Want to Close More Sales? Simplify Attorney Business Development Efforts
It’s no secret that your firm’s attorneys are busy. But it is also no secret that your firm’s attorneys are uniquely qualified to generate new business and close sales. So how does a law firm marketer balance the need for attorney involvement in the business development process with the reality of his booked schedule? By simplifying the business development process for attorneys to its most basic form. Here are a few strategies that will help you create business development situations that make the most of your attorneys’ time and increase your chances of closing the sale:
Become a Matchmaker
Work with your attorneys to find out what their objectives are, and to learn more about the kinds of clients they have and the kind of clients they’d like to have. Armed with this knowledge, you’ll be better able to identify appropriate prospects and then to introduce them to the right attorney within your firm.
Play to Their Strengths
Some attorneys may be gifted orators, while others may be naturally gifted at writing or especially adept at navigating the world of social networking. Talk with your attorneys about the types of marketing activities that they feel comfortable and confident with, and then identify opportunities that give them the chance to shine.
Prioritize Activities
Being able to check off an item on your to do list always feels good, but it can be especially satisfying as you near the end of your list. Help create a positive view of business development activities by creating focused, prioritized to-do lists for your attorneys that allow them to tackle business development efforts without feeling overwhelmed.
