The Red Zone Play of the Week – 6 Touchdowns in the Snow!
Navigating the Red Zone can be as challenging for NFL players as it is for attorneys; this is a big part of the reason that there are always low-scoring games and why many teams settle for a field goal when they can’t get the touchdown. Scoring six touchdowns in one game – particularly in the snow – is a tremendous accomplishment.
The New England Patriots are a team that thrives in the Red Zone. They do it by working with their coach, consistently practicing their plays and by carefully studying their opponents to determine how the other team will respond. Lawyers with a similar strategy – and a business development consultant who can coach them to success – will find themselves at a clear advantage.
Before you get to the Red Zone of attorney marketing, it’s important to have your own playbook. Likewise, it’s important to know as much as possible about the others in the room – your prospective clients. Focus your study on:
- Discovering who the final decision maker(s) will be.
- Determining whether the decision maker(s) are facing pressure to cut costs or settle quickly.
- Understanding what could strain a relationship with your clients and prospects.
- Identifying how the prospect’s business is faring in the current economy.
The more that you know about your prospects, the easier that it is to anticipate what will happen when you make a pitch. Anticipating your prospects, practicing your skills, rehearsing your pitch, and reviewing your past performances will help to ensure your success in the Red Zone of law business development.
