Tag: marketing for lawyers

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[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]How can you increase new business and identify new suspects rapidly?

Go where they go; Know who they know; Read what they read!!!

This marketing cliche should be the mantra for every firm leader.

Focus on ensuring marketing and closing skills begin with the first contact and involve following up, building the relationship, understanding the prospect’s business,
brainstorming, and offering ideas before asking for the business.

Make sure your marketing teams practice these skills to close more business by starting to meet more suspects and prospects.

Three tactics to utilize include;

1. Is the firm’s leadership focusing on developing the right strategies and cultivating teamwork to grow new business?

2. What are these strategies and teamwork- building approaches?

3. Who are the companies and agencies you should be targeting now?

At the Closers Group, we help law firms close more new business rapidly using a variety of business development tactics just like these.[rs_space height=”16px”]

Marketing for Marketers Series

Only 3 Sources of New Business

Rainmaking Does Not Start Outside

27% Have Been Terminated by In House Counsel

It Is Not Enough to Win[rs_space height=”16px”]

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[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]It is not enough to win.

In order to get future work it is critical to continue building the relationship. Start by offering to share trial tactics with your client’s in house law department, co-author an article within her industry publications, or invite the teams to a celebratory dinner after the win, settling a strike, or successfully completing the new merger.

Do you get the message here – it is not enough to win.

Look for ways to help your clients. Your clients expect you to be ahead of the curve.

Consider using these 3 approaches:

1. What internal selling tools can you help your individual clients develop?
2. At an upcoming conference can you sit your clients next to people with whom they can build a new beneficial relationship?
3. Identify your colleagues who can provide another practice value to your clients.

 

At the Closers Group, we help law firms close more new business rapidly using a variety of BUSINESS GENERATING TACTICS, just like these.

[rs_space height=”16px”]

Marketing for Marketers Series

Only 3 Sources of New Business

Rainmaking Does Not Start Outside

27% Have Been Terminated by In House Counsel

It Is Not Enough to Win[rs_space height=”16px”]

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Schedule Your Free Consultation

If you would like to schedule a time to speak with Closers Group, please complete the information below.

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[/vc_column_inner][vc_column_inner width=”1/4″][/vc_column_inner][/vc_row_inner][rs_space height=”16px”]In our recent survey with in-house counsel and law firm attorneys in both the U.S. and Canada, in-House Counsel have terminated 27% of their long term relationships due to poor communication or the absence of communication! This stunning result was actually not a surprise to us.

It’s no wonder business executives and legal departments are shaking things up.

If you haven’t already done so, transform your business culture, erase artificial boundaries between sales (yes “sales”) and service. Understand the bottom -line benefit of speaking directly and honestly to client needs. Build internal succession plans for each client. Attend their industry conferences and read their journals.

But most importantly, insure that clients receive top legal skills assistance and then show them where it has helped.

If you are wondering where to start, these 3 questions will help:

1. Who is assigned to track each industry to which your firm provides legal assistance?
2. Study who and how often they have retained other firms?
3. Are your attorneys encouraged to cross market with other practice groups to offer more service?

At the Closers Group, we help law firms close more new business rapidly using a variety of BUSINESS GENERATING TACTICS, just like these.[rs_space height=”16px”]

Marketing for Marketers Series

Only 3 Sources of New Business

Rainmaking Does Not Start Outside

27% Have Been Terminated by In House Counsel

[rs_space height=”16px”]