Your Email:
Your Name:
To:
Subject:
Message: Hi, I thought you might be interested in this article I found. Never Let Them See You Coming Many people think being flashy is good. They believe that showing off your wealth, your knowledge or your skills is the way to win people over. Nothing is farther from the truth. If you want to attract clients, this may be the most important piece of advice you will ever receive. Never let the client see you coming. This means you should always let the other guy feel superior. Always. Let him think he is smarter than you (at least when it comes to his business). Let him think he has more money than you do. Let him think he is more successful than you. People are constantly comparing themselves to one another (both consciously and subconsciously). If they think they are more successful than you, they will want to be around you. It’s human nature. The ego needs to be placated. Providing the other person with the illusion of superiority allows you to control the interaction. Need a case study? Watch a Colombo rerun. Back in the 1970’s there was a television detective named Colombo (played by Peter Falk). Colombo appeared to be forgetful, disheveled and generally pathetic looking. His appearance and behavior always made the suspect feel at ease – as they did not believe Colombo was smart enough to crack the case. Of course this meant that they would be less guarded when having a conversation with Detective Colombo. This always led to the bad guy’s demise. What does this mean for you? How can you use this in the day-to-day running of your law firm? Avoid appearing or sounding superior. Dress professionally but not extravagantly. Be low key in your behavior. Never boast. When your work is successful, always deflect credit. Let others sing your praises. Make the client look good. At the end of the day your goal is to help the client achieve his goal and to collect a fair fee for doing so. In business and in life you can have everything you want as long as you are willing to make others look good (and feel good) while you conduct your business. Link: http://www.rainmakerlawyer.com/site/permalink/never_let_them_see_you_coming/