Continuing with the reasons attorneys don’t market, let’s review numbers 7,6, and 5.
7. I need to focus on billable hours-
6. I am too smart for this !!!!!
5. The revenue will come in from existing clients, because I do excellent work !
9. I’m very busy
8. I need to complete my time sheets
Stay tuned for more ————–
We use a group of simple tactics to identify previously unknown prospects so that a much “warmer” approach can be taken.
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[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]How can you increase new business and identify new suspects rapidly?Go where they go; Know who they know; Read what they read!!!
This marketing cliche should be the mantra for every firm leader.
Focus on ensuring marketing and closing skills begin with the first contact and involve following up, building the relationship, understanding the prospect’s business,
brainstorming, and offering ideas before asking for the business.
Make sure your marketing teams practice these skills to close more business by starting to meet more suspects and prospects.
Three tactics to utilize include;
1. Is the firm’s leadership focusing on developing the right strategies and cultivating teamwork to grow new business?
2. What are these strategies and teamwork- building approaches?
3. Who are the companies and agencies you should be targeting now?
At the Closers Group, we help law firms close more new business rapidly using a variety of business development tactics just like these.[rs_space height=”16px”]
Only 3 Sources of New Business
Rainmaking Does Not Start Outside
27% Have Been Terminated by In House Counsel
It Is Not Enough to Win[rs_space height=”16px”]
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[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]It is not enough to win.In order to get future work it is critical to continue building the relationship. Start by offering to share trial tactics with your client’s in house law department, co-author an article within her industry publications, or invite the teams to a celebratory dinner after the win, settling a strike, or successfully completing the new merger.
Do you get the message here – it is not enough to win.
Look for ways to help your clients. Your clients expect you to be ahead of the curve.
Consider using these 3 approaches:
At the Closers Group, we help law firms close more new business rapidly using a variety of BUSINESS GENERATING TACTICS, just like these.
[rs_space height=”16px”]
Only 3 Sources of New Business
Rainmaking Does Not Start Outside
27% Have Been Terminated by In House Counsel
It Is Not Enough to Win[rs_space height=”16px”]
The key to building recurring, sustainable revenue lies with http://www.lawjournalnewsletters.com/sites/lawjournalnewsletters/2017/09/01/leadership-linking-law-firm-leadership-with-revenue-generation/
Paper, yes paper is the most underutilized social media. Text, Twitter, LinkedIn, Facebook, emails, electronic filings are now consuming 85-90% of communications received by corporate and agency attorneys and executives. Do you really think your social media messages pitching new work get through?
It is simple! If you want something actually placed on a suspect’s or prospect’s desk, put it in an envelope or fax it. Just think of the response rate you will receive.
Fax me your response at 310-618-1122.
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[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]In our recent survey with in-house counsel and law firm attorneys in both the U.S. and Canada, in-House Counsel have terminated 27% of their long term relationships due to poor communication or the absence of communication! This stunning result was actually not a surprise to us.It’s no wonder business executives and legal departments are shaking things up.
If you haven’t already done so, transform your business culture, erase artificial boundaries between sales (yes “sales”) and service. Understand the bottom -line benefit of speaking directly and honestly to client needs. Build internal succession plans for each client. Attend their industry conferences and read their journals.
But most importantly, insure that clients receive top legal skills assistance and then show them where it has helped.
If you are wondering where to start, these 3 questions will help:
At the Closers Group, we help law firms close more new business rapidly using a variety of BUSINESS GENERATING TACTICS, just like these.[rs_space height=”16px”]
Only 3 Sources of New Business
Rainmaking Does Not Start Outside
27% Have Been Terminated by In House Counsel
[rs_space height=”16px”]
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If you would like to schedule a time to speak with Closers Group, please complete the information below.
[/vc_column_inner][/vc_row_inner][vc_row_inner][vc_column_inner width=”1/4″][/vc_column_inner][vc_column_inner width=”1/2″]
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[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]Did you know that rainmaking does not start outside? It begins under your own roof.Take advantage of your firm’s business development training and other professional development themes, such as client retention and client management.
Join business development groups in the firm that are actively reviewing attorney marketing successes and failures in formal postmortem meetings. Create your own action program, not a “plan” that will sit on a shelf. Evaluate different ways to build client relationships, select one and work on it. Always have questions ready to ask. Determine what tactics legal assistants, librarians and your marketing staff can do to help with your business development efforts.
Start with these 3 important questions:
At the Closers Group, we help law firms close more new business rapidly using a variety of BUSINESS GENERATING TACTICS, just like these.
[rs_space height=”16px”]
Only 3 Sources of New Business
Rainmaking Does Not Start Outside
27% Have Been Terminated by In House Counsel
[rs_space height=”16px”]
Sincere thanks to the Eastern Canada LMA Chapter for inviting me to present “The New Colors Of Law Firm Marketing” coloring book to its annual meeting on November 21st. I am looking forward to seeing many friends and colleagues. For more information, send me a text at 310-508-8600.