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Cordell M. Parvin

http://www.cordellparvin.com
How Business Clients
Select Lawyers and
Law Firms
2
How Clients Select
Visibility
Credibility
Relationships
Recommendations
Client Meetings
Trust & Rapport
Getting Hired
W
...
3
How Clients Select
Strength of Weak/Dormant Ties
4Who Are Your Weak/Dormant Ties?
How Clients Select
5
How Clients Select
Traditional
Selling Skills
Do Not Apply
Not About Technique
6
How Clients Select
Traditional Sales Model
Charles Green
How Clients Select
7
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
12
How Clients Select
Trust Development Process
Charles Green
13
How Clients Select
If Not Selling and Closing - What?
14
How Clients Select
Ask and Listen, Don’t Tell
15
How Clients Select
Problem Identification
16
Perspective
How Potential Client is Thinking
17
Empathy
How Potential Client is Feeling
18
Collaborate
Don’t Dictate
How Clients Select
How Clients Select
Simon Sinek 19
21
Components of Trust
TRUSTC=credibility
R=reliability
S=self-orientation
I-intimacy
22
Identify Your Best Opportunities
Commodity Work - Low Price Determines
Bet the Company They Hire the Best
Real Opportun...
Trust and Rapport
23
Skills Capital-
Trust
Social Capital-
Rapport
24
Persuasion
Engage
Six Principles
1. Reciprocation
2. Commitment/Consistency
3. Authority
4. Social Validation
5. Scarci...
How Client Select
Jeffrey Gitomer 25
Relationship and Reputation
26
How to Gain Trust
27
Ask the Right Questions
How to Gain Rapport
28
Charisma May Not Be
What You Think
How to Gain Rapport
29
Charisma: What It Is
What Questions to Ask
30
“I can always tell how
experienced and
insightful a prospective ...
lawyer is by the quality of
t...
31
What Questions to Ask
Situation Questions
Problem Questions
Implication Questions
Need Payoff Questions
Relationship Building
32
Friendliness
Relevance
Empathy
Realness
33
DO
Identify
Problem,
Opportunity
or
Change
Takeaways
34
DO
Find Ways to
Add Value
Takeaways
Takeaways
35
DO
Gain Trust and
Rapport, Ask
Questions and
Listen
Takeaways
36
DO
Ask or Tell Your
Client You Want
to Help Them
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How Business Clients Select Lawyers and Law Firms

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Presentation I give lawyers I coach on how business clients find and select lawyers and law firms

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Transcript of "How Business Clients Select Lawyers and Law Firms"

  1. 1. 1 Cordell M. Parvin
 http://www.cordellparvin.com How Business Clients Select Lawyers and Law Firms
  2. 2. 2 How Clients Select Visibility Credibility Relationships Recommendations Client Meetings Trust & Rapport Getting Hired W eak Ties
  3. 3. 3 How Clients Select Strength of Weak/Dormant Ties
  4. 4. 4Who Are Your Weak/Dormant Ties? How Clients Select
  5. 5. 5 How Clients Select Traditional Selling Skills Do Not Apply Not About Technique
  6. 6. 6 How Clients Select Traditional Sales Model Charles Green
  7. 7. How Clients Select 7 Screen Based on Reputation and Recommendations
  8. 8. How Clients Select Seth Godin 8
  9. 9. How Clients Select Hire Lawyers Over Law Firms 10
  10. 10. How Clients Select Hire Lawyers They Trust and With Whom They Have Rapport 11
  11. 11. 12 How Clients Select Trust Development Process Charles Green
  12. 12. 13 How Clients Select If Not Selling and Closing - What?
  13. 13. 14 How Clients Select Ask and Listen, Don’t Tell
  14. 14. 15 How Clients Select Problem Identification
  15. 15. 16 Perspective How Potential Client is Thinking
  16. 16. 17 Empathy How Potential Client is Feeling
  17. 17. 18 Collaborate Don’t Dictate How Clients Select
  18. 18. How Clients Select Simon Sinek 19
  19. 19. 21 Components of Trust TRUSTC=credibility R=reliability S=self-orientation I-intimacy
  20. 20. 22 Identify Your Best Opportunities Commodity Work - Low Price Determines Bet the Company They Hire the Best Real Opportunity 30% 10% 60%
  21. 21. Trust and Rapport 23 Skills Capital- Trust Social Capital- Rapport
  22. 22. 24 Persuasion Engage Six Principles 1. Reciprocation 2. Commitment/Consistency 3. Authority 4. Social Validation 5. Scarcity 6. Liking/Friendship
  23. 23. How Client Select Jeffrey Gitomer 25
  24. 24. Relationship and Reputation 26
  25. 25. How to Gain Trust 27 Ask the Right Questions
  26. 26. How to Gain Rapport 28 Charisma May Not Be What You Think
  27. 27. How to Gain Rapport 29 Charisma: What It Is
  28. 28. What Questions to Ask 30 “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.”
  29. 29. 31 What Questions to Ask Situation Questions Problem Questions Implication Questions Need Payoff Questions
  30. 30. Relationship Building 32 Friendliness Relevance Empathy Realness
  31. 31. 33 DO Identify Problem, Opportunity or Change Takeaways
  32. 32. 34 DO Find Ways to Add Value Takeaways
  33. 33. Takeaways 35 DO Gain Trust and Rapport, Ask Questions and Listen
  34. 34. Takeaways 36 DO Ask or Tell Your Client You Want to Help Them
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