Learn from The View – Ask the Right Questions
Have you ever watched The View? Whether the guest is a celebrity or politician or a fashion designer, sometimes the hosts of the program become so vocal and passionate about a topic that no one listens to the guests – they merely talk over one another.
A lot of business development consultants – as well as attorneys who are marketing their services – fall into a similar trap. They spend too much time talking and not nearly enough time asking questions and listening to the needs of their prospects and clients.
To provide value to a current or potential client, lead generation service providers must ask questions and encourage their clients to do the same. Making successful legal sales requires asking the right questions and listening to the responses from your prospects as they tell you what they want and how they need to be sold on the services that you provide.
The practice of developing great closing skills involves asking the right questions, listening to what your clients and prospects say (and how they say it), and knowing how to respond when they ask questions of you.
This post is the first of three exploring some of the top client development tactics written with attorney David Mylrea, a partner at Hinshaw and Culbertson in Minneapolis.
