Selling and Communication Skills for Lawyers: A Fresh Approach to Marketing Your Practice

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ALM Publishing, 2005 - Law - 275 pages
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Designed for lawyers seeking to improve and strengthen their client relationships, this guide offers strategies for effectively communicating with clients. Top lawyers offer their own strategies for speaking and presenting themselves in a way that pleases clients and cultivates their practice. The importance of empathizing with a client's position is stressed and explained, as is creating a long-term business plan for a practice. How to conduct an efficient meeting, tips for creating an interactive legal presentation, and the ethical issues of selling and marketing a firm are also addressed.
 

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Contents

OVERVIEW OF SELLING SKILLS
3
PROSPECTING CONNECTING WITH PEOPLE
15
Contents
18
SCHMOOZING
25
THE ELEVATOR PITCH
35
COLDCALLING FOR LAWYERS
41
THE OLD STANDBYS ARTICLES SPEECHES AND
53
CONNECTING VALUE HELPING
61
CROSSSELLING
117
PLANNING AND THE 1245 RULE
135
COMMUNICATION SKILLS
155
ORGANIZING A MESSAGE
161
COMMUNICATING WITH A STYLE THAT CONNECTS
193
DEALING WITH NERVES
223
GOING INTERACTIVE A PARADIGM SHIFT
229
How TO THINK ON YOUR FEET COMMUNICATING
245

TURNING CONTACTS INTO CLIENTS
69
Rehearsing with a Script
80
THE SALES CALL MINING THE GAP
91
WINNING BEAUTY CONTESTS
105
VISUALS WHATS THE POINT OF POWERPOINT?
265
GREAT SELLING AND COMMUNICATING Is ABOUT
273
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About the author (2005)

Joey Asher is the author of Even a Geek Can Speak. He is a former lawyer and is currently the president of Chambers and Asher Speechworks, a communication and selling skills coaching company whose clients include BellSouth and Coca-Cola. He lives in Atlanta, Georgia.

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