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The Red Zone

WHAT DOES WORK IN THE RED ZONE II.

By Allan Colman, CEO, the Closers Group: acolman@closersgroup.com

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WHAT DOES WORK IN THE RED ZONE II. This second in a series will focus on tactics to enhance client relationships leading to future business development for your law firm. One of the highest compliments you can pay to your client is to refer business to them. From a law firm marketing point of view, this may be the second best technique to generate expanded engagements, the first being to perform the highest quality of work.

Cross-selling your clients to each other is another smart way to bring good clients together. First of all, they might have business opportunities to discuss. And second, they may also discuss what great work you do for them. In either case, everyone wins and you keep building a future pipeline of work.

Third, if you have multiple clients attending a firm workshop, or a bar association or business association meeting, make sure you spend time with each. Don't make the all too common mistake of letting your clients and potential leads stand around like wallflowers. Identify ahead of time who will be attending and ask if you could introduce them to one of their colleagues in another company.

Summarizing, what does work in the Red Zone is to acknowledge your clients' businesses by:

* Referring business * Cross selling * Bring them together at workshops.

Next time we'll discuss maximizing the impact of client meetings.

Allan Colman the Closers Group www.closersgroup.com

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