Site moved to www.nonbillablehour.com/2004/06/five_by_five_je.html

« Five by Five - Yvonne DiVita | Main | Five by Five - Second Edition Preview »

June 14, 2004

Five by Five - Jennifer Rice

Last but not least are the wonderful suggestions of Jennifer Rice, the author of the What's Your Brand Mantra? weblog, and president and founder of Mantra Brand Communications, a brand strategy consultancy representing the voice of the customer within client organizations.

1. Focus. Pick a group like women business owners and learn what their needs are. The deeper you can understand a small group, the more effectively you can win business. You’ll begin attracting more new clients within that group because you’ll have built credibility and trust among other women just like them. Be sure to collect testimonials!

2. Find out how they perceive lawyers. Ask what their previous experience has been with lawyers; if they’ve had a bad experience, find out why. This will tell you what objections (logical and emotional) that you’ll need to overcome. You’ll be light-years ahead of the pack simply by finding out where she’s coming from.

3. If you’re a male attorney, check out how female attorneys market to women. Or find a female attorney with whom you don’t compete directly; learn new ideas and tag-team at networking events. Female attorneys are probably your strongest competition; personally, I prefer to work with women because the perceived trust level is higher. But a non-competing female attorney (or other professional like a CPA) can be a great advocate, referral partner and mentor for you.

4. Women rely on intuition more than men. Guys, you might think your argument is flawlessly logical, but women don’t make linear decisions. We pick up on small cues, usually subliminally, and incorporate emotion into our decision-making process. The end result is our ‘gut instinct’. If that bugs you, don’t try to get women clients. You won’t be on the same wavelength – which you may not pick up on, but women definitely will!

5. Yours is a relationship business; traditional advertising won’t be effective. Practice your listening and empathy skills on your wife, girlfriend, sister, and any woman that crosses your path. The quality of your relationships with the women in your life is a perfect barometer for your ability to attract female clients!
Thanks everyone! Tune in next week for another edition of the Five by Five. See you then.

TrackBack

TrackBack URL for this entry:
http://www.typepad.com/services/trackback/6a00d83451dc1d69e200d83456c4ce69e2

Listed below are links to weblogs that reference Five by Five - Jennifer Rice:

» Third Opinions from Crossroads Dispatches
A very innovative example (check out all 5 recommendations) of tapping and leveraging the "third opinion" at Matt's [non]billable hour. In his first installment of Five by Five, he asks five outside advisors to clue him in on effectively interacting [Read More]

» Five by Five from A Penny For...
Be sure to check out the first Five by Five at the nonbillable hour. You will see the familiar faces of Kirsten, Michele, Anita, Yvonne, and Jennifer.... [Read More]

» Matt Homann's Five by Five from DennisKennedy.blog
Five by Five on marketing to women. [Read More]

Comments

Matt:

Thank you for this wonderful series. It was very educational.

Keep up the great work!

The comments to this entry are closed.