~ The Book Yourself Solid® Event ~
Friday 29th April
DAR ES SALAAM-TANZANIA
93% of our small business coaching clients
who have implemented the Book Yourself Solid® system
have increased their number of clients by over 34%
You should come to this seminar if:
- you’ve been marketing your products or services and yet you don’t see more customers
- you’re spending a huge amount of resources and can’t measure your results
- you are wondering how can you get customers to pay more for your products and services
- you’re in a place right now where you can’t seem to take action, and aren’t willing to change this
- you’re not willing to gently push yourself outside of your comfort zone and become an ACTION-TAKER.
You will learn:
- how to get MORE clients than you can handle
- how to grow your business building trust and credibility
- how to get customers to pay more for your products and services
- how to attract clients who ENERGIZE you and INSPIRE you (if you want to take your business from where it is today to where you NEED it to be)
- how to plan out what your business should look like.
Pay only 100.00 USD
The number of participants is Limited! Enroll now!
Event Speakers
Matthew Kimberley
Head of the Book Yourself Solid® School of Coach Training and The Book Yourself Solid® Mentoring Program.
Matthew Kimberley is the Head of School for The Book Yourself Solid® School of Coach Training – the coach training center for licensed small business marketing coaches, that provides professional and ethical coach training and certification to the highest of industry standards.
Matthew is also the head of The Book Yourself Solid® Mentoring Program – Michael Port’s year-long program for getting Booked Solid – which consists of a board of expert advisors that helps you to produce actionable plans and real-world results, using a proven business system.
Matthew is a personal development author and corporate sales trainer. He founded a professional staffing company in his twenties, before studying to become a Book Yourself Solid® Coach under Michael Port, and was the first coach to attain “Elite” status. He is also the author of the self-help classic “How To Get A Grip”.
Murtaza Versi
Founder, CEO and Lead Facilitator for Noesis Strategic Institute,
Certified Book Yourself Solid® Coach
Facilitator of the year and member of the Service Quality Institute (SQI) Presidents Club. He has managed a wide range of change management programs aiming at transforming Organizations and Individuals Into Excellence.
“I understand the value of people and I relate it to Tanzanite, a gem found in Tanzania that is only valuable when polished.”
Event Sponsors
How To Get More Clients Than You Can Handle – Even If You Hate Marketing And Selling
A Powerful and Profitable “Cheat-Sheet” For Immediately Implementing The Time-Tested Book Yourself Solid® Strategies Into Your Own Small Business Today … And Seeing Results As Soon As Tomorrow
An introduction to the system by its creator, Michael Port.
Important note!
What follows is a comprehensive, but heavily edited, summary of the entire Book Yourself Solid® business growth system.
That means it’s an overview. The latest and greatest print edition of Book Yourself Solid® (the illustrated version) weighs in at a whopping 453 full-color pages.
This cheat-sheet that you have in your hands or on your screen will give you a high-level overview, and a fast-track solution to having your most pressing client-getting questions answered. It’s not a substitute for getting detailed help, either from the full version of the latest edition of the book, or from a Book Yourself Solid® Coach or Trainer. In fact, I hope that your very next step will be to meet with a Book Yourself Solid® professional.
The Book Yourself Solid® System: Putting Power Right Back In Your Hands
This guide is your passport to freedom, both in business and in life. The Book Yourself Solid is designed first and foremost around YOU.
YOU have the power and the ability to skyrocket your income when you follow a proven framework for success. This system is the framework that you have been waiting for.
The Book Yourself Solid system is based on two important principles
1. There are some people who you’re meant to serve, and others … not so much.
That means you don’t try to please everybody, you don’t try to sell to everybody, and you don’t dilute your offering to appeal to the lowest common denominator. After all, if you try to please everybody, you’ll end up pleasing nobody.
2. . Book Yourself Solid® is a love story disguised as a business system.
What’s the point in doing anything if we can’t do it with love in our hearts?
What’s the point in getting out of bed, going to work, and serving the people who need us if we don’t get the opportunity to love every minute of the work that we do?
When you apply the Book Yourself Solid® systems to your business, you’ll fall in love all over again with your business, and your world will improve immeasurably.
Pay only 100.00 USD
The number of participants is Limited! Enroll now!
Your Red Velvet Rope Policy
So … because there are some people you’re meant to serve, and others who you’re most certainly not supposed to work with, the very first thing to put in place in your business is a strong Red Velvet Rope Policy.
This Red Velvet Rope Policy is a filtration system that allows only the very best kind of people to work with you: the kind of people who energize and inspire you, and allow you to do your best work. Because what happens when you’re doing your best work? That’s right! You get to do more of it!
