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THE 60/40 RULE FOR CLIENT ATTENTION AND CLIENT RETENTION: LISTENING
THE 60/40 RULE FOR CLIENT ATTENTION AND CLIENT RETENTION: LISTENINGWhat's the best way to ensure that you're giving your cloient the attention and focus s/he deserves and that they will pay attention to what yu have to say? Try following the 60/40 rule, where you get the client talking 60% of the time and formulate your responses in a way that takes up a smaller percentage of the conversation.The iconic author and poet Henry David Thoreau once said that “the greatest complement that was ever paid me was when one asked what I thought, and attended to my answer.” And David Bartlett, author of “Making Your Point,” agrees that brevity is important when he suggests we “focus on a clear message supported by just a few carefully chosen and well-focused pieces of evidence.”One of the best ways to be brief and still make a big impact is to use simple and attention-getting statistics, or to develop analogies or comparisons to help prospects quickly grasp the whole story. Whether your legal marketing efforts are being put to work in a speech, or you're simply trying to maximize the value of a one-on-one meeting, you'll benefit by using a few key techniques that allow your focus to stay on the client while you deftly and convincingly make your point.
THE 60/40 RULE FOR CLIENT ATTENTION AND CLIENT RETENTION: LISTENINGWhat's the best way to ensure that you're giving your cloient the attention and focus s/he deserves and that they will pay attention to what yu have to say? Try following the 60/40 rule, where you get the client talking 60% of the time and formulate your responses in a way that takes up a smaller percentage of the conversation.The iconic author and poet Henry David Thoreau once said that “the greatest complement that was ever paid me was when one asked what I thought, and attended to my answer.” And David Bartlett, author of “Making Your Point,” agrees that brevity is important when he suggests we “focus on a clear message supported by just a few carefully chosen and well-focused pieces of evidence.”One of the best ways to be brief and still make a big impact is to use simple and attention-getting statistics, or to develop analogies or comparisons to help prospects quickly grasp the whole story. Whether your legal marketing efforts are being put to work in a speech, or you're simply trying to maximize the value of a one-on-one meeting, you'll benefit by using a few key techniques that allow your focus to stay on the client while you deftly and convincingly make your point.
Major Differences In UK, U.S. Copyright Laws
This article highlights how copyright law in the United Kingdom differs from U.S. copyright law, and points out differences that may be crucial to entertainment and media businesses familiar with U.S law that are interested in operating in the United Kingdom or under UK law. The article also briefly addresses contrasts in UK and U.S. trademark law.
Strategy vs. Tactics: Two Sides of a Difficult Coin
With each successive large-scale cyber attack, it is slowly becoming clear that ransomware attacks are targeting the critical infrastructure of the most powerful country on the planet. Understanding the strategy, and tactics of our opponents, as well as the strategy and the tactics we implement as a response are vital to victory.
The Article 8 Opt In
The Article 8 opt-in election adds an additional layer of complexity to the already labyrinthine rules governing perfection of security interests under the UCC. A lender that is unaware of the nuances created by the opt in (may find its security interest vulnerable to being primed by another party that has taken steps to perfect in a superior manner under the circumstances.
Removing Restrictive Covenants In New York
In Rockwell v. Despart, the New York Supreme Court, Third Department, recently revisited a recurring question: When may a landowner seek judicial removal of a covenant restricting use of her land?