Published on July 22, 2014
Win & Keep New Business WHERE ETHICS, MARKETING AND PRACTICE DEVELOPMENT CONNECT
ALLAN COLMAN Business Development Executive and Keynote Speaker http://www.closersgroup.com/ 310-225-3904 firstname.lastname@example.org 832-259-3708 email@example.com FRANK MIMS V Speaker, Author and Legal Growth Coach http://www.mimsmorningmeeting.com Win & Keep New Business SCOTT IVY, ESQ Lang, Richert, & Patch Fresno, California Win & Keep New Business
I. Definitions, ETHICS & CAUTIONS II. BASICS RULES III. ASKING FOR BUSINESS DON’T DIVULGE CONFIDENCES IV. UNDERSTANDING YOUR TARGET SOLICITING & ADVERTISING RULES V. WHERE DOES NEW BUSINESS COME FROM CONFIDENTIALITY VI. CREATING YOUR PLAN OF ATTACK DISCLAIMERS REQUIRED VII. SUMMARY AGENDA ETHICS
Win & Keep New Business A powerful new webinar for attorneys and executives who want to: Close more business NOW!; Ethics Create a custom sales process; Ethics See bottom-line results immediately. Ethics Reduce Your Selling Cycle timeframe; Ethics Double Your Prospect base in 6 months;
Top 10 Reasons Attorneys give to NOT Develop Business 10. I don’t want to pester people 09. I’m very busy 08. I need to complete my time sheets 07. I need to focus on billable hours 06. I am too smart for this 05. The revenue will come in from existing clients, because I do excellent work 04. This isn’t why I went to law school 03. I don’t like doing it 02. It’s someone else’s job to go and get new clients 01. I’m in law, not sales
Define: Marketing = Found Avoid exaggeration Business Development = Locate Target CLOSING ZONE Business Generation = Selected Rules re: solicitation, advertising, mail, eblasts, website disclaimers. I. DEFINITIONS
II. BASICS 1. If you are not staying in touch with law school classmates or past colleagues at your law firm, start doing so now. 2. Knowing what your competitors are doing is essential. 3. Looking for new possible areas of action in your professional specialty areas should be a regular part of your workload. Every time a legislative body sneezes, you’ve got an excuse to contact clients. 4. Are you following up on contacts that came from meetings at professional associations, CLE programs, client meetings, social events? 5. Are you asking in-house counsel to introduce you to their colleagues, or are you offering to host a lunch where you can pick their brains to identify their future needs? In-house counsel like it when you do. 6. Contribute to your community by joining foundations or local boards of directors-and give decisive preference to those foundations and boards in which in-house counsel or senior executives are already involved. SOLICITATION AND REFERRAL RULES
“It feels so unprofessional for me to market”. Attorney atLaw
III. ASKING FOR BUSINESS Selling is a multifaceted process in which painfully enough, the most formidable moment occurs at the end. If the seller has not mastered the art and science of closing all the work invested on the front end they become exhausted and recompense never received. “CLOSING” MIMSISM # 47 The art of CLOSING the deal is as old as the spoken word. Many people unsuccessfully fail to master the art because of inappropriate preparation and an aged skill deployment.
III. All Strategies Demand Tactics Closing Zone “Never sit on the tarmac without a flight plan” Donald Trump
III. ASKING FOR BUSINESS 1. Opening Arguments First 2. Understand Needs 3. Give Something Away 4. Underscore Accountability 5. Dump the Resume 6. Let Them Talk 7. Deliver Value ETHICS CONFIDENCES
8 Indentify Hidden Decision Makers 9 Evaluate Relationship and Retention 10 Learn Their Personal Concerns 11 Focus on Selection 12 Ask for Their Business 13 Think Business Generation and Value 14 Maximize Rejection III. ASKING FOR BUSINESSETHICS DISCLAIMERS
The Fine Art of Closing Everything you will accomplish in your lifetime will be with someone or through somebody else.
