Serve Before You Sell


  If you've read my book then you know this is a major point I make. It's such an important point - that it bears repeating. We are a service industry. We are not the default (the courts). Conflict resolution professionals cannot afford to treat people as though they were still in the court system. …

Advertisements

10 Things To Do Today to Get Business


Ten Things To Do Today to Get Business   Send a handwritten note. Clip and send an article of interest. Talk to a satisfied client and ask who else you might help. Send a thank-you gift to someone who referred you (if appropriate) Give your business card to someone. Send a letter to the editor …

PROCRASTINATE?!? NOT ME, NOT EVER ….


We all procrastinate. I do. I procrastinated about buying a pair of dress shoes that fit me better.  I’ve continued to procrastinate for about 3 months now while continuing to wear the ill-fitting shoes. Right now I'm procrastinating about calling the podiatrist. My feet have been hurting lately. But I start to imagine all the machinations I'll have to …

For Immediate Release: Writing Press Releases


How To Write an Attention-Grabbing Press Release!   Have you ever needed to write an effective press release and wondered where to begin?  Read dear Subscriber and the simple steps to news coverage will be revealed…. As with most projects you need to start with a checklist.  Here’s mine. => Press Release Checklist Step 1 …

Sell the Service, Then Sell Your Service


Premier promotional points   The secret is to know your customer. Segment your target as tightly as possible.  Determine exactly who your customers are, both demographically and psychographically.  Match your customer with your medium.  Choose only those media that reach your potential customers, and no others.  Reaching anyone else is waste.”    Robert Grede, author …

netWORK, netWORK, netWORK


NETWORK, NETWORK, NETWORK As imperative as good customer service is, at best it only helps to reduce or eliminate bad word of mouth and might make a slight contribution to building positive word of mouth.  Just providing a better service is not enough to build a successful practice. So what does work? In a word: Networking. Networking provides …

THE TEN COMMANDMENTS OF NETWORKING A MIXER


Turning contacts into clients is the goal of networking.  Follow these simply commandments and you’ll be pleasantly surprised.   Have your networking tools with you at all times. Set a goal for the number of people you’ll meet. Act like a host, not a guest. Listen, and ask the five “W” questions: who, what, where, …

WHAT PEOPLE SAY ABOUT YOU


Trust.  It’s why people hire you.  But it takes a lot of time and money to persuade a prospect to trust you enough to give you his business. The best way to generate trust is obvious but it isn’t used very much – Testimonials.  That’s why I recommend using testimonials at every opportunity.  They’re free, …