If your sales sequence is off, or you hit-and-miss on proposals and presentations, or your follow-up doesn’t follow-through to closing - read and heed Stephen Schiffman’s advice.

Who is Stephen Schiffman? He’s my hero. Sales trainer and author. Champion of simple yet highly effective sales techniques. It’s the “simple yet effective” side of him that I love dearly.

His short-but-sweet sales training books provide both firm foundation and elegant structure for the sales process. He walks you through each phase, talks you through his 4-step sales process and answers the objections your prospects will make.

Is this a match made in heaven? Almost. While Schiffman’s material is right-on, the exact application is geared towards enterprise-level companies with a sales force. Some of his advice had to be worked over to fit the sales cycle for solo and small service providers. But I’ve done that, and will be posting details explaining the entire process, custom-tailored for the solo/small firm market.

For over a year now, I’ve been learning about Wordpress. It’s a powerful, open source, content management software, great for professional websites. Mostly because it stores, sorts and displays: documents, photos, portfolio files, drawings, and files of all types. And it’s an excellent blog or journal platform. Content is easily found by search engines.

Also because once the site is built, it’s easy to add pages, articles, posts, and change elements around.

BUT, it sure isn’t all that easy to learn how the code works exactly, and then to change it to display the site exactly like I want it to or how it’s supposed to look. Browsers show different designs sometimes.

I’m determined to finish building this site myself, so I keep plugging away at the graphic design (I’m learning that, too) and the site code … CSS (Cascading Style Sheets) and PHP (the actual programming language). I think it’s looking better on the front end, and the code sure is working better behind the scenes.

All in all, great progress. Irie.

Lawyers can best show clients their expertise and knowledge by providing written communications that focus on solutions to client problems.

My specialty is in recycling previously-created materials. I combine your law practice with your clients’ problems to design and build client-focused conversations - communications in the form of web content, ebooks, newsletters, case studies and other documents.

You can use these as “promotionals” to give to clients or prospects. Or you can use them to create passive income for yourself. Either way, you are building your credibility for the lowest cost and highest return on your investment.