My father-in-law once told me that there are four major contributors to stress – moving, getting married, having a kid, and changing jobs. A few years ago, I managed to squeeze all four into one year. To make matters even more interesting, I was laid off from my prior employer.
I was speaking with one of my clients, Andrea, yesterday about whether she sends out handwritten thank-you cards during this time of year to her important clients and contacts. She replied “I don’t just do that. I make homemade toffee, fudge and cookies for my clients. It’s a pain in the butt, but still worth it.”
Recently I walked away mentally exhausted from a conversation with a gentleman who I met for the first time. I will call him Bob for the sake of this discussion. Bob was a nice guy, but his biggest problem was that the conversation was all about Bob. Don't get me wrong, Bob asked me questions about me, but I never got the feeling that he wanted to hear my answers. Often he would look away or look over my shoulder while I answered. I kept thinking to myself, "is he THAT bored with me already, or is he just easily distracted like my labrador, Jax?"
Most of you who are not dedicated business development professionals dread the business development part of your practice. The excuses I hear are endless as to why professionals conveniently avoid business development! "I have been buried in client work." "I tried but it didn't work." "I'll get to it next week." "I don't have the right personality for business development." The list goes on!
There are two key components of business development that professionals often take too lightly.
“Being organized is not a one-time event, it is a state that requires a sustained effort. An effort that is not such when you have absorbed it as a habit.” – Francisco Saez
How many times in your life have you cleaned up your garage, closet, or any other part of your life and found things that you forgot you had? For me, countless times.
Now think about your network of contacts. How many people do you know, with whom you have lost contact? For whatever reason, these are people who could be former clients, or prospective clients who have simply slipped through the cracks. Out of sight, out of mind. Many of them for years!
Have you ever been to the doctor where the doctor has prescribed a treatment for your ailment before asking the important questions to find out what your ailment is?
If you have, you might want to consider seeing another doctor!
Any good doctor will go through the important list of diagnostic questions before he or she prescribes the appropriate treatment. So why can it be so difficult for professionals in other lines of work to do the same thing when it comes to prescribing the right “treatment” to prospective clients?
For those of you who did not make it to this year’s LMA (Legal Marketing Association) Annual Conference in Atlanta, you missed a great conference. It was well attended, which made it good for networking, and there was plenty of good content to absorb. Here are some of the highlights from my perspective.
Spring has sprung, which is typically the time to start bringing our yards back to life.
We all know that if we don’t invest the time in taking care of our yards, our plants, fruit trees, and lawns will eventually wither away and die. The same goes for our existing client relationships. I am not necessarily talking about our active clients, but the clients we have known for years but have not heard from in a long time.