Networking Secret: We tend to like people who like us.
This month, I’ve selected quotes from some terrific blog posts about relationship. Read the quotes, and then go check out these posts. They’re too good to miss. We all like people who like us. If I show you I’m genuinely happy to meet you, you’ll instantly start to like me. (And you’ll show that you […]
Business Development: Sales and Service
One of the primary objections lawyers have to business development is that business development equals sales, and “sales” is a four-letter word. (Sometimes the stereotype of math-challenged lawyers does stick!) The word may conjure the stereotypical used car salesman, ready to unload a lemon just to make a quick buck. And, of course, no one […]
Track Your Results, Grow Your Practice
My clients often tell me that they don’t need to track rainmaking results, that they just know what’s working and what isn’t. Keeping records may seem inconvenient and unnecessary. In reality, though, simple tracking will help you to get better results in business development. If you’re getting new business, you know something is working, but […]
Where Are You In Your Rainmaking Journey?
A few years ago, I had to drive to an important business meeting in an unfamiliar city. Because this was before I had GPS, I printed out directions before leaving my office, so I had a good idea of where I was going. The sun was beaming down and my “pump me up” playlist was […]
Catching attention, building connections
I recently spent nearly two hours sitting at an airport gate, sitting about 5 feet behind a stand with Delta American Express card representatives. You’ve probably seen these stands: a table to the side of a concourse, with various promotional freebies, application forms neatly stacked, and one or two hawkers, trying desperately to get people […]
The Powerful (Marketing) Message You Should Deliver Daily
The statement “I’ve got your back” is one of the most powerful business development messages there is. When you have someone capable and attentive on your side to offer assistance and cheer you on, you’re likely to be more willing to undertake new, difficult, or risky-feeling activity. Consider this: a child learning to walk or […]
Blog Posts You MUST Read
I keep up with dozens of blogs (legal and otherwise) on a regular basis, and I like to bring the best of the best to you periodically. Without further ado, here are the top five posts that I’ve read in the last few weeks. Why Being Told “No” is Actually the Greatest Motivator (Peter Shankman) […]