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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 – November 23, 2010
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The author shares his original system for getting more clients by following seven self-promotion strategies. You’ll gain the confidence to authentically market yourself and your services and tap into a bountiful supply of referrals. (Realtor Magazine, July 2006) --This text refers to an out of print or unavailable edition of this title.
From the Inside Flap
According to the Small Business Administration, ninety percent of service businesses will fail within the first five years. They fail not because they don't offer great services and products, but because the owners are extremely uncomfortable with traditional marketing and sales. The result is a frustrated, isolated, and overwhelmed business owner who does not know there is an entirely different, highly successful approach to marketing and sales availableand it's laid out in the pages of Book Yourself Solid.
Book Yourself Solid is based on Michael Port's proven system for getting more clients. And it works. In fact, ninety-three percent of business owners who have used the system have experienced a thirty-four percent increase in their total number of clients and a forty-two percent increase in sales in the first year alone.
Original, wildly inspiring, personal, and provocative, Book Yourself Solid is an easy-to-follow road map for starting and growing your service business based on seven core self-promotion strategies. Through verbal and written exercises, you'll not only learn how to develop a strong marketing plan and brand identity, but you'll also learn why self-promotion is absolutely critical to your successand how to do it with passion and purpose. Even if you hate the idea of marketing and selling yourself, this practical, inspirational guide will lift you up and give you the confidence you need to comfortably and authentically market yourself and your services, tap into an endless supply of quality referrals, and watch your business grow.
If you're a seasoned professional, you'll find the fresh ideas and tactics you need to keep bringing in new business for years to come. If you're a novice service professional looking for a complete business building system, you'll have the keys to unlock long-lasting business prosperity, security, and abundance for yourself and your family. Once you make a name for yourself using the seven core strategies for self-promotion, you'll be able to run a profitable, meaningful, and absolutely booked-solid business overflowing with as many clients as your heart desires.
Book Yourself Solid is a one-of-a-kind, step-by-step guide to building a successful service business from the ground up. These proven methods have helped thousands of service professionals realize their dreams. And they will do the same for you.--This text refers to an out of print or unavailable edition of this title.
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I read Michael Port's original version of Book Yourself Solid several years ago when it first came out and it was a difficult book to read. It was difficult becasue it wasn't a "quick read" or "an inspiring message". BYS was about how to get more business so it had strategy, logic and lists of things I could do to book myself solid. It was more textbook than feel good story so while I did enjoy it immensely it frankly was a lot of work to go through. It's a lot of work to actually do what Michael Port teaches. It also works.
Port's books are hard to read for one reason alone. They will remind you of the truth that you aren't living. They will remind you that there are things you should be doing but probably aren't. He will teach you practical four step processes to follow when you sell that if followed will work. They'll work by either aligning you with who you should work with or separating you from the people you shouldn't work with. Port actually coined the phrase "red velvet rope policy" that teaches us to make clients feel like they're getting something special when they work with us. Because he coined the phrase naturally his book does a spectacular job of teaching you how to actually implement such a policy. That alone has changed my business and of course...is worth $30!
So why $30 for a book?
I included a picture of the book on top of my Macbook Pro 13-inch laptop so you can see how big it is. It's not easy to carry around and it can actually be hard to read because of its size. The pages are thick, the colors are vibrant and the overal quality of the book warrants a $30 price tag. My biggest complaint about the book is that there should be a $40 or $50 version. The binding on books this size can't handle that many pages so inevitably the binding will decide to crack at a specific place making it difficult to turn some pages. My hope is that they'll release a hard copy version of the book with different binding that isn't dependent on glue alone so that it doesn't crack. Is the book still worth $30? Yup.
This book is worth $30 unless your business sucks. If you paid $30 for your lunch and ate by yourself then I think you'd be hard pressed justifying that lunch brought you $30 in value. But if you spend $30 on lunch and ate with Michael Port would that be worth it? What if at the end of lunch he gave you a book that helped you double your income in the next 12 months while helping you work with clients you want to work with? Would that lunch be worth $30? Damn right it would.
