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The Red Zone

WHAT DID NOT WORK IN THE RED ZONE IV.

By Allan Colman, the Closers Group, www.closersgroup.com

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WHAT DID NOT WORK IN THE RED ZONE IV?

Attorneys who market and sell services must consider a wider range of sales considerations than typically brought to the table. Following are more examples of what I have heard counsel discuss in this fourth and last in a series about law firm business development presentations.

1. Do not surprise your client with late breaking information.

2. In your own meetings, how often have you observed people using their Blackberrys, taking phone calls, or not engaging ( the "potted plant" syndrome)with the client. If you are one of these offenders at your own firm meetings, stop. But if you are, or observe one of your colleagues committing these etiquette-breaking actions in a client meeting, stop. And before entering the engagement, make sure everyone on your team turns off those cells and Blackberrys, and have a role for everyone to play and participate in.

3. How often have you sent out cold call materials, never to hear from the target? Why should a potential client contact you just because an annual report was sent to them? Without relevance and pre-contact, it is probably a waste.

4. It astounds me how often I've heard in-house counsel state how unprepared the law-firm team was. Practice, practice , practice; and not in the taxi on the way from the airport.

MAKE THIS NEW YEAR A SUCCESS!

Allan Colman, the Closers Group; acolman@closersgroup.com; 310-225-3904

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