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FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT – Following a recent engagement as a marketing keynote speaker for the Beverly Hills Bar Association, an attendee asked me a question about the importance of first impressions in making sales. For anyone engaged in legal sales or who provides business development presentations, it's hard to deny that the role fo first impressions is the foundation for an excellent question.One of the best answers can be based on Malcolm Gladwell's “Blink.” The book's subtitle – “The Power of Thinking Without Thinking” – is critical to understanding the value of first impressions as you prepare for first contacts with a new prospect.Whether meeting someone at a conference during a coffee break, sending an email inquiry, responding to an RFP, or engaging with a prospect on anylevel, snap decisions are made within 2 seconds. That's right: the first two seconds can be all it takes for a potential client to make a snap decision about a lawyer, a law firm, or a legal consulting proposal. if the impression is positive, the door will be open and there will be plenty of opportunity to expand on what you have to offer. Overcoming a neutral or negative resonse, however, requires a great deal of energy and a much stronger legal selling skill set.From our side of the table, it can be difficult to determine what the “blink” factor is. Therefore, if you're looking for business development training, be sure to focus on training that emmphasizes presenting your understanding of a prospect's business within the first moments of any discussion. Identifying from the start that you want to align interests with your prospect – focusing on asking questions about the prospect's needs and responsibilities to stakeholders – enables you to highlight your (and your firm's) ability to set the right tone for developing business. For more details, go to www.closersgroup.com/blog
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT – Following a recent engagement as a marketing keynote speaker for the Beverly Hills Bar Association, an attendee asked me a question about the importance of first impressions in making sales. For anyone engaged in legal sales or who provides business development presentations, it's hard to deny that the role fo first impressions is the foundation for an excellent question.One of the best answers can be based on Malcolm Gladwell's “Blink.” The book's subtitle – “The Power of Thinking Without Thinking” – is critical to understanding the value of first impressions as you prepare for first contacts with a new prospect.Whether meeting someone at a conference during a coffee break, sending an email inquiry, responding to an RFP, or engaging with a prospect on anylevel, snap decisions are made within 2 seconds. That's right: the first two seconds can be all it takes for a potential client to make a snap decision about a lawyer, a law firm, or a legal consulting proposal. if the impression is positive, the door will be open and there will be plenty of opportunity to expand on what you have to offer. Overcoming a neutral or negative resonse, however, requires a great deal of energy and a much stronger legal selling skill set.From our side of the table, it can be difficult to determine what the “blink” factor is. Therefore, if you're looking for business development training, be sure to focus on training that emmphasizes presenting your understanding of a prospect's business within the first moments of any discussion. Identifying from the start that you want to align interests with your prospect – focusing on asking questions about the prospect's needs and responsibilities to stakeholders – enables you to highlight your (and your firm's) ability to set the right tone for developing business. For more details, go to www.closersgroup.com/blog
Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It
Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
Bankruptcy Sales: Finding a Diamond In the Rough
There is no efficient market for the sale of bankruptcy assets. Inefficient markets yield a transactional drag, potentially dampening the ability of debtors and trustees to maximize value for creditors. This article identifies ways in which investors may more easily discover bankruptcy asset sales.
The DOJ's Corporate Enforcement Policy: One Year Later
The DOJ's Criminal Division issued three declinations since the issuance of the revised CEP a year ago. Review of these cases gives insight into DOJ's implementation of the new policy in practice.
A Lawyer's System for Active Reading
Active reading comprises many daily tasks lawyers engage in, including highlighting, annotating, note taking, comparing and searching texts. It demands more than flipping or turning pages.
Protecting Innovation in the Cyber World from Patent Trolls
With trillions of dollars to keep watch over, the last thing we need is the distraction of costly litigation brought on by patent assertion entities (PAEs or "patent trolls"), companies that don't make any products but instead seek royalties by asserting their patents against those who do make products.