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Aug
25

Attorneys Who Sell Value, Not Price Earn More Profit

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Attorneys who don’t know how to sell value, at some point won’t sell at all. Closing sales based on the lowest price is neither a long-term, nor highly profitable growth strategy. Even in today’s marketplace, you can still be a solid competitor without being the cheapest. Attorneys who sell value, not price earn more profit.
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Aug
24

The Dark Side of Discounting Your Fees

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During tough times, clients like bargains and discounts, but they also like quality and certainty. Many clients have come to expect discounts as a “new” part of the sales process and have no trouble asking for them. Your potential clients may be nervous, tightening their spending and shopping around for the best price, but selling on price alone comes at a cost.
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Aug
23

Attorneys Who Network Like the Pros

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Great networkers know how to “work a room!” Attorneys who network like the pros are easy to spot. They’re circulating with grace and ease, meeting, greeting and talking to people in a way that looks and sounds sincere. It’s obvious they know how to start, develop and end lively and interesting conversations that build rapport.
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Aug
22

Attorneys Who Possess the “It Factor” Win More Clients

Charisma sells! Attorneys Who Possess the “It Factor” Win More Clients. Charisma is as seductive as it is elusive. Its powers are hard to resist and equally hard to pinpoint, but you know when an attorney has it – that secret recipe that makes them sparkle with an irresistible presence, radiate an energy and passion that is entirely compelling to others.
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