rainmaking for small firms
TRANSCRIPT
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Supplemental Materials
1. Business Development Outline2. Business Development Self-Assessment3. Time Management Self-Assessment4. Niche Analysis Tool5. Quick Impact List to Build Trust6. How Client Choose7. Evaluation and Follow-Up Information
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Download at www.SuccessTrackESQ.com
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MarketingActivities that build visibility and credibility in a targeted marketplace
You to audiences (not 1 to 1)
(Writing, speaking, website, social media, etc)
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SalesInteractions that specifically get you hired
1 to 1
(Follow-ups, demo meetings, proposals, etc)
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Pipeline
Suspect Prospect
Opportunity
Lead
Client (or COI)
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SuspectProspect
LeadOpportunity
Marketing
Sales
Client (or COI)
Visibility, Education
Engagement, Persuasion
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• Develop goals AND objectives• Use key metrics (volume, dollars, time)• Analyze 3-year lookback of KMs &
marketing activities• Refine goals and objectives based on the
Business Development Outline
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• Niched practice areas/legal needs • Sector/vertical/demographic • Research trends • Niche Analysis Tool
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• Client-centricity vs. lawyer centricity• Why you’re passionate about your work• Convey understanding of triggering events• Demonstrate relevance• Focus on what clients experience
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• Complete Your Contacts List• Add To It Constantly (Copy2Contact)• Tend It Quarterly• Use It Monthly To Connect
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• SEO, Social Media, Google Local, Directories = Get Found
• Content = Engage Your Audience• Conversion = Prompt Action• Hold Your Vendors Accountable
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• Strategic Networking & Community/Board Participation
• Cultivate Centers of Influence (COI’s)• Practice Trust-Enhancing Behaviors• TOMA• Book: Business By Referral
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• Client Welcome Packet (expectations)• Client experience (communication, service)• Learn about them beyond the matter• System to touch on significant dates• Mutual promotion
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• Review and analyze ROI of previous and current marketing expenses
• Allocate 2.5 – 6% of previous year’s gross collections
• Hire proven vendors with strong track records
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• Calendar time for marketing• Plan weekly and monthly activity• Prep before each marketing event• Follow up each event• Reinforce your own positive attitude
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#SuccessTrackESQ
Download at www.SuccessTrackESQ.com
#SuccessTrackESQ
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bill@SuccessTrackESQ.
com
203.876.8999
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