Promotion Books

I speak around the world on lead generation and marketing strategy. Neil did an outstanding job crafting "The SPIN Selling Fieldbook" to give you a roadmap on how to master complex sales strategy.

There is no other resource I can think of where you can "easily perfect" your approach and positioning sales strategy.

Neil gives you step-by-step plan that anyone can follow in their quest to excel at marketing their products or services.

The SPIN Selling Fieldbook gives you valuable "hands on" tools. I recommend the "SPIN Selling Fieldbook."

It is an invaluable resource that any salesperson or sales executive should have in their personal library.

Joe Heller, Trust Cycle Selling

This field book is better than the original book was. If you are going to buy just one of the two you should probably just buy the field book. It allows you to apply the ideas very quickly.

This book is a 206 page powerhouse, but I want to direct you to pages 50 and 51:

"The Good News"...

"The good news is that the Spin model has proved to be a versatile sales tool, works across cultures, applies across industries, is equally applicable to selling services or products."

"The Bad News"...

"Our one million users would tell you in one voice: It's a lot harder than it seems. SPIN isn't a magic pill that you can take and turn yourself into an instant sales success. It's hard work. One of the immutable laws of business is that there's always a link between risk and reward. The more rewarding the outcome, the tougher it is to obtain. If SPIN questions were simple and automatic, then everyone would be using them already, and there would be no competitive advantage from the model. "

So there you have it. You will not only have to learn the basic principles of SPIN (Situation - Problem - Implication - Need Payoff), you will also have to personalize these principles into a game plan for each prospect, current customer, former customer...

...and in doing so you will be ahead of the curve. You'll be far down the road from the people who are still fumbling around for a "simple and automatic" approach. You will find few books on sales that are as honest as this one. Author Neil Rackham hands you a powerful set of tools, but make no mistake about it: your success will come entirely from what you choose to do with them. VERY highly recommended.

Usually is not enough to read a book to have the knowledge, you need to practice, and that is what this book helps to, giving you ideas on how to put SPIN method into practice.

I bought this book together with SPIN Selling. I read the Fieldbook after reading SPIN Selling. If you've already read SPIN Selling, this book is not going to tell you much new things.

If you would read the Fieldbook instead of SPIN Selling, then I think the Fieldbook is not thorough enough, at least if you compare it to SPIN Selling.

In general I think the audience of this book is perhaps college students, or clever highschool students, but not really experienced salespeople. Maybe that's also because of the cartoons every now and then which make the book look like it's meant for younger people.

What I expected when I bought both books was that the Fieldbook offerd some transcriptions of salescalls, and an explanation of why certain aspects are wrong and how this could be improved using SPIN Selling. This was not really the case, it was more like a simple summary of SPIN Selling. So not really the Fieldbook I expected.

Anyway, the book is not bad, but I would not recommend to buy both SPIN Selling and the Fieldbook together. Also, if you're a serious and experienced salesperson I would recommend SPIN Selling. If you're new to sales or if you're still in college, I would recommend the Fieldbook.

I am so glad I read your book. You explained things I needed to know and corrected things I thought I knew. Most important, your book helped me develop and refine the marketing plan that I am now implementing for my newest book.

I have been authoring materials and involved in media (producing and hosting radio & TV) for more than 20 years. After reading your outstanding resource for small publishers, I am changing the way I do things. Thank you for taking the time to compile your book and make these materials available to help others. My work will be more effective because of your work.

If you've just published a book and want to know the ins and outs of promoting it, this 192 page brand new book (2000) can really give you the insight. Writing the work is most demanding, but promoting it properly will spell your success or failure. It's a very fast read with highlighted topics for ready reference. Topics range from: Nuts and Bolts of Publicity, Signings, Publicity and Marketing, Getting Free Publicity, Book Reviews, Television Promotion, Radio Talk Shows, Web Promotion, and much more. A wealth of information to help you get started. Its completely indexed. The emphasis of the work is successful promotion on a small budget. Provides you with the tips of the trade. Worth reading.

As a firm believer in truth in marketing, I had mixed feelings about this book. The information it contains is excellent and helpful for authors looking to promote a book, but at the bottom of the front cover it says: "A step-by-step guide to promoting anything from books to businesses." Sorry, that's not accurate. 75% of the book has to do with book promotion only. If you've got another kind of business, choose another book.

