Welcome!
What greeting do your clients receive when they contact your office? Do clients feel that they’re welcome? Or are they left with the impression that they’re interrupting something more important? How your staff handles client contact (or how you handle it, if your practice doesn’t include staff members) will have a significant, though probably unspoken, […]
Book Review: UnMarketing
UnMarketing: Stop Marketing. Start Engaging. “Marketing happens every time you engage (or not) with your past, present and potential customers. If you believe business is built on relationships, make building them your business.” Scott Stratten is a marketing consultant who excels in viral, social, and authentic marketing, which he refers to as “unMarketing”. His philosophy […]
Don’t Underplay Yourself
When a law firm hires me to work with a junior associate, very often one part of the engagement centers on the associate’s leadership presence and self-confidence — how he or she presents to others. (Of course, that focus is not by any means unique to junior associates.) Although reviewers may use a variety of […]
You are invisible. Go visible.
I spend a great deal of time helping my clients find ways to showcase their expertise and to raise their profile within their communities. My clients love the charge that comes from sharing useful information through writing or speaking and building a reputation as a highly-skilled practitioner in the field. Even better, they learn how […]
Book Review
Improv Wisdom: Don’t Prepare, Just Show Up By Patricia Ryan Madson One of my mentors recommends that her clients invest in an improv class to help with sales conversations. When she made that recommendation, I broke into a cold sweat, but I also started to notice how frequently I was hearing that recommendation. If you’d […]
Waiting for the magic date?
One of the most interesting things about having a book is watching the sales. A few weeks ago, I saw that sales had almost increased by a factor of five for the month of December for my book The Reluctant Rainmaker. You’d think I’d be happy. If the sales had quintupled in April or August, […]
Find Your Weekly Minimum
What happens to your business development activity when you get busy? If you’re like many others, you may find that it slips. I’ve had more than a handful of clients who hire me to ramp up their rainmaking, and they succeed — right to the point that they’re so busy they pause and start backsliding. […]