When your focus is on growing your law practice, the opinion of your prospective client is what matters. While those prospects may not be holding American Idol-style auditions all over the country to find their winner, it is still important for you to rise above the competition.


The key to success is this: Taking the time to really understand your clients and prospects will let you head directly for the lead without getting caught up in the competition.


Understanding the client is critical to successful legal sales. You must know:

• Who the final decision makers are.
• If there are there both economic buyers and user buyers (based on the Miller Heiman theory of business development.)
• What pressures your prospect is under from the CEO and Board of Directors.
• What law marketing approaches are going to drive them crazy and push them away.

The more that you are prepared – the more that you know about your prospect – the better you’ll be positioned to beat your competition, grow your firm and win the contract!

This entry was posted on Wednesday, July 22nd, 2009 at 5:30 pm and is filed under Business Development. You can follow any responses to this entry through the RSS 2.0 feed. You can skip to the end and leave a response. Pinging is currently not allowed.