That means you have my permission to refuse to do business with people who don’t meet your own strict criteria.
(It’s important that the criteria are yours and not anybody else’s. One person’s treasure is another person’s trash.)
That means you have to dump your dud clients. It’s scary, for sure, but you’ll get step-by-step instructions on how to do it when you work through the full Book Yourself Solid® system.
Understanding Why People Buy What You’re Selling
Once you’re sure about the kind of people who you’re meant to serve, and you’ve fired the clients who drain your will to live, you need to understand why people buy what you’re selling.
If you don’t know why people should buy from you, then don’t be surprised if they don’t know why, either.
To get to the core of this, you need to work out who your target market is. This is a group of people (or businesses) tied together by what they have in common and their communication networks.
If you don’t know where to show up to talk to this group of people, and they don’t have established ways of communicating with each other (associations, trade press, local newspapers, online forums) chances are that you don’t – yet – have a tight enough target market.
This group of people will have common needs and desires. Identify them. Do they want to get fit? Do they want to spend less time on paperwork? Do they want more free time? Do they need to file their taxes on time?
The single biggest result you offer will cater directly to their most urgent needs, their most compelling desires (or both).
You must offer just ONE single result – that’s what you hang your hat on – but that result will offer multiple benefits that you need to identify.
There are financial, emotional, physical, and spiritual benefits behind every single result.
Don’t believe me? Don’t understand what the financial benefits of, say, losing weight are? How about lower medical bills? How about getting that promotion you’ve missed for the last decade?
Don’t know what the physical benefits are of getting more clients? How about less stress, which leads to better sleep, which leads to less irritability, better relationships and a more active love life?
List ALL of the benefits your clients will get when you deliver them your single big result. Then you just have to learn to talk about them.
Pay only 100.00 USD
The number of participants is Limited! Enroll now!
Your Personal Brand Identity
Now you’ve worked out why people are going to buy what you’re selling; it’s time to decide why they’re going to buy from you instead of from anybody else.
You don’t need a Unique Selling Proposition.
You are your own Unique Selling Proposition.
Your personal brand identity is what determines how you are known in the world … and YOU are in control of that.
It’s made up of three parts:
1. Your “Who And Do What” Statement
This is a simple, easy-to-understand description of who you serve (your target market) what you help them achieve(your single biggest result). It is NOT your job title. So, my example:
“I help service professionals get more clients”
…which is much better than, “I’m a business coach.”
2. Your “Why You Do It” Statement
What’s your drive? What’s the reason you get out of bed in the morning? What is your purpose, your passion?
Because if you’re just in it for the money, then your clients are going to smell that straight away and you’ll lose credibility. My purpose in life is…
“I want to help you think bigger about who you are and what you have to offer the world.”
3. Your Tagline
You can have fun with this. It builds on your “Why You Do It” Statement, but helps you become truly memorable. Use vivid languages: color, rhyme, rhythm. Here’s mine:
“I’m the guy to call when you’re tired of thinking small!”
It’s even my trademark! Now, I’m obviously not going to roll that out at a cocktail party when somebody asks me what I do for a living (unless I want them to run away saying, “This guy is a weirdo!”) … but it’s definitely going on my website … and it’s how I’m being introduced at keynotes … and it’s what’s going on my headstone.
Let’s design it right now … and the answer to, “Why should I do business with you?” will be answered.
How To Talk About What You Do
The way you talk about what you do will immediately lead to more business. If you can get people saying either,
“Wow! That sounds like me! Tell me more!” or “Hey, sounds like you can help my brother!” then you can have more meaningful, client-generating conversations each day.
So every time someone asks what you do for a living, use your “Who And Do What” Statement.
“I help [TARGET MARKET]
get [SINGLE BIGGEST RESULT]”
Me, I help business owners get more clients. What about you?
If you want to make it more of a conversation than a statement, you can bring in the needs and desires of your target market, like this:
“You know how small business owners need to generate more revenue and take more time off? Well, I show them how to get more clients!”
Believe me when I tell you that this works about 1000x better than simply stating your job title!
Pay only 100.00 USD
The number of participants is Limited! Enroll now!
Building Trust and Credibility
Once your potential client has decided that you could be the person to help them, it’s time to show them that you’re a credible category authority.
Start with standard credibility builders: a decent website, a professional email address, some good headshots, and well-made business cards.
(Nothing screams: “Don’t invest in me!” louder than you not being bothered to invest in yourself.)
