Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling [Paperback]

Michael Port (Author), Tim Sanders (Foreword)

Book Description

Publication Date: April 28, 2008

Book Yourself Solid-now in paperback-is a complete instructional guide for startingn and growing a successful service business. It gives you simple, yet effective techniques for creating relentless demand and endless leads. It includes more than 200 proven marketing strategies for attracting new clients, earning more referrals, and building profitable, long-lasting professional relationships. If you want to take your service business to the next level, start here and Book Yourself Solid.

Editorial Reviews

Review

"...thought provoking book" (BrandChannel.com, February 16th 2009)

From the Back Cover

Praise for Book Yourself Solid

"Lead generation and conversion is the heart of any marketing enterprise, and Michael Port's ingenious and practical system is among the best I've seen. Read this book and transform your business!"
—Michael E. Gerber, founder and Chairman, E-Myth Worldwide, and author of The E-Myth Revisited

"Do your homework! This is not a conceptual, theoretical look at how to succeed as a service professional. Instead, it's just what you need if you're stuck and you'd rather invest in your future (by doing the right kind of work) than complain about it later."
—Seth Godin, author of All Marketers Are Liars and Permission Marketing

"Going out on your own can be scary. But this book is a welcome antidote to that fear. It brims with savvy advice and nearly overflows with practical, hands-on exercises. Once you absorb the wisdom in these pages, you'll be ready, willing, and eager to fashion a more rewarding work life. Michael Port is the guy to call if you're tired of thinking small."
—Daniel H. Pink, author of A Whole New Mind and Free Agent Nation

"If you're even slightly uncomfortable with the idea of networking, marketing, or selling, this is the book for you. Book Yourself Solid gives you everything you need to fill your business with ideal clients. Before you're even finished reading the book, you'll be inspired to take action!"
—Ivan R. Misner, PhD, founder and CEO, BNI, and coauthor of Masters of Networking

"Wow! I never expected this book to be so good. I love how it focuses on getting your ideal clients—and more than you can imagine possible. An excellent, inspiring, practical guide to outrageous success!"
—Joe Vitale, author of There's a Customer Born Every Minute

See all Editorial Reviews

Product Details

• Paperback: 288 pages
• Publisher: Wiley; 1 edition (April 28, 2008)
• Language: English
• ISBN-10: 0470281901
• ISBN-13: 978-0470281901
• Product Dimensions: 6 x 0.8 x 9.1 inches
• Shipping Weight: 1.6 ounces
• Average Customer Review: 4.7 out of 5 stars  See all reviews (225 customer reviews)
• Amazon Best Sellers Rank: #180,531 in Books (See Top 100 in Books)

More About the Author

Michael Port has been called "an uncommonly honest author" by the Boston Globe and a "marketing guru" by The Wall Street Journal.

He is the author of four bestselling books including Book Yourself Solid, Beyond Booked Solid, The Contrarian Effect, and the New York Times Bestseller, The Think Big Manifesto.

Michael blogs for the Huffington Post and has written monthly columns on sales and marketing for Entrepreneur Magazine and American Express Open Forum, is a regular guest on MSNBC, and receives the highest overall speaker ratings at conferences around the world.

Free chapters from all of Michael's books can be found at http://www.MichaelPort.com

Amazon Author Rankbeta 

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#60 in Books > Business & Investing

#62 in Kindle eBooks > Business & Investing

#60 in Books > Business & Investing

#62 in Kindle eBooks > Business & Investing

Most Helpful Customer Reviews

64 of 64 people found the following review helpful

4.0 out of 5 stars Who's Buying What You're Selling (aka: Reinventing Your Elevator Speech) February 21, 2010

By T. Hamaker VINE™ VOICE

Format:Paperback

Michael Port begins his book practically: "[T]here may be two simple reasons why you don't serve as many clients as you'd to today. You either don't know what to do to attract and secure more clients or you know what to do but you're not actually doing it" (p. xxvii).

In the pages that follow, he unpacks his "Booked Solid System" to which he ascribes the power to solve both of those stated problems.

Contrasting "old school" and "new school" marketing methods, he writes, "[Many] have come to believe that marketing and selling is pushy and self-centered and borders on sleazy ... You must never fall into the typical client-snagging mentality. If you do, you'll operate in a mentality of scarcity and shame as opposed to one of abundance and integrity" (p. xxix).

