The Sources of New Business in Law Firm Marketing

In this newly-updated video, you'll discover the three sources of new business for lawyers, which must be based on face-to-face meetings. You can't build a relationship by email.

The best thing about selling legal services is it's not selling, and there's no downside. This is because the proper approach is to conduct an interview and ask a lot of questions. Whatever you do, don't make any cold calls -- you'll hate making them and the person getting your call hates it.

It's important in business development by doing what you're comfortable with -- whether it's meeting people one-on-one or giving speeches, which is the best way for a lawyer to establish credibility.

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Sharon - June 29, 2011 10:59 AM

Thanks Larry - excellent advice (as always). I especially appreciated the tips on (1) doing what YOU are comfortable with (others can always tell when you are doing something you don't like and that is NOT a good way to start a relationship) and (2) work your marketing into what you already do; that way you don't see it as yet another obligation but hopefully part of something you already enjoy doing.

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