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The easiest thing you can do practicing law
The easiest thing you can do practicing law
The easiest thing you can do practicing law
The easiest thing you can do practicing law
The easiest thing you can do practicing law
COMPUTER GEEK                                                                                           INVOICE
Your Company Slogan


MERRITT ISLAND, FLORIDA                                                                    DATE:                   June 19, 2012
                                                                                        INVOICE #                             100
                                                                                            FOR:    Project or service description




Bill To:
NASA
PORT CANAVERAL< FL




                                                                       DESCRIPTION                        AMOUNT




TURNING A SCREW                                                                                                           $1.00



KNOWING WHICH SCREW TO TURN                                                                                            $999.00




                                                                                           TOTAL                 $ 1,000.00



Make all checks payable to Computer Geek
If you have any questions concerning this invoice, contact Name, Phone Number, E-mail
VALUE
PRODUCT

  VS.

 VALUE
WHAT IS VALUE?
THE WORTH OF SOMETHING
      TO SOMEONE

HOW DO YOU IMPROVE YOUR
  CLIENT’S CONDITION?”
The easiest thing you can do practicing law
PRODUCT
       REAL ESTATE CLOSING
       WILL
       DIVORCE
       CONTRACT
VALUE
        WHY SHOULD THE CLIENT OR
        REFERRAL SOURCE CHOOSE YOU?


   WHAT MAKES YOU THE BETTER CHOICE?
                Experience?
                Are you an expert in the field?
                How do you make your clients feel during the
                         process?
HOW CAN YOU PROVIDE VALUE
                   TO YOUR CLIENT OR REFERRER?
•   House calls
•   Spend some time “off the clock”
•   Have a computer in your waiting room
•   Be proactive with client and referral calls
•   Consider Google Alerts to stay up to date with clients/referrers
•   Send birthday cards
•   Have a firm “open house”
•   Value Based Pricing
•   Limited Assistance Representation
•   Creating client extranets
•   Blog
•   Stay active in your community


•   BUILD YOUR RELATIONSHIPS ON THREE WORDS
•   KNOW
•   LIKE
•   TRUST
THESE THINGS WILL
                 DIMINISH YOUR VALUE


•   Guarantee a certain result
•   State you will do a better job than a competitor
•   Overpromise and underperform
•   Reduce your fee
•   Fail to be the captain of the ship
•HOW WILL I GET NOTICED?
       1,200,000
        70,000
        55,000
           1
The easiest thing you can do practicing law
The easiest thing you can do practicing law
The easiest thing you can do practicing law
The easiest thing you can do practicing law
The easiest thing you can do practicing law
The easiest thing you can do practicing law
The easiest thing you can do practicing law
SETH GODIN DEFINES THE PURPLE COW AS “…ANYTHING PHENOMINAL,
                 COUNTERINTUITIVE, EXCITING…
                       REMARKABLE.”
Remarkable marketing is the art of
building things worth noticing, right
 into your product or service. Not
  slapping on marketing as a last-
 minute add-on, but understanding
   that if your offering itself isn't
      remarkable, it's invisible.
The old rule was this:

Create safe and ordinary products and combine
them with great marketing

The new rule is:

Create remarkable products that the right
people seek out.

SAFE = RISKY
Consumers are too busy to pay
  attention to advertising, but are
  desperate to find good stuff that
       solves their problems.

There are 70,000 licensed attorneys in
           Massachusetts…

         You are the ONE!!!
The easiest thing you can do practicing law
The easiest thing you can do practicing law
The easiest thing you can do practicing law
GOOD LUCK TO YOU!
       Alan J. Klevan
 LAW PRACTICE STRATEGIES
  1 Hollis Street, Suite 243
    Wellesley, MA 02482
       781-237-4700
     alan@klevanlaw.com
   www.twitter.com/AlanKlevan
  www.lawpracticestrategies.com
The world has changed. There are far
more choices, but there is less and less
       time to sort them out.

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The easiest thing you can do practicing law

  • 6. COMPUTER GEEK INVOICE Your Company Slogan MERRITT ISLAND, FLORIDA DATE: June 19, 2012 INVOICE # 100 FOR: Project or service description Bill To: NASA PORT CANAVERAL< FL DESCRIPTION AMOUNT TURNING A SCREW $1.00 KNOWING WHICH SCREW TO TURN $999.00 TOTAL $ 1,000.00 Make all checks payable to Computer Geek If you have any questions concerning this invoice, contact Name, Phone Number, E-mail
  • 8. PRODUCT VS. VALUE
  • 10. THE WORTH OF SOMETHING TO SOMEONE HOW DO YOU IMPROVE YOUR CLIENT’S CONDITION?”
  • 12. PRODUCT REAL ESTATE CLOSING WILL DIVORCE CONTRACT VALUE WHY SHOULD THE CLIENT OR REFERRAL SOURCE CHOOSE YOU? WHAT MAKES YOU THE BETTER CHOICE? Experience? Are you an expert in the field? How do you make your clients feel during the process?
  • 13. HOW CAN YOU PROVIDE VALUE TO YOUR CLIENT OR REFERRER? • House calls • Spend some time “off the clock” • Have a computer in your waiting room • Be proactive with client and referral calls • Consider Google Alerts to stay up to date with clients/referrers • Send birthday cards • Have a firm “open house” • Value Based Pricing • Limited Assistance Representation • Creating client extranets • Blog • Stay active in your community • BUILD YOUR RELATIONSHIPS ON THREE WORDS • KNOW • LIKE • TRUST
  • 14. THESE THINGS WILL DIMINISH YOUR VALUE • Guarantee a certain result • State you will do a better job than a competitor • Overpromise and underperform • Reduce your fee • Fail to be the captain of the ship
  • 15. •HOW WILL I GET NOTICED? 1,200,000 70,000 55,000 1
  • 23. SETH GODIN DEFINES THE PURPLE COW AS “…ANYTHING PHENOMINAL, COUNTERINTUITIVE, EXCITING… REMARKABLE.”
  • 24. Remarkable marketing is the art of building things worth noticing, right into your product or service. Not slapping on marketing as a last- minute add-on, but understanding that if your offering itself isn't remarkable, it's invisible.
  • 25. The old rule was this: Create safe and ordinary products and combine them with great marketing The new rule is: Create remarkable products that the right people seek out. SAFE = RISKY
  • 26. Consumers are too busy to pay attention to advertising, but are desperate to find good stuff that solves their problems. There are 70,000 licensed attorneys in Massachusetts… You are the ONE!!!
  • 30. GOOD LUCK TO YOU! Alan J. Klevan LAW PRACTICE STRATEGIES 1 Hollis Street, Suite 243 Wellesley, MA 02482 781-237-4700 alan@klevanlaw.com www.twitter.com/AlanKlevan www.lawpracticestrategies.com
  • 31. The world has changed. There are far more choices, but there is less and less time to sort them out.