There’s nothing more frustrating than learning that a prospect or client who knows you well has hired someone else for work that’s in your sweet spot. Or, you see a conference promotion where others are speaking about a topic about which you’re known to be an acknowledged expert. How does this happen?
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Throughout the Summer, we see lots of highlights of individual baseball stars performing amazing feats on the field. But as we begin the playoffs, we're reminded that the best team wins the championship, and that means getting contributions from everyone on the team.
Let's examine the team that supports your clients. What value does each teammate bring to your business development efforts?
Too many of lawyers' conversations with prospects and clients are thinly-veiled begging for work. Do you really want to be positioned as merely “another skilled lawyer with his hand out?” Instead, position yourself more advantageously by adopting a business problem that drives demand for your most valuable service.
How to be welcome in the buying decision process because you're helping prospects make a good decision
Most lawyers are comfortable in a neatly labeled box known as a "Practice Group." Such labeling is typically the first step into the world of Silo Selling. This may provide some context and perhaps even comfort for you. However, most businesspersons think in terms of business challenges or opportunities. These perspectives are not lawyer-centric. Here's how to be more client-centric.
Most lawyers want to exploit the opportunity to showcase their expertise by speaking before a group of potential buyers or referral sources. Whether this occurs at a conference, or a self-hosted seminar or webinar, or participating in one hosted by another organization, the key to success lies in your ability to control these critical factors.
When it comes to getting, keeping, and growing large accounts, the day of the lone-wolf rainmaker has passed, never to return. That worked during the 25-year law boom because everybody was buying legal services. In the buyer's market that will be with you for the rest of your career, you need to ferret out, investigate, and validate potential opportunity continuously. You need more hands on the oars, just to defend and sustain what you already have.
How fast should you try to move the sale along? How aggressive should you be? How long should you wait before recontacting the prospect you met with? These are the questions that comprised a high percentage of the coaching calls I fielded from lawyers over the past 20-odd years. Here's how to answer them.