There’s no chance that you can spend enough time networking to get a meaningful portion of your business from referrals. How much time does it take? Thanks to a Referral Institute study on business networking, we finally know how much networking time it takes to impact the amount of business you generate.
Generating business today requires that you abandon long-held beliefs and habits about selling, and embrace new ones that align with clients’ current expectations. Those include delivering an integrated solution to clients' problems, which means partnering with some entities that you might consider competitors.
Within the next week or so, most of you will see your business socializing schedule ramp up and continue through the holiday season. Receptions and holiday parties hosted by your firm, clients and other business contacts. Many of you recognize it as an opportunity to meet and reconnect with lots of new people. Here's how to make it enjoyable and effective.
About this time each year, law industry publications are rife with advice about “holiday marketing.” The advice tends to be about gift-giving protocols and using social events to network and create relationships.
However, today’s legal environment requires more substantial analysis and strategy, a “Holiday Marketing 2.0” if you will. Here's how
Too many lawyers waste time networking at bar associations and other lawyer-groups. Yeah, I know, you're hoping that, if you form relationships with these other lawyers, they'll refer work to you. Intellectually, that's certainly a possibility. However, over the course of your career to date, what percentage of your business has actually been referred by other lawyers? Unless you're an outlier, it's not enough to justify the time invested.
Last week, I encouraged you to free up time for BD by delegating as much as possible, i.e., firing yourself from any job or task that can be performed by someone else. Today, let’s look at the second way to free up time: Time-shifting.
What does it take to acquire a book of business sufficient to make you financially- and professionally independent, safe from the vagaries of changes in firm policy or compensation decisions? It’s been almost ten years since hoping for the best worked at all. What does today’s tumultuous legal service market require? Here's your answer.
If you’ve been saying to yourself or your firm for any length of time, “I want to become a rainmaker,” but so far haven’t committed the time, effort, or (gasp!) some of your own money to get there, you’ve probably been using the wrong object noun. A more accurate noun would be rain-haver. Here's how to get yourself on a more solid track.
All experienced salespeople know that “I'll think about it” is usually either a polite "no" or a sign that Procrastination has ensnared another victim. The irony is that this universal bane is entirely the salesperson’s creation. Here's how to avoid it with a way that makes prospects comfortable and confident.