Book Yourself Solid (Michael Port)
Problem
Working with the wrong clients wastes your time and energy.
Action
Define clear standards for your ideal clients and decline opportunities that do not match them.
Outcome
You build a business with better client relationships.
Chapter: Your Foundation - The Red Velvet Rope Policy
Problem
People do not buy services that feel unrelated to their needs.
Action
Explain how your service helps clients solve an important problem or reach a desired result.
Outcome
More prospects understand the value of your offer.
Chapter: Your Foundation - Why People Buy What You're Selling
Problem
An inconsistent message makes you difficult to remember.
Action
Communicate the same strengths, values, and positioning across every client interaction.
Outcome
People recognize and trust you more easily.
Chapter: Your Foundation - Develop a Personal Brand
Problem
Confusing descriptions make it harder for people to understand your services.
Action
Describe who you help, what you do, and the result you deliver in clear language.
Outcome
People quickly understand how you can help them.
Chapter: Your Foundation - How to Talk About What You Do
Problem
Prospects hesitate to hire people they do not trust.
Action
Share practical knowledge that helps people solve real problems before asking for business.
Outcome
People see you as a trusted expert.
Chapter: Building Trust and Credibility - Becoming a Likeable Expert in Your Field
Problem
An inconsistent sales approach leads to missed opportunities.
Action
Guide every prospect through a clear sequence from first contact to commitment.
Outcome
More prospects become clients.
Chapter: Building Trust and Credibility - The Book Yourself Solid Sales Cycle Process
Problem
People forget about you when they rarely hear from you.
Action
Send useful, relevant updates to your network on a consistent schedule.
Outcome
You remain top of mind when people need your services.
Chapter: Building Trust and Credibility - The Book Yourself Solid Keep-in-Touch Strategy
Problem
Your expertise reaches too few people when it depends only on your time.
Action
Create information products that teach your knowledge in a reusable format.
Outcome
Your expertise reaches more people.
Chapter: Building Trust and Credibility - The Power of Information Products
Problem
Prices that are too low reduce confidence in your services.
Action
Set prices that reflect the value your clients receive.
Outcome
You attract clients who value your work.
Chapter: Simple Selling and Perfect Pricing - Perfect Pricing
Problem
Too many choices make buying more difficult.
Action
Ask questions and recommend the service that best fits the client's needs.
Outcome
Clients make decisions more easily.
Chapter: Simple Selling and Perfect Pricing - Super Simple Selling
Problem
Weak relationships create few business opportunities.
Action
Network by showing genuine interest in people before seeking business.
Outcome
Your network becomes a reliable source of opportunities.
Chapter: The Book Yourself Solid Six Core Self-Promotion Strategies - The Book Yourself Solid Networking Strategy
Problem
Ideal clients may never discover your business on their own.
Action
Contact qualified prospects with a personal message relevant to their needs.
Outcome
You create more qualified business conversations.
Chapter: The Book Yourself Solid Six Core Self-Promotion Strategies - The Book Yourself Solid Direct Outreach Strategy
Problem
Happy clients often do not refer others unless asked.
Action
Request introductions after delivering successful results.
Outcome
You receive more qualified referrals.
Chapter: The Book Yourself Solid Six Core Self-Promotion Strategies - The Book Yourself Solid Referral Strategy
Problem
Prospects need evidence of your expertise before hiring you.
Action
Give presentations that teach practical ideas and solve audience problems.
Outcome
More people trust your expertise.
Chapter: The Book Yourself Solid Six Core Self-Promotion Strategies - The Book Yourself Solid Speaking Strategy
Problem
Potential clients need proof that you understand their challenges.
Action
Publish practical content that answers common questions and solves common problems.
Outcome
Your credibility grows over time.
Chapter: The Book Yourself Solid Six Core Self-Promotion Strategies - The Book Yourself Solid Writing Strategy
Problem
A confusing website loses potential clients.
Action
Organize your website around a clear message and an obvious next step.
Outcome
More visitors become inquiries.
Chapter: The Book Yourself Solid Six Core Self-Promotion Strategies - The Book Yourself Solid Web Strategy - Designing Your Website
Problem
A strong website cannot generate results without the right traffic.
Action
Promote your website through channels that reach your ideal audience.
Outcome
More qualified prospects visit your website.
Chapter: The Book Yourself Solid Six Core Self-Promotion Strategies - The Book Yourself Solid Web Strategy - Getting Visitors to Your Website
Problem
Posting without engagement creates little business value.
Action
Share helpful content and interact consistently with your audience on social media.
Outcome
You build a loyal and engaged community.
Chapter: The Book Yourself Solid Six Core Self-Promotion Strategies - The Book Yourself Solid Web Strategy - Building Your Social Media Platform