Published on May 23, 2013
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
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
Client Value and Law Firm ... Different meanings for different clients The implication for law firms ... AFA Professional Support Lawyer, ...
How Clients Choose Lawyers. ... He has helped more than 250 law firms generate new revenue by ... The Law Firm Associate’s Guide to Business ...
... law firms offer and what business ... client looking to select ... client wants to achieve and how the lawyers ...
... 25 Tips On Marketing The Small Law Firm ... the client's business from ... of "The Lawyers Competitive Edge: The Journal of Law Office Economics ...
Writing a Business Plan ... Does the client use more than one lawyer or law firm; How long does the client take to decide to use a lawyer;
With law firm business development ... select, formal client teams has worked ... assisted lawyers and law firms to develop business.
Thinking Like Your Client: Law Firm Strategic ... of the law firm business model, ... *Firms with similar revenue per lawyer Firms that may have lower ...
hiiring a business lawyer, ... The "finder" scouts for business and brings in new clients; ... Some law firms bill at a higher rate on business matters ...
Business, Ethics and Privilege Considerations ... of law firm practicalities, and the business ... lawyers and clients alike. Law firms are ...