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Michael A. Boylan
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The Power to Get In: Using The Circle Of Leverage System To Get In Anyone's Door Faster, More Effectively & With Less Exp Paperback – August 15, 1998

by Michael A. Boylan (Author), David McNally (Foreword)
4.2 4.2 out of 5 stars 38 ratings
See all formats and editions
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The Power to Get In deals with the single most common and frustrating problem for anyone who's in business, a job transition, or a move back into the work force: the problem of gaining access to the correct audience. Today, no other skill is as directly connected to your ability to earn a living as the skill of getting in to see the right people. Michael Boylan's step-by-step system, The Circle of Leverage, will help you cut through bureaucracy, identify the people you most need to see, and get in their doors. Anyone with something to sell, abilities to offer, or ideas to present will find this book invaluable.

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Previous page
  1. Print length
    296 pages
  2. Language
    English
  3. Publisher
    St. Martin's Griffin
  4. Publication date
    August 15, 1998
  5. Dimensions
    6.5 x 0.75 x 9.25 inches
  6. ISBN-10
    0312195222
  7. ISBN-13
    978-0312195229
  8. See all details
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Editorial Reviews

Review

“It's 100 percent about making sure you get in, so you have the opportunity to present your product or service or capabilities.” ―Larry Wilson, coauthor of the bestseller, The One Minute Salesperson

“[Boyland] is a strong believer in combining risk-taking and perseverance to get your foot in the door...And the experts agree with that attitude.” ―Chicago Tribune

“How can you get to the movers and shakers? Read Michael Boylan's The Power to Get In... A top-down contact strategy that will get results.” ―Detroit Free Press

“A provden process that works.” ―F. James McDonald, president (returned) General Motors Corporation

From the Publisher

Praise for THE POWER TO GET IN:

"It's 100 percent about making sure you get in, so you have the opportuntiy to present your product or service or capabilities." --Larry Wilson, coauthor of the bestseller THE ONE MINUTE SALESPERSON

"[Boylan] is a strong believer in combining risk-taking and perseverance to get your foot in the door....And the experts agree with that attitude." --THE CHICAGO TRIBUNE

"How can you get to the movers and shakers? Read Michael Boylan's THE POWER TO GET IN....A top-down contact strategy that will get results." --THE DETROIT FREE PRESS

"A proven process that works." --F. James McDonald, president (retired), General Motors Corporation

Product details

  • Publisher ‏ : ‎ St. Martin's Griffin; First Edition (August 15, 1998)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 296 pages
  • ISBN-10 ‏ : ‎ 0312195222
  • ISBN-13 ‏ : ‎ 978-0312195229
  • Item Weight ‏ : ‎ 15.2 ounces
  • Dimensions ‏ : ‎ 6.5 x 0.75 x 9.25 inches
  • Customer Reviews:
    4.2 4.2 out of 5 stars 38 ratings

About the author

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Michael A. Boylan

Michael A. Boylan

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Michael A. Boylan is the best-selling author of four books; three business books, with his fourth book perhaps most impactful to date, as it is about how his life changed radically upon the birth of his special-needs son. Written for the millions of parents and families of special-needs children in the U.S. and around the world, it is a genuine, heartfelt, beautiful story by a single father and caregiver about the life lessons he has been taught by his cognitively challenged son––and how they can positively impact your life and your work. It is a touching true story, which also offers caregivers a step-by-step process they can use to gain more peace, perspective, and a process to manage the hills-and-valleys of caring for a special-needs child or children. The book is being compared to The Seven Habits of Highly Effective People and The Purpose Driven Life because of the genuine insight, discussion questions, and process that can help caregivers cope and make it through along their caregiver journey.

Michael is a nationally recognized keynote speaker and developer of productivity enhancing programs used by numerous Fortune 500 corporations nationwide and internationally. Because of his experience as a single father of a special-needs child, he has founded The Reach For Me Network with the goal of becoming the first social network to serve the estimated 35 million parents and families of special-needs children of any diagnosis (cognitive and/or physical) yet to be aggregated into one powerful community of respect, support, recognition and information sharing. For more information, please visit www.ReachForMeNetwork.com. Michael resides in Minneapolis Minnesota.

Customer reviews

4.2 out of 5 stars
4.2 out of 5
38 global ratings

Top reviews from the United States

Claude Whitacre author of "One Call Closing" "Sales Prospecting" and "Selling Essentials"
5.0 out of 5 stars From someone who has read over 1,000 sales & marketing books
Reviewed in the United States on October 6, 2011
Verified Purchase
I must first confess that I'm not sure if the author invented his own system or cobbled it from earlier experts. But who cares? After 25 years in selling to end users (and managing a few companies), I needed to prospect larger companies with staff, internal politics, layers of management and more that I wasn't used to.

So I did what 99.9% of entrepreneurs do, I cold called until my fingers bled. I tried tactics that served me well selling lower ticket items (less than $5,000) and was making sales, but at a great effort.

