Dr. Stan Fine"The Business Doctor"
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TABLE OF CONTENTS
CHAPTER 1: HOW TO SELL LIKE A PRO AND WIN (This Chapter is devoted to helping you developent strong professional skills)
Good Rules of Engagement Bad Rules of Engagement, Pareto's Principle – The 80-20 Rule, Ways of Finding Prospects -Cold Letter Marketing, Voice Mail Tips - Acquiring Referrals, Cold Calls, Understanding Organizational Needs, Understanding the Decision Maker, Setting Profitable Appointments with the Decision Maker, Making Effective Sales Presentations , nd Effective Oral Presentations, The Sales Call, Proposal Tips, Closing the
CHAPTER 2: HOW TO BE A GOOD MANAGER (This chapter is devoted to sharpening you skills as a manager to optimize employee productivity and Time Management)
What is Management?, Being a Good Manager, Five Easy Steps to Motivation, Types of Decision Making, Team
CHAPTER 3: HOW TO WRITE A BUSINESS PLAN (Everyone needs a business plan and usually 2, one for the bank and one as a blueprint for yourself. This chapter will help you organize both.
Business Plan Overview and Writing the Executive Summary, The Industry Section, The Market Analysis Section, The Competitive Analysis, The Marketing Plan, The Management Plan, The Operations Plan, The Financial Plan
CHAPTER 4: BEING SUCCESSFUL AT TRADE SHOWS (I have implemented over 100 tradeshows nationwide for many medium to large corporations. Trade Shows succeed or fail depending on how well you plan and implement them. This chapter attempts to help you organize a show to achieve a good ROI)
Picking a Trade Show, Trade Show Activity Guide, Trade Show Floor Basics , Lead Management, Trade Show Themes
CHAPTER 5: PRODUCING SUCCESSFUL SEMINARS (This chapter is a guideline on how to development and implement a seminar. My many years with INC Magazine taught me many of the tricks of the trade)
Why Do Seminars, The Seminar Budget, Seminar Payment by Attendees, Seminar Locations and Seminar Logistics
CHAPTER 6: HOW TO PROMOTE YOUR BUSINESS WITH LITTLE OR NO MONEY (For several years I have been teaching this chapter to start up businesses. It is filled with many ideas on how to promote you business to get it kick started)
Business Promotion Tips, Getting New Business, Cultivating Client Relationships, Marketing Tools, Business Cards, Flyers, Business Brochures, Newsletters, 10 Common Marketing Mistakes, 12 Common Direct Mail Mistakes
CHAPTER 7: INTERNET MARKETING (This chapter is a basic primer on how to get web pages to be more successful from a marketing perspective)
Pay Per Click SEO, Search Engine Marketing, Guidelines to Follow, Motivating Web Visitors, Vertical Search Lines, Myth Rankings, Tips for a Website Marketing Plan, Webinars
CHAPTER 8: THE SCIENCE OF PUBLIC RELATIONS by Steve Turner of Solomon and Turner) You are going to want Steve's over 20 years of knowledge in this chapter. If all you get out of it is how to be successful at getting your name in the Newspaper that alone is worth the price of the book.
What are Public Relations?, What PR is not, Campaigns in Action, Launching Your Own Campaign, Creating the News Release, Social Media and PR
CHAPTER 9: HOW TO USE TELEVISION TO PROMOTE YOUR BUSINESS by Donna Head – Media Consultant (In this chapter a top television producer shares her knowledge on how to get on TV! Many times for Free!)
What is Publicity?, Types of Media, Advertising Costs, Know your Newscasts and your Newsroom, Freebies , Creativity, Collaboration, Lending Your Expertise, Good Deeds, Timing Is Everything, The Right Place at the Right Time, Parting Words of Advice
Steve Turner is Managing Partner of Solomon/Turner, a St. Louis PR firm. He has over 20 years experience in advertising, marketing and public relations. Prior to merging with S. Solomon Associates, an advertising agency, Steve managed The Turner Group. Steve has written many articles on marketing and public relations and has appeared as a guest to discuss marketing trends on radio and television. His background includes several years in the broadcasting industry including on-air broadcasting, sales management and general management. His areas of expertise include architecture, construction, high-tech, professional services, retail and sports marketing. He is an active member of the Public Relations Society of America, an active member of the Chesterfield Chamber of Commerce and is a former President of the Maryland Heights Chamber of Commerce. He is a graduate of the
Donna J Head is a graduate of the
Broadcast Journalism with an emphasis in News. She has worked as a reporter, anchor and producer for several media outlets. She has developed programs and created formats for several television and radio stations. As a media consultant she has worked with local and national media on special projects and investigations and helped clients develop successful strategies to obtain and maintain partnerships with targeted media outlets. She has created and won awards for her Diversity and Communication Training programs. As a producer she has created several video projects for various educational institutions. She has received additional training from The National Association of Black Journalists and The Radio Television News Directors Foundation.
