Book description
The new edition of the bestselling business development guide
Book Yourself Solid, Second Edition reveals why self-promotion is a critical factor to success, giving you a unique perspective that makes this guide much more than an ordinary "how to" manual for getting more clients and raising a business profile.
Book Yourself Solid, Second Edition enables you to adopt the right promotional perspective and provides the strategies, techniques, and skills necessary to get more clients and increase profits. Through verbal and written exercises, you'll discover the keys to developing a strong marketing plan and brand image.
Features unique, personalized, updated social media marketing strategies for service professionals
Provides new pricing models and sales strategies for simpler selling
Delivers fresh networking and outreach strategies guaranteed to take only minutes a day
Offers new solid product launch strategies and tactics for creating instant awareness
Author a New York Times bestseller, TV personality, and highly recognized professional speaker
Get the proven tools you can put into effect today with Book Yourself Solid, Second Edition, and watch your business grow exponentially!
Table of contents
- Copyright
- Foreword
- Acknowledgments
- Author's Note
- Preface
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I. Your Foundation
- 1. The Red Velvet Rope Policy
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2. Why People Buy What You're Selling
- 2.1. Step 1: Identify Your Target Market
- 2.2. Step 2: Identify the Urgent Needs and Compelling Desires of Your Target Market
- 2.3. Step 3: Determine the Biggest Result Your Clients Get
- 2.4. Step 4: Uncover and Demonstrate the Benefits of Your Investable Opportunities
- 2.5. Relax, Be Playful, and Have Fun!
- 2.6. Clients Want You to Help Them
- 3. Develop a Personal Brand
- 4. How to Talk About What You Do
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II. Building Trust and Credibility
- 5. Who Knows What You Know and Do They Like You?
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6. The Book Yourself Solid Sales Cycle Process
- 6.1. Building Relationships of Trust
- 6.2. Turn Strangers into Friends and Friends into Clients
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6.3. The Book Yourself Solid Six Keys to Creating Connection: Who, What, Where, When, Why, and How
- 6.3.1. Key Number One: Who Is Your Target Client or Customer?
- 6.3.2. Key Number Two: What Are They Looking For?
- 6.3.3. Key Number Three: Where Do They Look for You?
- 6.3.4. Key Number Four: When Do They Look for You?
- 6.3.5. Key Number Five: Why Should They Choose You?
- 6.3.6. Key Number Six: How Do You Want Them to Engage with You?
- 6.4. The Book Yourself Solid Sales Cycle Process
- 6.5. The Book Yourself Solid Always-Have-Something-to-Invite-People-to Offer
- 6.6. Use the Book Yourself Solid Sales Cycle to Unconditionally Serve Your Clients
- 7. The Power of Information Products
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III. Simple Selling and Perfect Pricing
- 8. Perfect Pricing
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9. Super Simple Selling
- 9.1. Letting Go of Limiting Beliefs
- 9.2. Shifting Your Perspective
- 9.3. Successful Selling Needs the Right Amount of Trust at Just the Right Time
- 9.4. The Secret to the Book Yourself Solid System
- 9.5. The Super Simple Selling System
- 9.6. Book Yourself Solid Four-Part Sales Formula
- 9.7. If they're Uncertain
- 9.8. Cut the Crap Out of Selling
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IV. The Book Yourself Solid 7 Core Self-Promotion Strategies
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10. The Book Yourself Solid Networking Strategy
- 10.1. Networking, Ugh!
- 10.2. Making the Shift to the Book Yourself Solid Way
- 10.3. The Book Yourself Solid 50/50 Networking Rule
- 10.4. Have You Got Any Soul?
- 10.5. Share Who You Know, What You Know, and How You Feel
- 10.6. Networking Opportunities
- 10.7. Networking Events—What to Do
- 10.8. Networking Events—What Not to Do
- 10.9. Online Networking—and Social Media Marketing
- 10.10. You are Always Networking
- 10.11. So You've Got Spinach in Your Teeth
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11. The Book Yourself Solid Direct Outreach Strategy
- 11.1. Direct Outreach Gone Wrong
- 11.2. You Will Connect More When You've Got the Skinny
- 11.3. Only One Link in the Chain of Destiny Can Be Handled at a Time
- 11.4. Socially Successful Conduct
- 11.5. The Book Yourself Solid List of 20
- 11.6. Making Your Case
- 11.7. Direct Outreach Plan
- 11.8. Patience and Persistence Pay Off
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12. The Book Yourself Solid Referral Strategy
- 12.1. Quick Referral Analysis
- 12.2. Finding Referral Opportunities
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12.3. Beginning the Referral Process
- 12.3.1. Step 1: Identify Your Clients' Benefits
- 12.3.2. Step 2: Identify Why Others Would Refer Clients to You
- 12.3.3. Step 3: Identify the Types of Referrals You Seek
- 12.3.4. Step 4: Identify the Places Where Your Referrers Meet Ideal Referrals
- 12.3.5. Step 5: Clarify and Communicate how Your Referrers Make a Referral
- 12.3.6. Step 6: Ask for Referrals
- 12.3.7. Step 7: Facilitate the Referral Connection
- 12.3.8. Step 8: Follow Up with Referrals and Referrers
- 12.3.9. Practice Your Referral Presentation
- 12.3.10. Who Wants What You Want?
- 12.3.11. Other Professionals—the Other Source of Referrals
- 12.3.12. Affiliate Fees and Rewards Programs
- 12.3.13. Strike While the Iron is Hot
- 13. The Book Yourself Solid Keep-in-Touch Strategy
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14. The Book Yourself Solid Speaking Strategy
- 14.1. Self-Promotion
- 14.2. Getting Promoted by Others
- 14.3. Booking Your Way Up
- 14.4. How to Find Your Audiences
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14.5. Get Booked to Speak
- 14.5.1. What You Need to Present to Get Booked
- 14.5.2. Your Invitation to Speak
- 14.5.3. Contact Information
- 14.5.4. Know Your Audience
- 14.5.5. Knowing Your Audience—Questionnaire
- 14.5.6. Be Prepared
- 14.5.7. Know Your Speaking Venue
- 14.5.8. The Book Yourself Solid Guide to Putting Your Presentation Together
- 14.5.9. Develop Your Bio and Introduction
- 14.6. Plan Your Presentation
- 14.7. Deliver Your Message
- 14.8. To Speak or Not to Speak, That Is the Question
- 15. The Book Yourself Solid Writing Strategy
- 16. The Book Yourself Solid Web Strategy
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10. The Book Yourself Solid Networking Strategy
- Part 1 Designing Your Web Site
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Part 2 Getting Visitors to Your Web Site
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16.7. 9 Book Yourself Solid Web Traffic Strategies
- 16.7.1. Get Listed in Search Engines and Optimize Your Site
- 16.7.2. Boost Your Link Popularity
- 16.7.3. Leverage Your E-Mail Signature
- 16.7.4. Promote Your Site Using Article Directories
- 16.7.5. Participate in Online Communities
- 16.7.6. Cross-Promote through Marketing Partners
- 16.7.7. Use Tell-a-Friend Forms
- 16.7.8. Take Advantage of Online Press Releases
- 16.7.9. 9. Profit from Pay-per-Click Advertising
- 16.8. The Two Essential Principles of Visitor Conversion
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16.7. 9 Book Yourself Solid Web Traffic Strategies
- Part 3 Building Your Social Media Platform
- Final Thoughts
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References
- How to Reach Michael Port
- About the Author
Product information
- Title: 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, Second Edition
- Author(s):
- Release date: December 2010
- Publisher(s): Wiley
- ISBN: 9780470643471
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