Read On: Aug 03, 2013
Reading Time: 4 hours
Book Yourself Solid 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.
- The Red Velvet Rope policy: Choose your clients carefully. Working with non-ideal clients only leads to frustration.
- To be better at selling:
- Identify your target market.
- Identify urgent needs and desires of target market.
- Offer Investable opportunities.
- Demonstrate the benefits of your investable opportunities.
- The best strategy for personal and business development is bold self-expression.
- How to talk about what you do:
- Summarize target market.
- Identify and summarize their 3 biggest problems.
- List how you solve those problems.
- Illustrate most dramatic results your clients have achieved.
- List results and benefits your client has achieved.
- Be likeable
- Have at least one compelling offer (like a free video/ebook etc) that has no barrier to entry.
- Sales Cycle Process
- Create awareness for your products. Build a list of people who have given you permission to communicate with them.
- Offer free products/service in exchange for permission to communicate with them in the future.
- Continue to add value to potential clients and try to make a sale with low barrier to entry.
- Over deliver on product sold in previous step, and try to sell next level of product offering.
- Offer next level product for the right audience.
- Information products can be really powerful. Have an eye catching title and start with the end in mind.
- Selling is more about clients and less about you. Ask more questions and listen more.
- It’s better to think of networking as connecting.
I found the book to be a good introduction to self-promotion and sales, but having already read a few books and online resources on the topic, it was more like revising core concepts rather than learning new ones.