1.2 million

55,000

1

“If you think you’re to small to be effective, you’ve never been alone in a dark room with a mosquito”

And it’s only 200 large-type pages!!!

SETH GODIN DEFINES THE PURPLE COW AS “…ANYTHING PHENOMINAL, COUNTERINTUITIVE, EXCITING…

REMARKABLE.”

Most lawyers are “traditional marketers”

Not usually a

But let’s make you remarkable…

PRODUCT

VS.

VALUE

PRODUCT REAL ESTATE CLOSING

WILLDIVORCECONTRACT

VALUEWHY SHOULD THE CLIENT ORREFERRAL SOURCE CHOOSE YOU?

WHAT MAKES YOU THE BETTER CHOICE?

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 WILLDIMINISH 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

SAFE = RISKY

1,200,00055,00040,000

1

TAKE RISKS TO BE THE “1”

GOOD LUCK TO YOU!

Alan J. KlevanKLEVAN & KLEVAN, LLP1 Hollis Street, Suite 243

Wellesley, MA 02482781-237-4700

alan@klevanlaw.comwww.twitter.com/AlanKlevan

www.lawpracticestrategies.com

Concentrating in workers’ compensation claims, motor vehicle claims, divorce and estate planning.