(This is a very lengthy post filled with a lot of information and a lot of very worthwhile links to read. Read it when you have some time, and please do share your thoughts.) President John Adams said, “Facts are stubborn things.” You can’t change reality, so you need to face it head on. It [...]
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This post was written by Ian E. Scott. Ian E. Scott is a Harvard Law School Graduate, lawyer and author of Law School Lowdown: Secrets of Success from the Application Process to Landing Your First Job. (Barron’s Publishing). Law School Lowdown: is a comprehensive law school guide that contains several important tips regarding law school [...]
(Update: Dr. Thomas Duplinsky has dug his heels in and does not understand he is the one who loses on all counts. We’ve now moved on to another dentist and we will never be able to refer him another client in good conscience.) Unfortunately, all professionals, doctors, lawyers, accountants, will tend to undervalue good client [...]
John Jantsch wrote a terrific piece a few years ago called “7 Time-Tested Ways to Dig Out From a Recession”. My position, however, is a little different. You should be doing these things ALL THE TIME. While you can read all seven ideas on John’s great site, I’m going to highlight numbers three, six and [...]
Last year when Hurricane Irene hit we had two 80 foot trees uproot and come crashing down completely destroying our deck. While our home had just superficial damage the loss of the deck remained a very significant financial repair. We immediately called our neighbor because the previous year we had watched their builder construct a [...]
Selling is only icky if you’re selling something you don’t believe in to someone who doesn’t need it. Your true goal is to deliver your services to clients who need them. So don’t make it hard for your potential clients to buy from you. Focus on closing for your benefit and theirs.
Sep 20, 2011 in Client Relations
UPDATE 3/5/12 As a result of such a great experience, when someone asks me who my son’s orthodontist is, I start telling everyone about how fantastic mine is. Apparently, one of those people became of patient as a result of the recommendation. I had no idea until I received a handwritten thank you card in the [...]
One of the things that separate a solo from large, mid, or even small firms is the ability to control every aspect of the client experience…creating relationships that thrive, producing business that keeps flowing, and winning client loyalty…
May 16, 2011 in Client Relations
(Resurrecting an oldie but goodie…we so often forget the power of an apology.) I recently flew down to Florida for the holidays. The day was unrushed and rather enjoyable. However, we flew Jet Blue and after we boarded our plane I heard one of the flight attendants say, “I don’t know when the pilot is going to [...]
Obviously, attorneys have had some bad experiences with the free consultation. Yet, some of the most respected solo practice authorities, such as Jay Foonberg, highly recommend that solos offer free consultations. Others say solos should never offer free consultations. Still others say it depends. To further murk up the waters, I’ll share my experiences with (and without) the free consultation offer.