Know Thy Client
Tag: new business development
If You Chase 2 Rabbits, You Will Not Catch Either One !
In our business development advisories and workshops, we provide an alternative to this Russian Proverb, “If you chase 2 rabbits, you will not catch either one.”‘
You must know:
- Six critical elements of exceptional leadership;
- How to create sustainable revenue growth;
- What it takes to build a strategic, competitive advantage;
- Define and use your identity capital;
- Improve your value and client experience;
- Ensure your systems capture leadership’s Growth Objectives.
For a free, 30 minute consultation, contact us below:
Eat Lunch With the New Kids – New Business Development
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:
- Never eat lunch at your desk, if you can avoid it.
- Know at least one good joke.
- If you offer to help, don’t quit until the job is done.
- And, the best way to get on your feet is to get off your ass!
Use this 3 post series to provide clarity, focus and execution for your new business developers.
More Reasons Attorneys Don’t Market
Continuing with the reasons attorneys don’t market, let’s review numbers 7,6, and 5.
7. I need to focus on billable hours-
6. I am too smart for this !!!!!
5. The revenue will come in from existing clients, because I do excellent work !
Top 10 Reasons for NOT Developing New Business
10. I don’t want to pester people
9. I’m very busy
8. I need to complete my time sheets
Stay tuned for more ————–
Have You Practiced Lunch?
Before going to a pitch meeting have you practiced lunch, a proposal, the questions to ask, anticipated answers and setting the next step? Picture yourself at the table with a prospect that you have targeted in the right industry and the right organization. Your research has given you a clear sense of how this “buyer of services” thinks, what their business is about, what the company or agency wants and needs and what your opportunities are vis-a-vis your competitors.
Do not talk about your firm! Instead, start with a value proposition, “here is what we can do for you, and here’s a general sense of how we’re going to get there. And then get them talking. Put your research to work by practicing the questions you will ask that show you have actively studies their problems, needs and opportunities. Anticipate answers and plan responses. And pay attention to their answers rather than thinking about your next question.
Practice, practice, practice before you start eating the salad.
Worried About Your Upcoming Partner Retreat ?
Planning for your upcoming partner retreat in the fall is typically now in the “scrambling for speakers” mode. You have been tasked with finding a presentation that is engaging, full of useful ideas, a bit humorous and will contribute to generating new business. That’s where THE NEW COLORS OF LAW FIRM MARKETING will fit in so well.
This world’s first law firm marketing coloring book is focused on helping the firm’s leadership develop the right strategies and cultivate teamwork.
Contact us now for scheduling at www.closersgroup.com/contact/.
Pechakucha! Try it – You’ll like it.
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.
Who Should Talk More, You or the Client? Business Development Myth #4.
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.
Myth #2 – One Size Fits All
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.
Knowing how their business / organization works is critical before pursuing them for new business. You and your colleagues should ask and answer the following questions before you begin to pursue current, recent, or prospective clients.
Who is the decision-maker?
What other firms/companies are they using now?
When was the last time they hired a new firm or purchased a new product?
Do they prefer to communicate by phone or email?
What have you done recently to build a relationship with them?
Have you asked ahead of time who else will be attending the meeting?
Do you offer periodic review meetings regarding budgets, billing, timelines for the engagement process, and report format?
Do you know their pain?
How will financial decisions be made?