The World Series and Closing Skills
Each year, Major League Baseball’s World Series is a reminder of the importance of developing strong closing skills. Regardless of which teams make it to the “big dance,” the players to watch are the power hitters and the closing pitchers. This year, the Philadelphia Phillies returned to the series, but the power of the hitters and the closing skills of the New York Yankees pitchers combined to dethrone last year’s champs.
Just as strong closing pitchers are critical to an MLB team’s success, an attorney’s closing skills are crucial for law firms. In our recent survey, the overwhelming majority of responding attorneys indicated that closing was an essential component for business development training.
Whatever analogy you use when you’re making an important pitch to a prospect it’s important to focus on the close. Perhaps one of the most underutilized tactics for closing involves simply having an agenda.
When you’re invited to the big dance and have an opportunity to generate more business– whether an informal dinner meeting to discuss future opportunities with a current client or a formal RFP response–take the time to talk with your prospect ahead of time. Indicate what you believe will be important and be sure to identify your prospect’s ideas and priorities. Focus on each of these areas, practice your responses to possible questions; consider different approaches, anticipate what might be “thrown at you,” and even ask your business development consultant to play devil’s advocate and introduce additional scenarios.
The preparation that you put into a meeting will ensure that you’re ready for the big event. After the handshakes and greetings, “warm up” by reviewing the agenda with your client or prospect. Ask them if anything new has become opportunity or a challenge for them, get their input on the importance of discussion items and involve them in agreeing to the order in which topics will be discussed.
Think of your agenda as a playbook for the meeting – and go back to is as necessary to adjust your play when they throw a curveball or count on receiving a soft pitch. Make sure that your bases are covered throughout the meeting – focus on addressing all of their questions and needs, and don’t be afraid to swing for the fence and ask when their decision will be made.
The more that you practice your plays, the more that your performance will improve and the more success you’ll have.
