Think Big. Act Bigger. Dear John,
About twelve years ago I was helping a criminal defense attorney attract clients and I fired him.
It hurts to fire a client because you're taking money out of your pocket and throwing it away. But in this case, I had to let this guy go. Here's why:
My client handled all kinds of small cases and he was looking to take his practice "up market." He wanted high profile cases, white collar cases, and cases that would allow him to showcase his talent.
My advice to him was to begin writing articles, shooting video, and teaching people about the law and the legal system. I wanted him to essentially let people behind the curtain and show them how the system worked and how he was able to help people.
He had a visceral response to this. He said: "Dave, if I give away all of that information people will just defend themselves and they won't need me."
Years later, I sometimes get the same reaction from people and when I do, I know I'm talking to someone I need to get away from as fast as possible.
If you want to attract more valuable clients, you need to be perceived as an expert. The only way that happens is if you share your knowledge with the world.
So my criminal defense attorney clients wouldn't share the process for defending a case of simple possession (of drugs) on video because he was worried he'd miss out on the $1,000 fee he'd earn because the defendant would represent himself. In reality, by not sharing this information, he's missing out on a lifetime of opportunity to handle $100,000 white collar cases because nobody knows him.
Your situation is identical.
You need to immediately begin sharing your knowledge with the world. Demonstrate your expertise. Write. Speak. Shoot video. Do podcasts. Teach people how to help themselves.
When they have big, complicated problems, they will call you.
I practice what I preach. I just released my 215th video this year on relationship-based business development and I recoded my 100th podcast.
Every day I give away the sales "secrets" the gurus will charge thousands of dollars for you to discover.
Why do I do that?
I don't want to teach you how to sell. I want to help you change your sales strategy. I want to help you elevate your business and your lifestyle. I want to take you from good to great.
Watch the videos. Listen to the podcast. If you're ready to take your game to the next level, pick up the phone and call me.
Happy Thanksgiving!
Videos: Dave Lorenzo's YouTube Channel
Podcast: Do This Sell More Show
Phone Number: 888.444.5150 or (786) 436-1986.
Warm regards,
Dave | 