Win & Keep New Business

WHERE ETHICS, MARKETING AND PRACTICE DEVELOPMENT CONNECT

ALLAN COLMANBusiness Development Executive and Keynote Speaker

http://www.closersgroup.com/310-225-3904

acolman@closersgroup.com

832-259-3708fmims@mimsmorningmeeting.com

FRANK MIMS V Speaker, Author and Legal Growth Coach

http://www.mimsmorningmeeting.com

Win & Keep New Business

SCOTT IVY, ESQLang, Richert, & Patch

Fresno, California

Win & Keep New Business

I. Definitions, ETHICS & CAUTIONS

II. BASICS RULES

III.ASKING FOR BUSINESS DON’T DIVULGE CONFIDENCES

IV. UNDERSTANDING YOUR TARGET SOLICITING & ADVERTISING RULES

V. WHERE DOES NEW BUSINESS COME FROMCONFIDENTIALITY

VI.CREATING YOUR PLAN OF ATTACKDISCLAIMERS REQUIRED

VII. SUMMARY

AG

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Win & Keep New Business

A powerful new webinar for attorneys and executives who want to:

Close more business NOW!; Ethics

Create a custom sales process; Ethics

See bottom-line results immediately.Ethics

Reduce Your Selling Cycle timeframe;Ethics

Double Your Prospect base in 6 months;

.

Top 10 Reasons Attorneys give to NOT Develop Business

10. I don’t want to pester people

09. I’m very busy

08. I need to complete my time sheets

07. I need to focus on billable hours

06. I am too smart for this

05. The revenue will come in from existing clients, because I do excellent work

04. This isn’t why I went to law school

03. I don’t like doing it

02. It’s someone else’s job to go and get new clients

01. I’m in law, not sales

Define:Marketing = Found

Avoid exaggeration

Business Development = Locate TargetCLOSING ZONE

Business Generation = Selected

Rules re: solicitation, advertising, mail,eblasts, website disclaimers.

I. DEFINITIONS

II. BASICS

1. If you are not staying in touch with law school classmates or pastcolleagues at your law firm, start doing so now.

2. Knowing what your competitors are doing is essential.

3. Looking for new possible areas of action in your professionalspecialty areas should be a regular part of your workload. Every timea legislative body sneezes, you’ve got an excuse to contact clients.

4. Are you following up on contacts that came from meetings atprofessional associations, CLE programs, client meetings, socialevents?

5. Are you asking in-house counsel to introduce you to their colleagues,or are you offering to host a lunch where you can pick their brains toidentify their future needs? In-house counsel like it when you do.

6. Contribute to your community by joining foundations or local boardsof directors-and give decisive preference to those foundations andboards in which in-house counsel or senior executives are alreadyinvolved. SOLICITATION AND REFERRAL RULES

“It feels so unprofessional for me to market”.

Atto

rney

at La

w

III. ASKING FOR BUSINESS

Selling is a multifaceted process in which painfully enough, the most formidable

moment occurs at the end. If the seller has not mastered the art and science

of closing all the work invested on the front end they become exhausted and recompense never received.

“CLOSING”MIMSISM # 47 The art of CLOSING the deal is as old as the spoken word. Many people

unsuccessfully fail to master the art because of inappropriate preparation and an aged skill deployment.

III. All Strategies Demand TacticsClosing Zone

“Never sit on the tarmac without a flight plan”Donald Trump

III. ASKING FOR BUSINESS

1. Opening Arguments First

2. Understand Needs

3. Give Something Away

4. Underscore Accountability

5. Dump the Resume

6. Let Them Talk

7. Deliver Value

ETH

ICS

CO

NFID

EN

CES

8 Indentify Hidden Decision Makers

9 Evaluate Relationship and Retention

10 Learn Their Personal Concerns

11 Focus on Selection

12 Ask for Their Business

13 Think Business Generation and Value

14 Maximize Rejection

III. ASKING FOR BUSINESS ETH

ICS

DIS

CLA

IMER

S

The Fine Art of Closing

Everything you will accomplish in your

lifetime will be with someone or through somebody

else.

IV. UNDERSTANDING YOUR TARGET

Understands the Client’s Business ♦

Regional Reputation ♦

Client Focus♦

Provides Value for the Dollar ♦

Helps Advise on Business Issues♦

Unprompted Communication♦

Anticipates the Client’s Needs ♦

Deals with Unexpected Changes ♦

Quality Products♦

Keeps Clients Informed ♦

Legal Service♦

ETH

ICS

ETH

ICA

L DIS

CO

VERY

Handles Problems ♦

Skills♦

Important Very Important♦

Commitment♦

Help♦

High Low Clients♦

Ethics Consideration

IV. UNDERSTANDING YOUR TARGETETH

ICS

SO

LICITA

TIO

N

V. WHERE DOES NEW BUSINESS COME FROM?

“There are only three sources of attracting new

business”

1.Go where they go.2.Read what they read.3.Know what they know.

ETH

ICS

CO

NFID

EN

TIA

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VI. CREATING YOUR PLAN OF ATTACK

VI. CREATING YOUR PLAN OF ATTACK

A. Emphasize what makes you unique anddifferent – CAUTION RE: REFERRALS

B. Understand the company/agency’sbusiness.C. Understand what pressures the client isUnder

D. Offer true client-centric proposalsADVERTISING & SOLICIT. RULES

E. Talk strategy as soon as possible –NON-CONFIDENTIAL

F. Ask questions that will prove just howmuch you have learned.

G. Heightened client knowledge=differentiate

VI. CREATING YOUR PLAN OF ATTACK

H. Combine your personal brand with the firm’s brand intoan “elevator message”.

I. That presentation should end by stimulating questionsfrom them.

J. Link speeches, articles, and pr. into your plan of attack

K. Refer to something stellar that was included in theoriginal plan to “get found” and which now can becorralled in your effort to “get chosen.”

KNOW THE STATE RULES ON DESCRIBING THEFIRM, YOUR PRACTICE, AND YOURSELF.- CAUTION ON DISCLAIMERS.

WHAT SHOULD YOUR OBJECTIVE BE?

Win & Keep New Business

FOR A FREE CHAPTER DOWNLOAD:WWW.OWNTHEZONEBOOK.COM

ALLAN COLMANBusiness Development Executive and Keynote Speaker

http://www.closersgroup.com/310-225-3904

acolman@closersgroup.com

832-259-3708fmims@mimsmorningmeeting.com

FRANK MIMS V Speaker, Author and Legal Growth Coach

http://www.mimsmorningmeeting.com

Win & Keep New Business

SCOTT IVY, ESQLang, Richert, & Patch

Fresno, California