I saw this book as I did a search for a related subject. Well, $10 isn't much to gamble, so Amazon got the order. The book sat at the bottom of my book pile for a few months. And then I started reading.

I know this is sounding like a staged testimonial, but it isn't. I have no interest in meeting the author, and I don't know him.
But this book mapped out a complete method to get in front of the BUYER. I was sold.

Reviews say the book is padded. So? They say the author has an inflated ego. So what? So do most Entrepreneurs.
The author takes the time to not only give you every step (in complete detail) you need to get in front of the buyer, he explains the reasons the method works. He also explains in great detail why you should use this idea. He NEEDS to sell us on the reasons for using these methods. Otherwise, they would never be attempted.

I used the system to attempt to see 10 CEOs in a 30 day period. I got in to see 4 within the first 30 days (of the start of the attempt), and closed 3 high end sales worth a few hundred thousand dollars over the next year. One company VP said "No" before I got very far, and the other names are still in the loop for additional effort. I'm pretty good, but I NEVER would have made at least 2 of those sales without using this "attack from all sides" method.

You also need to do every step. At first, I tried cutting a few corners with poor results. Do the whole thing. Invest the time, it works.

Anyway, I saw that the author has a 6 CD set for $59 or so. Not enough. If he doesn't sell personal coaching in workshops for $5,000 a pop, he's a fool.

Complaining about the book being padded is like complaining that the map to the goldmine has spelling errors. Dated material? Maybe a little, but it was written in 1997, so it can't be the author's fault. And if you double your sales...don't complain because you need a bigger wallet.

By the way (sorry for the length, I'm used to writing sales letters), You can use the "influence from all sides" idea in getting in to seeing referrals too. I actually used this method for over a decade and the last few years needed no other prospecting.
But using this to essentially cold call? Brilliant, and something that never occured to me. Live and learn.
12 people found this helpful
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Ed Barton
4.0 out of 5 stars Useful, if somewhat dated
Reviewed in the United States on June 13, 2010
Verified Purchase
This book gives a useable, practical, step-by-step approach to getting into a prospect for a meeting. Unlike many sales books, this one doesn't focus on closing the sale or the presentation - it is all about getting in the door.

Boylan uses a concept called the Circle of Leverage - utilizing key influencers and legitimate techniques to get the appointment and the in-person presentation. The book is full of extremely practical - if somewhat dated - information. The biggest challenge the reader will have in implementing the system is that it relies heavily on the administrative assistant - which is a role that is diminishing with the advent of voicemail, email and computers.

Having said that, the book will give you great tips and techniques and is very insightful into the psychology of getting in the door.
4 people found this helpful
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Lou Silva
5.0 out of 5 stars Huge Insights on Doing it Right!
Reviewed in the United States on July 2, 2013
Verified Purchase
Although this book is a bit dated, the methodology plays on the various/specific human emotions which we all exhibit during our interactions with people. This is key which is why this book is timeless in its approach. It's a complete A-Z handbook on getting to meet with the business person you would want access to. The book must be read from start to finish since it builds on the previous chapters. I for one enjoy this method of study. Basically you are provided the means to put together a systematic battle plan to get access to whom you target in your sales or consulting endeavors or job search. As the author puts it: "it's a game" you're playing to get access to specific business people. I like to think of it as a Chess Game where you make several moves to gain access, plus you have contingency moves to counter sometimes expected and unexpected moves from your targeted contacts (i.e. the people you want access to). Best book I've read on this subject. Highly recommend.
4 people found this helpful
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Novelist-in-Vegas
5.0 out of 5 stars A true classic on how to contact important people who don't want to hear from you.
Reviewed in the United States on April 9, 2019
Verified Purchase
I'd read this when it was first published, then lost the book in my subsequent household moves. Bought it again because I want to get in touch with people who don't want to hear from me, from you, or in fact from anyone.

On re-reading, I realize again how important and useful the book is. Boylan provides specific, step-by-step advice on how to get into the offices of those you want to deal with. No suggestions on salesmanship or what to do once you're in, but actual winning activities that will open even the most closely-guarded doors to you.
2 people found this helpful
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mossrocker
3.0 out of 5 stars Good info but dated
Reviewed in the United States on January 30, 2010
Verified Purchase
The points made in this book are good but it's several years out of date. Therefore, it doesn't account for new technology, although some of the points the reader may be able to apply to the world of selling as it exisits in 2010.
4 people found this helpful
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Geoffrey Wilson
5.0 out of 5 stars Life changing
Reviewed in the United States on March 24, 2021
Verified Purchase
Phenomenal book. I work in business to business tech sales that often involve long and complex decision processes.

The advice from this book has let me pitch to high ranking leadership of companies who otherwise would have brushed me off.

Follow Boylan's advice, and you WILL get to pitch to decision makers. (winning them over is for another book haha)
3 people found this helpful
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Lori
4.0 out of 5 stars Four Stars
Reviewed in the United States on September 6, 2017
Verified Purchase
Good book
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