Customer Reviews

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

5 star:		(97)
4 star:		(14)
3 star:		(3)
2 star:		(0)
1 star:		(2)

 

 

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!

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!

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.

I have been in business for over ten years now, and I just came across this book recently, on my friend's blog Leadership Turn and in the Internet Business Mastery Academy. It sounded like I didn't need it, because I am already booked WAY solid in my small landscaping business.

But I went to Michael's site and downloaded a free chapter from him, and loved what I read so much that I knew I'd benefit from the book.

First of all, even though I have been in business for a long time, I didn't have a good business mind when I began, so I have made a lot of mistakes. This book is wonderful, because it is helping me fill in the blanks of my business and have the confidence to make choices about who I want for a client, what work I wish to do for the client, and what makes me special - the reasons that clients select me over my competitors (or should!).

This is a thorough overview, with really helpful exercises in each chapter which forced me to make real progress already in my business. Port shows concrete ways of getting your mind in the right place so that you can succeed in business. As someone who has had the total wrong mindset in the past, I can tell you that every bit of progress I have made on my mindset has showed in increased profits and happiness.

Not only does Michael focus on attitude and how to think about yourself and your business, he offers concrete suggestions for improving your image and how people perceive you, for creating products and engaging in experiences which will help you present yourself as a leader in your field, and step-by-step instructions for how to really ramp up your business success.

Since I have been in business for many years, I am not doing every exercise, but the ones I have chosen to do have been enormously helpful. I'd recommend this book to those who are either in the beginning years of their business, or who, like me, started their business with no real vision or plan and need some help getting it on track. Make sure you commit to doing the exercises and taking it slowly - it is really worth it.

Don't miss Beyond Booked Solid once you have finished with this one.

Book Yourself Solid didn't offer a treasure trove of innovative marketing ideas, but it did pose some thought-provoking questions and topics, as well as a few concrete things to try. I really appreciated Port's assertion that marketing doesn't have to be smarmy, and although he does engage in quite a bit of self-promotion, I liked enough of the spirit of his ideas that I was able to overlook some of the promotion of his products and services.

I am a self-employed professional musician and guitar teacher in upstate NY. After listening to Michael's book (the audio book is read by Michael himself) and implementing the ideas from it I found myself attracting more of the type of guitar students that I want to (and am meant to) work with. Because my students and I are a good fit for each other, this led to increased student retention, which translated directly into a stable income and me loving my job even more than I already did.

There is so much information and value in this book that it is easily worth hundreds or thousands of dollars. Michael essentially takes you by the hand and gives you step by step instructions (he calls these action steps) on how to complete specific tasks. And it's all in here; everything from talking with others about your business to advertising and web strategies. He teaches you how to promote your business without feeling like a stereo-typical "sleazy salesman type." (My apologies to any salesman.) This sort of thing can be a challenge for more artistic types such as musicians.

The bottom line is that if you are in any sort of business which provides a service to others (especially teachers or mentors) you need to read this book! Even with the recent economic down turn in the US my business has been stable and secure. This is definitely due in part to what I have learned from BYS. Thank you Mr. Port!

This is a great resource. I stumbled across it in the public library on audio tape and listed to it in the car non-stop. The only danger is that if you do it my way you will need to pull over to write notes periodically, because you will be ready to take action and won't want to forget your next action step. Solid reference material for any small entrepreneur. Brittany Faulkner[..]

I've had this book on my bookshelf for a couple of years. Yep I know. Anyway I finally started to read it .... and downloaded the workbook. Immediately I could see the value of BYS and am now working through it and even blocked out a couple of days to really get the most out of it. Great practical information. If you have it on your bookshelf take it down and read it. If not buy it. It got me focused on how to build my business.

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.

I am extremely impressed with just how step-by-step and detailed Michael Port is at helping us define the mission of our business, finding the ideal customer/client and then helping us determine the most profitable strategies for marketing to our clients.

Book Yourself Solid is divided into three Modules:
One - Your Foundation
Two - Building Trust and Credibility
Three - Book Yourself Solid 7 Core Self-Promotion Strategies

I was particularly impressed with Chapters 2, 3 and 4 --- although, you'll find the information throughout the entire book to be extremely valuable.

All three modules have worksheets and hands-on activities to take you step-by-step through your business building process. I was impressed with his thoroughness!

Whether you're in network marketing, a storefront, a one-person show or even contemplating starting a business - this book will help you increase your customer base and get your marketing imagination working over time.

Be ready to sit and work this book. You're going to want to devote time and effort so you can give this book the justice it deserves. If you are serious about making your business a moneymaking success and/or taking your business to the next level, then reading and working this book will be well worth your time and effort.

I've read many, many business books and this is one I highly recommend. ***** Five Stars!