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LEGAL MARKETING STRATEGY - 14 Steps from Handshake to Closing
STEPS 1 – 2.
' You've implemented marketing and business generation strategies.' Now you're sitting at the table with the ideal prospect from the right company from your targeted industry.”Research gave you a clear sense of how this buyer thinks where their business fits into the marketplace, what the company wants and needs, and why your services excel waht your commpetitors offer.' Your challenge now is to get from that very first handshake to closing new business.' Below are the first two steps.
'
”” OPENING ARGUMENTS FIRST -' Don't concentrate on minutiae and hope it drives you toward a stunning conclusion.' Start with the value proposition:”Here is what I can do for you.' Here's a general sense of how we're going to get there.' I look forward to discussing the details.”
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”” GIVE SOMETHING AWAY – Once you are face-to-face with your prospect in the CLOSING ZONE, you should be talking strategy and providing advice on how the transaction might be completed.' “These are the obstacles we face moving forward.' Here's how the law works in your favor.' We worked on a similar project last year and here's how we succeeded.”' Let the buyer know what you hope to achieve should they work with you.
'
'
STEPS 1 – 2.
' You've implemented marketing and business generation strategies.' Now you're sitting at the table with the ideal prospect from the right company from your targeted industry.”Research gave you a clear sense of how this buyer thinks where their business fits into the marketplace, what the company wants and needs, and why your services excel waht your commpetitors offer.' Your challenge now is to get from that very first handshake to closing new business.' Below are the first two steps.
'
”” OPENING ARGUMENTS FIRST -' Don't concentrate on minutiae and hope it drives you toward a stunning conclusion.' Start with the value proposition:”Here is what I can do for you.' Here's a general sense of how we're going to get there.' I look forward to discussing the details.”
'
”” GIVE SOMETHING AWAY – Once you are face-to-face with your prospect in the CLOSING ZONE, you should be talking strategy and providing advice on how the transaction might be completed.' “These are the obstacles we face moving forward.' Here's how the law works in your favor.' We worked on a similar project last year and here's how we succeeded.”' Let the buyer know what you hope to achieve should they work with you.
'
'
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