As an author, I recognize the importance of publicity and promotion; a high priority! Linda is the self-publisher's "Maze Maven." Have a book to promote? You must follow her lead!

The book stands out as a very good guide for the first time entrepreneur or the self-publisher. Linda Radke both as author and editor presents all the know-how you will need to properly advertise your book or business.

"Promote Like A Pro" consists of two parts. The first one shows how to prepare an excellent marketing plan for your book. And in the second part of the book, contributing experts share their knowledge on marketing and publicity. Publishing experts uncovers us their tips and secrets how to market books.

"Promote Like A Pro" is a must read for anyone wishing to begin a self-publishing promotion. It is very exciting and has many good pointers. Definitely recommended as a way to help successfully promote yourself, your business or your book.

The self-promotion ideas in the Linda Radke's book look quite new and fresh for reader in Russia. I think, nobody in Moscow knows the tips how to promote a book. And I'll try this secret weapon with my next book. Thanks for sharing, Linda!

After devouring Penny's book, I proceeded to purchase another copy and have it sent directly to my friend and webmaster. It has so much useful information, my copy must have 100 pages marked for reference. I believe any new or self-published author would find it pays for itself within the first few chapters.

Penny Sansevieri is an expert marketer, I have watched her over the years and based on her success, I bought her book and it didn't disappoint. When you read this book make sure you have a notebook and pen handy, you will want to take notes as you go along. The best books are written by people who have "been there, done that" and Penny certainly has.

Penny's books is terrific given that it not only lays out the info one needs to understand how the Net can affect book promotion but that it also outlines a comprehensive strategy to utilize the Net's power. This approach is invaluable for helping us "old world" authors move into the brave but unfamiliar new environment of Internet book promotion opportunities.

If you are interested in promoting on line...there are some great tools and ideas explained in this book. Definitely recommend it.

This is a concise, information-packed guide through the maze of the on-line world as it relates to book promotion. I found the author's ideas and tips extremely helpful and current. Recommended for any new author!

Underdog Advertising is a unique book written with the small business in mind. It shows how the small business can take proven marketing principles and compete in the marketplace and win.
The author opens the book with the tale of David and Goliath. Just as in the old story, David represents the small business and Goliath is the giant advertising agencies.
The underdog principle consists of the Underdog Advantage Principles, the Big Dog Branding Process, and the Junkyard Dog Execution. The Underdog Advantage Principles goes into depth on the ten foundation priciples that guide the development of marketing strategies and tactics to help your business compete and win. It teaches you how to consistently deliver creative, nontraditional ways to win the high ground with limited responses. Big Dog Branding Process is essential so your business can carve out a niche in your chosen field and puts your company in the minds of your customers. The Junkyard Dog Execution shows you how to find unique ways to stand out from the crowd and how to impliment them.
David and Goliath are revisited as a review of how to use all three of the disciplines to help your business compete and win advertising spots against the Goliath's. To help you put the principles and disciplines into action, the author provides a workbook at the end that takes you through each ten principles. Also included are branding worksheets that allow you to find your target prospect, define it and validate it.
Every small business should have this book in their libraries so they can follow Mr. Flower's principles to help them define an advertising campaign that will reap benefits for their business.
This is a book that will be used over and over again. A must have, keeper for your business.

This book is a great tool for helping small businesses focus their marketing efforts. It is a great follow up to taking a marketing course. The former primarily provides the "what", this book provides the "how". The concepts and strategies are equally applicable to large busnesses.

