How to get clients by not producing a brochure

I am the anti brochure person. To my thinking, brochures are a tremendous waste of money for consultants and professionals.

Rhonda Sher and I have joined forces on speaking and other projects. She will be appearing at the Marketing With A Book Summit on November 13-14 to talk about her book, "The Two Minute Networker."

Rather than creating a brochure, start by writing how-to blog articles. Then turn those blog articles turn into speeches and seminars. Eventually, you gather the articles and publish a book through a strategy called print on demand self publishing (we’ve done it under 90 days and for less than a $1,000 for clients). Does it work? Here are a list of business best-seller titles by professionals and consultants that started out self-published (Source:  Southwest Airlines Spirit, March 2005):

  • The One Minute Manager by Kenneth Blanchard and Spencer Johnson: picked up by William Morrow & Co.


  • In Search of Excellence, by Tom Peters (of McKinsey & Co.): in its first year, sold more than 25,000 copies directly to consumers—then Warner sold 10 million more.


  • Leadership Secrets of Attila the Hun, by Weiss Roberts: sold half a million copies before being picked up by Warner.

If the idea of writing is to daunting, hire a ghostwriter.

P.S. Ken Blanchard is one of my heroes. I was thrilled that he agreed to write the foreword to my new book, Closing America’s Job Gap, that will be published in January 2011. My co-authors are Mary Walshok and Tapan Munroe. I am a big believer in co-authors. But ah, that is another blog post.

About Henry DeVries

Best-selling author and “marketing with a book” expert Henry DeVries is an authority on typing and talking: how to maximize revenues by writing books and making speeches. He speaks to thousands of business leaders, professionals, and consultants each year, teaching them successful tactics that shine a spotlight on their company, cause, or career. Along with his best-selling books — Self-Marketing Secrets, Client Seduction, Pain Killer Marketing, and How to Close a Deal Like Warren Buffett — the buzz-building tools of Henry DeVries have been used to dramatically increase revenues and leverage marketing budgets for two decades. He speaks to thousands of professionals and consultants each year, teaching them scientifically proven tactics that bring them new clients.

Comments are closed.