Index
The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device to search for terms of interest. For your reference, the terms that appear in the print index are listed below.
accountability
action groups
Action Plan Menu
Appetizers on
and closing sales
Desserts on
Main Courses on
making selections from the
action plans
actions, see Daily Actions
Action Worksheet
adding Daily Actions to
form (blank)
goals and rewards on
Special Permission on
strategies on
Success Ingredients on
ad copy and layout
ad script
advertising
coupled with other strategies
Daily Actions for
effectiveness and impact of
for filling the pipeline
for having sales conversations
online
tactics for
when to choose
see also individual tactics, e.g.: banner ads; classified ads
advertising venues
Alessandra, Tony
Allen, Debbie
Allen, Scott
announcement cards/letters
appointments, see meetings
articles/tips
in direct contact and follow-up strategy
online
publishing and publicizing
reprinting
writing
writing queries for
audio
in media kit
used online
autoresponders
avoidance
building confidence to overcome
and motivation
banner ads
Beckwith, Harry
billboards
“black box” principle
Bliss, Allison
blogs
advertising in
broadcast e-mails from
for following up
as networking venue
as publicity venue
publishing/writing
on website
blog theme
blog topics
Bly, Robert W.
bonuses, for online subscribers
Bowen, Lisa
brainstorming
Britten, Rhonda
broadcast advertising
broadcast e-mail, see e-mails, broadcast/bulk
brochures
Burg, Bob
business buddy
business cards
business coaches
calendar advertising
calling and mailing
fear about
ìn closing the sale
in Universal Marketing Cycle
using direct mail vs. personal mail
Campbell, Carolyn
centers of influence
classes/workshops, giving, see also public speaking
classified ads
closing sales
appropriate strategies for
choosing to focus on
Daily Actions for
direct contact and follow-up for
fear in
networking and referral building for
overcoming objections in, see objections, overcoming
Success Ingredients for
coaches
cold calling
in action plan
effectiveness of
cold contacts, model marketing letter for
Coleridge, Samuel T.
collaborations
column writing
commentary, writing
commitment
competitive research
conference programs, advertising in
contact management system
contacts
lunch or coffee with
see also calling and mailing; following up; networking and referral building
co-sponsored events, see also promotional events
Costello, Carol
Covey, Stephen R.
credibility
customer relationship management (CRM) systems, see also contact management system
Daily Actions
for achieving focus
from the Action Plan Menu
on Action Worksheet
Daily Scores for
designing
selecting
strategies for achieving
on Tracking Worksheet
Daily Scores
demonstrations, see also promotional events
description of services
direct contact and follow-up
for closing the sale
Daily Actions for
effectiveness and impact of
for filling the pipeline
for following up
for having sales conversations
as personal selling
tactics for
when to choose
direct mail
directory advertising
display ads
Durfee, Grace
Duron, Maria Elena
elevator speech, see also 30-second commercial
e-mails
broadcast/bulk
in direct contact and follow-up
for filling the pipeline
for following up
personal, see personal letters/e-mails
endorsements
e-newsletters, see e-zines
event programs, advertising in
e-zines
getting published in
for publicity
on website
Fairley, Stephen
fear
in closing sales
in filling the pipeline
in following up
in having sales conversations
overcoming
of public speaking
and self-confidence
in setting goals
and Special Permissions
Feigon, Josiane Chriqui
Feldman, Donna
Fettke, Rich
filling the pipeline
advertising for
appropriate strategies for
choosing to focus on
Daily Actions for
direct contact and follow-up for
fear in
networking and referral building for
promotional events for
public speaking for
Success Ingredients for
writing and publicity for
flyers
flyer venues
focus
focus of services, narrowing
following up
appropriate strategies for
choosing to focus on
Daily Actions for
direct contact and follow-up for
fear in
networking and referral building for
with new contacts
reasons for not
Success Ingredients for
when you don’t close the sale see also direct contact and follow-up; meetings
Friedlander, Joan
Get Clients Now! system
daily instructions for
key components of
terminology
see also individual program elements
giveaways/contests/surveys, see also promotional events
goals
core philosophy about
realistic
SMART
see also Program Goal
