For many, many years, I lacked a huge amount of confidence, so I began to investigate to find solutions as well as seek outside help. I came to understand that we tell ourselves things which just aren’t true.E.g. I am not confident. It’s just a learned behaviour which has become a habit and therefore appears […]
Aladdin’s Genie
When you were a child, you were inspired by and believed in Aladdin’s genie. Sadly, though,as you grew up you stopped believing 🙁The truth is that you are a genius; you just don’t know it yet. Inside each and every one of us resides a genie, just dying to get out. Trouble is, it’s asleep […]
Less Selling, Better Converstions
What’s the difference between marketing and selling?Selling is talking about your product or serviceMarketing is talking about your prospects – their pains, their hopes, their fearsAlways do the latter – i.e. marketing.That way more prospects will engage with you.No-one wants to hear about you and how wonderful you are.Frankly, they don’t care! They want to be […]
Now It’s a Completely Different Story …
I used to feel desperate and fearful when I was talking to prospects, as I was so eager to sign them up. Now it’s a completely different story….The more desperate you are in sales meetings, the more you push your prospects away and the more desperate you feel, so it’s a vicious circle. However, when you […]
Lawyer’s Pain
The more I work with lawyers, especially sole practitioners and small firms, the more I understand their pains. It’s tough!You are under enormous pressure, what with huge competition, particularly with the rise of the internet, the SRA, GDPR, COFA and COLP, the list goes on.Gone are the days of the ‘old boy network’ when the […]
To Buy or Not To Buy
“People are much more likely to buy in order to eliminate pain from their life than they are for reasons of pleasure, except perhaps when it comes to chocolate! 🙂 If you’re selling a service, you need to understand this, otherwise you’ll fail. And I’m not talking about physical pain (although that applies too) but rather emotional […]
5 SECRETS TO CHARGING WHAT YOU’RE WORTH FOR LAWYERS
Are you a talented lawyer who struggles when it comes to charging? If so, fear not, you’re definitely not alone. I struggled with that too. Maybe you don’t really know your value or perhaps you’re too modest or possibly you’re just not able to get your clients to understand the value you provide. No doubt, you’ve […]
Vanessa Bares All – No Holds Barred
From Zero Self-Worth to Charging What I’m Worth and Helping Others Do the SameI had a massive fear of rejection, huge self-doubt and a deep-seated lack of self-worth and at times, self-loathing. On top of that, I was totally and utterly clueless when it came to charging, did not understand my value, let alone was […]
A Case Study – From Chaos To Calm
She was overworked, stressed, overwhelmed and with static income, when I first met Cheryl Burgess. She was undercharging and doing way too much work for free and frankly, running round like a headless chicken. Her order book was so full that she was working flat out 6 days a week.By her own admission, she was a people-pleaser, […]
If You Are Wrong, Admit It
I know you love true stories so am going to share another one where I was able to apply one of Dale Carnegie’s principles. I had had a 2 hour meeting with a prospect who seemed keen. The next day he rang to say he was not going to take up my services. I was feeling […]