February 8, 2006
Tips for the Law Firm Rainmaker
Recently, Guy Kawasaki’s blog “Let the Good Times Roll” has shown up on the radar screen. His postings are frequently referenced by other blogs.
His blog is packed with tips and sound advice for the would-be rainmaker. He is clearly a master sales person. While not directed toward the legal profession, his blog Let the Good Times Roll – by Guy Kawasaki deserves to be on your reading list.
I tell our folks that we were given two ears and one mouth with the intention that we use them in that proportion. Guy Kawasaki says it so much more eloquently:
"Ask good questions, then shut up. The mark of a good conversationalist is not that you can talk a lot. The mark is that you can get others to talk a lot. Thus, good schmoozers are good listeners, not good talkers. Ask softball questions like, “What do you do?” “Where are you from?” “What brings you to this event?” Then listen. Ironically, you'll be remembered as an interesting person." Guy Kawasaki is a managing director of Garage Technology Ventures, an early-stage venture capital firm, and a columnist for Forbes.com. Previously, he was an Apple Fellow at Apple Computer, Inc., where he was one of the individuals responsible for the success of the Macintosh computer. Guy is the author of eight books including “The Art of the Start”, “Rules for Revolutionaries”, “How to Drive Your Competition Crazy”, “Selling the Dream”, and “The Macintosh Way”. He has a BA from Stanford University and an MBA from UCLA, as well as an honorary doctorate from Babson College.
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Filed under Marketing by Tom Collins