How Business Clients Select Lawyers and Law Firms
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Presentation I give lawyers I coach on how business clients find and select lawyers and law firms
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How Business Clients Select Lawyers and Law Firms
- 1. 1 Cordell M. Parvin http://www.cordellparvin.com How Business Clients Select Lawyers and Law Firms
- 2. 2 How Clients Select Visibility Credibility Relationships Recommendations Client Meetings Trust & Rapport Getting Hired W eak Ties
- 3. 3 How Clients Select Strength of Weak/Dormant Ties
- 4. 4Who Are Your Weak/Dormant Ties? How Clients Select
- 5. 5 How Clients Select Traditional Selling Skills Do Not Apply Not About Technique
- 6. 6 How Clients Select Traditional Sales Model Charles Green
- 7. How Clients Select 7 Screen Based on Reputation and Recommendations
- 8. How Clients Select Seth Godin 8
- 9. How Clients Select Hire Lawyers Over Law Firms 10
- 10. How Clients Select Hire Lawyers They Trust and With Whom They Have Rapport 11
- 11. 12 How Clients Select Trust Development Process Charles Green
- 12. 13 How Clients Select If Not Selling and Closing - What?
- 13. 14 How Clients Select Ask and Listen, Don’t Tell
- 14. 15 How Clients Select Problem Identification
- 15. 16 Perspective How Potential Client is Thinking
- 16. 17 Empathy How Potential Client is Feeling
- 17. 18 Collaborate Don’t Dictate How Clients Select
- 18. How Clients Select Simon Sinek 19
- 20. 22 Identify Your Best Opportunities Commodity Work - Low Price Determines Bet the Company They Hire the Best Real Opportunity 30% 10% 60%
- 21. Trust and Rapport 23 Skills Capital- Trust Social Capital- Rapport
- 22. 24 Persuasion Engage Six Principles 1. Reciprocation 2. Commitment/Consistency 3. Authority 4. Social Validation 5. Scarcity 6. Liking/Friendship
- 23. How Client Select Jeffrey Gitomer 25
- 25. How to Gain Trust 27 Ask the Right Questions
- 26. How to Gain Rapport 28 Charisma May Not Be What You Think
- 27. How to Gain Rapport 29 Charisma: What It Is
- 28. What Questions to Ask 30 “I can always tell how experienced and insightful a prospective ... lawyer is by the quality of their questions and how intently they listen. That’s how simple it is.”
- 29. 31 What Questions to Ask Situation Questions Problem Questions Implication Questions Need Payoff Questions
- 32. 34 DO Find Ways to Add Value Takeaways
- 33. Takeaways 35 DO Gain Trust and Rapport, Ask Questions and Listen
- 34. Takeaways 36 DO Ask or Tell Your Client You Want to Help Them