One new legal client leads to two, then three, then four.

In cricket there is a saying that one wicket buys two wickets, buys three wickets etc. The idea is simple; wickets often fall in clumps. This means that if you are struggling to take a wicket, someone will normally be chirping in from the field of play with “Come on, one wicket buys two”, to keep everyone interested.

This was definitely the case with my game on Saturday. The opposition were flying, having only lost one wicket early on, one of the batsmen had passed 100, and the other was in his 70s. We needed a wicket. It is fair to say we had all had enough of chasing the ball to the boundary. It was a very long afternoon in the field.

I was in the lucky position of being in the same team with my son, and when the captain bought on two new bowlers, I was delighted that he asked for my son to bowl from one end and me to bowl from the other. It was a Jervis/ Jervis combo! However, it is fair to say that the younger Jervis was bowling faster and more accurately than his old man.

The cry for ‘one wicket buys two’ came out, and Samuel decided to oblige. He took one wicket from the first ball of his over, then with the next ball took another, then with the next ball another. In this case, one wicket bought 3 in 3 balls – a hat trick as it is known.

He wasn’t finished though, as he took a 4th wicket in that over, then two wickets in his next over. Six wickets in a day by a 13 year old playing against an adult team (one exception being Sam’s Gloucester District team mate, who was one of the six wickets).

Talk about an early father’s day present!

So as one wicket buys two, if you find the right marketing method, one new client also becomes two, three and four; or even many more.

However, if you find the right marketing method yet do not put out your message in the right way, then even though you attract these clients to you, they will not be convinced or attracted by your offering so will take their business elsewhere.

How rude!

You do everything well to that point but then fail to take their wicket (or credit card in this case).


Usually the why is that you do not understand the ‘secret source’ required in all of your marketing communications to ensure that your potential client becomes a fee paying client.

But fear not; I am going to share this with you this Thursday, the day after I play for the first time in the over 40’s team. I wish it was because I had just turned 40, but sadly that is not the case. It is the first time I have been asked (I think I am flying high on my son’s coat tails).

So I may be aching of body, but my mind will be fresh and ready to share with you the information you need to ensure that more potential clients become fee paying clients.

You should be there, as if you get this right, you will be more successful with every marketing activity that you undertake; so it is a very good use of your time.

I am going to keep it to 30 minutes too, so you still have time for a stroll at lunchtime.

Email me for the details on, or if you are reading this after the event, add your details to the form, then ask me for the link to the recording of the webinar.

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