Larry Bodine Law Marketing Blog

What Do I Say To A Prospective Client To Win Their Business?

How to ask for the business is the most common business development problem lawyers have.

Yet, rainmakers have learned how to engage a prospective client in a structured dialogue, listen for a problem point of business “pain” and ask the client how they might help solve this problem. After years of doing this, rainmakers seem to convert business effortlessly.

On the other hand, many attorneys don’t know how to handle business development opportunities or selling situations. Too often, they end up over-promoting themselves and their firm. Or they feel uncomfortable or pushy when trying to attract the interest of a client, prospect or referral source. Before now, nobody has ever taught them how to perform in a business development or selling situation.

You’ll find that business development is simply a skill that you can learn. You don’t have to change your personality or style and suddenly transform yourself into a glib, glad-handing extrovert.

Join two of the top business development trainers and coaches in the profession, Michael Cummings of SAGE PDI, Inc. and myself, as we present this Web seminar, “What Do I Say To A Prospective Client To Win Their Business?” on Thursday, April 23.

Click here -- or -- to register for this LIVE program on April 23. Registration fee is $300 per connection. Any number can attend in the room where you connect to the site and the call - at the same low price.

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

For details or to register, Click Here.

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