“Cross-selling” is the selling-based marketing term for your efforts to persuade clients to buy added services from different practice areas within your firm. But the problem is, most lawyers don’t like to sell — and most clients don’t like to be the target of a sales pitch. Think back to the last time you tried […]
How To Interview Prospective Clients: Focus On Their Problems And Your Credibility For Success
If you spend most of the interview telling prospects about your services, you’re going about it all wrong. Your prospect’s first priority is to understand his problem. Successful lawyers spend up to 70 percent of interview time educating prospects about the magnitude of their problem and the risks of allowing it to persist. You win […]
Free And Open Access: Key To Building And Maintaining Client Relationships
Often, as technology increases, our ability to make meaningful connections with people plummets. Yet we still yearn to connect with other people. For example: I don’t have a relationship with the dealership that services my car. My relationship is with the service manager. I don’t have a relationship with the store where I buy computers. […]