Make sure your standards of service are beyond reproach: Do you answer emails promptly? Do you show up when you say you’re going to show up? Have you trimmed your fingernails?
The smallest things lose us thousand of dollars in business. If you can’t show up to an appointment on time, what are the chances you won’t deliver your services to the deadline we agreed?
And finally, make sure you’re a category authority in your area of expertise. Are you a lifelong student of your subject matter? Do you know enough about what you sell to be able to say, “The best thing for you would be me!”
(If you feel you can never become THE category authority in a particular area, focus on a sub-category – you can even create the category yourself if you need to.)
Building A Sales Cycle
Now we get to the selling! Make sure that you have at least three offers, at three price-points, so that your prospects can invest in your services according to what they need and how much they trust you.
Your ideal clients – so long as they need what you’re selling – will make investments that are directly proportional to the amount of trust that you have earned.
There are only two ways to build trust:
- Do what you say you’re going to do.
- Deliver what you say you’re going to deliver.
So if I don’t know you so well just yet, I might be prepared to invest some TIME in what you have to offer. So how can I do that?
Simple: Make the first stage of your sales cycle a free event. Leverage your time, leverage your audience, and do something in group-format that is regular and FREE.
When you get asked, “How can I find out more about you?” instead of saying “Let’s have coffee” or “Buy my programs” you can say, “Come to my free monthly coffee-morning” or “Come to my weekly conference call.”
I call this your “Always Have Something To Invite People To” Offer.
It can be about anything, but it should appeal to your target market.
For example, if you’re an accountant, it’s unlikely that your target market members – let’s say legal professionals in your neighborhood – are going to want to come to a monthly meeting about accountancy issues. But they might love to come to a monthly stand-up comedy event that pokes fun at lawyers.
If you organize this event, and you get to know them better each time they come, who are they going to come to when they need a good accountant? (Hint: you.)
You should also have an offer that costs some money. How much is up to you, but it should appeal to those in your target market who are ready to commit to you somewhat financially.
And then you have your premium offer, for those who are ready to commit to you financially in a more meaningful way.
So your service offering should look like this:
Option 1: $0
Option 2: $$
Option 3: $$$
Feel free to add more options, but it’s a good idea to have at least these three offers in there.
Some people will get started directly with your premium offer after knowing you for a week, or maybe even just after an hour of listening to you speak.
Others will come to your free event for two years before upgrading to spend a couple of dollars on your book …
Developing a “Keep In Touch” Strategy
Once people are in your sales cycle, keep in touch with them regularly. You should keep in touch with your prospects both one-to-one and in a group format.
I recommend a newsletter for your one-to-many keep in touch. Get started with something like AWeber or MailChimp and get into the habit of communicating with your leads (because that’s what they are once they’ve given you their email address) on a regular basis. Perhaps once a week or once a month. your own frequency.
If you show up in their lives regularly, when they finally need you, you’ll be top of mind.
Pay only 100.00 USD
The number of participants is Limited! Enroll now!
Brand Building Information Products
You can only show up so many times a week, though. That’s why it’s important to develop brand-building information products to spread your message while you sleep.
An information product, like a book, an ebook, an audio recording, or a series of videos will reinforce your brand, your message, your promise, and your expertise every time it’s read or listened to or watched … even while you’re asleep.
Brand-building information products are the ultimate way to leverage your time and your marketing efforts.
If you decide that you want to sell these products, they’re a smart way to generate passive revenue and scale your income.
Perfect Pricing
In my Book Yourself Solid® mentoring program, many of my clients come to me with questions about pricing. It can leave even the most experienced marketing professionals scratching their heads.
How much is too much? Is this too little?
The answers are different in every case (which is why I recommend getting personalized advice from an experienced business coach about pricing questions) but the principle remains the same in every case:
WHY is it this price?
Now, that’s not a question you want your client to be asking! They should be saying, “Wow! At that price it’s definitely worth it!” … but YOU should be able to explain to yourself why you have chosen a specific pricing strategy.
In Chapter 9 – Perfect Pricing – of Book Yourself Solid® Illustrated, you’ll find twelve individual pricing models to choose from, plus a guide to putting a dollar value on the benefits that your service delivers.
Super Simple Selling
Selling is really simple when it’s done right.
Unfortunately, most of us find it scary … and would rather hide in a hole than actually ask for the sale.
But there is a very straightforward, hyper-effective, and not-at-all scary way of asking for the sale … that often leads to, “Yes!” when you’re using it at the right time with the right people.
My super simple sales conversation goes like this:
Question 1: What is it that you’re looking to achieve?
