It’s no secret that COVID-19 has changed our lives and our profession. Take a look at How Coronavirus and a Bear Market Could Upend Law Firm Hiring, and The Impact Of COVID-19 On Law Firm Practices. Both articles were posted in March.
I hope things are improving now, but now more than ever you must
I am coaching lawyers in Florida today and heading back to Dallas this afternoon. One thing we are discussing is persuasion. If this subject interests you, I have a book recommendation below.
A few years ago, I received an email at 10:00 PM from a Reno law firm associate I had started coaching a month
Have you ever persuaded someone by asking a favor? I am not suggesting asking for business, but there are other favors you can ask that will be very helpful.
A few years ago I read Selling Power magazine article The Persuasion Principle: How to Use Robert Cialdini’s Scientific Research to Close More Sales.The article
I believe clients want us to suggest alternatives. Do you agree?
Suppose you are meeting with a client and have two alternative fee approaches you can offer or two potential solutions to the client’s problem. In each case you believe one of the two fee arrangements or one of the two solutions would best fit
I coach many lawyers who take potential clients and referral sources to lunch and come away with nothing of value. They ask what they are doing wrong. In many cases they are paying far more attention to themselves than they are paying to the person they hope to persuade. I learned the hard way that
When I practiced law one of my most successful business development efforts was to identify a potential client problem before my competitors (and the client), offer a solution and give it away. Yes, I said “give it away.” I created guides or conducted workshops on whatever the hot topic was.
I am not sure I
Are you looking for an effective way to engage a client or contact? Ask them a favor.
Last fall I posted a blog titled Want to Persuade: Ask a Favor. I referenced an article and Robert Cialdini’s book: Yes!: 50 Scientifically Proven Ways to Be Persuasive
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I frequently suggest to lawyers that clients