Index
A
“About the Author” blocks
“About Us” website pages
accountability
accounting and taxes
banking and accounts
business structure tax forms
outsourcing work for
software programs for
action, taking. See calls to action; change and taking action
ACT! software
Adwords
aesthetic buying motives
Alinsky, Saul
Allessandra, Tony
altruistic buying motives
Always be closing (ABC)
American Express
American Marketing Association (AMA)
analytical experience
answering services
AOL e-mail domains
apologies
Apple Keynote
Apple vs. Microsoft
article marketing
article submission websites
Arzani, Bryan
Assistant Match
Audacity software
audio podcast marketing
authority and credibility
book marketing for
lecture/seminar marketing for
sales success and trust
specialist vs. generalist markets and
auto insurance
autoresponder campaigns. See drip marketing
autoresponder software
AWeber
B
banking and bank accounts
behavioral profiles
benefits. See fee structures and benefits
Best of the Web directory
bios, professional
blog marketing
blogs
differentiating yourself in
good blog basics
growing readers and followers
hierarchy of
submitting blog posts
titles for
using in websites
for Web 2.0 presence
writing content for
blog submission sites
BMW
BNI networks
boilerplates
bookkeeping
book marketing
Booz Allen
branding
business names
consistency in
differentiating yourself in
e-mail for
importance of
logos and images
in marketing materials
protecting brands
steps for brand creation
strong brand characteristics
tag lines for
brands, defined
brandstorming
brochure covers
brochure marketing
brochure sites
bucket list exercise
business-building must-haves
about
branding
brochures and marketing materials for
consulting business structures and
contracts
insurance
launch checklist for
naming businesses
outsourcing tasks and work for
plans for, importance of
roles and responsibilities, choosing
software programs
supplies and materials
talent bartering
Web 2.0 presence
business cards
for branding
importance of
for networking events
for workshop handouts
Business.com directory
business diagnosticians
See also diagnostic sales process
business insurance
business letterhead
business names
business plans
business software. See software programs
business structure tax forms
business supplies and materials
about
basic equipment
brochures and marketing materials
business cards
computers and software
fax and copy machines
Internet Service Providers (ISPs)
low costs of
phone lines and voice services
printers and scanners
stock headshots
webinar capability
See also software programs
Butler, John
buying motives
about
buying styles and
effective communication and
emotional decisions and
reasons people buy
Values Index
buying styles
about
adaptation to change and
buying motives and
communication tips for
connection/sales cycle/speed relationship and
DISC Index profiles
effective communication and
C
calendar software
caller ID
calls to action
for closing sales
in diagnostic sales process
in e-mail marketing
in marketing materials
for webinars
in workshop marketing
case studies
for website pages
white papers and
casualty insurance
Caudell, Jim
cautious buyers
C Corporations
CEO Bucket List exercise
change and taking action
comfort zones
courage to change
customer service, importance of
facing risks and
failure and fear of
launch checklist
qualified prospects
timing of and doing
coaching
executive coaches
retainers for
cold calling
comfort zones
communication
blogs and interaction
buying style communication tips
effective communication and persuasion
in press releases
for social media marketing
communication, follow-up
differentiating yourself in
e-mail for
notes after networking
for payment collections
in referral marketing
thank-you notes
voicemail for
communication styles
computers and business equipment
conference phone lines
confidentiality
contracts to protect
statements about in e-mail
connecting
with buying styles and motives
in diagnostic sales process
in social media marketing
consulting, as career. See management consulting
consulting business structures
consulting practice mind-sets
contact information
availability for customers
in press releases
on website pages
contingency-based fees
contracts
Cost/Cure Scale
credibility. See authority and credibility
credit cards
CRM (Customer Relations Management) software
customer culture
customers, relationships with
apologies and
choosing clients
client learning, focus on
clients as referral sources
diagnosing problems and
