Unless you want to knock on the client's figurative door repeatedly to beg for a share of legal work already largely allocated (a strategy that's about as effective as it is comfortable to employ), you have to earn a place in the ongoing business conversation from which legal matters arise. That means you must make sure that you're as relevant as possible.
Begin by Learning the Company-Specific Flavor of Your Door Opener. Your Door-Opener is the industry-specific business problem(s) that drive(s) demand for your legal service(s). If you'd like to learn more about that concept, click Associating Yourself with Issues that Drive Demand for an explanation.
By learning how that industry problem affects your client's business, operations, finances, and the careers of your contacts, you assure that you're relevant to everyone there. By contrast, your competitors will be pitching their wares, which clients hate, as you'll discover when you watch the free video "Why You Need to Market & Sell Differently: Buyers' Comments." In it, you'll hear legal service purchasers say why they hate being pitched, and why they favor the approach you'll learn in RainmakerVT.
There are two ways to get access to Learning the Company-Specific Flavor of Your “Door-Opener”:
- Through your firm. Contact your Marketing- or Business Development department and ask for this training. (If they're not yet making the most innovative training in the law business available to you, ask them to contact us at 702-942-7367 to learn how to get RainmakerVT's interactive online training for your colleagues and you.)