Legal Marketing & PR

Save $50 on "What Do I Say To A Prospective Client To Win Their Business?"

By Larry Bodine

EARLY SIGN UP SPECIAL: Save $50 if you register  by November 30th!

You can master the best practices of qualifying prospective clients, finding opportunities for services, and converting business. Many attorneys fumble their chances by over-promoting themselves or they feel uncomfortable and start acting like salespeople.

Find out what the best lawyers actually do to turn such golden opportunities into files. Learn how to engage a prospective client in a structured dialogue, listen for business "trauma" and move toward commitment. Legal Sales experts, Barry Schneider and I, will reveal the how-to secrets in this webinar.

PRESENTED BY: Apollo Business Development 
SPEAKERS: Barry Schneider & Larry Bodine, Esq.
DATE: December 8, 2010; 1PM - 2:15 PM Eastern time
LOCATION: on the web, on your computer
MORE INFO: Barry Schneider; (Tel) 1-630-572-4798 or 
WEBSITE: http://www.sagelawmarketing.com/webseminar59

Cost is $300 per computer connection, but you can invite as many people as you wish to view the program in a conference room.

Do you wonder...?

• How do I test to see if a prospective client needs an attorney?
• What should I say about our firm and its capabilities?
• How do I transition from a social conversation to a business dialogue?
• How do I avoid looking, acting and sounding like a salesperson?

Learn how to expertly and comfortably handle business development opportunities with prospects, existing contacts and new referral sources.

Topics Include:

• Common Business Development Mistakes That Attorneys Make
• What Clients Care About When Meeting You
• Why Selfish Self Promotion Doesn't Work
• How to Ask The Right Questions and Listen Effectively
• How to Excel in a Networking Situation
• Diagnosing a Clients' Need For Service
• How to Sell Ideas For Next Steps
• Using a Proven, Step-by-Step Business Development Process

Who should attend:

• All Attorneys who want to understand and apply the best professional practices of business/referral discussions for successful business development.
• Associates looking to develop the right skills for business development and to begin now to develop their networks.
• Marketing Directors looking for ways to support their attorneys with sound, practical methods.

How You Can Gain the Ability to Convert Business

Many attorneys make common, self-defeating mistakes in discussions with a prospective client or referral source:

1. They TALK instead of LISTEN
2. They PROMOTE instead of DIAGNOSE
3. They WASTE TIME with people WHO DON'T HAVE A NEED
4. They SELL THEMSELVES AND THEIR FIRM rather than UNCOVERING A PROSPECTIVE CLIENT'S PROBLEM
5. They MAKE SMALL TALK AND WING IT instead of FOLLOWING A BUSINESS DEVELOPMENT PROCEDURE
6. They LOOK, ACT & SOUND just like every other attorney the client meets
7. They LOOK, ACT & SOUND like a salesperson

Avoid all these mistakes and find out more about this webinar by visiting http://www.sagelawmarketing.com/webseminar59.

Full post as published by Larry Bodine's LawMarketing Blog on November 23, 2010 (boomark / email).