Legal Sales Questions: Part I, Questions About The Prospective Client
“Luck is what happens when preparation meets opportunity.” – Seneca, Roman philosopher
In law firm business development, when preparing for a prospective client meeting, it’s important to not only prepare your pitch, but also to prepare your answers. Doing your homework on the client is the most important research you can do before you’re in the RED ZONE, ready to make a pitch. When you show up to the meeting, being able to show them you’ve done research about their company will show your interest, dedication, and work ethic.
When you walk into that prospective client meeting, be prepared to answer the following:
- Do you know what’s happening in our marketplace?
- Do you understand the pressure we’re under?
- What do you know about our competitors and their products?
- Do you understand how we communicate internally?
Answering these simple questions will make a significant difference to your prospect. While your effort will impress the prospect, the research isn’t just for them. Ultimately, it’s important to know the answers to these questions because it will help you better develop a plan for that client. This will foster profitable business development and ensure more closing success.
In our next post, we’ll be discussing the questions your prospect might have about your firm and how it works.
