Posted by Brian Farrell | Mar 29th, 2011

How to disable call waiting on your iPhone

Remember these?If you’re like me, you use your iPhone as your only phone, and that includes work. But how often have you been on a conference call or talking with a client, only to be interrupted by a friend or family member? Both parties hear the call waiting sound, and unfortunately, know if you’re on the other line (or not). On POTS lines, all you had to do was dial *70 before your call to temporarily...

Posted by Brian Farrell | Aug 27th, 2010

Are you wasting space?

Think about the last time a friend, colleague or client gave you a business card. You probably looked at it, turned it over, and filed it away. I’d venture to guess in nearly all cases, the back of the business card was blank. But smart business owners, lawyers and other service professionals are using the backs of their cards to convey key marketing messages. What to print differs by profession, but here are...

Posted by Brian Farrell | Aug 17th, 2010

What’s better than a client referral?

Professional service providers win when their efforts provide immense value, and thrive when their clients refer other like-minded people who have similar needs. So what could be better than a client referral? A client testimonial! An Econsultancy article from July 2009 refers to a Nielsen survey showing that 90% of consumers trust recommendations from people they know and 70% trust opinions of unknown users. The...

Posted by Brian Farrell | Mar 2nd, 2010

The Guiding Principle of Marketing

There is no secret formula for successful inbound (or outbound, if you dare) marketing, but there is one main, guiding principle – stay focused on your core competencies. Of course, expand as you see fit, but never forget the business reason why your clients came to you in the first place. Consider some law firms who will retain anyone, vs. those specializing in one specific area of practice, like bankruptcy....

Posted by Brian Farrell | Feb 15th, 2010

What Lawyers Really Want From Consultants

At our recent sales meeting in Orlando, a panel of four attorneys described the various reasons why they chose us over other vendors. Although they all had answers specific to their unique situation, common themes surfaced. Most mentioned listening skills, such as “the consultant really listened to me.” Several acknowledged their consultant as offering custom solutions to specific business objectives....