Client Acquisition Costs

…..It Ain’t Chicken Feed

Acquiring clients is like learning a new dance routine.

It’s awkward and feels uncomfortable.

It’s fraught with mistakes and missteps.

Yet, once you catch on, it’s exhilarating and gratifying.

“Remember, Ginger Rogers did everything Fred Astaire did, but she did it backwards and in high heels.” – Faith Wittlesey

Meet your dance partners: The 3D Marketing Maven, Lynn Lavender, and Nancy Zare, The Sales Whisperer.

Marketing fills your studio and sales invites them to the dance floor.

Lynn makes marketing interactive.

In this era of omnipresent messages, she gets people’s attention with 3D video graphics.

Words can’t do justice to her creativity.

However, you can see for yourself on Wednesday, May 15, at 12:30 PM, Eastern time at Client Acquisition Costs…..It Ain’t Chicken Feed.

Thread Of…

By Hunter Mestman

So, I was talking to a friend of mine, and he's all about simple, symmetrical art, while I'm more into vibrant, colorful stuff. But hey, we compromised—I whipped up this piece using just white, black, and red, and called it "Thread Of…". He even asked if I could make it into a phone case, so I popped it onto my Etsy page. And just like that, a new piece was born from a conversation. It's been a blast pushing my limits like this!

Delivery

The formal handing over of property.

The manner or style of giving a speech.

Both meanings of delivery are important to attorneys and other professionals in the sales process.

Selling is influencing.

What you say and how you say it is a form of selling.

Let’s begin with what to say.

Share your knowledge.

Clients engage you for your understanding of the legal system and how it applies to their situations.

During your initial consultation, they are evaluating your breadth and depth of information. 

They expect you to know everything!

Let them know that you have expertise.

Even if you don’t have a specific answer to a question, you just need to convey you know where to find it.

How you present information raises the second form of delivery, your way of speaking.

Exude confidence.

Speak with authority.

Quick story.

Yesterday I was a guest on a podcast. 

I listened as the host began and ended the session with a script.

She must have said it hundreds of times. 

She spoke quickly and mumbled some words.

Because she spoke so fast, I got the impression that it was unimportant.

Not so!

The opening and closing messages had great value because they contained information about how to work with her.

As a podcaster, she has gone to great lengths to attract and maintain a community by providing sterling content. 

Inviting listeners to take action is her ROI, return on investment.

To increase your influence, focus on delivery.

CashFlow Quadrant

by Robert T. Kiyosaki and Sharon L. Lechter

Book review

Draw a quadrant by placing one line vertically and the other horizontally so that they intersect in the middle.

In the top left box write E for Employee.

In the lower left box write S for Self-employed.

In the top right box write B for Business owner.

In the lower right box write I for Investor.

People who work primarily on the left side of the quadrant trade time for money.

Employees have a job. Their wages are based on when they punch in and out.

Self-employed own their job.

They only earn income when they work. If they are on vacation or out due to illness, their compensation declines.

On the right side of the quadrant are people who make money by leveraging.

Business owners have a system for making money by leveraging other people’s labor.

Investors leverage their money to make more money.

A huge chasm exists between the mindsets of people who trade time for money and those who leverage assets.

Have you considered building a business and not just a practice?