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Author: Allan Colman

Do You Know What Does Not Work in Business Development?

Written by Allan Colman on . Posted in Business Development, Conversion Rate Optimization, Law Firm Marketing. 1 Comment on Do You Know What Does Not Work in Business Development?

In our workshops and seminars, we are often asked “Do you know what does not work in business development?’ Collecting quotes from successful marketing and business development professionals, found on Pages 112-113 in OWN THE ZONE include:

1. Offer to handle and manage what they already have the skills to do;
2. Relying on good results but not building the relationship;
3. Offensive or off-color humorous comment;
4. Buying a table but not showing up;
5. Sending too many people to a meeting;
6. At a meeting, talking to themselves and not with the prospect or client.

More to follow in our next column.

Legal Services Competition

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

As legal services competition intensifies, and client budgets fight to stay stable, doesn’t it make sense to look within your organization and build on what you have? The cost is low and the effort can make your law firm marketing far more effective. In our Raid Assessment work with clients, these are among the first tactics we use to strengthen business development efforts.

Preparing for the Closing Zone
(Source, OWN THE ZONE)

When you are fighting for new client engagements in the Closing Zone, it is important to recognize that you are participating in a form of sophisticated combat (i.e.see previous post). Draw on your training and strengths and you’ll be prepared to engage and win new business.

Combat Coaching?

Written by Allan Colman on . Posted in Attorney Marketing, Business Development, Email Marketing.

At the Closers Group, we often talk about how “combat coaching” fits in with our CLOSING ZONE approach to business development. We focus on the importance of having your strategies and tactics practiced and ready so that, when you meet face to face with your prospects, you’ll be ready to close the sale. Jay Abraham, one of the top marketing gurus in the country, offers a similar, extremely effective program that he calls

Competitive Combat Coaching.

It is considered to be a more aggressive and productive way of looking at growing your successes and builds even more in his book, “Getting Everything You Can Out of All You’ve Got.” Tune in next post for the tools you are not using effectively.

How Do You Meet Marketing Challenges?

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

We are often asked “how do you meet marketing challenges?” Or a client asks about the likelihood of success for various sales (yes sales) approaches. The simplest answer is WORK WORK WORK. But rather than offer a definitive answer, Frank and I often draw on Jay Abraham’s (Getting Everything You Can From Everything You Know responses to hypotheticals:

* Will everything work out as well as we expect it to? Hardly.
* Will some of the things we hope for not to happen or turn out worse than we expect them to? Undoubtedly.
* Will there be some things that turn out better than expected? Probably.
* Are there more opportunities that will be uncovered as things progress? Again, probably.

The final question that is often posed offers a bit more flexibility. Will you do everything in your power to make the result of this business development opportunity an outstanding success? If your answer is YES, the response is absolutely.

Law firm marketing is no different than any other service or task. Put the effort in. Plan for the worst and hope for the best. And then work, work, work until you see the results.

How to Use “Mind Mapping” in Business Development

Written by Allan Colman on . Posted in Attorney Marketing, Business Development, Conversion Rate Optimization.

In order to successfully increase new business, clients need to learn how to use “mind mapping” in law firm business development. I often find gems like this when checking in with Jay Abraham from time to time. he is a marketing genius at getting down to basics. A recent find is his citing the mind map developed by Greg White of Phoenix Information Systems in Melbourne, Australia, and using it to focus on client retention.

The concepts presented in Jay’s book, Getting Everything You Can From Everything You’ve Got, and on the mind map are all used in our marketing workshops and professional development training sessions. For example, our business development workshops emphasize long-term-thinking. When it comes to approaching a new prospect or a long-tie client, we encourage our clients to:

* Understand the prospects’ and clients’ needs and internal pressures;
* Become a trusted advisor;
* Protect their interests.

Developing this mind map for each lead ourselves, we aim to become a valued friend, to offer rewarding solutioins that are profitable for everyone involved and we encourage our clients to approach their prospects in the same way.

There is No Such Thing As a Making a Cold Call

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

There is no such thing as a making a cold call in active business development. The resistance that some professionals have to business development isn’t unlike the distaste for wintery weather conditions – and a lot of it stems from a distaste for making cold calls. Cold calls imply a lack of control over the turns of the conversation, hint at feeling stuck – as though there are no other options for marketing and attracting new clients – and often fill one with a sense of dread over the fear of icy responses from the individuals called.

Let me suggest simple tactics to identify previously unknown prospects so that much “warmer” approach can be taken.

* Turn mistakes into a marketing opportunity;
* Examine your current relationships for additional opportunities within their organizations;
* Turn rejection into a future close ( see our next column);
* Ask good clients for referrals or introductions to their colleagues at non-competitive companies and agencies;
* Make at least 3 email/invitation contacts with suspects and prospects, highlighting firm briefings, new court decisions, etc.
* Ask to co-author an article on a subject of their interest;
* There are so many more, conduct a “post mortem” with your own collegues on marketing and business development efforts.

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.

Client Retention — What Should You Ask Your Clients?

Written by Allan Colman on . Posted in Attorney Marketing, Client Retention, Marketing for Law Firms, Uncategorized.

In the last post, we began the discussion of Client Retention by asking what should you ask your clients? This is an important part of building client relationships and new business development. Perhaps, focus those questions more on:

* What do they really like about your firm?
* Why do they, or don’t they send referrals to you?
* What else would they like you to offer or provide to make their relationship with your firm
stronger or more productive?

And remember to ask all of your staff members who might deal with your clients in billing, leaving messages, following up for you, etc. They might have some interesting and different questions for you:

* Why do they think clients hire you?
* What do they think clients want in addition from you?

And then ask your suppliers and vendors that help to keep your offices running:

* Why do they think clients hire you?
* What do they think you can do to improve the client experience?
* What ideas have they seen other firms and companies do that work well?

And then, synthesize all the answers and identify the one idea that truly sets you apart.

Are You Using Invisible Marketing?

Written by Allan Colman on . Posted in Attorney Marketing, Conversion Rate Optimization, Law Firm Marketing.

Is your law firm business development effort using invisible marketing as a tool for new business development? For example, if you ask a client or prospect to review an article you are writing, it’s a compliment to them and an invisible marketing opportunity for you. Or ask them to co-author an article or share a panel presentation at an upcoming conference. The one tactic that generates the most leads is also the most underutilized, talking with your clients.

Explain that you want to ensure that you are providing the service that they want and need. Let them know that their honest, open feedback is needed. As a result of these discussions, your firm should be coming up with lots of new ideas.

The key here is that you are not selling; you are asking for their advice to improve your law firm’s services. Yet it is an excellent indirect marketing opportunity – invisible marketing.

Why Isn’t Your UPS Bringing In New Business?

Written by Allan Colman on . Posted in Conversion Rate Optimization, Law Firm Marketing, Strategic Planning.

Why isn’t your UPS, Unique Positioning Statement, bringing in new business? Perhaps your team does not understand that a Unique Positioning Statement is much like an elevator message. What would you say in 20 seconds that succinctly capture the essence, strengths and uniqueness of your firm?

Here are some examples of what I mean:

“Look Ma, no cavities!” Crest Toothpaste

“When you care to send the very best.” Hallmark.

Putting it simply, a UPS is a written statement that explains why you get new clients, why your current clients stay with you and why your clients keep on coming back for more and refer new business to you.

If you would like a complimentary copy of our Unique Positioning Statement Questionnaire, “Contact Us.”