Table of Contents
Acknowledgments vi
Michael’s Story: Free At Last ix
Preface xiv
How to Use This Book xvi
Module 1: Your Foundation 5
Chapter 1 The Red Velvet Rope Policy 7
Chapter 2 Why People Buy What You’re Selling 33
Chapter 3 Develop a Personal Brand 65
Chapter 4 How to Talk About What You Do 93
Module 2: Building Trust & Credibility 113
Chapter 5 Credibility & Likability 115
Chapter 6 The Sales Cycle Process 135
Chapter 7 The Keep in Touch Strategy 171
Chapter 8 The Information Products Strategy 197
Module 3: Perfect Pricing & Simple Selling 233
Chapter 9 Perfect Pricing 235
Chapter 10 Super Simple Selling 259
Module 4: The 6 Core Self-Promotion Strategies 279
Chapter 11 The Networking Strategy 281
Chapter 12 The Direct Outreach Strategy 317
Chapter 13 The Referral Strategy 347
Chapter 14 The Speaking Strategy 369
Chapter 15 The Writing Strategy 401
Chapter 16 The Web Strategy 433
Final Thoughts 450
About the Authors and How to Reach Them 452
References 454