differentiating yourself in
in e-mail marketing
honesty, loyalty and trust
listening to clients
qualified prospects and leads
quality customer service
See also communication
D
Dale, Stan
Dali Lama
deadlines, honoring
“deal-seekers,” handling
Deming, W. Edward
descriptive vs. representative business names
Deutsch, Donny
diagnostic profiling
about
behavioral profiles
examples of
motivational profiles
organizational profiles
for research-based marketing
diagnostic sales process
about
business diagnosticians
calls to action in
cheat sheet for
clients coming to you
closing sales and calls to action
concrete power sources
connected vs. unconnected solutions
hypothetical causes
launch checklist for
negotiating solutions
physician analogy for
sales, psychology of
solving problems as focus
differentiation
in blogs
in brochure marketing
in press releases
in pricing
for target markets
digital brochures
digital letterhead
direct mail marketing
disability insurance
DISC Index profiles
DMOZ directory
do-everything syndrome
Do it. Teach it. Support it. See DTS model
domain names
availability searching for
registering
dominant buyers
Domino's Pizza
Dostoyevsky, Fyodor
Dragnet (TV series)
drip marketing
Drucker, Peter
DTS model
for client learning
profiles in
for separating from profits
typical consultant model vs.,
E
early adopters
early majorities
EBM. See education-based marketing
economic buying motives
education-based marketing (EBM)
about
for drip or e-mail marketing
EBM articles and videos
focus on in marketing vehicles
getting started guide for
golden rules of
launch checklist for
for network-based marketing
repurposing in
sales-based marketing vs.,
for workshop marketing
80/20 rule
autoresponder software for
for branding
business addresses for
digital letterhead for
following up with
networking and contact etiquette
webinar videos and slides for
e-mail or drip marketing
e-mail signatures
emotional impact, as power source
entrepreneurial experience
equitable relief
equity-based fees
Erickson, Jennifer
Eventbrite
Excel software
executive coaches
Extended Disc
F
for marketing
for Web 2.0 presence
fax machines
fee structures and benefits
about
task-based fee structures
value-based fee structures
See also pricing and profits
financial impact, as power source
flexibility and freedom, in consulting
flyers
follow ups. See communication, follow-up
Ford, Henry
free agents
FreshBooks
G
generalist vs. specialist markets
Godin, Seth
GoGuides.org directory
Goldsmith, Marshall
for business naming research
Unique Value Proposition Statement
video searches on
for Web 2.0 presence research
Google Adwords
Google Keyword Search Tool
GoToWebinar
graphic artists
H
handouts
happiness, importance of
headers and subheaders
headshots
healthcare insurance
hobbyist consulting practices
home-based offices
Horan, Jim
hosting sites. See submission and hosting sites
Hotmail e-mail domains
hourly-based fees
hypothetical causes
I
indemnity, in contracts
independent consulting. See management consulting
individualistic buying motives
information sharing
Infusionsoft
Innermetrix Incorporated (IMX)
diagnostic profiling resources
executive coaches client lists
fee structures online resources
founding of
independent consultant satisfaction research by
naming
press release sample for
software and computers used by
tag lines for
innovators
Inscape Publishing
insurance, business
intellectual property protection
interactive buyers
Internet presence. See Web 2.0 presence
Internet Service Providers (ISPs)
interruption-based marketing
invoicing
Iron Law for consultants
isolation, risk of
iTunes
J
Joe Ant directory
Johnson & Johnson
Juran, Joseph
K
Kellogg's
Keynote
keywords
for blogs
in presentations
for searching websites
SEO (search engine optimization)
Keyword Search Tool
killer angles
KMPG
Kohler, Damon
L
LAME MP3 encoder
landing pages
late majorities
launch checklist
Law of the Vital Few
lecture/seminar marketing
legacy consulting practices
LegalZoom
letterhead
liability, in contracts
liability insurance
life-cycle e-mail marketing. See drip marketing
life insurance
limited liability partnerships (LLCs)
blogs and interaction on
connecting on
groups on
for marketing
for Web 2.0 presence
in website development
listening and asking
for customer service
in workshop marketing
logos and images
for branding
in marketing materials
Lost in Space (TV series)
low price leader trap
M
Mac vs. PC computers
Macy's
management consulting
about
business markets for
choosing as career
consulting firm types
