Law.com Subscribers SAVE 30%

Call 855-808-4530 or email [email protected] to receive your discount on a new subscription.

Marketing the Law FirmKickerColumns & DepartmentsTopicsLaw Firm ManagementSectionsLJN Newsletters

Sales Speak: How to Close New Business

By Larry Bodine
March 28, 2013

There is a tried and true method to seal the deal with a new client ' an area that many lawyers have trouble with. Attorneys are typically very good at describing their skills and recounting problems they have solved for other clients, but they struggle with asking for the business.

In sales, this is known as “the close,” which is actually the easiest step in the sales process, so long as you have set up the foundation that leads up to it. There are five steps:

  1. Research.
  2. Connect.
  3. Meet.
  4. Establish Rapport.
  5. Follow up.

Bear in mind that business development is just like dating. If a guy were to ask a gal to go out, he wouldn't ask her to get married on the first date. There's usually a lot of getting-to-know-you and courtship involved, and then eventually, if it works out, you get to the close. And that's where we all want to be.

This premium content is locked for Entertainment Law & Finance subscribers only

  • Stay current on the latest information, rulings, regulations, and trends
  • Includes practical, must-have information on copyrights, royalties, AI, and more
  • Tap into expert guidance from top entertainment lawyers and experts

For enterprise-wide or corporate acess, please contact Customer Service at [email protected] or 877-256-2473

Read These Next
Bankruptcy Sales: Finding a Diamond In the Rough Image

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.

Law Firms are Reducing Redundant Real Estate by Bringing Support Services Back to the Office Image

A trend analysis of the benefits and challenges of bringing back administrative, word processing and billing services to law offices.

Bit Parts Image

Summary Judgment Denied Defendant in Declaratory Action by Producer of To Kill a Mockingbird Broadway Play Seeking Amateur Theatrical Rights

Risks of “Baseball Arbitration” in Resolving Real Estate Disputes Image

“Baseball arbitration” refers to the process used in Major League Baseball in which if an eligible player's representative and the club ownership cannot reach a compensation agreement through negotiation, each party enters a final submission and during a formal hearing each side — player and management — presents its case and then the designated panel of arbitrators chooses one of the salary bids with no other result being allowed. This method has become increasingly popular even beyond the sport of baseball.

One Overlooked Element of Executive Safety: Data Privacy Image

Executives have access to some of the company's most sensitive information, and they're increasingly being targeted by hackers looking to steal company secrets or to perpetrate cybercrimes.