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LESS IS MORE - Make the Most of Client Meetings
LESS IS MORE – Make the Most of Client Meetings”The more you say, the less any audience is likely to remember.”-David BartlettTo excell at law firm marketing, we're always stressing the importance of listening to your client; but what about speaking? When it comes to speaking with clients, you must focus on keeping it simple. In any meeting with existing or potential clients, there are two things you need to know: your “takeaway” message and the questions you will ask that will show your commitment to the job.A takeaway message is an important tool for an attorney or law marketer to have. Prior to any meeting, develop a concise, memorable statement that you want the client to remember and appreciate. This message should be utilized throughout the meeting to set the pace and direction: Share this message with the other attorneys on your team. Integrate it into your meeting. Repeat the message during the meeting. Close the meeting with the message. Use the message as a bridge back to the main point if you get off topic.This one takeaway message will create continuity within a meeting and hopefully be memorable to the client. There is no need for superfluous details, long-winded speeches and unnecessary tangents. Keep it simple.Similarly, informed questions are an excellent way for attorneys to show clients that you're serious about helping them meet their needs. There are a number of topics that you can address to impress clients and prospects, but don't overlook the power of asking questions that show you've done your homework. Ensure that you and the attorneys on your team go into a meeting with some pre-determined questions that reference the market, the company, the industry, or the client's needs, and you'll be able to prove to the client that you're not just there to win the business. Your law firm is truly committed to the job.Ultimately, closing the deal is about quality rather than quantity. Keep things short and simple and you'll be well on your way to the RED ZONE.Allan Colman, the Closers Group – acolman@closersgroup.com
LESS IS MORE – Make the Most of Client Meetings”The more you say, the less any audience is likely to remember.”-David BartlettTo excell at law firm marketing, we're always stressing the importance of listening to your client; but what about speaking? When it comes to speaking with clients, you must focus on keeping it simple. In any meeting with existing or potential clients, there are two things you need to know: your “takeaway” message and the questions you will ask that will show your commitment to the job.A takeaway message is an important tool for an attorney or law marketer to have. Prior to any meeting, develop a concise, memorable statement that you want the client to remember and appreciate. This message should be utilized throughout the meeting to set the pace and direction: Share this message with the other attorneys on your team. Integrate it into your meeting. Repeat the message during the meeting. Close the meeting with the message. Use the message as a bridge back to the main point if you get off topic.This one takeaway message will create continuity within a meeting and hopefully be memorable to the client. There is no need for superfluous details, long-winded speeches and unnecessary tangents. Keep it simple.Similarly, informed questions are an excellent way for attorneys to show clients that you're serious about helping them meet their needs. There are a number of topics that you can address to impress clients and prospects, but don't overlook the power of asking questions that show you've done your homework. Ensure that you and the attorneys on your team go into a meeting with some pre-determined questions that reference the market, the company, the industry, or the client's needs, and you'll be able to prove to the client that you're not just there to win the business. Your law firm is truly committed to the job.Ultimately, closing the deal is about quality rather than quantity. Keep things short and simple and you'll be well on your way to the RED ZONE.Allan Colman, the Closers Group – acolman@closersgroup.com
Major Differences In UK, U.S. Copyright Laws
This article highlights how copyright law in the United Kingdom differs from U.S. copyright law, and points out differences that may be crucial to entertainment and media businesses familiar with U.S law that are interested in operating in the United Kingdom or under UK law. The article also briefly addresses contrasts in UK and U.S. trademark law.
Strategy vs. Tactics: Two Sides of a Difficult Coin
With each successive large-scale cyber attack, it is slowly becoming clear that ransomware attacks are targeting the critical infrastructure of the most powerful country on the planet. Understanding the strategy, and tactics of our opponents, as well as the strategy and the tactics we implement as a response are vital to victory.
The Article 8 Opt In
The Article 8 opt-in election adds an additional layer of complexity to the already labyrinthine rules governing perfection of security interests under the UCC. A lender that is unaware of the nuances created by the opt in (may find its security interest vulnerable to being primed by another party that has taken steps to perfect in a superior manner under the circumstances.
Removing Restrictive Covenants In New York
In Rockwell v. Despart, the New York Supreme Court, Third Department, recently revisited a recurring question: When may a landowner seek judicial removal of a covenant restricting use of her land?