Question 2: How will you feel when you’ve achieved it?
Question 3: Would you like some help with that?
Question 4: Would you like that person to be me?
Now … like all sales conversations, it won’t AUTOMATICALLY end in a “yes” … but it’s proven to work a whole lot more effectively than any other technique.
One of our Elite Book Yourself Solid® Coaches (who graduated from the Book Yourself Solid® School of Coach Training) puts her entire business success down to having exactly this conversation as frequently as possible.
Selling is NOT a numbers game. But if you don’t ask your prospect to buy … using the very technique above … then you’re depriving them of the opportunity to accept your invitation to work together.
Pay only 100.00 USD
The number of participants is Limited! Enroll now!
In Summary
Marketing doesn’t get you clients – it just builds awareness about who you are and what you have to offer the world.
When you build that awareness, people are going to check you out. They’re going to check out your Red Velvet Rope Policy, and see if you truly understand them, and can give them a solid result that talks to their needs and desires.
If you can talk clearly about what you do, and your personal brand makes sense to them, then you’ll have the opportunity to earn their trust, and keep in touch with them while they consider what they want to buy from you.
When your pricing is perfect, and you know how to have a simple sales conversation, you will BOOK THE BUSINESS!
Even simpler:
In checklist format (tick all that apply):
- I have a strong Red Velvet Rope Policy
- II understand why people buy what I’m selling:
- I have a clear target market
- I understand their needs and desires
- I know what the single biggest result I deliver is
- I know what financial, emotional, physical, and spiritual benefits are associated with that single big result
- I have a strong personal brand identity
- I have a “Who and Do What” Statement
- I have a “Why I Do It” Statement
- I have a tagline.
- I can talk about what I do in a way that’s not boring, bland, confusing or like anybody else … and without EVER using an elevator pitch.
- I am a trusted category authority with stellar standards of service and key credibility builders in place.
- I have (at least) a three-part sales cycle in place
- I have an “Always Have Something To Invite People To” Offer
- I have a lower-priced offering
- I have a premium-priced offering
- I practice a regular keep-in-touch strategy.
- I have brand-building information products that spread my message when I’m sleeping.
- I have my pricing in place for a good reason.
- I have regular, super-simple sales conversations
And with all those boxes ticked, that just leaves marketing – the thing we do ONLY when all of the above are in place … so keep reading for the Book Yourself Solid® marketing strategies!
The Book Yourself Solid® Marketing Strategies
There are only six core marketing (or self-promotion) strategies that any of us need to be concerned with.
Of those six, only three are mandatory. The others you can take or leave.
Mandatory:
- Networking
- Direct Outreach
- Referrals
Optional:
- Speaking
- Writing
- Web marketing
Not everybody wants to speak, or is good at it. Not everybody enjoys writing. And while it’s true that you need a great website, advanced internet marketing (SEO, Pay-Per-Click, etc.) is entirely optional …
… which means you don’t have to do ANY of them if you don’t want to. So you can breathe a deep sigh and relax.
In fact, my clients, students, and members of my mentoring program are made to pick just ONE of the optional marketing strategies and really get good at it.
Pay only 100.00 USD
The number of participants is Limited! Enroll now!
Networking
You’ll be plased to hear that this has nothing to do with attending endless “NOTworking” events that are populated by salespeople clutching stacks of business cards.
The Book Yourself Solid® Networking Strategy requires nothing more than up to 90 names and your email. Your Network of 90 is made up of people you already know, with whom you want to have deeper relationships.
They can be potential clients, for sure, but try to think a bit bigger: Who are the people who can introduce you to potential clients? Who are the people who can spread your message for you? Who are your joint venture partners?
Build stronger relationships with them by making sure you’re in touch with them – in a meaningful way – at least once a month.
To solve the dreaded “what should I say to this person” conundrum, use this formula for sharing your intangibles with them.
You can share:
1. Your knowledge: send them a copy of an article that’s relevant to them.
2. Your network: introduce them to somebody else.
3. Your compassion: reach out and say, “Hey, just thinking about you!”
Do these three things every day, reaching three different people each time, and you’ll cycle through your Network of 90 every month!
Direct Outreach
This is all about building relationships with people who don’t know us yet. Identify 20 people who you want to know, and tell them that you exist!
Your Direct Outreach List of 20 is made up of people who should be in your network of 90, but aren’t yet.
Time to get to work!
Reach out to just ONE of them each working day start to build that relationship.
Depending on whom you’ve put on this list, it might take a day or it might take six months to see some results.
