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 (235 customer reviews)
• Amazon Best Sellers Rank: #574,206 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

Most Helpful Customer Reviews

66 of 66 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! Read more ›

38 of 39 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 ( [...] ) 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.

13 of 13 people found the following review helpful

5.0 out of 5 stars Great for a beginning business March 10, 2011

By Warren

Format:Paperback

I run a one man chiropractic clinic and I highly recommend this book to any individual starting or about to start a new business. I am a doctor, not a business person. I am quite good at taking sick people and getting them better. I've trained for years in that field, but I have very little business, marketing, advertising experience. After 2 months of trying to gain customers, and people trying to sell me every advertising medium under the sun I found Michael's book. This book is a complete program. It offers guidance on how to organize your business and marketing approach to be congruent and meaningful TO YOU. This book guides you to create an organized marketing strategy in ALL areas of your business. This book took my head that felt like it was spinning out of control, not knowing where to turn, and gave me a compass and plan to navigate marketing and trying to grow my business. It's been 3 weeks since I started reading the book, 1 week since I finished it and I've already doubled my new clients from last month thanks to some very simple concepts Michael introduced me to.

11 of 12 people found the following review helpful

5.0 out of 5 stars Finally, a business solution that actually works! November 21, 2011

By JDean

Format:Paperback

My business was struggling for the last three months (I had not sold anything for two and 1/2!) when I decided to read your book and print up the free workbook. I decided I had nothing to lose, since I was already doing so poorly. I had only just decided to work with my ideal clients(my first day of reading and doing the exercises), and dump my duds when I signed my first client in nearly three months! What followed was a flurry of sales and new clients that was awesome, but somewhat baffling. I didn't expect success to come so fast. I had only gotten through the fourth exercise in the workbook, and I had signed up one of my biggest accounts in the last two years! When I went to dump one of my dud clients, he apologized and said that he did indeed want to do business, and would I please send him a proposal right away! The flow of ideal new clients has only increased since I've made these changes, and it's not even been one month yet. I'm working just as hard now as I was before, but with a different attitude toward sales and marketing than I've had in too long a time. I believe too many marketers and business coaches shy away from the use of the term "spiritual" in reference to doing business. I'm glad Michael Port is comfortable enough in his own skin to say out loud what most of us already know inside concerning the need to understand that side of marketing and sales. No rah rah hype here. Just good common sense that has become quite uncommon nowadays. If you not only read his book, but DO the exercises from the workbook step-by-step as you go, you will get solid, even awesome results. I'm not booked solid yet, but I'm definitely on my way! This may sound like a cheesy marketing pitch, but I'm going to tell you like it is: Do yourself a favor and get this book.... Read it, do what Michael says, put aside any preconceived notions, and see for yourself how and why what Michael Port teaches is different. Quit wasting your time on the rah rah intellectual motivational fluff that you'll regularly find on many bestseller lists (I have a whole library of those). Many have good ideas, and they give great seminars, but most of them don't really walk with you down a path toward lasting change and prosperity.

Thanks a ton, Michael! Read more ›