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OBSTACLES TO ATTORNEY MARKETING -

One of the toughest challenges for business development and marketing professionals is overcoming the excuses we've all heard for not wanting to market. One of the questions I often ask at the beginning of workshops or keynote speeches is what have you heard attorneys use as excuses?

* I'm in law, not sales. * It's unprofessional for me to market * Why bother? * I don't have time to market * I don't have time to learn about somebody else's business * I have to enter my hours.

By presenting these excuses directly to the lawyers in our advisory/coaching groups, they are drawn into the humor and it helps them overcome their internal resistance. Try it with your own team.