If you want to get to know the local librarian, just go straight in and introduce yourself. If you’re keen to build a relationship with your favorite author, then start with some blog commenting and perhaps progress to emails via Twitter… you’ll be amazed at the results if you make a concerted effort.
Referrals
There are two key ways to get more referrals … and the first is to give them! Draw up a list of five service providers who also serve your target market (but do different things) and make a concerted effort to sendtheir way.
Your Gang of Five will soon start to realize that you’re a good source of business and will – if and when appropriate – reciprocate by sending you business.
The second approach is to set up an “asking for referrals” strategy. This requires that you educate your contacts on the best way to send you new business. Chapter 13 in Book Yourself Solid® gives you a step-by-step approach to this.
Optional Marketing Strategies
The Optional Marketing Strategies – speaking, writing and web strategies – are those that are really fun to get deeply stuck into… but only if they resonate with you.
We find that a lot of our time and energy in the Book Yourself Solid® Mentoring Program spent honing our chops and perfecting our performances, making our writing work wonders for us, or learning new and often highly-effective web strategies that drive traffic and create conversions.
When you work with a Book Yourself Solid® Coach this is the kind of work that you can expect to do, too.
Pay only 100.00 USD
The number of participants is Limited! Enroll now!
Agenda
| 8:00am – 8:40am | Registration and breakfast |
| 8:40am – 8:45am |
Welcome guests and introduction to Seminar |
| 8:45am – 10:20am | Session 1 |
| 10:20am -10:30am | Break |
| 10:30am – 12:30pm | Session 2 |
| 12:30pm – 1:30pm | Lunch Break |
| 1:30pm – 3:30pm | Session 3 |
| 3:30pm – 3:45pm | Tea Break |
| 3:45pm – 5:00pm | Session 4 |
The Venue
Saturday 23rd April, NAIROBI-KENYA
~ Vila Rosa Kempinksi ~
The Villa Rosa Kempinski is offering the perfect fusion of European Luxury and Kenyan hospitality. It’s only 20km away from the airport, meaning that an approximate 30-minute drive is all that separates you from it when you land in Kenya. You’ll find them on Chiromo Road, right at the heart of the commercial centre of Nairobi.
The event will take place in the Fedora ballroom. With state-of-the-art banqueting and conferencing facilities, the hotel’s grand ballroom is able to accommodate 500 people.
In addition to Cafe Villa Rosa – the all day dining restaurant, K Lounge on the lobby level, the main bar -Balcony Bar and a Cigar Lounge, the hotel features 88 -the Pan Asian Restaurant, LUCCA – Italian Restaurant and Deli and Tambourin which is the Levant style lounge, bar and restaurant. Tambourin is now open. Find out more.
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Friday 29th April, DAR ES SALAAM-TANZANIA
~ Best Western Colosseum ~
Minutes from the Julius Nyerere International Airport (DAR), guests are just 12 kilometers away, which makes catching that next flight easy. Many travelers book rooms here for business purposes and the close proximity to the airport. Everything necessary for a seamless business trip is readily available, making this property a favorite for business travelers in Dar es Salaam.
Located in the city center, exploring the area by foot is safe and the perfect way to make the most of any trip. The brand new Dar es Salaam hotel was built with all modern conveniences, from Wi-Fi to delectable free breakfasts featuring both local and Western favorites.
Discover the nearby botanical gardens, a relaxing way to get to know the area via flora. The National Museum 7 House of Culture is a tourist favorite and can’t be missed. However, the nearby Big Surf Water Park is where the adventure seekers go, and it’s a must for anyone traveling with children. Of course, for practicing your swing, the local Gymkhana Golf Club is where you’ll find good company.
Enjoy close proximity from the Dar es Salaam hotel to the Ferry Terminal which takes you to Zanzibar. The close location to major Safari Parks means travelers can enjoy their stay rich with excitement, and then enjoy the relaxing health & club spa on-site. Employees of General Electric and IBM® are frequent guests here, and workers with KPMG and the IMF International Monetary Fund consider this property the only option for mixing luxury with convenience. Find out more.
Registration has closed!
Copyright and Disclaimer
Noesis Courses is licensed to teach the Book Yourself Solid system, created by Michael Port, based on his mega best-selling book, Book Yourself Solid.
Neither Michael Port nor Michael Port & Associates, LLC is in any way affiliated with this site or the individuals who own and operate it. Michael Port is not an affiliate, sponsor, or partner of the site or the individuals who own and operate it. Book Yourself Solid ® is a registered trademark of Michael Port & Associates, LLC. Certain materials contained on this website are the copyrighted works of Michael Port & Associates, LLC.