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Funding for Scholarships

Written by Allan Colman on . Posted in Allan Colman, Brand, Business Strategy, Firm Leadership, Law Firm Leadership, Leadership, Uncategorized.

Funding College Scholarships
for 2020 Tax Deductions

Revenue Acceleration Course by Dr. Allan Colman

Scholarships in your name or company name

will be awarded to the college or university of your choice

 WITH YEAR-END TAX PLANNING strategy upon us, we present an opportunity to choose an institution to offer scholarships in your name. A college scholarship for students at your alma mater or school of your choice will be issued by Dr. Allan Colman, Professor of Marketing at California State University Dominguez Hills. Eligible students will receive a $497 training course on how to accelerate sales, for according to Dr. Colman, “Sales education is the single most underrepresented topic in America’s business colleges and universities.”

The 90-Day Revenue Acceleration course will equip business students with the tools, resources, training, best practices and mental strategy to holistically understand the sales process. This training will positively change their business careers and equip them with real-world skills to bring to employers.

The Issue

 SURE, STUDENTS MAY BE ABLE TO analyze a financial statement, prepare a marketing plan, calculate projected ROI, or even plan for product sales channels. But are they being taught how to sell the product or service that is actually supporting their income?

Click here to donate»

Proposition for Donors

 WE ARE SOLICITING SCHOLARSHIPS from business owners to provide business school college students the opportunity to take the 90-Day Revenue Sprint course at no charge. 101 training licenses have been set aside for eligible students who must be entering or are currently enrolled in college and university business schools, valued at $50,000. The recommended “donation tiers” let the donor chose levels from $250.00 (donating one course, in their name) to $5,000.00 (donating 20 courses in their name of the name of their business).

About the 90-Day Revenue Sprint Course

 WHETHER TO BE USED during the current pandemic or to actively pursue rapid revenue growth for an organization, this program contains 20 video-based lessons. Each lesson ranges from 5 to 8 minutes in length and can be viewed inside of 2 hours.

For Colleges and Universities interested in providing this for students, each lesson contains a PDF with a series of questions to aid student retention.

Click here to learn more»

Tax write-off documentation will be provided to each donor through January 31, 2021.

 

Revenue Accelerators

 
 
 

Dr. Allan Colman
Chief Revenue Officer
ClosersGroup.com
1.310.508.8600
 

Respectful Competitors Help Each Other – See Mike O’Horo’s DEZURVE

Written by Allan Colman on . Posted in Business Development, Law Firm Leadership, Law Firm Marketing.

Respectful competitors help each other – See Mike O’Horo’s DEZURVE.  It solves an important problem for law firms.  It eliminates the waste of their business development training/coaching dollars by lawyers who aren’t serious about learning and developing business development skills.  They estimate that waste at 80%, which is staggering!!!

Go directly to www.dezurve.com for a 30 second video.  It’s a convincer!

New Way to Educate Lawyers on Marketing

Written by Allan Colman on . Posted in Attorney Marketing, Law Firm Leadership, Law Firm Marketing, Uncategorized.

Legal Business World’s feature on marketing focused on our new law firm marketing coloring book, The New Colors of Law Firm Marketing.  Calling it “Husterical and fun way to teach lawyers business development,” Editor Allard Winterink featured it as the law firm marketing piece of the month.

Topics included:

* Convert your values to their needs;

* Everyone needs to have the same elevator message;

* ABR – Always build relationships;

* Rainmaking need not start outside the firm;

* Value creates a dynamic optimally suited to “Closing”.

And there is even an opportunity to draw your own cartoon based on comments lawyers have made including “I’m afraid of the process”; “I won’t cross sell”; “I’m not compensated” etc.  Turn to page 45 http://www.legalbusinessworld.nl

Your Invitation to the 2017 Law Firm Outlook Survey

Written by Allan Colman on . Posted in Law Firm Leadership, Law Firm Marketing, Marketing for Law Firms.

We are conducting our 2017 Law Firm Outlook Survey.  It is a brief survey to learn more about the key issues facing law firms as we head into the new year.  We’ll collect responses and share the results with our law firm community.

Responses are anonymous and confidential.

We greatly value your time.  To take the survey, https://www.surveymonkey.com/r/5CCFRGP

Business Development Pros — Have You Ever Watched the View?

