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LEGAL SALES II. - QUESTIONS ABOUT YOUR FIRM
September 29, 2011
LEGAL SALES QUESTIONS II. – QUESTIONS ABOUT YOUR FIRMIn the last post, we discussed the importance of preparing your team of attorneys for a pitch by researching the prospective client and being able to pose questioins to showcase your knowledge and commitment. The next step in effective law firm business development is being able to answer specific questions about yur firm. Clients are interested in determing how compatible your law firm would be with their business and how well you would be able to work together.Be prepared to answer the following in a meeting with a prospective client:- How do you typically provide information to your clients?- How can you support us in our dealings with the executives and board?- Have you ever done proactive and preventitive work?- How do you bill?- Can you provide litigation public relations and crisis communications?While you may already have answers to these questions, reviewing them with your legal team for consistency and updates is good practice. In your answers, it's important to be forthright. Your answers should assure them of your abilities and dedication to the work. By taking these steps to prepare for the RED ZONE, you'll be one step closer to “closing the deal.”In the next post, we'll be discussing the questioins the legal sales prospect might have regarding the future and your abilities to guide them through it.
LEGAL SALES QUESTIONS II. – QUESTIONS ABOUT YOUR FIRMIn the last post, we discussed the importance of preparing your team of attorneys for a pitch by researching the prospective client and being able to pose questioins to showcase your knowledge and commitment. The next step in effective law firm business development is being able to answer specific questions about yur firm. Clients are interested in determing how compatible your law firm would be with their business and how well you would be able to work together.Be prepared to answer the following in a meeting with a prospective client:- How do you typically provide information to your clients?- How can you support us in our dealings with the executives and board?- Have you ever done proactive and preventitive work?- How do you bill?- Can you provide litigation public relations and crisis communications?While you may already have answers to these questions, reviewing them with your legal team for consistency and updates is good practice. In your answers, it's important to be forthright. Your answers should assure them of your abilities and dedication to the work. By taking these steps to prepare for the RED ZONE, you'll be one step closer to “closing the deal.”In the next post, we'll be discussing the questioins the legal sales prospect might have regarding the future and your abilities to guide them through it.
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