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How Business Clients Select Lawyers and Law Firms
This document discusses how business clients select lawyers and law firms. It notes that clients screen lawyers based on reputation and recommendations, and hire lawyers they trust and have rapport with over large law firms. Building trust and rapport involves asking insightful questions, listening, identifying problems, and finding ways to add value for the client rather than using traditional selling techniques.
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How Business Clients Select Lawyers and Law Firms
- 1. 1 Cordell M. Parvin http://www.cordellparvin.com HowBusiness Clients Select Lawyers and Law Firms
- 2. 2 How Clients Select Visibility Credibility Relationships Recommendations ClientMeetings Trust & Rapport Getting Hired W eak Ties
- 3. 3 How Clients Select Strengthof Weak/Dormant Ties
- 4. 4Who Are YourWeak/Dormant Ties? How Clients Select
- 5. 5 How Clients Select Traditional SellingSkills Do Not Apply Not About Technique
- 6. 6 How Clients Select TraditionalSales Model Charles Green
- 7. How Clients Select 7 ScreenBased on Reputation and Recommendations
- 8. How Clients Select SethGodin 8
- 9. How Clients Select HireLawyers Over Law Firms 10
- 10. How Clients Select HireLawyers They Trust and With Whom They Have Rapport 11
- 11. 12 How Clients Select TrustDevelopment Process Charles Green
- 12. 13 How Clients Select IfNot Selling and Closing - What?
- 13. 14 How Clients Select Askand Listen, Don’t Tell
- 14. 15 How Clients Select ProblemIdentification
- 15. 16 Perspective How Potential Clientis Thinking
- 16. 17 Empathy How Potential Clientis Feeling
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- 18. How Clients Select SimonSinek 19
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- 20. 22 Identify Your BestOpportunities Commodity Work - Low Price Determines Bet the Company They Hire the Best Real Opportunity 30% 10% 60%
- 21. Trust and Rapport 23 SkillsCapital- 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 JeffreyGitomer 25
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- 25. How to GainTrust 27 Ask the Right Questions
- 26. How to GainRapport 28 Charisma May Not Be What You Think
- 27. How to GainRapport 29 Charisma: What It Is
- 28. What Questions toAsk 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 toAsk Situation Questions Problem Questions Implication Questions Need Payoff Questions
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- 32. 34 DO Find Ways to AddValue Takeaways
- 33. Takeaways 35 DO Gain Trust and Rapport,Ask Questions and Listen
- 34. Takeaways 36 DO Ask or TellYour Client You Want to Help Them