consulting purpose hierarchy
“die-chotomy” of independent consulting
DTS model for
experience needed for
global consulting revenues
hiring consultants, reasons for
independent effort and success in
industry trends in
low cost of business
practice mind-sets for
risks of independent consulting
roles and criteria for consultants
satisfaction of consultants
marketing
education-based marketing (EBM)
effective marketing
interruption-based marketing
nonstarters in
sales-based marketing
marketing materials
brochures and materials
business cards
logos and images for
online printing services for
professional bios
stock headshots
See also branding; website development
Marketing News
marketing vehicles
about
article marketing
audio podcast marketing
book marketing
brochure marketing
drip or e-mail marketing
launch checklist for
lecture/seminar marketing
network-based marketing
partnership marketing
presentation marketing
press release marketing
referral marketing
research-based marketing
social media marketing
video marketing
webinar marketing
website marketing
workshop marketing
Maximum Potential
McKinsey & Company
meeting spaces
Meetup
merchant services bank accounts
Microsoft Office Suite software
Apple vs.,
importance of in business
programs
Miller, Allan
Misner, Ivan
mission statements
motivational profiles
Mp3 encoders
Mp3 players
N
names, business
National Speaker's Association (NSA)
negotiation
best practices and tactics
with deal-seekers
proposals and
solutions and diagnostic sales
Net Party
network-based marketing
newsletters
99designs
non-adopters
O
office equipment
office spaces
home-based vs. outside offices
workshop meeting spaces
One-Page Business Plan
online printing services
online profiles. See Web 2.0 presence
organizational effectiveness, improving
Organizational Health Checkup (OHC)
organizational profiles
outsourced services
accounting and taxes
graphic artists
virtual assistants
weaknesses, evaluating for
website development
Overnight Prints
P
paid advertising
Paretto's Principle
partnership marketing
Patent and Trademark Office, US (USPTO)
payments. See pricing and charging
pay-per-click advertising (PPC)
PC vs. Mac computers
People Keys
per diem (per day) fees
phone lines and services
photographs and headshots
physician analogy
planning, for business
plateau consulting practices
platforms
books as
building on research
See also marketing vehicles
Platinum rule
Podcast Maker
podcasts
about
audio podcast marketing
automated software for creating
for book marketing
hosting sites for
recording quality tips
RSS feeds for
for video marketing
for Web 2.0 presence
political buying motives
Powell, Colin
PowerPoint
presentation marketing
presentations, for webinars
presentation submission websites
press release marketing
press release submission websites
press release templates
pricing and charging
contracts for
deadbeats, handling
differentiating yourself in
firing bottom 10 percent
invoicing
justifying fees
negotiating price
options, offering
proposals as confirmation for
undercharging and undervaluing work
Unique Value Propositions (UVPs) for
pricing and profits
about
deal-seekers, handling
earning potential, consultant
fee structures and benefits
higher vs. lower fees
hourly base rates, determining
increasing and protecting profits
increasing fees
launch checklist for
poor sales, causes of
revenues, focus on building
revenues, global consulting
separating from profits
workshops, fees for
printers
problems, solving
pro bono work
professional bios
Profiles International
profiling
diagnostic profiles
DISC Index profiles
in DTS model
Personal Strengths online profile
project-based fees
project management software
property insurance
proposals
characteristics of
as confirmation vs. sales vehicle
formal request for proposal (RFP)
outsourcing writing of
for research-based marketing
public speaking
for book marketing
in lecture/seminar marketing
in workshop marketing
PWC
Q
qualified prospects
QuickBooks
R
referral marketing
regulatory buying motives
remote offices
repurposing
in book marketing
in education-based marketing
presentations as online content
for webinar marketing
research-based marketing
Resource Nation
retainer fees
rights of use licenses
Robbins, Tony
Robinson, Will
roles and tasks, choosing
CEO Bucket List exercise
contracts and
DISC Index profiles for
outsourcing weaknesses
Personal Strengths profile exercise
strengths and weaknesses evaluation
talent bartering
thinking about
typical consulting roles
RSS feeds
S
Sage ACT!
