Marketing & Management Blog

One of the biggest mistakes people make when working a room is they go with their friends and inevitably stay with them throughout the evening. Your goal is to meet new people. So don’t invite your friends to join you or, if you do, make a pact not to stay together when you arrive. …Read Full Entry

You may have contacts with whom it would be appropriate to openly discuss your interest in doing business. You might feel comfortable simply saying to a contact, “We should look for ways to work together.” Or “I would love to have an opportunity to work with you.” …Read Full Entry

When you’re working a room to meet new, quality prospects and referral sources, you probably think it’s good to go to crowded events. Realistically, you can only have quality conversations with a handful of people. Large crowds offer a false promise of increased introductions. …Read Full Entry

One of the ways you can reveal your interest in doing business with your contacts is to talk about your work during conversations with them. At a cocktail party or over dinner, instead of talking about only personal topics, when you see an opportunity, you might say something such as, “That reminds me of a situation at work.” …Read Full Entry

Part of an effective marketing plan for lawyers is meeting new, quality prospects and referral sources. The more you meet, the more you are likely to close. So it makes sense that one of the most effective techniques is meeting people in groups such as seminars, parties, or trade association gatherings. …Read Full Entry

When you give value in advance, your interest in doing business is often implicit. For example, when you offer to give a speech on a business-related topic, most people will understand that your goal is to develop business. You probably don’t have to state the obvious: “I am giving this speech because I hope that you hire me.” …Read Full Entry

Alumni Groups

Your college and law-school classmates are excellent potential clients and referral sources. Your common experience of having attended the same school at the same time makes it easier to approach classmates, even those you have not yet met. …Read Full Entry

The sooner you reveal
Your intent to do a deal,
The truth you won’t conceal,
And the better you will feel.

Revealing your interest in doing business is an important strategy for selling in your comfort zone. This refers to the process of letting people know what kind of a relationship you are trying to establish. …Read Full Entry

Go to events that good prospects will attend, whether or not they would otherwise interest you. You are, for example, more likely to encounter the general counsel of a major corporation at a meeting of a trade association than at a model-railroad club. …Read Full Entry

Your dialogue communicates value to client and referral prospects—it can give you valid reasons for communicating with your targets, and it can communicate the benefits you offer.

We focus on five methods of dialogue that help sell in your comfort zone: …Read Full Entry