First of all, let's have a look of the proven principles preached by the author:-

1. Think outside the box
2. Take risks
3. Strategy before execution
4. Be contrary
5. Select your battlefield
6. Focus! Focus! Focus!
7. Be consistent
8. Demonstrate value
9. Speed & surprise
10. Have patience

Cliche and common sense? Depends! Nevertheless, the beauty of it is not the provision of unique and extravagant concepts, but easily understandable and adoptable ideas furnished with plenty of real life practical examples. The two workbooks from page 175-206 of step to step guidance to apply the 10 principles well worths the price of the book (consider how much you have to pay for an external consulting agency). If you had not taken any marketing course before and you have to do marketing now, highly recommended! (though I think the much emphasized David vs Goliath metaphor is quite out of place)

Below please find some of the passages I like the most for your reference:-

You miss 100% of the shots you never take. - Wayne Gretsky pg 32
Tactics without strategy is the noise before defeat. - Sun Tzu pg 34
Strategy is the who, what, when, where, and why of advertising...Execution is the how...Because the key to creating effective advertising is to have the right strategy. pg 35
The superiority in numbers is the important factor in the result of combat...the greatest possible numbers of troops should be brought into action at the decisive point. - Karl von Clausewitz pg 78
Concentrate all your thoughts upon the work at hand. The sun's rays do not burn until they are brought into focus. - Alexander Graham Bell pg 90
It is better to overwhelm a few than to underwhelm many. pg 100
Any damn fool can put on a deal, but it takes genius, faith and perservance to create a brand. - David Ogilvy pg 134

p.s. In the very case you want to read something of the advanced level, "The 22 Immutable Laws of Branding" by Al Ries is a very good choice.

I've spent the last 15 years in marketing and always enjoy reading about principles and concepts to apply to my work. This book focuses on the "underdogs" - but not necessarily the small business owner. Some of the "underdogs" he profiles have large enough advertising budgets to allow them substantial print campaigns to compete with their bigger competitors. For this reason smaller business owners should read this book and take note of the bigger picture of what author Paul Flowers is saying. The concepts he mentions are solid and refreshingly free of the usual marketing jargon. I especially appreciated the attention Flowers paid toward attitude and mindset, as I feel this is something that can define success in an organization.

Paul Flower's UNDERDOG ADVERTISING is a gem for every small business owner. I especially appreciate Mr. Flower's honesty throughout this book, particular in the anecdote he shares in his introduction, where he reveals how he and his partners realized (to their horror, no doubt) that they themselves had "...fallen into the trap of copying what our bigger competitors ... did--the same trap we were warning our clients to avoid." It takes guts to be honest in marketing, and Mr. Flower's has guts ... in spades.

His recognition of David (of David/Goliath fame) as the archetypal underdog is brilliant, and Mr. Flowers uses the David/Goliath metaphor as a touch-stone throughout the book. BTW, much of the Underdog Advertising philosophy seems to be very much in keeping with the philosophy of the non-violent martial art of Aikido.

Mr. Flower's Ten Principles of Underdog Advertising are worth the cost of the book alone (for myself, I'm continually working on the last one - #10. Have Patience).

Kudos to Mr. Flowers for his discussion of psychographics for in the chapter on "Know Your Prospect". (I continue to be amazed at the marketing books that I read that stress demographics without ever mentioning psychographics).

Finally, when approached with an open mind, the appendix of the Underdog Advertising Workbook can provide you with a wealth of information for improving your brand.

My copy of Underdog Advertising is full of highlighted passages and notes in the margin. I'm planning on implementing these strategies over the next six month.

I can think of no higher praise to give a book.

A valuable resource for selling. I'm in Marketing and I've learned quite a few things that help in my job.

Just because your company says "We provide value," that doesn't mean that you deliver it! You have to define it and prove it in the Customer's terms.

I read this book in a weekend and took copious notes. On Tuesday, I was flying to meet with a new client. I used the book to prepare for my call.

The customer was blown away.

He actually laughed and said "I have never met a sales guy like you." When I asked what he meant, he said that he expected a salesman to show up with a handful of brochures and push the latest and greatest products.

I spent the entire time understanding the challenges facing him, his management, and the company. I walked away establishing my credibility, developing a solid relationship, and I had a very clear understanding of their needs and what they VALUE.

I keep the Beyond Selling Value notes in my Daytimer and refer to them for almost every sales call.

This essential for anyone who sells value (or thinks that they do!).

This book is a terrific read. It is both educational and entertaining. It really is a must read for those of you who want to sell consultatively.

I would give Beyond Selling Value five stars if there were not a *tiny* problem:

In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"

The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response?

The response by Shonka was -- silence. Otherwise, of course, it's a great book.

Having worked for IMPAX for over six years, I've had a chance to learn and work around numerous sales training methodologies before and since.

