Bibliographic record and links to related information available from the Library of Congress catalog.
Note: Contents data are machine generated based on pre-publication provided by the publisher. Contents may have variations from the printed book or be incomplete or contain other coding.
TABLE OF CONTENTS Introduction Overview Honing Your Craft Finding Balance What Makes a Successful Rainmaker? Marketing v. Sales The Marketing Process The Stages of Personal Selling Chapter 1: Creating Your Plan It's About You The SMART Plan How to Identify Prospects Measuring Progress Sample Business Plan Chapter 2: Communicating Your Plan Your Biography Professional Photograph: A Must Your Web Site and Written Materials (and How to Use Them) Speaking that Gets Results Preparation The Speech Delivery Chapter 3: Getting to Know Your Target Market--The Power of a Network People Are Your Greatest Resources Developing, Cultivating, and Maintaining a Network Conversation S S Starters and Effective Networking Questions Networking Tips Before the Reception/Event At the Reception/Event Effective Conversations Business Cards After the Reception/Event Exit Strategies Closing Conversations Listening Is Key Your Introductory Description-- a.k.a. the "Elevator Pitch" How to Keep in Touch with Your Network How to Network Inside and Outside the Firm Chapter 4: Visibility: Speaking, Events, and Publishing Speaking The Process for Maximizing ROI and Leveraging Opportunities Before the Event (Approximately One Week Prior) At the Event After the Event Outcome Publishing Chapter 5: Before a Meeting Planning for a Client Meeting How to Be Prepared for Any Meeting How to Qualify and Assess Not All Clients Are Good for Your Health Chapter 6: At the Meeting When Meeting with a Prospect or Client Learning Styles Personality Types The Deposition Rule Chapter 7: Asking for Business and Setting Expectations Developing Solutions How to Ask for Business "Maybe" "No" "Yes" Setting Expectations Sample Client Expectations Rider Billing Statements that Communicate Value Chapter 8: Keeping Your Client and Cross-selling The Loyalty Factor Is Your Client Loyal? Client Service Is the Differentiator How to Use the End of a Matter as a Sales Opportunity How to Keep Your Clients Adding Value Cross-selling and Client Teams Chapter 9: Plan (Again) Qualifying Clients Planning for Action Chapter 10: Best Practices in One Minute Resources
Library of Congress Subject Headings for this publication:
Lawyers -- United States -- Marketing.
Advertising -- Lawyers -- United States.
Practice of law -- United States.