Psios

Michael Port in Book Yourself Solid delivers a fantastic guide for anyone in business that wants to have a solid, reliable business. This book is particularly useful for people in sales and in the consulting business. From the very beginning of the book he describes the foundation necessary to build a successful practice and “Book Yourself Solid”.

1. “Choose your ideal clients so you work only with people who inspire and energize you.” This idea goes counter to the shotgun approach. I have used this “sniper” approach and it has work well for my business.
2. “Understand why people buy what you are selling” In other words do your homework. Many businesspeople assume they know the triggers that motivate their customers to purchase their product and as a result mismanage marketing dollars and never achieve excellence.
3. “Develop a personal brand so you’re memorable and unique.”
4. “Talk about what you do without sounding confusing or bland.” Be specific so that people can immediately ascertain whether or not they can use your services.

Michael Port covers how to get referrals, how to network effectively and how to write and speak with high impact. The chapter on the sales cycle is worth rereading.I am sure small businesses will greatly benefit from this book and find it a productive investment of their time, as well.Enjoy!

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