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SHERLOCK HOLMES STYLE OF LAWYER MARKETING
SHERLOCK HOLMES STYLE OF LAWYER MARKETING – “Put it under the microscope, Watson.When Sherlock Holmes cracked the case, he did so after careful examination of all of the evidence. Similarly, when you're marketing your legal services, it's important to put your prospects “under the microscope.” Knowing what your prospects are looking for – before you make contact – is essential.Attorneys with successful closing skills know that taking an in-depth look at their prospects busines is an imperative step in closing the sale. Before approaching annew prospect, these attorneys:* Take the time to learn what new products or services the prospect has recently marketed.* Research the community service projects the company or agency sponsor.* Determine whether or not the company or agency is currently going through layoffs.* Explore what their competitors are doing.* Identify any special awards their prospect may have won or honors they have received.By taking the time to learn more about your prospects, you'll better be able to determine their needs. More importantly, you can tailor your sales presentation to address those needs. Not only will you have better information, but also you'll be in a position to ask better questions – and your law selling approach will prove far more successful.
SHERLOCK HOLMES STYLE OF LAWYER MARKETING – “Put it under the microscope, Watson.When Sherlock Holmes cracked the case, he did so after careful examination of all of the evidence. Similarly, when you're marketing your legal services, it's important to put your prospects “under the microscope.” Knowing what your prospects are looking for – before you make contact – is essential.Attorneys with successful closing skills know that taking an in-depth look at their prospects busines is an imperative step in closing the sale. Before approaching annew prospect, these attorneys:* Take the time to learn what new products or services the prospect has recently marketed.* Research the community service projects the company or agency sponsor.* Determine whether or not the company or agency is currently going through layoffs.* Explore what their competitors are doing.* Identify any special awards their prospect may have won or honors they have received.By taking the time to learn more about your prospects, you'll better be able to determine their needs. More importantly, you can tailor your sales presentation to address those needs. Not only will you have better information, but also you'll be in a position to ask better questions – and your law selling approach will prove far more successful.
Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It
Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
Bankruptcy Sales: Finding a Diamond In the Rough
There is no efficient market for the sale of bankruptcy assets. Inefficient markets yield a transactional drag, potentially dampening the ability of debtors and trustees to maximize value for creditors. This article identifies ways in which investors may more easily discover bankruptcy asset sales.
A Lawyer's System for Active Reading
Active reading comprises many daily tasks lawyers engage in, including highlighting, annotating, note taking, comparing and searching texts. It demands more than flipping or turning pages.
The DOJ's Corporate Enforcement Policy: One Year Later
The DOJ's Criminal Division issued three declinations since the issuance of the revised CEP a year ago. Review of these cases gives insight into DOJ's implementation of the new policy in practice.
Blockchain Domains: New Developments for Brand Owners
Blockchain domain names offer decentralized alternatives to traditional DNS-based domain names, promising enhanced security, privacy and censorship resistance. However, these benefits come with significant challenges, particularly for brand owners seeking to protect their trademarks in these new digital spaces.