Verbatim: What Clients Say
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What's Key to Results in Attorney Sales Training
The best legal marketers are always looking for the best sales/business development coaches for their attorneys, because results are what make a coaching program worth the investment. And, they realize that sales does not come naturally to most attorneys.
Clients know that, too. In Strategic Client Interviews, clients often ask attorneys to be more sales-oriented. Listen to what they have said:
The general counsel of a supermarket chain said: "I'd like to know more about the firm's services in healthcare, benefits and ERISA, business, IP, and equipment leasing. Does the firm have a banking practice? (A bank) has branch offices in some of our stores. They just signed an exclusive with another supermarket company, and whenever they open a branch with them they're going to close a branch at one of our stores. We have to deal with that.
"Software contracts are another issue. The first place we'll look is where we have a relationship. It's no fun dealing with zillions of different law firms for quality and price."
The heir to the presidency of a family-owned company that does business nationally concluded a Strategic Client Interview by saying: "One more thing. They should be more aggressive in the things they need to do for us, and the other things we should do. They should push us to meet with them more regularly to talk to us about our estate planning and the transitions we're going through, maybe once a year."
The president of a service program company said: "The firm could come out at least once a year to tell us what they're doing, show us new talent, let us meet other attorneys, market their niches, create opportunities in, for example, tax law changes, corporate law changes, their litigation capabilities. We haven't had much litigation, but they should take the opportunity to be on our radar screen. If we have litigation I'd like to know who they've got."
He connected developing new business to implementing a client feedback program: "They missed opportunities to be proactive with us, so it's good that they're reaching out to us."
Listening to your clients will provide your attorneys and their sales coaches with the vital information they need to get results.
For more information on Strategic Client Interviews, contact Joyce K. Smiley at 561-775-9755, or jsmiley@jkscompany.com. On the web at jkscompany.com.
Verbatim: What Clients Say is published electronically by JKS & Company LLC/Strategic Client Interviews. Copyright 2011 JKS & Company LLC. All rights reserved.
email: jsmiley@jkscompany.com
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