Don’t rush to the solution
Many of my clients previously got caught up in rushing to the solution when first meeting with prospects. While I believe this comes from a genuine desire to help, this is a habit you want to change...
View ArticleDon’t try to control the process
Many sales training programs will be framed around how you can control the process. I totally disagree with this approach. It’s unnatural for you and your prospect. Instead take a real and genuine...
View ArticleAsk and offer
In following-up with your leads or prospects, always put yourself in their shoes. How can you add value? Why should they meet with you? What’s in it for them? If you take the ask and offer approach,...
View ArticleThe book is out
Raindance: The Business Development Guide Book for Lawyers is now available through Carswell. Click here to go to Carswell for more information and ordering. If you are a lawyer just starting out with...
View ArticleDon’t pitch-ask
My clients often get tied up in coming up with that ‘perfect pitch’. And I tell them over and over again, “don’t pitch, ask questions”. Get to know what they need, what their challenges are. Use that...
View ArticleGet the conversation started
The next time you are networking try a different approach. Don’t lead with your ‘elevator speech’, instead get the conversation started about THEM. Ask them some seed questions to begin to understand...
View ArticleNetworking Getting the Conversation Started
Everyone networks whether we like it or not. And networking is still one of the best ways to find more people who need your services, find more referral sources and make it easier for them to find you....
View ArticleGet more ROI from Client Events
If your firm is like most, then you regularly host client appreciation events. And this costs the firm a lot of money. Are you getting the ROI you should from these events? Are your lawyers engaging...
View ArticleTake the pressure off networking
I find far too many lawyers put too much pressure on themselves when it comes to networking. And most of the time, the solution is in the ‘how’ and ‘where’ of networking. What is networking after-all?...
View ArticleFind new opportunities
If you haven’t done this already, go out and see all of your key clients. Find out what they are worried about, what their current or immediate challenges are, and what they foresee as future...
View ArticleHow do you show confidence?
You don’t show confidence by going on about yourself. That actually shows the opposite. The following tips are as relevant in a job interview as they are when networking, meeting with clients, or...
View ArticleFollow up-why most people fail
Procrastination? Fear of rejection? No clear objective? These are the most common excuses I find my clients have as to why they don’t follow-up. And when I refer to follow-up, it could be after a...
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