THE BEST CLIENT SALES PITCH IN THE WORLD

Nancy Myrland All Posts, Business Development/Sales 3 Comments

In firms everywhere, there are Tums being consumed in mass quantities because attorneys, business development personnel and marketers are nervously preparing for client sales pitches. There are thousands, and sometimes millions, of dollars at stake. We hope we’ll be successful… If only we say just the right thing If only we give them the best brochure we have If only …

Lawyers: You’re Not The Only Thing On Your Clients’ Plates

Nancy Myrland All Posts, Business Development/Sales Leave a Comment

Do you regularly reach out to the people you want to do business with? Why not? Are you worried they won’t accept your advances? Are you afraid of looking or acting silly? Do you not want to be a bother because you know how busy they are? Are you not sure what to say to them? Just remember that when …

How Should Lawyers Sell Their Services?

The Key To Selling Is…

Nancy Myrland All Posts, Business Development/Sales, Marketing Strategy, Training in Client Service and Business Development/Sal 4 Comments

Many cringe when the topic of selling, or sales, comes up. If I told you that you are in the position of selling every day of your life, does that make your stomach turn? It’s true. Everyone Is A Salesperson Whether you are an attorney whose livelihood depends, either now or in the future, on having another human being spend …

Sales Is Not A Dirty Word

Nancy Myrland All Posts, Business Development/Sales 6 Comments

I’ve been working in legal, professional services, and other service-based marketing for a long time. Nowhere is there a stigma against the term “selling” as strong as there is in legal and professional services.  It somehow feels dirty, slimy, something others do, but not me. When I started my job as Director of Marketing for a law firm in 1997, …

The Old-Fashioned Way … They Earn It

Nancy Myrland All Posts, Business Development/Sales, Client Service and Retention, Networking, Social Media, Training in Client Service and Business Development/Sal 12 Comments

Some of you might remember the 1970s Smith Barney commercial starring the famous actor and producer John Houseman. This line, which he delivered at the end of the commercial, will be remembered for generations to come, not only because of his brilliant delivery but also because of the profound message it carried: “How do they make money? The old-fashioned way…they earn it.” …

WHAT PROBLEMS DO YOU SOLVE?

Nancy Myrland All Posts, Business Development/Sales, Client Service and Retention, Marketing Strategy, Training in Client Service and Business Development/Sal 15 Comments

A while back, while reading David Meerman Scott’s blog post about all of the bad PR pitches he receives, one of his points struck me as very important, and one all of us who communicate, or teach others to communicate, need to remember. I know this appears to be about PR professionals only, but stick with me as it applies …

WAIT BEFORE YOU MAKE THAT CALL

Nancy Myrland All Posts, Business Development/Sales, Career Development & Education, Client Service and Retention, Training in Client Service and Business Development/Sal 2 Comments

Someone from a well-known service provider left a voicemail message for me yesterday afternoon, telling me I had signed up for their webinar, and was not able to make it, so he was… “…calling to follow up to see what your interest was as far as social media……” To encourage discussion, I posted a comment about this on Twitter, LinkedIn and …

Don’t Be A Hit And Run!

Nancy Myrland All Posts, Business Development/Sales, Myrland Marketing Moments, Social Media 3 Comments

One of the marketing messages I use to communicate with my clients the Myrland Marketing Moment.  As the name implies, it is a very short marketing message that only takes a moment to read. I typically post these all across social media. One Myrland Marketing Moment I shared the other day was: “If you want to be successful in social …

SALES OR BUSINESS DEVELOPMENT–DOES IT MATTER?

Nancy Myrland All Posts, Business Development/Sales, Marketing Strategy, Training in Client Service and Business Development/Sal Leave a Comment

In law firms, and all other professional service firms, we must get over our irritability and disdain for the word “sales.” If we spent half the energy we spend on complaining about the horrid practice of “sales” on actually implementing a plan on how to develop business and sell, which is really just communicating with our potential/clients, we would be …

It’s Time To Teach Marketing & Sales In Law School

Nancy Myrland All Posts, Business Development/Sales, Training in Client Service and Business Development/Sal 10 Comments

Bentley Tolk, well-known lawyer and legal marketing expert, wrote an article on his blog last night titled Will Law School Ever Teach Marketing For Law Firms? In his comments section, I shared my thoughts with Bentley that yes, marketing and sales/business development should definitely be taught, and that another legal marketer, Nancy Roberts Linder, has written and taught marketing in law …