According to the reviews on Goodreads.com people either love Michael Port’s client building system or they hate it. It isn’t very often that you see words like “genius” and “charlatan” in the same comment stream.
A lot of what Mr. Port writes may seem obvious. His style is delivered with a level of confidence and self promotion that many people see as arrogant and self-serving. But it is presented in a clear, systematic way that makes the advice relevant and actionable in a way that is all too rare in business books today. As a result I give the book four stars. He’s not a genius, he was just able to distill multitudes of business advice into and easily understood format and he’s certainly not a charlatan, people who think that are likely just unable to accept the fact that this stuff isn’t easy, you will still have to work at it.
For me two pieces of advice stand out.
1 – Position yourself as a lifelong advisor.
When you think in terms of solutions and problems solved, clients will beg to work with you. You are a consultant, a lifelong advisor. When you have fundamental solutions and a desire to help others, it becomes your moral imperative to show and tell as many people as possible. You are changing lives! – Michael Port; 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
A colleague of mine once said that the financial services industry is a generational business. If you stay close and relevant to your clients they will come back to you time and time again as their needs evolve. The type of business you do for them changes about every ten to twenty years. The key is to say in their lives long enough and consistently enough to get a chance to do it all.
2 – Always be ready to tell people what you do.
If you don’t make an offer to your potential clients, how will they know you can help them? If you aren’t doing everything you can to serve the people who need your help, it’s just short of criminal. Seriously, I believe you have an obligation to offer your services to those who need them and to those whom you know you can help in a meaningful and connected way. – Michael Port; 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
It’s become a cliché but Wayne Gretzky once said that you miss 100% of the shots that you don’t take. And that is so true. Self promotion or not, if you don’t tell people about your offering who will? Maybe calling it criminal is a bit of hyperbole but it makes an unmistakable point. You are your own biggest fan and number one sales person, tell the world!
Read this book if you are looking for actionable advice on getting over your fear of self-promotion. Don’t read this book if you think self-promotion is somehow dishonest or you don’t want to be in sales.
It’s that simple.
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