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Getting Potential Clients to “Yes”
March 19 @ 4:30 am - March 20 @ 11:30 am EDT$995
About The Event
Attorneys spend lots of money on planning and implementing marketing plans. They spend countless hours developing relationships with referral sources. The goal of these efforts is to have a potential client book an initial consultation appointment to meet with the attorney and hire them.
However, when it comes to conducting that initial consultation where hiring decisions are being made many attorneys “wing it” and hope their legal knowledge and personality will close the deal for them. The result is often confusion, the donation of free legal advice by the attorney and vagueness as to the attorney/client relationship moving forward.
This workshop is designed to ensure the initial consultation follows a distinct and repeatable process that results in positive and clear results for both parties while focusing the meeting on the potential client’s problems.
During this workshop, we will work together to help attendees identify the communication style that is most comfortable for the potential client and focus the meeting on their concerns both legal but also emotional.
Attendees will leave the workshop with a script to follow for all future initial consultations. Additionally, attendees will receive feedback from their peers and the instructors. We will also conduct monthly post-course web meetings with attendees to ensure they are mastering the techniques and keep them accountable.
SalesGrowth MD, Inc.
Practice Solutions Advisor
Thursday, March 19, 8:30 a.m. – 5:00 p.m.
Welcome and Overview
This session will cover how people communicate. Communication is the cornerstone of having your prospective clients become paying clients. We will use the DiSC model of behavior to teach you how to better express yourself so that your message is received by your prospect. The DiSC model is a simple tool that’s been helping people to connect better for over thirty years. We will cover the different styles and how to communicate with each: D – Dominance; I – Influence; S – Steadiness; and C – Conscientiousness. You will take the assessment prior to the course and then we will help you understand your style. Most importantly we will teach you how to identify and communicate with other styles effectively.
During this session attendees will learn the psychological triggers that push potential clients to take action. We will explore the psychological components of buying behavior and start to build the foundations on which we will build an initial meeting process.
The Initial Meeting Process
We will explore a process you can use for every initial meeting that will focus on the client.
First, laying out expectations for the initial meeting will put the client at ease and create an equal relationship as to the goals of the meeting and what the potential client can expect.
Second, we will teach you to focus your questions on the potential client’s reason for coming to see you. This knowledge will allow you to hone your solutions without overwhelming them. This will also lead you to only accept clients that have legal issues you can solve and weed out those that are not a good fit for your practice.
Third, you will learn strategies for explaining solutions in common terms and using effective stories to help them understand why your solution is the right answer.
Friday, March 20, 8:30 a.m. – 3:30 p.m.
Adapting the Process for Developing Referral Sources
You will learn how to identify the untapped network of people all around you that trust you, like you and would be more than happy to help you grow your business and get more clients. Once you have identified those people in your life, we will cover how to communicate with referral sources to ensure they are sending you potential clients that are ready to hire you.
Social Media as Part of a Growth Strategy
We will teach you how to use social media as a tool to increase your reputation as an expert in your community as well as how to expand the network of professionals who will push clients to your door. We will work with you to create a step by step strategy to leverage the power of social media as a business growth opportunity.
We will also take time to workshop these steps in an interactive setting so you will leave the course with actionable changes to implement into your initial meetings once you return home.
This workshop is not your traditional CLE with a lot of lecture and requires a great deal of participation from attendees. We highly recommend attending in-person if at all possible. If you opt to attend via live webcast, we ask that you prepare accordingly by following the guidelines below:
1.) Be prepared to share your webcam. This will allow attendees and presenters to see you and more easily interact with you during the event. If you do not have a webcam, below are a few suggestions with varying price points.
2.) Be sure your Internet speed will support streaming the workshop.
- You must have an Internet connection with a minimum speed of 20 Mbps. We strongly recommend a wired connection. You may learn your speed at www.speedtest.net.
- A quiet place without interruptions
- A working microphone
- Google Chrome as your recommended browser
- Close other applications and bandwidth heavy items such as cloud applications that require continuous syncing
- Headphones are recommended for listening.
3.) If at all possible, make plans to participate from a location outside of your office. This event requires participation from attendees and if you are interrupted by work demands you (and other attendees) will not get the full benefit from the event and it will be disruptive for everyone.
4.) Come ready to participate, learn, and have fun!