April 13, 2006
Law Firm Rainmaking via Phone
Joey Asher, the author of Selling & Communication Skills for Lawyers, writes about the effectiveness of a telephone call to generate business in the March issue of The American Lawyer. In “Cold Calling for Lawyers” Asher notes, “Businesspeople have long known the telephone is the most powerful business development tool ever invented. Nothing more effectively puts you in contact with people who can hire you.”
Asher isn’t suggesting that lawyers become telephone direct marketers. In fact, he doesn’t want you to ask for the prospect’s business. The key is to use the phone to begin a relationship. Asher recommends that you devote two hours each week to prospecting by phone. What are some of the reasons to call?
- Extend an invitation to lunch
- Invite to serve on a panel
- Interview for an article you’re writing
- Ask if they would like to receive the firm’s newsletter
- Invite to a presentation
- Invitation to a social event
- Invitation to join an association
- Offer to send a memo on an issue that should be of interest
Use your imagination. And use the phone to begin relationships that may untimately lead to new business for the law firm. Asher concludes“Cold-Calling For Lawyers” by saying, “These calls start professional relationships……stay in touch with your prospects, and you’ll get plenty of business.”
Morepartnerincome.com is sponsored by Juris, Inc. For information about Juris® products and services for increasing law firm performance and partner income, go to www.Juris.com.
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Filed under Marketing by Tom Collins