sales process
education- vs. sales-based marketing
experience needed in
poor sales, causes of
psychology of sales
selling as nontalent
See also diagnostic sales process
sales tracking software
scanners
scheduling software
S Corporations
self-management
seminar/lecture marketing
SEO (search engine optimization)
service agreements
Set Percentile fees
Set Reward fees
Severa
social media
blogs and interaction on
branding with
connecting with
frequency of posts on
for network-based marketing
for Web 2.0 presence
in website development
social media marketing
“Social Needia,”
social proof. See testimonials and recommendations
Socratic approaches
software programs
ACT! software
Audacity software
autoresponder software
for business
Excel
FreshBooks
Keynote
PowerPoint
QuickBooks
Severa
TimeDriver
Word
sole proprietorships
solutions, finding
Sony NXCam
specialist vs. generalist markets
Spranger, Eduard
“squeeze boxes,”
stabilizing buyers
strengths and weaknesses
in CEO Bucket List exercise
evaluating
outsourcing weaknesses
Personal Strengths profile online exercise
submission and hosting sites
articles
blogs
domain name registration
podcasts
presentations
press releases
success
change and fear of failure
happiness and
independent effort and
sustenance consulting practices
T
tag lines
talent bartering
talents vs. nontalents
target markets and audiences
choosing
choosing for networking events
differentiating self for
identifying for research-based marketing
for press releases
separating from profits for
specialist vs. generalist markets
task-based fee structures
“task storming,”
taxes. See accounting and taxes
team separation
telemarketing
telephone lines and services
testimonials and recommendations
in marketing materials
on websites
thank-you notes
theoretical buying motives
TimeDriver
time management
building blogs and
do-everything syndrome and
in DTS model
home-based work and
increasing fees and timing
in invoicing
in responding to customers
self-management and accountability
software programs for
for webinar marketing
titles and names
business names
for presentations
Toastmasters
trademarks
Turner, Arthur
29% Solution, The (Misner)
frequency of posts on
for marketing
simplicity of
useless content on
for Web 2.0 presence
in website development
Twtvite
U
Unique Value Propositions (UVPs)
about
in launch checklist
for networking events
in press releases
on websites
URL links
US Bureau of Labor Statistics
US Patent and Trademark Office (USPTO)
V
value-based fee structures
Values Index
video cameras
video libraries
video marketing
videos
for book marketing
EBM videos
of seminars and speeches
for Web 2.0 presence
Viking warriors
virtual assistants
virtual offices
virtual phone systems
Vistaprint
voicemail
answering machine services vs.,
differentiating yourself in
following up with
quick responses to
Voice Over Internet Protocol (VOIP) systems
W
Walmart
weaknesses. See strengths and weaknesses
WebEx
webinars
capabilities and supplies for
as marketing vehicle
service providers for
website development
domain names
outsourcing
pages and sections needed for
social media in
testimonials
website directory listings
website marketing
websites
for book marketing
brochure sites
as center of marketing efforts
URL links for
Web 2.0 presence
developing websites
establishing
keywords for
low cost of
social media for
website directory listings
What's Your Genius (Niblick)
What You Seek directory
When (when.com)
white papers and case studies
WordPress
Word software
worker's compensation
workshop marketing
writing activities
articles for marketing
blog content
marketing brochures
press release writing
Y
Yahoo! business website directory
Yahoo! e-mail domains
Yelp
YouTube
for video marketing
for Web 2.0 presence
in website development