Written by Allan Colman on . Posted in Business Development, Conversion Rate Optimization, Law Firm Leadership.

When meeting with business development professionals and their attorneys, we often ask “have you ever watched the View?’ Whether the guest is a celebrity or politician or a fashion designer, the hosts of the program often become so vocal and passionate about a topic that no one listens to the guests – they merely talk over one another.

A lot of lawyers and other sales professionals often fall into a similar trap. They spend too much time talking and not nearly enough time asking questions and listening to the needs of their prospects and clients

An old adage says, THERE ARE NO DUMB QUESTIONS. I would take that notion even further and say that when it comes to sales, yes “sales”, business development and business generation, not asking the right question is about as unwise as one an get.

More important than even asking the right questions is listening to the answers, which serve to clarify your client’s expectations and offer an opportunity to expand an engagement.

Samples of good questions to ask suspects, prospects and clients are in our last column.

How Much Revenue Is Your Firm Losing?

Written by Allan Colman on . Posted in Law Firm Leadership, Managing Partners, Strategic Planning.

How much revenue is your firm losing without an exit strategy for Senior Partners? Advance planning of exit strategies is critical to long term sustainable revenue. Failure to deal with this is a common million dollar blind spot for the typical law firm.

Success requires law firm executive committees taking a proactive role by understanding the “lifetime value” of a client from the present into the future.

* Evaluate the “identity capital” of senior attorneys.
* Build a client service team long before retirement.
* Develop a CLIENT RETENTION PLAN to advise, coach and direct individual exit strategies.

What’s Missing In Law Firm Revenue Growth?

Written by Allan Colman on . Posted in Law Firm Leadership, Leadership, Managing Partners.

What’s missing in law firm revenue growth is leadership.
Clarity, focus and execution start with a firm’s leadership. The key to transform sustainable revenue to productive revenue lies with the firm’s leaders who address critical impact areas.

Developing customized 90 day strategic implementation maps are needed to identify action details, timing, resources needed and leadership assignments. Leaders will emerge to help others overcome obstacles and challenges resulting in:

* More revenue * More clients * More open doors.

Pricing Your Service – It’s Not What You Think

Written by Allan Colman on . Posted in Asking for Business, Business Development, Law Firm Leadership.

Pricing your service, the 2nd step in Aulet’s foundational steps for business development is Set the pricing framework. In our experience, this is another one of those efforts clients often underappreciate.

Pricing your service is not just numbers. It should include, as Rick Justus preaches:
* Value creation;
* Client’s experience;
* Marketing structure;
* Messaging used for your core story;
* Cost of sales and customer acquisition.

Most importantly, clarifying value creation for your clients, making an effort to understand what your client needs and the cost of client acquisition are often overlooked. Do them!

What She Said – Putting Testimonials to Work

Written by Allan Colman on . Posted in Allan Colman, Attorney Marketing, Business Development, Client Retention, Content Marketing, Conversion Rate Optimization, Email Marketing, Law Firm Leadership, Law Firm Marketing, Marketing for Law Firms.

One way to establish trust in the early phases of the business development process is applying “what she said”, or, putting testimonials to work on your firm’s behalf.

Many firms pitch every chance they get, polishing proposal after proposal. Yet they continue struggling to win new business. When asked, most prospects and clients say the “no’s” are due to a lack of trust.
Testimonials are the forms of validation that tell prospective clients that others have trusted and hired your firm. This endorsement is especially helpful if someone has stumbled upon you from an online search. Why would they consider you over the next firm that popped up?

Here’s an example of the power of a well written testimonial. “Marcia Colman is a consummate professional who consistently provides me with excellent legal representation. Marcia’s work ethic, attention to detail and overall sense of urgency is hard to find. She also has an extensive network of arbitrators, financial and tax colleagues to lean on, which I found extremely helpful. Marcia is always available to provide great advice and counsel.”

The first step in obtaining testimonials is recognizing the variety of ways to get them. (Adapted from Kissmetrics)

FACEBOOK REVIEWS

SEND A CLIENT SURVEY

SEND AN EMAIL

PUT YOUR TESTIMONIALS IN ONE PLACE

THE DARK SIDE OF REVIEWS

Contact Closers Group for details on these 5 tactics to enhance testimonials.