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LEGAL SALES - QUESTIONS ABOUT THE PROSPECTIVE CLIENT
September 16, 2011
lEGAL SALES – QUESTIONS ABOUT THE PROSPECTIVE CLIENTIn law firm business development, when preparing for a prospective client meeting, it's important to not only prepare your pitch, but also to prepare answers. Doing your homework on the client is the most important research you can do before you are in the RED ZONE, ready to make a pitch. When you show up to the meeting, being able to show them you've done research about their company shows your interest, dedication and work ethic. * Do you know what's happening in our marketplace? * Do you understand the pressure we're under? * What do you know about our competitors and their products? * Do you understand how we communicate internally?Knowing the answers to these questions will help you better develop a plan for that client. This will, in turn, foster profitable business development and ensure more success at closing.
lEGAL SALES – QUESTIONS ABOUT THE PROSPECTIVE CLIENTIn law firm business development, when preparing for a prospective client meeting, it's important to not only prepare your pitch, but also to prepare answers. Doing your homework on the client is the most important research you can do before you are in the RED ZONE, ready to make a pitch. When you show up to the meeting, being able to show them you've done research about their company shows your interest, dedication and work ethic. * Do you know what's happening in our marketplace? * Do you understand the pressure we're under? * What do you know about our competitors and their products? * Do you understand how we communicate internally?Knowing the answers to these questions will help you better develop a plan for that client. This will, in turn, foster profitable business development and ensure more success at closing.
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