“I’m a great networker,” Elaine, a junior partner in her labor law firm, proclaimed during a workshop I was conducting for her firm, “but I can’t seem to connect with any clients that have real potential.” “Who do you want to connect with?” I asked her. “Well…anybody that might need our services,” she responded, with
If you want more clients, the goal of every existing client relationship should be to get your clients to tell stories about their “magical” experience working with you. You don’t have to win your case, or save them from the devastation of a recession, or get that old spot out of the carpet, but you
So, you want your clients to be fiercely loyal advocates for your business or practice. You want them to shower their friends and associates with enthusiastic testimonials and shower you with unsolicited referrals. It happens for other professionals; why not you? Compare these two experiences: Awhile ago, I went into the Men’s Department of a
Regardless how the market is doing, but especially in a Bear market, we find ourselves with two distinct choices: We can cry or we can create. We can take action or we can make excuses. We can be owners or we can be victims. We can tap into the “gloom and doom” mindset all around
“This economy is terrible,” Linda, an executive coach, told me recently, “My prospective clients are being laid off, they have no money, their companies have stopped paying for coaching, and I can’t fill my practice.”“Linda, what’s a full practice for you look like?” I asked. “Around twenty clients,” she answered. “How many clients did you
It’s easy to point out that people are being laid off and that your regular clients are cutting back on services. It’s easy to talk about how business is down everywhere, so it just makes sense that your business is down, as well. It’s easy to commiserate with friends and other professionals and business owners
