How Business Clients Select Lawyers and Law Firms
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1 Cordell M. Parvin http://www.cordellparvin.com How Business Clients Select Lawyers and Law Firms
description
Presentation I give lawyers I coach on how business clients find and select lawyers and law firms
Transcript of How Business Clients Select Lawyers and Law Firms
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Cordell M. Parvin http://www.cordellparvin.com
How Business Clients Select Lawyers and
Law Firms
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How Clients Select
Visibility
Credibility
Relationships
Recommendations
Client Meetings
Trust & Rapport
Getting Hired
Weak
Tie
s
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How Clients Select
Strength of Weak/Dormant Ties
4Who Are Your Weak/Dormant Ties?
How Clients Select
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How Clients Select
Traditional Selling Skills Do Not Apply
Not About Technique
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How Clients Select
Traditional Sales Model
Charles Green
How Clients Select
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Screen Based on Reputation and Recommendations
How Clients Select
Seth Godin 8
How Clients Select
Hire Lawyers Over Law Firms 10
How Clients Select
Hire Lawyers They Trust and With Whom They Have Rapport 11
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How Clients Select
Trust Development Process
Charles Green
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How Clients Select
If Not Selling and Closing - What?
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How Clients Select
Ask and Listen, Don’t Tell
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How Clients Select
Problem Identification
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Perspective
How Potential Client is Thinking
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Empathy
How Potential Client is Feeling
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CollaborateDon’t Dictate
How Clients Select
How Clients Select
Simon Sinek 19
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Components of Trust
TRUSTC
= c
redi
bilit
y
R =
relia
bilit
y
S =
self-
orie
ntat
ion
I - in
timac
y
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Identify Your Best Opportunities
Commodity Work - Low Price DeterminesBet the Company They Hire the BestReal Opportunity
30%
10%
60%
Trust and Rapport
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Skills Capital-Trust
Social Capital-Rapport
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Persuasion
Engage
Six Principles
1. Reciprocation
2. Commitment/Consistency
3. Authority
4. Social Validation
5. Scarcity
6. Liking/Friendship
How Client Select
Jeffrey Gitomer 25
Relationship and Reputation
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How to Gain Trust
27Ask the Right Questions
How to Gain Rapport
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Charisma May Not Be What You Think
How to Gain Rapport
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Charisma: What It Is
What Questions to Ask
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“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.”
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What Questions to Ask
Situation Questions
Problem Questions
Implication Questions
Need Payoff Questions
Relationship Building
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Friendliness
Relevance
Empathy
Realness
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DO Identify
Problem, Opportunity
or Change
Takeaways
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DO Find Ways to
Add Value
Takeaways
Takeaways
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DO Gain Trust and Rapport, Ask
Questions and Listen
Takeaways
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DO Ask or Tell Your Client You Want
to Help Them
