February 15, 2018
How many leads does it take to get you a sale? Reminds me of the classic commercial for Tootsie Pops: “How many licks does it take to get to the Tootsie roll center of a Tootsie Pop?” Mr. Cow, Mr. Fox and Mr. Turtle don’t know because they never got that far without biting. Mr. Owl thinks he knows because he took three licks and crunched his way to the center. So he says it’s three. But no one knows for sure. Just as many small businesses don’t know their lead flow for sure either. How many leads do you need? How many times do you need to “touch” that lead before they’re ready to buy? My best leads usually come from in-person referrals. So I have tended to focus on 1:1 coffee meetings and connections. But you can’t rely on just that. Referral sources dry up. There’s a death in the family. Volunteer leadership eats up discretionary time. You catch the latest flu bug. Or you’re just not in the bloody mood for another…
Continue ReadingListen to the Episode Below: How do you grow your business profitably without losing yourself in the process? Especially when your growth takes you into different locations? As the old Yiddish proverb goes, “with one tuchus…
Read More“It’s 46 degrees!” Joe squeals, on hearing the weather report. (To the extent that a grown man and former champion power lifter would actually squeal). “Let’s go to the beach!” “Why?” I ask, maybe a…
Read MoreDoes this sound like you: “I’ll just work harder and sell more stuff/get more clients. That’ll turn my financials around.” Well, as Jay Goltz says in his FSB article, “Why Small Businesses Fail,” working harder…
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I know first-hand that running a knowledge-based service business has unique challenges. It’s so much easier when you have an advocate in your corner. Over the past 25 years, I’ve worked with thousands of New York business professionals who want a legal advisor to guide and support them as they navigate the business world.
With wide-ranging experience as a business attorney, strategist, and media authority, I bring the added power of a business lens to the legal issues my clients are facing.
And because I’ve been a business owner myself, I’ve lived through the soaring highs and devastating lows – like when my first law firm failed. So I understand what’s involved to serve great clients, detect business risks early and build a true legacy.
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