Mark Shonka and Dan Kosch present a detailed step-by-step how to approach for understanding the customer's point of view, getting credit for what you know about them, and leveraging that knowledge to communicate your value in the customer's terms. Many other so-called "sales processes" from sales training companies fall short for several reasons, and this book fills many of those gaps:

1) Many so-called "sales processes" simply present ways of analyzing customer situations (such as Miller Heiman's 'Blue Sheet'). They do not show HOW to accomplish your objectives in an account situation as Kosch and Shonka do.

2) Other "sales processes" (such as Solution Selling or SPIN Selling) get tangled up in complex questioning processes that can be difficult to master in the field. I'm not saying there is no value in them (some of these offer techniques for prospecting or demonstrating that IMPAX does not address). What I'm saying is their complexity makes them somewhat unwieldy to implement by many salespeople so they can be less than totally effective.

3) Finally, many other sales processes from training companies make a dubious assumption: that everything the salesperson does should be calculated to close the deal. I hate it when salespeople do that to me, and you probably do too.

Some environments are more opportunity focused than relationship focused, but certainly building relationships is a critical component of any selling environment. IMPAX provides step-by-step approaches for doing that, so that when qualified opportunities arise you can leverage the relationships you have built. It provides the context in which you can be recognized for the value you truly offer, and close deals based on a wider context and on future value potential, rather than (inadvertently) forcing salespeople into "peddler mode," constantly conniving to close (perhaps when prospects are not yet ready).

4) One of the most valuable things about the IMPAX Process is that while speaking the language of practical tactics salespeople love, Shonka and Kosch are really teaching salespeople a powerful strategy that can be scaled from telesales to Global Account Management to talking to your five year old.

IMPAX may not be the only thing you'll need to make your sales organization more successful, because selling skills are just one of many factors at play. However, as far as selling skills go, especially for complex B2B environments, IMPAX has a lot to offer.

Michael Webb

A brillient and stunning consideration of how advertising affects society. Rather than the more popular route of blaming problems of the modern world on entertainment media, Kilbourne convincingly argues that it is, indeed, the unnoticed and unceasing stream of advertisments which is harmful. Required reading for anyone who ponders modern sociology.

This book was OUTSTANDING. The only thing that pains me about it is that I bought it out of bargain bin. I would have gladly paid full price.
I thought I knew quite a bit about the insidiousness of advertising but this book brought new information on that subject. It is has some very enlightening points on the nature of addiction.
Buy it for your favorite teenage grrrrrrrrrrrrl.

This book not only changed my attitude towards advertising and commercialism, but changed the way I see myself and the world around me. I'm shocked that the book is no longer in print, although after reading it I get the impression Jean Kilbourne would not be entirely surprised. How can you survive without supporting commercialism? I thought at times she overstated her point and could have been more concise, but on the whole her style is entertaining and easy to follow. The adverts on most of the pages are also very interesting - although you feel a bit guilty about being entertained by them! This book has to get back into print - maybe it needs some more advertising?!

This book is a must read for anyone, especially women. I always thought of myself as someone who was not affected by advertisements, but this book makes it painfully clear how not one is unaffected by ads, regardless of what types of good you purchase. It correlates the selling of ideas and attitudes through advertisements with degenerating relationships between males and females, people of different social classes and ethnicities, even different ages. Advertisements sell ideas about self-concept, american culture, and values right along with their products. I found the idea that advertisers create a culture, and use the idea of that culture to sell us not only products, but lifestyles, and attitudes towards other people, our society, and ourselves fascinating and horrifying. This book will make you not only a more aware consumer, but also a more aware citizen. It was fascinating, clear, and well-researched.

This powerful and vital book is out of print - but only under this title. "Deadly Persuasion" was released in November 2000 under the new title "Can't Buy My Love: How Advertising Changes the Way We Think and Feel". Under that title, the book has never gone out of print, so it is easy to acquire. And you definitely should acquire it!

Combines conceptual strategies with practical advice. I highly recommend this book for self-employed artists of all kinds.

I would recommend this book to anyone and everyone who is beginning a career, or would like to increase their art business. Very informative,it will get you excited about the business end of art!