The last but most dominant reason that this book is worth $30 is Jocelyn Wallace. Who's that? She's the reason this book exists. As Port explains in an interview with Jonathan Fields during one of Fields' Good Life Project interviews, Port met Wallace at an event and they decided they needed to work with each other. She's the artist that makes this book worth $30. It's very likely that I'll buy another copy of this book, remove several of the pages and frame them in my office. Wallace's work isn't abstract or strange. Her work is most certainly art but it's also incredibily effective at communicating the messages Port is trying to teach us. If a picture is worth 1,000 words then this is a ridiculously long book. There are a TON of pictures in this book. Entire pages are full of the four steps Port talks about on the prior page. I find myself studying the pictures much as I do the words Port wrote. Even now as I type this I'm thinking of images in the book. They WILL help make Port's teachings become ingrained in your mind. They're a beautiful study guide built right into the book.
The main problem I have with this book, (other than the binding) is that it really isn't fun to read yet. It reminds me of when I read the original BYS book by Port. It reminds me of the things I need to do in my business to get my crap together and work with the people I want to work with (without apologizing for it). It's not a "fun" read but it is an exciting read. I read about 10 pages a sitting and then I go back into my business and make changes. It's that practical. Practical isn't fun but it's exciting to know that I'm changing the foundation of how I build my business.
This is a long review because this is a $30 book and it had better be a good book if it's $30. It is a good book and it is worth $30 in my opinion. I didn't originally buy this book because of the $30 price tag but then I saw one in person and was so impressed by its size and quality that I pulled the trigger. I'm glad I did. It's the best $30 I've spent on my business in a long time. (FYI - I did not get a free copy of his book. I paid for it. I know many Amazon reviews are written by people who get free books and frankly I just don't trust reviews as much when you haven't handed over your hard earned dollars for it.)
Thx for a great book Michael and Jocelyn. Where do I buy the $60 hard back version?
The author lost me early on with the "fire your customers" thing. I don't disagree that customers that are never pleased, ask for discounts, or slow pay, etc., need to be dealt with, but it's Port's other reasons that seriously make me question his judgement and knowledge of human nature. He implores us to fire customers that BORE us, yes BORE us! And drain us, and other inconsequentials (made that word up).
It's our job to bring in sales. When our work day is done, we change hats and forget the work day. NO ONE should ever get into your head. YOU, and you alone, decide what your mood is going to be; the earlier and better this is understood and practiced, the better.
Port's point of view is the Selling his "Professional Services" is all about HIM. But the best salespeople in history realize that it's about THEM (customers), not about you. The sooner we, as salespeople, can learn empathy and that nothing matters but how we can best serve the needs of others, the better. Try to "walk a mile in their mocassins" and understand their world, ASK them what you can do to help them out in their job. I would highly recommend Bob Burg's "The Go-Getter" over this book. Add some healthy doses of Dale Carnegie and Stephen Covey, and that's 98% of what one needs to succeed in sales, if practiced. Other recommendations would be "The Inner Game of Selling".
We all have our opinions, and there is some valuable info in this book, but for the time and effort you might use on this book, find something else.
Here are some "helpful" tips the author presents for speaking with potential clients:
* Speak with lots of expression, get excited and show the passion you have for the benefits your services can offer.
* Make eye contact
* Be confident
* Open your heart
* When your potential client starts speaking, hush up and listen
Really, Michael Port? I spent time and money reading your book to learn that? Who would've ever thought that smiling and making eye contact with your potential client would be a good idea? Brilliant.
Here's another painful example of Port's expertise:
"Some professionals worry about losing money by paying affiliate fees. The numbers tell a different story - that you'll make money by paying for referrals. Say you charge $500 per month for your services and you currently have 10 regular clients. You're currently earning $5,000/month. Now let's say that each one of your 10 clients refers one more client to you at $500/month. That's another 10 clients for another $5,000/month. If you give a referral fee of 10%, you'll be paying each referrer $50 per referral for a total of $500 in referral fees. Would you spend $500 to make $5,000 for a profit of $4,500 and a new monthly income of $9,500, almost double what you were making? I would."
Gosh, Mr. Port, thanks for that earth-shattering calculation and advice.
The entire book is filled with information and suggestions that are incredibly obvious to anyone in the business world.
Most recent customer reviews
Thank you so much for ‘Book Yourself Solid.’ A friend in Houston recommended the book to me, which I purchased and began reading last week.Read more