IV. UNDERSTANDING YOUR TARGET Understands the Client’s Business ♦ Regional Reputation ♦ Client Focus ♦ Provides Value for the Dollar ♦ Helps Advise on Business Issues ♦ Unprompted Communication ♦ Anticipates the Client’s Needs ♦ Deals with Unexpected Changes ♦ Quality Products ♦ Keeps Clients Informed ♦ Legal Service ETHICS ETHICALDISCOVERY
Handles Problems ♦ Skills ♦ Important Very Important ♦ Commitment ♦ Help ♦ High Low Clients ♦ Ethics Consideration IV. UNDERSTANDING YOUR TARGET ETHICS SOLICITATION
V. WHERE DOES NEW BUSINESS COME FROM? “There are only three sources of attracting new business” 1.Go where they go. 2.Read what they read. 3.Know what they know. ETHICS CONFIDENTIAL
VI. CREATING YOUR PLAN OF ATTACK
VI. CREATING YOUR PLAN OF ATTACK A. Emphasize what makes you unique and different – CAUTION RE: REFERRALS B. Understand the company/agency’s business. C. Understand what pressures the client is Under D. Offer true client-centric proposals ADVERTISING & SOLICIT. RULES E. Talk strategy as soon as possible – NON-CONFIDENTIAL F. Ask questions that will prove just how much you have learned. G. Heightened client knowledge=differentiate
VI. CREATING YOUR PLAN OF ATTACK H. Combine your personal brand with the firm’s brand into an “elevator message”. I. That presentation should end by stimulating questions from them. J. Link speeches, articles, and pr. into your plan of attack K. Refer to something stellar that was included in the original plan to “get found” and which now can be corralled in your effort to “get chosen.” KNOW THE STATE RULES ON DESCRIBING THE FIRM, YOUR PRACTICE, AND YOURSELF. - CAUTION ON DISCLAIMERS.
WHAT SHOULDYOUR OBJECTIVE BE?
Win & Keep New Business FOR A FREE CHAPTER DOWNLOAD: WWW.OWNTHEZONEBOOK.COM
ALLAN COLMAN Business Development Executive and Keynote Speaker http://www.closersgroup.com/ 310-225-3904 firstname.lastname@example.org 832-259-3708 email@example.com FRANK MIMS V Speaker, Author and Legal Growth Coach http://www.mimsmorningmeeting.com Win & Keep New Business SCOTT IVY, ESQ Lang, Richert, & Patch Fresno, California
This brief presentation covers the concept of 'Fit for purpose' obligation in vari...
The Affordable Care Act (ACA) has met with further hurdles as a DC Court of Appeal...
An impartial and clear mindset is needed when presiding over court proceedings tha...
VONNIS waarbij Hedwig Van Roy niet meer mag zeggen uitvinder te zijn van CLICS. Er...
Constitucional habeas corpus cc liminar
How to Win Your Next New Accounting Client. ... As you consider ways to win new clients, ... eleven times more to bring in a new client than to keep an ...
Constantly fighting to win new work? The answer could be looking you in ... 20 Ways to Keep Clients ... outsourcing firm, why should the client hire you?
... it’s time to start thinking about business development planning. ... of new clients you are ... in your firm if you stopped taking small ...
... 25 Tips On Marketing The Small Law Firm ... not accepting any new clients. The firm still actively markets the practice ... that can do what you ...
4 Ways to Attract New Clients ... Think about what makes your CPA firm special and how you ... do particular industries or services keep coming up? Do you ...
How long should an architectural firm keep its ... moving to a new office. A West Coast firm searches for more ... clients, and what you want to ...
How to Find Awesome Clients. ... it is that’s pulling in new clients week ... designer or design firm? You’ll be free to take care of ...
... order to find new customers and increase sales. You could ... firm whose clients ... drive to win new customers and increase sales.
Business Development Compensation ... This article builds on last month’s Win Without Pitching ... If a new client is of the right type ...
Larry Bodine. Larry Bodine is a ... Keep in mind that you need to update your blog or ... See Does Law Firm Blogging Really Bring New Clients? at http ...