Law.com Subscribers SAVE 30%
Call 855-808-4530 or email [email protected] to receive your discount on a new subscription.
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.
New York's Latest Cybersecurity Commitment
On Aug. 9, 2023, Gov. Kathy Hochul introduced New York's inaugural comprehensive cybersecurity strategy. In sum, the plan aims to update government networks, bolster county-level digital defenses, and regulate critical infrastructure.
Law Firms are Reducing Redundant Real Estate by Bringing Support Services Back to the Office
A trend analysis of the benefits and challenges of bringing back administrative, word processing and billing services to law offices.
Bit Parts
Summary Judgment Denied Defendant in Declaratory Action by Producer of To Kill a Mockingbird Broadway Play Seeking Amateur Theatrical Rights
How AI Has Affected PR
When we consider how the use of AI affects legal PR and communications, we have to look at it as an industrywide global phenomenon. A recent online conference provided an overview of the latest AI trends in public relations, and specifically, the impact of AI on communications. Here are some of the key points and takeaways from several of the speakers, who provided current best practices, tips, concerns and case studies.