Gary Mitchell's Biz/Dev Coaching Blog
Raindance: The Business Development Guide Book for Lawyers is now available through Carswell. Click here to go to Carswell for more information and ordering.
If you are a lawyer just starting out with business development, or already engaged and looking to up your game, this book is your practical, step-by-step guide to follow in order to achieve your goals.
In following-up with your leads or prospects, always put yourself in their shoes. How can you add value? Why should they meet with you? What’s in it for them? If you take the ask and offer approach, you can answer those questions.
It begins with asking them how you can help? Is there some education you could provide their team in the form of a seminar? Then all you have to do is offer it to them. This is all part of taking the value-add approach to building relationships.