goal setting
benefits of
importance of
process for
realistic
resistance to
Google +
Haddock, Patricia
Harrow, Susan
having sales conversations
advertising for
appropriate strategies for
with better-qualified prospects
choosing to focus on
Daily Actions for
direct contact and follow-up for
fear in
networking and referral building for
promotional events for
public speaking for
Success Ingredients for
things in the way of
using presentation scripts
writing and publicity for
Hill, Napoleon
Hopkins, Tom
Huff, Loretta Love
in-house mailing list, see also calling and mailing
inner critic
instant messages
Internet marketing, see also advertising, online; e-mails; e-zines; online networking venues; social media; website
invitations, extending
Jantsch, John
Kase, Larina
Katz, Michael
know-like-and-trust factor
and advertising
and networking
Konrath, Jill
Krakoff, Patsi
leads
higher-quality
from promotional events and advertising
see also contacts; referrals
leads groups
lead sources
leave-behinds
Leduc, Sylva
letters
in direct contact and follow-up
for filling the pipeline
model for marketing
personal, see personal letters/e-mails
testimonial, see testimonials
see also calling and mailing
links, to your website
live networking venues
Looyen, Ellen
Lublin, Jill
lunch/coffee, see meetings
Lupinsky, Leslie
magazine ads
mailing list, see e-zines; prospect list
mailings
for filling the pipeline
for following-up
letters and postcards for
lists for
responses to
see also calling and mailing
marketing
effective strategies for
personal
of professional services
selling vs.
as a system
marketing and sales
aids to effectiveness
common blocks in
as integrated activity for professional
services
magic formula for
marketing cycle, see Universal Marketing Cycle
marketing kit
marketing letter, see letters
marketing plan, see action plans
marketing strategy(-ies)
advertising as
changing
for closing sales
designing action plan for
direct contact and follow-up as
for filling the pipeline
for following up
for having sales conversations
icons used for
networking and referral building as
promotional events as
public speaking as
selecting
selling vs.
tactics for
writing and publicity as
see also individual strategies
market niche definition
market position
market research
Marmolejo, Nancy
Master of Ceremonies, acting as
measuring goals
measuring results
media, being quoted by, see also writing and publicity
media ads, see advertising
media interviews
media kits
media publicity
media stories, see also writing and publicity
meetings (appointments) coffee
follow-up
in-person/phone
lunch
sales presentations, see having sales conversations
meetings (seminars, workshops, or events)
attending
speaking for
venues for
message boards
Middleton, Robert
model marketing letters
Morning Review
motivation
goals for
National Do Not Call Registry
networking and referral building
for closing sales
Daily Actions for
direct contact vs.
effectiveness and impact of
for filling the pipeline
for following up
for having sales conversations
online, see also social media
for professional credibility
for professional visibility
with referral partners
selling vs.
tactics for
when to choose
networking lunch/breakfast/mixer, see also promotional events
networking skills
networking venues
newsletters
personal mail vs.
as publicity venue
on website
as writing venue
newspaper ads
news releases, see press releases
nice-to-meet-you notes
objections, overcoming
online classified ads
online communities
online directories
online networking venues
online speaking venues
open house/reception
outreach
panels, serving on, see also public speaking
Parker, Roger C.
pay-per-click advertising
Persistence Effect
personal connections, strengthening
personal letters/e-mails
direct mail vs.
for filling the pipeline
personal marketing/selling
perspective
phone appointments, see meetings (appointments)
phone calls
common obstacles presented in
fear of making
for filling the pipeline
for following up
unreturned
and voice mail
see also calling and mailing; cold calling; telemarketing; warm calling
photographs
in marketing materials
used online
pitch letters, see also press releases
podcasts
Port, Michael
portfolio of your work
postal mail vs. e-mail
postcards/mailers
presentations (speaking), see also public speaking
presentations, sales, see having sales conversations
presentation scripts
presentation skills
presentation (sales) visuals
press releases
print directories
print display ads
prioritization
procrastination
products, marketing of services vs.
