How Business Clients Select Lawyers and Law Firms

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Information about How Business Clients Select Lawyers and Law Firms
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Published on May 23, 2013

Author: cordar

Source: slideshare.net

Description

This is a presentation for lawyers on how business clients select lawyers and law firms.

1Cordell M. Parvinhttp://www.cordellparvin.comHow Business ClientsSelect Lawyers andLaw Firms

2Selling Legal Services 2013TraditionalSelling SkillsDo Not ApplyNot About Technique

3Traditional Sales Model

4How Clients SelectVisibilityCredibilityRelationshipsRecommendationsClient MeetingsTrust & RapportGetting HiredWeakTies

How Clients Select5Screen Based on Reputation andRecommendations

How Clients SelectSeth Godin 6

How Clients SelectHire Lawyers Over Law Firms 8

How Clients SelectHire Lawyers They Trust andWith Whom They Have Rapport 9

10Selling Legal Services 2013Trust Development Process

11Selling Legal Services 2013If Not Selling and Closing - What?

12Selling Legal Services 2013Sell by Asking and Listening, Not by Telling

13CollaborateDon’t DictateSelling Legal Services 2013

14Andrea AndersonWork on Building RelationshipsSelling Legal Services 2013

15Advance Your Relationship Over TimeSelling Legal Services 2013

Selling Legal Services 2013Simon Sinek 16

18Components of TrustTRUSTC=credibilityR=reliabilityS=self-orientationI-intimacy

19PersuasionEngageSix Principles1. Reciprocation2. Commitment/Consistency3. Authority4. Social Validation5. Scarcity6. Liking/Friendship

How to Gain Trust20Ask the Right Questions

What Questions to Ask21“I can always tell howexperienced andinsightful a prospective ...lawyer is by the quality oftheir questions and howintently they listen. That’show simple it is.”

22What Questions to AskSituation QuestionsProblem QuestionsImplication QuestionsNeed Payoff Questions

Relationship Building23FriendlinessRelevanceEmpathyRealness

24DOIdentifyProblem,OpportunityorChangeMaking the Sale

25DOFind Ways toAdd ValueMaking the Sale

Making the Sale26DOGain Trust andRapport, AskQuestions andListen

Making the Sale27DOAsk or Tell YourClient You Wantto Help Them

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