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Can You Get More Leads When Speaking? II.

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

Can You Get More Leads When Speaking? II.

Continuing our series on making your speeches generate more leads and opportunities:

4. Obtain the most up-to-date attendee list and assign any of your colleagues in attendance to meet “must-get-to-knows.”

5. Encourage others in your firm or company to send invites to their clients. The presentation may be valuable for those clients too, or they can pass the information on to others.

6. If this is a firm sponsored event, or you are the keynote speaker, send invitations on your own letterhead/email, even if one has been separately sent by your firm. Doing so can not only boost attendance, but acts as a reminder of your expertise on the presentation topic.

More on building business from speeches in the next several posts.

Can You Get More Leads From Speaking?

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

Continuing our series on making your speeches generate more leads and opportunities:

1. During the presentation or panel discussion, be on the lookout for opportunities to mention one or two relevant successes you and your colleagues have had. Do so, of course, in proper context, without being obviously self-promotional.

2. Any subject matter-related pretext for future contact is worth pursuing. For example, refer once or twice to an event, opinion, new legislation, etc., and say, “if you want more information on this, leave me your card.” Or consider distributing a simple survey on a substantive matter and promise to send the results to the attendees.

3. Make sure you ask the prospects you meet if it would be ok to contact them in the near future. It’s called “permission marketing.”

More on building business from speeches in the next several posts.

Start Your Speech With a Magic Trick

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

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.

And the Number 1 Reason to Hire Allan Colman

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

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?????

Reasons 2, 3 and 4 To Hire Allan Colman

Written by Allan Colman on . Posted in Attorney Marketing, Business Development, Law Firm Marketing, Marketing for Law Firms, Marketing Partners.

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!

Reasons 5 And 6 To Hire Allan Colman

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

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.!!

Problem — "We Missed It!"

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

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.

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

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!

Our Office Has Great Attorneys But Our Revenue Is Flat.

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

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.