Questions to ask yourself:
How can I be fully self-expressed in my work to create meaning for me and those whom I serve?
How can I work only in the areas of my greatest strengths and talents so that I can shine?
How many relationships with people of purpose did I make and deepen?
How can I better listen to and serve my ideal clients?
How can I wow people with substance?
How can I overdeliver on my promises to my clients?
How can I cooperate with other professionals to create more abundance?

Port's claim is a large one: "If you keep asking yourself these questions, if you set a solid foundation for your business, build trust and credibility within your marketplace, and use the seven core self-promotion strategies [offered later in the book], you'll be booked solid in no time" (p. xxx).

His layout of information consists of 3 modules: Your Foundation, Building Trust and Credibility, and The Seven Core Self-Promotion Strategies.

Each of the modules has something worthy to note, but I found module 1 to be the most informative and helpful - especially chapter 2: "Why People Buy What You're Selling."

He counsels, "Marketing and sales isn't about trying to convince, coerce, or manipulate people into buying your services. It's about putting yourself out in front of, and offering your services to, those whom you are meant to serve - people already looking for your services" (p. 17).

Those who are already looking for your services are those who should make up your target market. It's in this section where Port shines. He says, "Your target market's urgent needs [the things they would like to move away from] and compelling desires [the things that they would like to move toward] prompt them to go in search of you and your services ... You must offer what your potential clients want to buy, not you want to sell or think they should want to buy" (p. 22).

What will cause someone to purchase the service that you are selling?
" [I]f your potential clients are going to purchase your service and products, they must see them as investable opportunities; they must feel that the return they receive is greater than the investment they made.
... This return will come in different forms, depending on what you offer, but the return is almost always financial or [24] emotional.
... Rather than talking about what you do, focus instead on clear, specific, and detailed solutions that solve your clients' problems" (pp. 23-24).

The next biggest issue that Port addresses is how we talk about what we do - commonly referred to as "The Elevator Speech." This is important because, in Port's words, "A primary reason that many service professionals fail to build thriving businesses is that they struggle to articulate - in a clear and compelling way - exactly what solutions and benefits they offer" (p. 47). Port offers guidance and examples for a long version, a mid-length version, and a short version by mixing and matching your answers to some exercises that you've already worked through. Those exercises include: Summarizing your target market in one sentence, identifying the three most critical problems faced by that market, telling how you solve these problems (the more unique the better), mentioning the most dramatic ("Wow!") results that your clients have experienced, and including the benefits your clients receive" (see p. 51).

This wisdom alone is worth the price of the book. The rest is just bonus as far as I'm concerned!

36 of 37 people found the following review helpful

5.0 out of 5 stars Tells How to Become a Magnet for Clients August 12, 2008

By Bill Lampton, Ph.D.

Format:Paperback

Even though I became an entrepreneur in 1996 by launching my company, and have read numerous books about marketing my services, Michael Port presented promotional ideas and strategies that helped me. Right away, I re-examined my niche and how I describe my services to prospective clients.

During one of my visits to a medical office as a patient, a nurse's assistant noticed that I was reading Book Yourself Solid. She asked me to describe what it was about. When I gave her a short summary, she asked next, "Why are you reading it? What is your line of work?" My answer flowed easily, using the pattern Michael proposed.

Too, I applaud the writing style--simple language, sprinkled occasionally with relevant, tasteful humor. Port illustrates his points skillfully.

An entrepreneurial friend had encouraged me to buy this book. I'm glad I followed his advice. I would welcome an opportunity to attend one of Michael Port's seminars, to hear additional marketing guidelines.

His sharpest suggestion about sales: Replace the ABC of "Always be closing" with the ABC of "Always be communicating."

The Complete Communicator: Change Your Communication-change Your Life!

30 of 33 people found the following review helpful

5.0 out of 5 stars Book Yourself Solid WORKS April 21, 2008

By Jocelyn Garner

Format:Paperback

I took just the FIRST idea from Book Yourself Solid (Always Have Something To Invite Them To) and used it to create free weekly computer skills webinars ( http://www.pcpowertips.com/webinars.html ) that are building a loyal following, increasing my email list, helping me find a niche to fill, creating products people want, and making me money. Michael is the real thing, and his ideas WORK.