Law.com Subscribers SAVE 30%

Call 855-808-4530 or email [email protected] to receive your discount on a new subscription.

Marketing the Law FirmKickerColumns & DepartmentsTopicsLaw Firm ManagementSectionsLJN Newsletters

Sales Speak: How to Close New Business

By Larry Bodine
March 28, 2013

There is a tried and true method to seal the deal with a new client ' an area that many lawyers have trouble with. Attorneys are typically very good at describing their skills and recounting problems they have solved for other clients, but they struggle with asking for the business.

In sales, this is known as “the close,” which is actually the easiest step in the sales process, so long as you have set up the foundation that leads up to it. There are five steps:

  1. Research.
  2. Connect.
  3. Meet.
  4. Establish Rapport.
  5. Follow up.

Bear in mind that business development is just like dating. If a guy were to ask a gal to go out, he wouldn't ask her to get married on the first date. There's usually a lot of getting-to-know-you and courtship involved, and then eventually, if it works out, you get to the close. And that's where we all want to be.

This premium content is locked for Entertainment Law & Finance subscribers only

  • Stay current on the latest information, rulings, regulations, and trends
  • Includes practical, must-have information on copyrights, royalties, AI, and more
  • Tap into expert guidance from top entertainment lawyers and experts

For enterprise-wide or corporate acess, please contact Customer Service at [email protected] or 877-256-2473

Read These Next
Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It Image

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 Image

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 Image

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 Image

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.

Blockchain Domains: New Developments for Brand Owners Image

Blockchain domain names offer decentralized alternatives to traditional DNS-based domain names, promising enhanced security, privacy and censorship resistance. However, these benefits come with significant challenges, particularly for brand owners seeking to protect their trademarks in these new digital spaces.