Lucy License

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Family Law attorney Tony was having difficulties with his practice, getting fewer leads than he thought he should from his marketing and advertising efforts. Something was wrong but he was not sure what. Colleagues suggested he ask his prospects exactly what they wanted, but he said that sounded crass.

Then Lucy, a colleague he confided in at the Albuquerque Bar Association luncheons, inquired, "Have you tried talking to your chair yet?" Tony looked at her as if she were no longer playing with a full deck. Lucy responded, laughing, "No, I am being serious."

She went on to explain that several years ago she was having difficulty speaking with problematic clients. She had asked a therapist how she might go about making the communication better. The therapist suggested a Gestalt Therapy technique which Lucy found worked wonders with lots of problematic interpersonal situations.

Specifically, Lucy said she imagined the person with whom she had a problem in an empty chair across from where she sat. She spoke to the chair as if it were the other person, stating the problem as she saw it, how she felt about it, and what she wanted done as a result. Then she changed chairs and spoke from the point of view of the other person, responding to what she had said.

"It really stimulated my awareness and thinking. Putting myself in the other person's shoes gave me a new perspective. I began to see their wants and needs and how I had been going about the interactions in an unproductive way. You could try 'talking' to your 'chair client' that way to get a different point of view."

Tony thought it was a woo-woo idea but was intrigued enough to give it a try. Back at his office he positioned two chairs and started talking with a "typical" client. He asked how they had found him, what had attracted them to him, and how they evaluated him and his service.

He then changed chairs to become his client. As his client, he replied that he had seen Tony's Yellow Pages ad and then checked out his website. He did not see much difference from the other family lawyers listed and picked Tony because of his location. (Tony now recalled he had had that impression in the consultation.) The client added that Tony seemed to not really interact but, instead, give a presentation. (Tony remembered clients grimacing as he went through his script.)

Switching chairs for awhile, Tony became more aware of situations and behaviors he had sensed but not really thought about with prospects and clients. He wondered why he had not asked prospects and clients for an evaluation before. The more he talked to and responded from the empty chair, the more he allowed himself to learn about his clients and himself and making his practice more client-oriented.

Dr. Signe A. Dayhoff, Ph.D., teaches solo law practitioners how to magnetically attract prospects and increase their clients 20% in only 3 months in 5 simple steps and do it with professionalism and integrity.

Subscribe to her free monthly Get Your Ideal Clients Tips, relationship-based educational marketing e-zine, and claim your complimentary "Effective Listening & Responding Guide." For creating profitable and dignified visibility and credibility it is http://www.GetYourIdealClients.com.

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