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Provokers Pt. III. — Can They Really Close New Business?

Written by Allan Colman on . Posted in Attorney Marketing, Business Development, Law Firm Marketing, Marketing Partners, Practice Group Leaders.

Closing New Business

From Allan Colman, Business Development Accelerator, Speaker and Author – Clients average a 60% increase in new business in 6 months.

Third and last in this series on questions to provoke firm leadership into actively building and closing new business includes the following questions:

  • Has lack of follow up lost engagements? How many and how often?
  • Are your attorneys, accountants, etc. trained to overcome objections during the selling process?
  • Do they understand what are the greatest needs of clients and prospects?
  • Can your professionals close?

 

Your thoughts, ideas, comments are welcome.