Top critical review
31 people found this helpful
Not so subtle promotion with a scattering of good advice
on July 16, 2010
I truly had high hopes when I started reading this book. The authors certainly have first hand experience when it comes to starting and growing a business. They understand what an entrepreneur goes through to build a business and therefore are in an excellent position to share some tips on what to do and what to avoid as you try to build your business.
However the further I got in the book the more obvious it became that there was a dual purpose to the book. The secondary purpose is to promote their own product - Infusionsoft - a software product designed as a CRM on steroids. Their product combines the customer relationship management, the auto responder and the shopping cart functions all in one application.
For certain types of businesses, this software has really proven to be a gold mine. If you are not familiar with the auto-responder and the advantages of sequential automatic contact with your prospects, then this book give outstanding information on the benefits. There is a really outstanding section on automating your sequential contact process. Please understand they talk about the process, the software you use. What is missing is any specifics on the content you should be sending and how to create it.
The first section of the book describes the typical entrepreneur, trying to wear too many different hats, trying to do everything. Here the authors do a very good job of describing the chaos typically found in most small businesses.
In the second section, they deal with the mindset strategies: Emotional capital, disciplined optimism and entrepreneurial independence. This section was a bit too general and failed to really get into the concrete methods to change ones mindset. I truly believe that the proper mindset is the foundation for the success of any business. But I did not feel that they offered anything really new or outstanding in this section.
In section three, the authors deal with system strategies: Centralize, follow-up and automate. The chapter on follow-up was exceptionally good. It is the core selling point of their business, so they have that point nailed.
In section four, they offer some good advice on once you clear the chaos, don't allow yourself to fall back into the same rut.
There are some good points in the book. I certainly would recommend that people who are selling products that involve a multi-step selling process understand and implement the concepts in this book. Getting away from the transaction model to the relationship model can make all the difference in the world.
The value of this book will depend on where you are in the process of growing your business and the type of business you are engaged in. If you are in the early stages of your business, there are some very good insights that will help you along the way. For those who have moved successfully through the early stages, you will not find as much value.