[E235] Book Review: EMyth Revisited

This book is so vital in getting into the head of your potential prospects. Welcome to the sales experience podcast, the show for salespeople and sales leaders, where we help you create the ideal sales experience to generate raving fan customers. Grab your notepad and get ready for actionable steps you can use to change sales from a dirty word to an active service for your prospects. Now for your host, Jason Cotter. All right. So I wanted to do a slight book review hopefully a quick one as fast as I can. This first one that I want to do is about the E Myth Revisited book by Michael Gerber. And one of the things is a lot of people in sales don't think about this book. It's a great business book for people who are especially a solopreneur, entrepreneur, somebody who starts a business. The basis of the book is that most small businesses fail because somebody who starts that business isn't able to cover all of the various functions that Takes for a company to succeed for a business to succeed. It's usually started by one of three people. So an entrepreneur, visionary, a technician, somebody who's good at that technical widget making whatever that is, or a manager type person who's good at managing people, managing projects. And the challenge comes in is when somebody does that. And as Michael Gerber calls it, the entrepreneurial spasm, when someone says, Hey, I'm good at making websites, I should start my own business, making websites. Problem is that there's so many other parts to making a business successful that somebody has to do. So there's accounting, there's finance, there's legal stuff, there's regulations, and then there's the sales and the marketing that lead to having those clients that want to pay for the web development, if that's the example. And so the challenge is that most of the people who start that, they're usually technicians. They're usually somebody who is doing a job and then they go into it on their own because they think, Hey, this is great. I love doing this. And then they start this business. And then the sales and the marketing is where most of them struggle because they just want to have clients. They just want to move forward. I see this a lot with coaches, with consultants. And people who are, they love what they do and they just want clients and it's getting to those clients. That's the, usually the challenging part and running it like a business and setting up systems and processes. Now, why would I recommend this as a book for salespeople in particular? And the reason why, and I think this is super important, again, the book is E Myth Revisited by Michael Gerber. This book is so vital in getting into the head. of your potential prospects. So if you sell business to business, if you're selling into a company and it's a small business, especially if you're dealing with solopreneurs, small companies, family run organizations, or companies that are under say 20, maybe 50 people in that range or less. Then you want to make sure you understand what they're going through and what they've gone through to get to this point and then where their challenges are. The more you can assess what type of owner you're dealing with or what type of entrepreneur or business person that you're dealing with, the more you can then see if what you're selling your product or service can fill in the gaps around them. That they're missing. So if you have software for marketing or for sales development or sales technology or accounting or anything like that fills in around their little bubble that they're really good at, then the more success that you're going to create for them. And then they're going to want what you have. And I think that's super important when you look at selling into businesses is understanding who they are and not just thinking that you're solving the same thing over and over again. So make sure read this book. It's a very easy read. He talks about the whole framework of this wrapped around a story of a woman who loves making pies. She opens up her own bakery, her own pie shop. All she wants to do is make pies all day and she's just overwhelmed with all the other stuff that goes into having a bakery and having a business and she doesn't want to do it. And it's all about systems and processes. So if that speaks to what you sell or what you do, make sure to check that out. And of course, if you're a small business and you're struggling, then make sure to check out this book because it will be super helpful in helping you understand what might be missing in your company, what you might need to fill in either with. People with systems, with processes, with outsourcing, whatever that might look like so that you can succeed. Because otherwise this goes into why firmly. And I agree with Michael Gerber on this. Why most small businesses fail in their first few years is the principle that he talks about there. That's it for this book review. Make sure to check out this book. You can find it anywhere that books are sold, Amazon, and there's a whole wide range of them. E myth for contractors for individual businesses. There's a higher level one called mastery, which is more like a textbook. If you have any questions on this, feel free to reach out to me, send me a message or set up a time to talk. We can go through it. It's one of the fundamental books that I have used for a long time as the basis for the systems and processes that I help set up for sales teams and for companies. So any questions around that? Reach out to me and that's it for this book review episode. I'll see you next time. 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