A shift has occurred with how businesses and individuals make their purchasing decisions for legal and financial management services. No longer do prospective clients blindly engage these services without first seeking the advice of a trusted contact or the critical review of third party comments on any social network.
- Developing more effective networking skills
- Having a proper process to use for qualifying prospective clients
- Knowing what a good prospective client looks like
Here are some quick, but very effective tips, for to address these business development concerns:
- Ask, “What is it that I can listen for that is a good referral for you?” to people that you meet at a networking or social event instead of immediately telling them what you do.
- Are you asking enough good, open-ended questions in your discovery process to determine if the prospect is really a good fit for you? In my training sessions we call this technique layer. Learn more here.
- Do a 5 minute inventory of your client base. Determine who your favorite clients are and what makes them your favorite clients. It may be that they pay quickly, have a unique product or service, or show great integrity under tough circumstances.