professional credibility, see credibility
professional services, marketing of, see also specific marketing strategies
professional visibility, see visibility
Program Goal
Daily Scores for
revisiting
rewards for meeting
setting
on Tracking Worksheet
see also goal setting
promotional events
Daily Actions for
effectiveness and impact of
for filling the pipeline
for having sales conversations
tactics for
when to choose
promotion concept
promotion plan
prospect list
prospects
better-qualified
finding
from online networking
qualifying
suspects vs.
publicity venues
public relations/publicity, see writing and publicity
public speaking
for closing sales
Daily Actions for
effectiveness and impact of
for filling the pipeline
gaining skill in
for having sales conversations
tactics for
when to choose
punishment, for not achieving goals
qualifying questions
quantification
of Daily Actions
of goals
of results
of Success Ingredients
query letters, see writing queries
radio ads, see also broadcast advertising
Rando, Caterina
references
referral partners
referrals
giving
higher-quality
see also networking and referral building
rejection, fear of
relationships
building
stronger
resistance
rest days
rewarding yourself
Robbins, Stever
sales conversations, see having sales conversations
search engine positioning
Seek, Shannon
self-confidence skills
selling, see also having sales conversations; marketing and sales
selling scripts, see also telemarketing, script
selling skills
seminars
marketing of
see also promotional events; public speaking
sending articles or links
service package, improving
sharing information/resources
Shenson, Howard L.
Smith, Thomas
social media
for direct contact and follow-up
and effectiveness of strategies
filling the pipeline via
following up via
for networking and referral building
posting to
“shouts,” 19
for writing and publicity
social media profile/page
spam, see also e-mails, broadcast/bulk
speaker’s bio
speaking, see public speaking
speaking topics
speaking venues
Special Permissions
staying in touch, see also following up
Stowe, Tessa
strategic alliances
Stutz, Elinor
Success Ingredients
for closing sales
Daily Actions for creating
Daily Scores for
for filling the pipeline
finding time for
for following up
Guide to
for having sales conversations
prioritizing
quantifying
Shopping List for
starting score on
target completion dates for
on Tracking Worksheet
support, sources of
swapping contacts
tactics
for advertising
changing
for direct contact and follow-up
for networking and referral building
for promotional events
for public speaking
for writing and publicity
tangibility, in sales conversations
target completion dates
target market
target market research
telemarketing
regulations
script
skills
see also calling and mailing; phone calls
teleseminars
10-second introduction
testimonials
Teten, David
text ads
text messages
30-second commercial
time management
tips articles, see articles/tips
tip sheets
Togo-Figa, Rochelle
Tracking Worksheet
form (blank)
Tracy, Brian
trade shows
Traditi, Frank
trust
building online
see also know-like-and-trust factor
TV ads, see also broadcast advertising
Universal Marketing Cycle
and action plan design
for B2B professionals
for B2C professionals
choosing your focus in the
stages in
see also individual stages, e.g.: filling the pipeline
Van Yoder, Steven
video
in media kit
on social media
tutorials
used online
videocasts
virtual events, see also promotional events
virtual speaking, see also public speaking
visibility, see also individual strategies, e.g.: networking and referral building
voice mail, see phone calls, and voice mail
volunteering
warm calling
warm contacts, model marketing letter for
Weather Report
Web, see Internet
webcasts
Web chats
webinars
speaking on
website
and advertising
appraising
for filling the pipeline
for following up
getting others to link to
increasing visibility of
as a sales tool
search engine optimization for
website conversion
Weiss, Alan
Whalen, Jill
Whitworth, Laura
Wieder, Marcia
Williford, Cat
“wins” list
working days
workshops, see meetings (seminars, workshops, or events); promotional events; public speaking
writing and publicity
for closing sales
Daily Actions for
effectiveness and impact of
for filling the pipeline
for having sales conversations
online
tactics for
when to choose
see also articles/tips
writing or publishing venues
writing queries
YouTube
C.J. Hayden is a Master Certified Coach, popular speaker, and principal of Wings for Business LLC. Since 1992, she has helped thousands of self-employed professionals to earn a better living doing what they love. C.J. has written more than 400 articles for publications and websites such as Home Business, Rain-Today, and About.com, and taught marketing for John F. Kennedy University, Mills College, and the U.S. Small Business Administration.
