Law is a business, much like any other that relies on sales/clients/customers. So why do we leave it until we are looking to make partner, before we even begin to master ‘sales’ aka business development?
It’s important to stay in touch with lost prospects. Why? Because it shows you care, it shows you mean business, and it could land you your next deal.
When lawyers strive for perfection, they can often fear hearing ‘no’. Scott delves into this subject on his training courses and how you can overcome this fear.
Price and business development are intrinsically linked. You need to niche and add value in order to price accordingly for your legal services.
Legal Balance Institute Director, Scott Simmons discussing why picking a niche is so important to your business development efforts. Your messaging will become clear and consistent and you will find yourself speaking their language.
When you run a business, even a legal business (yes you!), follow-up is everything. Follow-up should be part of your business development strategy because where you follow-up, others are not. It makes a difference.
Cold outreach is the natural next step when you have built on your relationships and confidence. With confidence and a change in mindset, cold outreach doesn’t have to be scary – in fact, it really can become an enjoyable part of your business development strategy.
Business Development and Pricing are intrinsically linked. Lawyers price to win, because we do not know when the next opportunity is coming through the door. Listen to get yourself in a confident mindset to win by adding value, not on price.
Do you not cross-sell because you are judged on billable time? We are constantly told about the importance of cross-selling within law firms, so why don’t we all do it?
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