Engaging a Prospective Attorney for Referrals In this article, the author shares what “pick-up line” works best for him to get attorneys to refer work. I have a “pick-up line” that works almost every time with new referral sources, particularly attorneys. Want to hear what it is? Before I tell you, let’s first talk about what referral sources, like attorneys, are up against so you can see why this pick-up line works. The Resistance You Must Overcome You’ve heard about the know, like, and trust thing, right? That people do business with people they know, like, and trust. Look at…
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Assessing the Engagement Prospect In this article, the author shares how he crafted an engagement letter that enabled him to earn far more than a fee he was prepared to accept. Understanding a prospect’s motivation and the underlying facts enabled him to craft an engagement letter that worked for both and earned him $10,000 more. By listening to my prospect and understanding the pain he was in, I crafted an engagement letter with three pricing options that provided the solution he needed. It resulted in me getting a $10,000 higher fee based solely on my report delivery date. Quick Background…
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What is the #1 thing on your website that will convince a prospect that your firm is the right choice for a project? Rod Burkert shares his views on what is needed to go from zero to hero and land that engagement. Imagine I am a prospect for getting your BVFLS services. I found you on Google or LinkedIn. Or maybe I saw an article you wrote. Maybe heard a presentation you gave. Or maybe I got a recommendation from a colleague. It (almost) doesn’t matter. But now, I’m knocking at your website door. What is the #1 thing on…