Winter Weather and Business Development Consulting
The resistance that some lawyers have to business development isn’t unlike the distaste for wintery weather conditions – and a lot of it stems from a distaste for making cold calls. Cold calls imply a lack of control over the turns of the conversation, hint at feeling stuck – as though there are no other options for attracting new clients – and often fill one with a sense of dread over the fear of icy responses from the individuals they’ve called.
In our business development workshops, we like to point out that there’s no such thing as a cold call. We suggest simple tactics to identify previously unknown prospects so that a much “warmer” approach can be taken.
A Closers Group client with 15 years of practice experience was having difficulty identifying new prospects when he attended one of our business development training workshops. After we suggested he review his alumni newsletter, he noted that an earlier graduate had recently been promoted to senior in-house counsel for an international manufacturer. When he made contact, he linked his communication to the law school they had in common and pointed out a related European Union legal decision. Through that contact, he has been introduced to the world of international litigation and will be growing that practice.
By shaking the chill of unfamiliarity, you too can warm up your approach to law sales and develop more business.
