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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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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