Today’s Ask Friday! question comes from legal client/business development coach and teacher, Cordell Parvin, who suggested today’s post focus on "How to ask for business."

To answer this, I went back into our archives to find LegalBizDev’sJim Hassett’s thoughts on this very subject.  Since Jim’s an expert in this, I’ll give you his suggestions for how to ask for business from our 2009 webinar series with links to some resources on his site (we’ll start with some planning tips):

 

  • Selling is a numbers game (let’s say for argument’s sake that "selling" isn’t a bad word here).  "In order to succeed, sales professionals need a lot of contacts to make a small number of sales." 

  • Meet the Right People: Jim suggests that the attorneys start with a plan, which should include defining their niche, defining their ideal clients, meeting the right people, and then qualifying the prospects into who will buy, who will buy soon, and who will buy from them.  

Once you have your plan in place, you can start working on getting that new business.

 

  • Getting Referrals: There are four steps to getting referrals:
  1. Asking at the right moment

  2. Following up immediately

  3. Thanking people repeatedly

  4. Keeping them informed

    When asking for referrals, Jim emphasized the importance of always framing the requests in terms of the needs and desires of the people that you’re asking.

  • How to cross-sell: Cross-selling is similarly about thinking in terms of meeting the needs of the other partner at the firm and potential clients.  Start by looking through your own client lists to see which clients might benefit from some of the other services the firm offers.  Then, offer to share these clients with a trusted partner. 

    Next, aim for a few small successes, by giving the clients advice that saves them money or better meets their needs. Jim calls this "integrity-based cross-selling," a term coined by Larry Smith at Levick. According to Mark Greene of Nixon Peabody, there are four key factors to cross-selling success:  communication, compensation, competence, and control. 

  • Advance the Relationships: Since less than 10% of face to face meetings lead to a decision (either positive or negative), it’s important to plan what the next advance will be ("advance" being any action that moves a sale forward). Jim suggests that the attorneys plan their primary advance, their secondary advance, and a list of questions to ask before every meeting.

  • Close the Deal: While some people think that selling is all about closing, Jim likens a focus on closing to teaching a gardener how to pick tomatoes. It’s more important to teach them how to grow tomatoes – then picking them is easy. 

    Jim adapts Robert Kimroy’s tips for insurance sales into something he calls the "Zen of Selling by Not Selling," which focuses on building relationships over time. Part of this involves keeping in touch with a fair number of prospects over time, and Jim suggests that attorneys aim for quarterly contact with their prospects to stay top of mind. 

    Newsletters are one option for this, but Jim says that the best systems require little lawyer effort, provide value, and most importantly, are personal to the recipient. 

 Jim also has some great advice on selling to existing clients.

Thanks to Cordell for his great suggestion!

 

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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. In this capacity, Ms. Griffiths is responsible for the oversight and management of day-to-day operations of the International Lawyers Network (ILN). She develops strategies and implementation plans to achieve the ILN’s goals, and handles…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. In this capacity, Ms. Griffiths is responsible for the oversight and management of day-to-day operations of the International Lawyers Network (ILN). She develops strategies and implementation plans to achieve the ILN’s goals, and handles recruitment, member retention, and a high level of service to members. She is engaged in the legal industry to stay on top of trends, both in law firms and law firm networks.

In her role as Executive Director, she develops and facilitates relationships among ILN member firm lawyers at 90+ law firms in 67 countries, and seeks opportunities for member firms to build business and relationships, while ensuring member participation in Network events and initiatives. These initiatives include facilitating referrals, the management and execution of the marketing and business development strategy for the Network, which encompasses all communications, push-down efforts, and marketing partnerships, providing support and guidance to the chairs and group leaders for the ILN’s thirteen practice and industry specialty groups, the ILN’s women’s initiative, the ILN’s mentorship program, the management and execution of all ILN conferences, and more.

JD Supra Readers Choice Top Author 2019

During her previous tenure as Director of Global Relationship Management, the ILN has been shortlisted as a Global Law Firm Network of the Year by The Lawyer for 2016 and 2017, and included as a Chambers & Partners Leading Law Firm Network since 2011. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry, and was recently included in Clio’s list for “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful and useful.” Ms. Griffiths was recently chosen for as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.