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When it comes to business development, picking the ripe fruit is easy, uncomplicated, and rapid way of results. That's a lesson that some people forget – that beyond their own customers the first place focus on clients and organizations with other lawyers in your company already has relationships. Are ripe fruit.
Be proactive from the beginning. Offer to do something for other practice areas and their customers before asking for help. Not only will you build in the business that already has … you also reinforce the importance of your business is with customers.
Working with colleagues within the company
Cross selling is based on relationships the company already. Attorneys work relate to other lawyers who know and trust. Is your goal to be one who knows and trusts.
Two parties ….
List of other firm practice areas that could cross sell to customers and that his lawyers can help and fix a date for a meeting
List Your practice areas that others can sell to their customers and that their lawyers can help you, and set a date for a meeting.
Working with the company's marketing department
Far too many lawyers treat their marketing department of the company as a nuisance. In their support needs, and you benefit.
First, set up a meeting to discuss marketing needs and how you can help.
Some possibilities …
- They need content for the site to keep it fresh. (Case studies, etc.)
- They need items bulletins and alerts.
- They need experts to discuss issues when the press calls.
- They need representation firm in the community and business functions.
- They need speakers for the internal and external audiences.
- They need support when creating a new development initiative business.
- They need help in gathering information about the company presence in organizations. The number of lawyers from the firm in various organizations has broad implications … sent to conferences, which can help if someone is standing in the Council of that organization, etc.
Second, set up a meeting to discuss how marketing can help in achieving its objectives.
Some of the possibilities …
- You need ready marketing materials at any time to prepare several samples. Never give an overview of everything the company has both. Han Marketing help you plan a process three stages, so that you can create real points of contact with the prospect or referral source.
- It needs visibility, so consider how marketing can help you create speaking and writing opportunities to build credibility.
- You may need help marketing strategies and the preparation materials for a presentation or meeting.
Make marketing a habit Do something every day.
This article has been extracted from "The Little Black Book Guide to counsel Creating a marketing habit in 21 days."
About the Author:
Drawing on over twenty years’ experience in branding and positioning, Paula Black has advised law firms around the globe on everything from powerful and innovative design to marketing strategy and business growth. She is the award-winning author of “The Little Black Book on Law Firm Branding & Positioning,” “The Little Black Book on Law Firm Marketing and Business Development,” and “The Little Black Book: A Lawyer’s Guide To Creating A Marketing Habit in 21 Days,” as well as founder and President of Miami-based Paula Black & Associates. For more information visit http://www.paulablacklegalmarketing.com
Article Source: ArticlesBase.com – The Secret Source: Marketing Within Your Own Law Firm
