Acknowledgments |
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ix | |
Preface |
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xi | |
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1 | (6) |
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The Personality of a Guerrilla Marketer |
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7 | (18) |
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8 | (2) |
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10 | (3) |
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13 | (1) |
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14 | (2) |
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16 | (1) |
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Trait 6: Embracing Change |
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17 | (1) |
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18 | (1) |
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19 | (1) |
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Trait 9: Constant Learning |
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20 | (1) |
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21 | (1) |
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Trait 11: The Ability to Maintain Focus |
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22 | (1) |
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23 | (2) |
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Guerrilla Marketing Yourself |
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25 | (10) |
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Describing Your Business to Your Prospects |
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26 | (1) |
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27 | (1) |
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28 | (3) |
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Looking Good in Print: Tips and Techniques for Ads, Brochures, Business Cards, Memos, Newsletters, and Proposals |
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31 | (4) |
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The High-Powered Weapon in Your Office |
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35 | (8) |
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Sounding Good on the Phone |
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36 | (1) |
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36 | (1) |
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37 | (2) |
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Planning Your Presentation |
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39 | (4) |
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43 | (12) |
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Getting Them to Look You in the Eye and Buy |
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44 | (1) |
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44 | (1) |
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45 | (2) |
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47 | (3) |
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50 | (2) |
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Relationships for Guerrilla Marketers: No Person-and No Business-Is an Island |
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52 | (3) |
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The Top Ten Attributes of a Guerrilla Marketer |
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55 | (16) |
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55 | (2) |
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57 | (4) |
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61 | (1) |
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62 | (1) |
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62 | (1) |
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Attribute 6: Opportunities to Upgrade |
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63 | (1) |
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Attribute 7: Referral Program |
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64 | (2) |
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66 | (1) |
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Attribute 9: Testimonials |
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67 | (2) |
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69 | (2) |
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The Top Ten Attitudes of a Guerrilla Marketer |
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71 | (14) |
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71 | (1) |
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72 | (1) |
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73 | (1) |
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Attitude 4: Sincere Caring |
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74 | (1) |
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Attitude 5: Honest Friendliness |
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75 | (2) |
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77 | (1) |
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Attitude 7: Telephone Demeanor |
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78 | (2) |
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80 | (1) |
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Attitude 9: Easy to Do Business With |
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81 | (2) |
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83 | (2) |
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Guerrilla Marketing Defined |
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85 | (20) |
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What Is Guerrilla Marketing? |
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86 | (4) |
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Three Different Directions at Once |
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90 | (3) |
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93 | (2) |
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Coming Up with a Combination |
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95 | (1) |
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96 | (1) |
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Cuddle Up with Technology |
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96 | (1) |
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97 | (1) |
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The Intentional Guerrilla |
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98 | (1) |
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All You Want Is a Little Yes |
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99 | (1) |
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100 | (1) |
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Speak Softly but Carry 200 Big Sticks |
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101 | (4) |
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105 | (12) |
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106 | (1) |
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What Are People Really Buying? |
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107 | (1) |
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108 | (3) |
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111 | (1) |
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112 | (2) |
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How to Research Your Competitors |
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114 | (3) |
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117 | (6) |
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The Benefits List Meeting |
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117 | (1) |
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Your Competitive Advantage |
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118 | (1) |
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The Benefits of Your Product or Service |
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119 | (4) |
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123 | (12) |
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How Memes Compare with Beliefs |
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125 | (4) |
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129 | (2) |
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131 | (1) |
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132 | (1) |
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The Hallmark of Guerrilla Creativity |
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133 | (2) |
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Selecting Your Guerrilla Marketing Weapons |
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135 | (12) |
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Creating a Seven-Sentence Guerrilla Marketing Plan |
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147 | (12) |
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The First Sentence Tells the Purpose of Your Marketing |
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149 | (2) |
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The Second Sentence States the Competitive Advantage You'll Emphasize |
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151 | (1) |
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The Third Sentence Tells Your Target Audience |
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151 | (1) |
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The Fourth Sentence Lists the Marketing Weapons You'll Be Using |
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152 | (1) |
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The Fifth Sentence Tells Your Niche in the Marketplace |
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153 | (1) |
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The Sixth Sentence Tells Your Identity |
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154 | (1) |
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The Seventh Sentence States Your Marketing Budget, Expressed as a Percentage of Your Projected Gross Sales |
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155 | (4) |
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Planning a Guerrilla Marketing Calendar |
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159 | (4) |
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163 | (30) |
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The Similarities of Web Marketing and Print Marketing |
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164 | (3) |
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Web Marketing versus Print Marketing: Making the Most of Their Differences |
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167 | (6) |
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Incentives and Visitor Registration |
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173 | (3) |
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Registering Incentives: The Most Important Part of Your Web Site |
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176 | (1) |
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177 | (1) |
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Alleviating Web Page Design Frustrations |
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178 | (3) |
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181 | (4) |
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185 | (2) |
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187 | (3) |
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Profiting from Your E-Mail List |
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190 | (3) |
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193 | (8) |
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194 | (3) |
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197 | (1) |
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What Do You Bring to a Fusion Partnership? |
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198 | (3) |
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201 | (4) |
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Maintaining Your Campaign |
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205 | (6) |
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The 17 Secrets of Guerrilla Marketing That Help You Maintain Your Attack |
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208 | (3) |
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211 | (4) |
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215 | (6) |
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221 | (20) |
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What Is a Guerrilla Entrepreneur? |
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225 | (5) |
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Business in the New Millennium |
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230 | (2) |
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The Pitfalls of Being an Entrepreneur |
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232 | (4) |
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Just Being a Guerrilla Gives You an Edge |
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236 | (5) |
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Succeeding with a Guerrilla Marketing Attack |
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241 | (8) |
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242 | (5) |
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The Guerrilla Entrepreneur's Life Is a Love Story, for Love Illuminates the Way of the Guerrilla |
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247 | (2) |
Dedication |
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249 | (6) |
Glossary of Common Marketing Terms |
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255 | (16) |
Index |
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271 | |