    4    5    6    7    8
12   13   14   15   16   17   18   9    10   11   12   13   14   15
19
26
     20
     27
          21
          28
               22
               29
                    23
                    30
                         24
                         31
                              25   16   17   18
                                             25
                                                  19
                                                  26
                                                       20
                                                       27
                                                            21
                                                            28
                                                                 22
                                                                 29   DEC 2010


    27
    Monday                                                            I DID MY MARKETING TODAY




    28
    Tuesday                                                           I DID MY MARKETING TODAY




    29
    Wednesday                                                         I DID MY MARKETING TODAY




30  Thursday                                                          I DID MY MARKETING TODAY


    New Year’s Eve



    31
    Friday                                                            I DID MY MARKETING TODAY
                MY MONTHLY RECAP

Money
                               In- person Networking
Billable hours ____________
                               Events attended __________
Amount billed ____________
                               Follow up calls/emails ____
__________________   _______   __________________   _______


Clients/Prospects              Social Networking
Live prospects ___________     Updates sent _____________
                               Responses ________________
New clients ______________
                               Followers/fans ____________
__________________   _______
                               __________________   _______

Proposals                      Blogging
Proposals presented _____      Posts written _____________
Proposals accepted ______      comments ________________
__________________   _______   Visits _____________________
                               __________________   _______

Cold calling
                               Website
Cold calls made _________      Visits _____________________
Follow ups made _________      __________________   _______
__________________   _______
                               Other: _____________________

Newsletter                     __________________   _______
                               __________________   _______
Newsletters sent _________
Subscribers ______________
                               Other: _____________________
__________________   _______   __________________   _______
                               __________________   _______
Articles
Written ___________________    Other: _____________________
                               __________________   _______
Published ________________
                               __________________   _______
__________________   _______
ACCOMPLISHMENTS:




CHALLENGES:




GOALS & INTENTIONS FOR NEXT MONTH:




  © w w w. m a r k e t i n g - m e n t o r. c o m
                  We want your feedback!

How do you like the 2010 Grow Your Business Marketing Plan/Calendar?

Please answer these few questions:

1. What works best about it?




2. What doesn’t work at all?




3. What do you wish it had or could do?




4. What do you find unnecessary?




Fax back to (866) 854-5810 or email to ilise@marketing-mentor.com

Thanks so much.
               There are plenty more resources to
            help your business grow! Visit us online at:

                    marketing-mentor.com
                 for free articles and mentoring information


                    marketingmixblog.com
                         for daily marketing blog posts


           marketing-mentor-toolbox.com
                         for a suite of helpful products



                        Copyright 2010 Marketing Mentor, LLC

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