A “weak tie” relationship recommended you to a client. You have a meeting with the potential client lined up. This is your chance to “close the deal.” I have been around lawyers who blow it at this crucial time. Here are the ways lawyers blow it.
Client Pitch
  1. Not following up after meeting a potential client at an event, or just following up with an email that can be easily deleted or totally disregarded.
  2. Not doing the appropriate research about the company. With Google and Google Alerts, and Twitter there is simply no excuse.
  3. Not doing the appropriate research about the individual(s) with whom you will be meeting. You can find all kinds of information about the person with whom you are meeting. She may have written an article. He may have been in private practice before going with the potential client company.
  4. Being unprepared when meeting the potential client. Don’t just wing this kind of meeting. Have some questions in mind. Actually think about the flow of the meeting. Be prepared to show you have done your homework.
  5. Using a client’s competitor’s product. I know it is hard to believe, but I know lawyers who have brought out a competitors product when meeting with a client. I think if I were meeting with Michael Dell, I might leave my MacAir at home.
  6. Talking too much (typically about yourself or your firm) during the meeting, not asking questions and not listening. If you have gotten the meeting, the client knows you and your firm. The last thing they want to hear about is the history of your firm.
  7. Appearing to either be needy or greedy to the client.
  8. If the meeting is about potentially being hired, not expressing the desire to help the client (not asking for the business). Alternatively, closing (asking for the business) too early before the client has finished explaining the situation.
  9. Making a hard sell when the soft sell is appropriate.
  10. Focusing on getting the matter and not on building the potential relationship. A client can tell when you are focused on getting the matter and not focused on building the relationship.