Developing the Next Generation of Rainmakers
A lawyer I coach recently asked:
I have a quick question for you: do you have any blog posts or other guidance on a suggested method for reaching out to people who are contacts of colleagues, but not very close (the kind they met at a conference once), to try to get a meeting or
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During a group telephone coaching session I was asked:
Cordell, did you solicit potential clients?
I never did that. I would have felt uncomfortable and disingenuous.
A few years ago a firm where I was coaching asked me to do a presentation. They wanted the title to be: How to Ask for Business/Making the Sale. …
I have read many books about selling and sales. One book I read a few years ago is The Contrarian Effect by Michael Port. The essence of the book is that the traditional sales model no longer works.
I argue that it never worked for lawyers. In the Introduction, Port describes eight major signs…