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Successful lawyers have many contacts willing to introduce them to prospects or others who can help them. Too many introductions are squandered because the lawyer being offered the introduction doesn’t manage the offer properly. The result is a pleasant but vacuous meeting with no logical basis for continuity, where nothing gets accomplished, all at the cost of creating two new debts.

What are the debts? When you offer to introduce me to Jack (below), I owe you. When Jack meets with me primarily at your behest, you owe Jack. We’ve created two debts. If I do this the right way, Jack will thank you for introducing me, and he’ll owe you.

Before ever speaking to Jack, though, I will have to have a prep conversation with the referrer that anticipates and qualifies all the known causes of referral failure.

Getting Prepared

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Introductory Call

In your introductory call with Jack, you should confirm all the qualifying assumptions you learned from the person who referred you.

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When you speak with Jack again, don’t forget the lesson you just learned and assume the securities issue is still Jack’s action imperative. His environment is particularly dynamic right now. Always reconfirm. By the time you meet, the securities problem may have been eclipsed by something else. If so, be prepared to abandon it in favor of whatever is most pressing then.

Whatever issue commands the agenda, learn the hard deadline for a solution, and lead Jack through a dialog that results in him quantifying the economic importance of the problem. This not only reconfirms its priority, but also establishes a very high ROI for the cost:value relationship for your legal fees.

By doing so, you get Jack to do something really important for you: position your solution as a return on investment rather than a cost.

Next week, we’ll focus on the actual sales investigation meeting.

Mike O'Horo

Acquiring and mastering business development skill is a three-part mission: Education, Training, and Coaching. Each produces a different outcome, and should be accomplished using different tools at appropriate cost.

  • Education produces understanding, awareness, context, but no skills. Like law school. The Dezurve content library lets you accomplish this easily, conveniently, and at trivial cost.

  • Training is the actual doing. It produces practical skills available to you when you need them in the real world. RainmakerVT online simulations and video courses let you learn and make your mistakes privately in our virtual world, at modest cost.

  • Coaching produces tangible success by guiding you to apply successfully the skills you learned.

Click on the links to learn more about each component. Contact me to discuss your situation and options.