My colleague, Frank Mims V, offers this tactic to make your speeches yield more leads. “Magic” is a performing art that entertains audiences by staging tricks or creating illusions. These are called magic tricks.
Your story is your magic trick. It should answer these 3 questions as part of your speech:
Who are you?
What do you have?
Why should they care?
More on building business from speeches in the next several columns.
In addition to numbers 10-2, regarding building future leaders, teaching tactics, not theories, is always open to new ideas, is both mentor and tormentor, the number one reason to hire Allan Colman, according to PRLOG’s June 8th feature, is “He uses the New Jersey method of settling disputes – a 2×4!
If that’s not a convincer, what is?????
If you have been following PROLOG’S Top 10 Reasons to Hire Allan Colman, we are fast approaching #1.
4. Allan is always open to new ideas.
3. He is an active mentor for business incubators and accelerators.
2. Allan’s clients call him both “Mentor and Tormentor.”
And tune in next time for #1!
Continuing with the Top 10 Reasons to Hire Allan Colman, featured in the June 8th editionof PROLOG,
6. Allan builds client trust by teaching them to drive others in a respectful but goal-achieving manner.
5. He recognizes the key to success is accountability for achieving ROI.
You will never guess what the #1 reason is.!!
From PROLOG, June 8th, :
8. Allan does not settle for his clients to make an impact; he expects them to make an impact now.
7. He is committed, creative, passionate and drives performance.
More from the Top ten tomorrow.
In a recent article on the PRLOG, it listed the top ten reasons to hire Allan.
#10. Allan Builds Future Leaders
#9. He teaches tactics, not theory.
For the remaining top 10, go to www.prlog.org/12463692
PROBLEM: We missed it! [ new filings, new legislation, etc.]
RESPONSE: Don’t dwell on any one matter or even on any whole genus of legal business. Look to the pipeline to deliver a stream of alternative possibilities, some of which may not yet be on your radar screen.
RESULT: you’ll need to start making decisions about which kind of business to go after, and which to let some other law firm go after. That’s a great problem to have..
“OPPORTUNITIES ARE LIKE BUSSES – YOU MISS ONE, ANOTHER WILL COME ALONG.” Sir Richard Branson
PROBLEM: Our practice group has no business development budget.
RESPONSE: Of course it does. You’re already spending money on business development at one or more ends of the spectrum. You simply need to collect that data and find out what you’re already spending. That’s your budget.
RESULT: Getting a hold on your current actual spending will allow you to focus resources where they will clearly do the most good.
FOCUS THE SPEND!
PROBLEM: Our firm has great attorneys but our revenue is flat.
RESPONSE: Organize and attack. Indoctrinate the lawyers in a basic Business Development truism: that clients and prospects don’t care about how great the attorneys are. They assume that to be the case. They care about what those great attorneys can do for them.
RESULT: The effect of such and enhanced client service mentality will — not only unearth new prospects — but develop mew business from existing clients.
PROBLEM: “Our firm has no business development pipeline.”
RESPONSE: Don’t let this cause paralysis. Take a tough, hard look at where clients fell by the wayside, what results are speeches and articles bringing, and are your lawyers really cross marketing, and direct marketing?
RESULT: This type of crisis should spell OPPORTUNITY. Take your assessment and ensure that your attorneys and marketing professionals jump into the Business Development fray with a series of specific 3 month action plans.
GET FACE-TO-FACE!