Selling and Communication Skills for Lawyers: A Fresh Approach to Marketing Your Practice
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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OVERVIEW OF SELLING SKILLS
PROSPECTING CONNECTING WITH PEOPLE
THE ELEVATOR PITCH
COLDCALLING FOR LAWYERS
THE OLD STANDBYS ARTICLES SPEECHES AND
CONNECTING VALUE HELPING
PLANNING AND THE 1245 RULE
ORGANIZING A MESSAGE
COMMUNICATING WITH A STYLE THAT CONNECTS
DEALING WITH NERVES
GOING INTERACTIVE A PARADIGM SHIFT
How TO THINK ON YOUR FEET COMMUNICATING
TURNING CONTACTS INTO CLIENTS
Rehearsing with a Script
THE SALES CALL MINING THE GAP
WINNING BEAUTY CONTESTS
VISUALS WHATS THE POINT OF POWERPOINT?
GREAT SELLING AND COMMUNICATING Is ABOUT
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add value agreement answer antitrust attorney audience beauty contest blah blah blah business development business succeed Certegy challenges client survey client's business cold calls cold-calling Communication Skills Company Decision-Maker competitors consider CONSULTATIVE SELLING corporate lawyer create cross-selling deal deep client infiltration discuss elevator pitch Elizabeth Taylor Equifax ERISA example eye contact firm's focus focused Formula give goal going Home Depot in-house lawyer intellectual property interactive presentations interested issues joke King & Spalding labor law firm lawyer with Smith listener litigation look meeting Message Objective non-compete agreements non-disclosure agreement numbers Organizing a Message pause person PowerPoint practice predatory pricing problem prospect prospect's business questions relationship partner remember Selling simply slides smile Smith and Williams someone speak spoken communication spoken word STEP story sure talk telephone call tell things Three Points told understand