The Art of Saying NO
Should you also “stoop” to chasing your clients? Well, that’s really a personal decision. However, here’s something to consider. If you don’t want to chase clients, you can be darn sure many of those competitors within that one-hour driving distance won’t even think twice about it. They’ll do whatever it takes to eat your lunch. And the juniors? You bet. SHOULD ATTORNEYS CHASE POTENTIALS? ...Continued from back page There’s actually a way to chase potential clients in a manner that does NOT compromise your status or make you appear desperate for their cash, a simple yet effective strategy that many of our attorney clients use. If you want to discover this strategy (and put it to use in your firm, starting today), then listen to this podcast: speakeasy.marketing/chasing-clients. Anyway, here’s something else to bear in mind.
Business owners can find it hard to say no. If you say no, you can be left with thoughts like “What if I miss out on an amazing opportunity?” or “Can’t I take on just one more project to hit my revenue goal this month?” However, saying no can be extremely empowering and good for your business. Steve Jobs, co-founder of Apple, once said, “People think focus means saying yes to the thing that you’ve got to focus on. But that’s not what it means at all. It means saying no to the hundred other good ideas that there are. You have to pick carefully. I am actually as proud of the things we haven’t done as the things I have done. Innovation is saying no to 1,000 things.” It can be tempting to jump at every new opportunity or challenge presented to you, especially when you are dedicated to growing your business. However, there are certain instances in which saying no is completely necessary to the success of your business. Regardless of your niche, there is a saturation point at which you cannot take on more work. It happens when you are working long hours, when you rarely spend time with your family, and when your health and sleep habits are suffering. Suddenly, you don’t enjoy work anymore, and you are constantly stressed. When your work-life balance is slipping away, it’s time to say no. Your business serves a specific demographic. But what about when you get a new offer from a prospect who falls outside your normal arena? Ask yourself, does it conflict with my demographic? Do I have enough expertise to be able to do the job? Does it hurt the image I’m trying to create around my brand? If you can say yes to these questions, say no to the prospect. It can be tempting to chase a new offer, but think long term about your business and stay true to your mission and goals. The secret to saying no is knowing not only when to say it, but when to say it right away. Saying no might mean you have to pass on one opportunity now, but it can open new doors for you later down the road. Be empowered by your ability to say no and use it to showcase the value of your work to others and yourself.
Real Secrets of Attorney Marketing Law School Dares Not Teach (2nd Edition)
• Five new chapters, live chat, what’s changing for personal injury attorneys marketing-wise in 2017, and more • Completely revised and updated for 2017 • Complimentary copy mailed or emailed upon request Available on Amazon Kindle, and by emailing rj@speakeasymarketinginc.com.
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