We ended the previous article by repeating the marketing bromide “Get to know where they go, who they know, what they read.” So where are they going? Are the clients and prospects more likely to attend ABA meetings or their industry association conferences? Who are the people they trust and consult when looking for references for new or special counsel? Is their reading focused on professional journals, industry newsletters or novels of the Old West?
 
There are two ways to find out; ask or attend a wide range of conferences and workshops. Which do you think is more effective and time-valued? So ask away.
 
And in the next several segments, we’ll be recommending other key questions to ask to make your presentations and marketing calls much more impactful.

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