The ultimate way to overcome price objections
This might sound like hyperbole, but when I say “ultimate”, I mean it in the truest sense of the word. Because when you use the negotiation tactic I’m about to share, you don’t need anything …
How to marginalize price-cutting competitors
This is a simple tactic that’s been used to wicked effect by marketers in other industries — particularly technology. You too can use it to marginalize competitors who (foolis...
Clients Who Think They Own Your Time
Behold a strange phenomenon: Conventional wisdom suggests that the more you charge, the more your clients should expect from you; and its corollary, the less you charge, the less your cli...
The Secret Of The “3-Rings” Rule
I was speaking at the DUI Defense Lawyers Association Winter Seminar on Saturday, in Scottsdale, Arizona. (A nice crowd of criminal defense and DUI attorneys from various states were in a...
Solo and Small Law Firm Marketing Trends for 2016 (Latest Marketing Methods – Producing the Most New Clients)
(January 4th, 2016, British Columbia, Canada) Danny Takhar, writer for the Attorney Marketing Association and Senior Legal Marketing Strategist for Speakeasy Authority Marketing has compi...
What’s Your Plan For 2016?
It’s a cliché — an overused one at that — and it’s annoying to hear. But it’s 100% on the money. There’s more wisdom in this irritating Einstein quote ...
“Do You Take Payment Plans?”
Do you know what grinds my gears? Payment plans. Can’t stand them. Why? Because they attract a very particular type of client, usually the ones most likely to fall behind on their p...
3 Reasons Prospects Say “NO”
Pick up a sales book or search Google, and you’ll see lots of long lists of “possible” reasons why prospects won’t commit to retaining you. Most of them contain se...
Join The Dark Side
I just saw the new Star Wars film. Not to spoil it for you or anything — but who’d have thought, after all that time, that Luke was adopted? Just kidding. It’s a good mo...
You, a published author?
Let me ask you a simple question: Look down at your calendar on your computer screen. Go ahead. Now, imagine the date says “02/01/2016“. We’re about six weeks into the f...