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When a new client said, “Honestly I don’t know how to begin developing new business,” my response was “So get started already.” As Mark Twain said, “The secret of getting ahead is getting started.”
There are simple instructions to help find new clients and close new business. The following seem so elementary yet are often overlooked by even experienced revenue builders.
And ABR: Always Build Relationships. |
More new business development clues from 55Words, “eat lunch with the new kids.” Begin building relationships with the newer members of your firm, making them feel welcome and comfortable asking you for advice.
Other important clues include:
Use this 3 post series to provide clarity, focus and execution for your new business developers.
“Never park in front of a bar” is one of the “55 Wise Words” for successful marketing. You are urged to go deep to understand the message. This is the first in a series which will contain several of the wise words. We use them with our marketing and business development advisory and success training, especially with 4-6 year Associates.
Stay tuned for more!!
Read on to see the number 1 reason attorneys won’t market —
5. I don’t know anyone who knows anyone!
4. I’m not compensated for marketing!
3. I won’t cross- sell!
2. I’m afraid of the process;
1. I’m in law, not sales!
The Closers Group wants your firm to try out a powerful, entertaining way to boost new business from your firm’s attorneys, our PECHAKUCHA! In our keynote presentations and workshops, the first 6 minutes and 40 seconds are dedicated to highlighting 20 cartoons about marketing and business development. And they are combined with the latest observations and tactics to grow new business now.
The world’s first law firm marketing coloring book, THE NEW COLORS OF LAW FIRM MARKETING (on Amazon, etc.) assists in overcoming the ever increasing pressures on attorneys to grow more revenue. Yet, at the same time, many resist efforts by marketing professionals to assist.
This is an entirely new and humorous approach to educate your group on marketing, business development and business generation. AND, you an even color in the book. To learn more about trying Pechakucha, go to CONTACT.
New Business Development Myth #4, Client’s want you to do most of the talking! Nothing could be more “untrue.” Keep your resume to yourself and let the potential client do the talking. Adopt the old IBM 60/40 sales training rule — keep them talking 60% of the time and spend the remaining 40% asking good questions based on your pre-meeting research.
Pay attention to the prospect/client’s verbal cues, and refine your pitch accordingly.
Only a few copies of the world’s first law firm marketing coloring book, THE NEW COLORS OF LAW FIRM MARKETING, are left on Amazon. Before we order a second printing, reply through LinkedIn and we’ll send you a complimentary copy — including crayons!
Business Development myth # 2 is that when it comes to marketing, one size fits all. News flash: one size never fits all. Marketing should be tailored according to personality, needs of the firm and those of the client. One tactic that works for one professional won’t necessarily work for another. Tailored business development, sales training and closing skills will land the new business. Practice, practice, practice.
A current movie marketing campaign says “Cookies are for Closers ” but we hasten to add they are not for attorney marketing. Experienced marketers know that closing new business, or asking for the business, is several steps removed from beginning a relationship. And during the courting period convincingly demonstrating the value you and your firm bring to a prospect is critical.
THE VERY EXPECTATION OF VALUE CREATES A DYNAMIC THAT’S OPTIMALLY CONDUCIVE TO CLOSING!
When was the last time you asked your clients for their business? You were certainly not giving them cookies. Consider this, asking for more work on a semi-regular basis is a solid client retention tactic that could lead to bottom line dividends. ASK FOR THE WORK.
Try to avoid what Hollywood calls “typecasting.” Demonstrate that your firm has capabilities beyond the scope of your current assignments, emphasize the value you bring, and then detail how you can help clearly and concisely. Then there will be no need for cookies.
In a few days, you can download or purchase
THE NEW COLORS OF LAW FIRM MARKETING –
the world’s very first law firm marketing coloring book.
Are you ready to learn marketing from a whole new perspective?