I LOVE this book and I am not an artist. The tips and techniques that are shared in this detailed and well researched book are amazing and will help anyone that needs to market themselves. I launched my blog and have done really well with it using the information Stanfield provides in the book. One of my marketing mentors advises to check out what other people in other industries are doing. If you only do what everyone else in your field is doing you will have a hard time standing out. Not being an artist I found this book to have fresh new ideas and concepts with new twist on things I already had been doing. I haven't taken it off my desk since I got it. I keep referring to it and using it over and over.

I bought this book because of all the great reviews even though it was so new on the market. I have to say I haven't been disappointed! The author does a great job breaking down the barriers most of us artists seem to have about doing things like...making a website, organizing our information, etc. She's got a great no-nonsense approach, but does it with a sense of humor. And, some of the things that have haunted me like the idea of marketing, are starting to loose their hold over me. She's a fabulous support in taking the steps laid out to get something done. I would HIGHLY recommend this book. Having a solid foundation as you try and develop your art business is imperative and this book might just be able to help you in ways others don't. It has for me. Plus, I have ADD and find the short sections and easy to read format (a,k.a. easy-to-keep-focused-formatting) help me actually keep focused. :) She knows her market!

"I'd Rather Be In The Studio" is without a doubt the best book I have read on how to get going in your art career. There are a lot of things to do as an artist aside from making art. Alyson Stanfield's book will tell you exactly what you need to know and how to go about doing it. As I was reading it and going though it I felt as if it was written for me. It really does leave you no room for excuses to not market yourself. Making art is great but who's going to know if you don't tell others besides close friends and family? This book will help you gain the confidence, motivation and the know how to get going and know you are accomplishing things. Not only that, she talks about your web site, blogs, routines, organization, everyting that you sometimes don't consider to be marketing your artwork, but it's all part of being an artist. I absolutely love this book. If your just starting out or you're an accomplished artist, you're going to get good advice. Buy it.

This is the seed book on advertising and copywriting.

It's a short book. The ideas in it are so tersely stated
it's easy to miss their profundity.

Very concise. Very well illustrated by examples from
Hopkins' advertising career. The incidents described
occurred in a different time though - so they might
at first inapplicable to today's marketing environment.

Housewives no longer become excited by canned Baked Beans
and mail-order corsetry. When this book was written
products were described with words and a drawing at
best. The demands of the marketplace today are different
and customers have been split-up into almost infinite
niche markets today.

Still, timeless wisdom about what gets people to buy.

I have read marketing books by several of the most famous marketers who are still alive and this book is much better than all of them. This book lets you really understand marketing in a practical way, whereas other books make marketing seem more difficult, confusing, theoretical, and vague. Other books are much less helpful than this one. I think Claude had many times more experience and major successes than any living marketer. I think he knew what he was talking about much more than any others. That's why he explains things much better. I think he was also much smarter and talented as well. He was truly a marketing genius. It doesn't matter that this book is old, because people haven't changed and the scientific principles underlying marketing have not changed at all. If it is true that few people read this book, then I am glad! I would be afraid if all my competition read this book!

This should be a must reading in every single business university on the planet earth that teaches marketing and advertising. Brilliant book!

Hopkins's career began at the dawn of advertising and copywriting. As his career progressed so did advertising and he gives us a behind the scenes look at many advertising campaigns from the late 1800's-1920's. Hopkins almost single-handedly helped take copywriting out of its "swaddling clothes."

Of equal interest is his personal history. He was raised in a strict religious home and expected to become a minister. But at age 17 he delivered a sermon that revealed his true beliefs, which were more liberal than his mother's, and he said it was the defining moment of his life. Not once, however, does he criticize his parents or his upbringing and he credits his mother for his advertising and copywriting skills.

Hopkins launched his career in Grand Rapids, Michigan and eventually moved to Chicago, and other cities, for bigger and better jobs. Yet he says that he wondered if remaining in Grand Rapids and living a quiet life wouldn't have been the better choice. He remained connected to normal, real people even after becoming affluent and said he learned much about contentment from them. Hopkins's attitude is very different from most authors of modern business and personal finance books, where it's all about the money.

