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Regardless of what you do in the coming months, there will be a certain number of buyers for your legal services. Clients work with companies based on the pain they have. They want that pain to be resolved in a timely, professional and precise way. Buyers start their process on
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We all love referrals. It's the easiest way to sell. Of course, this assumes you are remarkable enough for a client to take a risk and refer you. The prospective client is then engaging you based on trust. Without trust you lose in winning a new client. High
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The temptation is to focus on selling. This means throwing more money at how to generate leads. However, if those leads engage in an ineffective process with your organization and value proposition, then it's like rowing harder with a hole in your boat. Patching the boat should be
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Try Googling anyone in your field. Look at the results and see how similar everyone appears. This is your buyer's experience. They have access to choice from a simple search and start the buying process far before you ever have the opportunity to meet with them. Some companies
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Clients are not going to just show up at your door. The "build it and they will come" mentality will only end in unmet expectations. Good service is not a differentiator. It is expected. Your competitors are offering to meet the same expectation. If you are one among
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The marketplace is increasingly competitive. Many professionals desire the old days of running their practice completely off of referrals, but this reality has completely shifted. The reason is that potential clients are not encumbered by previous inefficient buying systems. The new economy has empowered the buyer to educate themselves, shop
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Your customer is rarely ready now. They may be ready in time if you remain relevant; however, this takes work and care. Work is in the way you communicate and deliver what is valuable with your prospective buyer. Care comes in the way you own the problems your buyer has.
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We all hate waiting. We have become a nation of snobs as we have increased demands on our time and attention. If I have to get through a complex directory to reach you, guess what? I move on to your competitor who is easier to reach, and I get to
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After thousands of hours of consulting with clients, I am convinced. Most people and organizations continue with insanity. They do the repeatedly ineffective things and expect a different result. They keep saying silly things like, “I need more sales.” and “I want more customers” without thinking through why a person
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Here's how to sell without results. Start selling like the mass majority of sales, marketing and business people out there. They all want to sell you what they have. Is that truly what you as the customer are thinking - "I want to be sold?" Unfortunately,
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I recently took my car to Reliable Chevrolet to have my Corvette serviced for inoperable signal lights. This was the fourth time my car had this identical problem. Since my last visit to Reliable Chevrolet, my warranty had expired and you can pretty much guess what happened. Reliable Chevrolet became