When I started practicing law, back in the old days, the rules of the game were well known:
When I practiced law, almost every new client that considered hiring me came as a result of a recommendation. Your potential new clients will consider you when someone recommends you. I believe in 2020 it may be even more important than it was when I practiced law.
Here are three questions to consider:
I recently visited my doctor for my regular check-up. After studying my labs, she told me to eat fewer carbs, exercise more and lose some weight. I have heard that advice before and sometimes I even start to implement the advice.
But, by the time I visit again I am back where I started.
I
While COVID-19 has not changed the principles of client development: you have to become visible and credible to your target market, build rapport and trust, get hired, get results and provide extraordinary service, the means of accomplishing the principles during COVID have changed.
Were you practicing law in 2000? If so have you
I don’t generally find books on sales to be very helpful, but…
I found The Best Damn Sales Book Ever by Warren Greshes very helpful.
He made some points that fit very well with what I tried to teach lawyers and what I did when I practiced law.
First, he talked about motivation. I believe
Nothing is more critical to any law firm’s success than having clients who perceive they are receiving valuable services. Those clients come back, find ways to give other work to the firm and speak highly of the firm when asked by others.
How can that relationship be developed?
First, there must be a clear understanding
I recently read a 2019 Forbes article in which Seth Godin shared: The Only Two Things That Matter—And How To Get Them
The only two things that matter are:
When describing trust, Godin said:
I think that people tend to trust folks who step up before they have to, and
They trust
You have content you created that you could give away in blogs, articles, and presentations. You may wonder whether you are “giving away” too much. Lawyers I coached asked me:
As I write Nancy and I are at Dimanté Los Cabos where we would be playing golf, but for Hurricane/Tropical Storm Genevieve!
The view went from this:
The staff at Diamanté started preparing for the storm earlier this week. Their anticipation of the storm made me reflect once again on anticipating client needs
I met a young lawyer recently by video who, without any prompting from me, told me how she works each and every day to learn and become a more valuable lawyer for her clients. Listening to her made me wish I was back practicing law and she worked for me.
I shared with the young
