How A Lawyer Can Sell Like a Doctor
- In law firm marketing, clients are the low hanging fruit -- but lawyers go about asking for business the wrong way.
- What clients want: a personal counselor or a trusted advisor
- Why it's a mistake to recount your credentials to a potential client in law firm marketing.
- Amateur selling is saying, "this is my firm, my practice area, this is how long our firm has been in operation."
- The most interesting topic to clients. "If they are talking, you are selling."
- Why there is no downside to business development.
- Sell the way that doctors do: ask "where does it hurt?"
- If doctors sold like lawyers do, you'd run out of the office as if your hair was on fire.
Copyright 2004-2009 Larry Bodine
About The Author
Larry Bodine is a Business Development Advisor based in Glen Ellyn, IL. He has helped law firms generate millions in new revenue by devising strategies, conducting business development retreats and individually coaching attorneys. He can be reached at 630.942.0977.
The opinions expressed in this article do not necessarily reflect the opinion of ILW.COM.
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