… asking questions is not hard intellectually.
Today our guest is Jim Hassett , Founder, LegalBizDev. LegalBizDev helps law firms increase client satisfaction and profitability by improving project management and business development. Prior to working with lawyers, Jim spent 20 years as a sales trainer and consultant. He’s the author of 13 books, has published 80 articles; and regularly speaks at law firms and bar associations. Jim has a PHD in psychology from Harvard.
Lawyers can achieve marketing progress in as little as 1 hour per week with current clients and referral sources.
To get new clients the minimum per week is 3 – 5 hours – if you can’t spend that time – don’t bother.
Prioritize relentlessly. There are a million things you can do. #1 nail down current clients.
Networking takes a lot of time – make sure it’s the best use of your time or do other things that are more likely to pay off.
Lawyers are not trained to be the best listeners. Whoever does the most talking usually thinks a meeting went well. Since lawyers tend to do a lot of talking they often think a meeting went well.
The ‘advance’ get some kind of commitment. You’re looking for a next step that has value and moves the sale forward.
Value trumps relationship. If a prospect is low cost – don’t bid. Bid when you know the prospect and you trust each other.
Business Development doesn’t go away when you get good at it.
Be defensive – focus on current clients – defend what you have before you work on finding more.