Lynda ArtesaniLegal Accountant and Data Migration Specialist at The Proper Trust

There are so many people who need your services! You just have to ask the right questions.

6 Aug 2024 · 1 min

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In this brief motivational monologue, the speaker advises service‑providers to ask attorneys (and other trusted contacts) for referrals by asking, “who else could use my services?” and to phrase requests using inclusive language such as “we, us, our” to create the impression of a larger operation. The speaker argues that this linguistic shift helps the business appear bigger, which in turn attracts more referrals as the business grows. The talk also highlights a widespread hunger for services across multiple sectors—legal, catering, bakery, accounting—citing a national shortage of accountants and a “desperation stage” where work is abundant for anyone willing to fill the gap. The overall message is that by asking the right referral questions and projecting a larger presence, providers can tap into the current high demand and labor shortages to expand their client base.

Chapters

One of the magical questions to ask those attorneys that really believe in you is, who else could use my services? When you're talking to those attorneys in a casual conversation, who else do you know that could use our services? And instead of saying my services, say, even if you're one, just one by yourself, say our. Use the verbiage we, us, our. Right. Make it seem that you're bigger because all of a sudden you will be bigger because you're going to need more people to help you out because you're growing. There, there is such a hunger for us out here. Doesn't matter if it's legal, it doesn't matter if you're catering to the bakery, bakery business or whatever it is, right? Shortage of people in accounting nationally, and it's, it's to a desperation stage. There's work for everybody out there.