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How Business Clients Select Lawyers and Law Firms
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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

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

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

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