Client Development Process starts with understanding the foundation of your business and how to market it.
What is your market? Who is your competition? (It may not be who you think)
Approaching new and existing clients from their side. What are their business goals and issues? Who needs to be involved from their side to help you fund and implement your firms services.
Rather than talking about legal services, painting a picture of how they will solve their business issues by engaging your services. Value and vision before service and price.
Getting and staying in alignment with clients from the first conversation through years of work together.
What is good buyer behavior vs. bad?
Emotional hurdles of change vs. no decision
Do you talk like an attorney or a business person?
The two winners: The one who gets the business and the one that gets out first without committing you and your firms valuable time, money, and resources.
Forget GlenGary GlenRossisms! It's not about closing. It's who facilitates the buying process the best.
I cover this foundation in a quick-paced, interactive session, that lasts about an hour.
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