Cover -- Title Page -- Copyright -- Contents -- Prologue: Doing Your Best is not Enough -- Part One: Marketing Rocks -- Introduction -- 1. Stop Throwing Money into a Marketing Black Hole -- 2. Determine Who, Then Why-And Your What Comes Last -- Part Two: It's About Them, Really -- 3. Who Are You? -- 4. What Do You Want to Be KNOWN For? -- 5. Who Are They? -- 6. Show Up With a Bucket -- 7. Hula Hoops® And Kool Aid® -- 8. Avoid Blah-Blah-Blah Marketing -- 9. Stop Selling Sugar -- 10. Visibility + Credibility = Buyability -- 11. 50 Reasons People Should Buy from You -- Part Three: Learn to Speak Prospect -- 12. Build Your Marketing Language Bank -- 13. Seven Questions to Identify Your Best Buyers -- 14. Don't Fall into the Same-O Lame-O Trap -- 15. Zero In on Your Pain/Gain Factors -- 16. How to Build Your Prospect Phrase Book -- 17. The Only Three Problems You Can Solve -- 18. You Solve People Problems -- 19. You Solve Process Problems -- 20. You Solve Profit Problems -- 21. Control Is Priceless -- 22. Your Buyers Are Lazy, Busy, and Befuddled -- 23. Clarity Indicates Expertise -- Part Four: Expert Positioning -- 24. How to Profit from 3PR -- 25. CEO Speaking ls Your Best Weapon -- 26. Find Out Which Audiences Pay Off -- 27. Be Serious -- 28. Chasing Chum Makes You a Chump -- Part Five: Dominate Social Media -- 29. Create Killer Social Media Scripts -- 30. Seven Rules for Your E-Mail Signature File -- 31. The (Real) IDIOT's Guide to Social Media Marketing -- 32. I: "I, Me, My" Syndrome -- 33. D: Dumb It Down -- 34. I: Information Without Invitation -- 35. O: Overselling -- 36. T: Talk Without Action -- 37. S: Short-Term Focus -- Part Six: The "S" Word -- 38. Sell Like a Girl -- 39. Your Sales To-Don't List -- 40. You Don't Need Sales Training -- Part Seven: Get Better Leads -- 41. Market to People Who Are Already Listening.

42. Why You DON'T Want to Be in the Book -- 43. Old Media Is Dead! Long Live Old Media! -- 44. Nobody Is Going to Steal Your Idea -- Part Eight: Get Better Prospects -- 45. Five Reasons You're Getting Referred to Losers-And How to Fix It -- 46. Build Your Referral Blurb -- 47. Don't Be a Referral Jackass -- 48. Work Your Network -- 49. Why Your Inbound Leads Are a 911 Call -- 50. Seven Stupid Ways to Blow Up Your Sales Process -- 51. Five Signs That Your Prospect Is Giving You Too Much BS -- 52. Your Nine-Point Client GPS -- 53. How Good of a Client Will You Be? -- Part Nine: Eliminate Roadblocks -- 54. RBI Meets CSI -- 55. Become the Missing Piece -- 56. Stop Wasting Your Time Following Up -- 57. Nobody Leaves Hungry -- Part Ten: Your Business DNA -- 58. Branding Is BS -- 59. Your Name Supports Everything You Do -- 60. BMW at One Dollar Over Invoice! -- 61. You're Competing With Idiots-And They're Winning -- 62. Diversify While Still Specializing -- 63. Focus on Strategy, Not Tactics -- 64. Planning Trumps Passion Every Time! -- Part Eleven: Personal Success Strategies -- 65. Confidence Is Sexy -- 66. Charm Is NOT a Four-Letter Word -- 67. Lone Wolves Starve to Death -- 68. Live Out of Your Calendar Not Your Inbox -- 69. Five Ways to Use E-Mail Without Getting Sucked In -- 70. The Secret Sauce -- 71. Do WHAT You Love for PEOPLE You Love -- Part Twelve: Taking Action -- 72. Five Marketing Moves for Business Success -- 73. Move Up -- 74. Move In -- 75. Move Ahead -- 76. Move Aside -- 77. Move Alone -- Part Thirteen: Your 21-day Marketing Launch Plan -- DAY 1. Who Are YOU? -- DAY 2. Who Are THEY? -- DAY 3. Develop Your Platform-Building Plan-Part I -- DAY 4. Develop Your Platform-Building Plan-Part II -- DAY 5. Personal Branding, Domain, and Web Setup -- DAY 6. Research and (Re-)set Your Prices -- DAY 7. Article Day -- DAY 8. Rest Day.

DAY 9. Website Setup or Review/Revision -- DAY 10. Building Inbound Links -- DAY 11. Assembling Your Basic Presentation -- DAY 12. Build a Simple Speaker One-Sheet -- DAY 13. Find Speaking Leads and Places to Deliver Your Client-Magnet Presentation -- DAY 14. Ask for AIR (Advice, Insights, Recommendations) -- DAY 15. Article Submission Day -- DAY 16. Rest Day -- DAY 17. Product Development Day -- DAY 18. Create Your E-Mail and List-Building Platform -- DAY 19. Social Media Day -- DAY 20. Map Out Your Organization Chart -- DAY 21. You Made It! -- Your 21-Day Do It! Marketing Playbook -- Acknowledgments -- Index -- About The Author.