Scientific Advertising is, as you already know, must reading for advertisers and copywriters. The chapters are short and address very specific topics: headlines, letters, individuality, telling a full story, and, my favorite, service. "The good salesman does not merely cry a name...He pictures the customer's side of his service until the natural result is to buy."

In this book you will not only learn about advertising but you will encounter a humble man who remained detached from the trappings that advertising can sometimes present.

If you are going to be successful in direct marketing you need to the buy this book and read it until you can quote from it. Study this book and it will pay off.

As a publicist who has worked on the journalism side like T.S. Peric, I learned that he "gets it". I devoured this book as a refresher for myself and to learn what others are doing to generate publicity for their clients. I found Peric's tips and advice sensible, simple to understand and applicable to any product or service. It's one of the most thorough and user-friendly books about publicity that I've ever read.

"Wacky Days" is a book that leads you through the many steps you can take to obtain huge amounts of free publicity.
Anyone who has a business, product, or book is sure to find this will become their Bible to return to time and again gleaming nuggets of information from it's pages.
The author uses examples from his own experiences to show how it can be done. The information can be easily adapted to fit your need for publicity.
An interesting and entertaining read that is a definite keeper which will sit on my reference shelf to be used whenever I am doing publicity. In my opinion, Tom Peric does for publicity what Dan Poynter does for self-publishing.

Great book on ideas and practical ways to generate PR for any type of business. From straight-forward tasks to some strategic planning like offering reporters story ideas for future reference or how to get seated on a Board, Peric' has something for everyone in Wacky Days.

Highly recommended.

Wacky Days... explains how to get free publicity and to be recognized as an expert in your chosen field. Mr. Peric' shows you how to approach the media through Tip sheets, professional looking Press releases, and of course the names, dates, and e-mail addresses needed to create your very own holiday!( Mine is going to be "Buy a piece of thrift store art day", 3rd Thursday in June!)his book is a must read if you spend money on advertising your business.
If you are an independent publisher, like me, YOU MUST OWN A COPY!
All fans of Dan Poynter should have this book right next to The Self-Publishing Manual.
Everyone else talks about getting publicity, but Tom holds your hand, and takes baby steps until your goals are reached, 37 small chapters.

His journalism background has really given him a true insiders edge.

At the end of the book there is a section that explains how to affordably hire Mr. Peric' himself by drawing up a plan from Wacky Days..., gathering up media list, writing your press release and allowing T. S. to assess the plan.
This book explains what journalists love to write about,(People and Ideas)

He also explains why stories get written (they were relevant, useful, or interesting!)

I fully recomend you buy this book.

I've never met or spoken with Tom Peric but as I read this book, it felt like I was listening to a trusted friend give me step by step advice on how to publicize my business. I liked his straightforward writing style and how he educates and empowers the reader so that even the most media-shy business owner can read this book and apply its suggestions about how to publicize his or her business. A great book, you'll be glad you read it.

An ideal read for anyone looking to increase their profile and brand awareness. The book uses traditional marketing concepts and applies them to the art of self promotion......Brilliant!!!!

Debbie has produced yet another very readable, interesting, and motivating collection of real-life people who have figured out ways to best promote themselves succesfully. Keep it coming, Debbie, as shamelessly as you can!

I love books that bring together the best of the best and Confessions of Shameless Self-Promoters featuring my friend, Deb Haggerty, is no exception. I am continually looking for new tools to share with writers and speakers who are trying to market themselves and their products. This book is now a featured book on my Web site and in the reference section in my handouts.

Ideas, tips, and strategies are packaged in an easy-to-read book. I love the fact that those featured don't just talk about success, they go out and grab it. Confessions of Shameless Self-Promoters is motivational and fun and doesn't make a person feel guilty for what they haven't done. Instead it inspires them to do something every day to further their goals.

At first I didn't like the title because I hate self promotion. I look at the most effective promotion as building relationships. Once I started reading the various chapters I realized the title is actually misleading because every person in the book preaches relationship building. Networking, referrals, branding, Internet marketing, direct mail, media, and more or covered in depth and well by some of the top people out there. I highly recommend this practical resource for anyone regardless of their business or product.

