It's hard to read everything, so we've listed some of the books we've found particularly helpful or motivating.
Selling the Invisible by Harry Beckwith, a book read with a pad of paper handy to take notes, helps anyone selling a service to think more strategically about how to communicate with potential customers.
The Invisible Touch by Harry Beckwith, the second book addressing the subject, continues the discussion by focusing on how to elevate your performance to enhance the client's experience and improve your results.
What Clients Love by Harry Beckwith, the third book in the series, focuses on the specific things you can do to communicate about your business and with your clients. It talks more about the strategies and tactics of communication than the earlier books.
Gravitational Marketing by Jimmy Vee, Travis Miller and Joel Bauer is a how-to guide to attracting customers instead of chasing prospects.
Dig Your Well Before You're Thirsty by Harvey MacKay is both a how-to and why-to on networking.
The 29% Solution by Ivan Mizner and Michelle R. Donovan is a how-to on building your networking strategies over the course of a year. The focus here is building a great word-of-mouth marketing strategy for your business.
The E-myth Revisited by Michael Gerber is a book for anyone starting, growing, or frustrated by their business. It is probably the single best exposition on what it means to be a successful business owner.
Becoming a Strategic Business Owner by Daniel Murphy takes the concept of Michael Gerber's book and provides an implementation overview, how to drive your success and balance your life.
The Secret, What Great Leaders Know and Do by Ken Blanchard and Mark Miller is a very simple and direct exposition on leadership traits and how to improve them.
Jeffrey Gitomer's Little Red Book of Selling, a simple, direct approach to getting the results you expect. The premise is: It's simple, not easy, simple. Just do it.
The Acorn Principle, by Jim Cathcart is a how-to on nurturing your natural talents and strengths. It begins by guiding you through a multifaceted inventory of the internal influences that guide your decision making. In this case, knowledge is definitely power and knowing yourself will enhance your ability to deal with others.
Gung Ho!, by by Ken Blanchard and Sheldon Bowles, is a book that can transform the way you manage your organization and your people. It's about empowering your employees to create success.
The Dream Manager, by Matthew Kelly, is a book everyone who manages people should read. Yes, people work to make money, but they value being appreciated more than what they make. Here's a guide to valuing people.
You Can't Teach A Kid To Ride A Bike At A Seminar, by David Sandler, is the story of how he developed his sales training approach, its principles, and why they really work. You'll probably have to find a used copy if you want to buy it.
What Got You Here Won't Get You There, by Michael Goldsmith, is 230 pages of individual coaching that will help you to realize what's holding you back and develop strategies for overcoming those obstacles and achieving all that's possible.
Dave Ferguson, President and Head Coach
Lake County Business Coaching
Libertyville, Illinois 60048
Updated June 1, 2022