Maybe it was my fault for not reading the book description better, but I really expected a lot more from this book than what it was able to deliver. The book is essentially a hodge-podge of stories from 68 different "marketing gurus" (mostly speakers and business "coaches"). Unfortunately, there are very few sections that are universally applicable. Instead, the book contains war story after war story -- a very few of which might actually be relavent to you and your business. However, the work required to dredge up this occassional "nugget" isn't worth the effort. Instead, I strongly encourage you to pick up a copy of C.J. Hayden's "Get Client's Now!" For anyone interested in building a personal brand, I would also recommend Robert Bly's "Become a Recognized Authority..." Finally, for consultants and other business service professionals, I'd recommend Brody, D'Angelo, Kerley, and Zick's "Power Marketing for Consultants," Shenson and Wilson's "138 Quick Ideas to Get More Clients," and Robert Gentle's "Consultant -- Market Yourself." In short, this book has been a huge disappointment. In fact, I suspect that most of the positive reviews are from some of the "68 marketing gurus" and not from objective readers. Overall grade: C-/D+

As I was about to read this book, frankly, I was somewhat deterred by its title just as I was before reading Marilyn Ross's Shameless Marketing for Brazen Hussies. Titles such as these seem so blatant, so self-serving, so crass, so....

In fact, the same can be said of the content in these two books as well as in Allen's Confessions of Shameless Internet Promoters. And that is precisely the key point: because each of us receives each day (on average) about 3,000 (or is it 30,000?) "messages" of various kinds, it is more difficult now than ever before to penetrate all the noise and all the clutter. We now live in what Tom Davenport and John Beck call "the attention economy." The most valuable currency is gaining the interest and attention of others and then, over time, earning their respect and trust.

As a result, we should feel no shame when aggressively promoting ourselves if we do so with honesty and integrity; people buy from other people, not from companies. Nor should we feel any shame when aggressively promoting a product or service if it is of sufficient quality, fills a legitimate need, is priced fairly, and delivers substantial value. To those who complain that women seem "brazen" when doing so, I say "Get over it."

In this volume, Allen introduces each of the 13 chapters with her own thoughts about the given subject (e.g. "You Cannot Not Market" and "Building Your Unique Brand Recognition") and then several of the 68 guest contributors share their own thoughts, feelings, experiences, advice, etc. Inevitably, the value of individual segments will be determined almost entirely by the specific deeds and interests of each reader. All of the contributors' comments are worth sharing but not all of them are immediately relevant to each reader's circumstances. However, I think the entire book should be read and then re-read. Circumstances change, frequently without warning. We may need tomorrow or next week what we do not need today. In The Art of War, Sun Tzu observes that every battle is won or lost before it is fought. There is much to be said for "shameless" preparation.

For many, Chapter One ("An Introduction to Shameless Self Promotion") may well be the most valuable portion of the book because it provides all manner of reassurances that shameless self promotion really is legitimate, indeed imperative in today's marketplace IF (huge "if") it is conducted with honesty and integrity as well as tenacity. Allen provides a brief quotation on the title page of each chapter. For Chapter One, "If you don't blow your own horn someone else will use it as a spittoon." (Anonymous) Brief contributions by five marketing "gurus" -- Jeffrey Storie, Mark Victor Hansen, Don Taylor, Dana Burke, and Rick Segel -- then follow.

While reading this book, I frequently made connections between it and another book I read recently, Phillip McGraw's Self Matters: Creating Your Life from Inside Out. Directly or indirectly, Allen and most of her 68 contributors assert that effective promotion of one's self is wholly dependent upon having a strong sense of self-confidence and self-worth. Stated another way, the effectiveness of self promotion in the external world is wholly dependent on creating and then nourishing a healthy inner self. I agree with McGraw that self not only matters, it is all that we have. It does much more than identify us: it defines us. If we do not value it, why should anyone else?

Ignore the overheated words and phrases. Read all the lines but also read between them. Absorb and digest what Allen and her associates have to say. Then re-read at least the first chapter. This book has much of value to say about both self and promotion: the health of the former determines the effectiveness of the latter.

Many of those who begin reading this book looking for specific strategies and tactics will indeed find them but also something else of much greater value: a better understanding of themselves and, especially, of what may have delayed, diminished or even prevented their success in life until now. Who knows? You may be among them. Most of us are.