|
|
A
NEW Web Seminar from
Apollo Business
Development |
|
Thousands
of Attorneys have attended these seminars already...We invite
you to gain these critical insights and business development
skills in our next one. Don't let your office miss out!
Broadcast May,
2010. Only $300.
 What
Do I Say To A Prospective Client To Win Their Business?
Master the Best
Practices of Qualifying Prospective Clients, Finding
Opportunities
for Services, and Converting Business
Missed this valuable
seminar? For only $300, you
get an audio CD of the seminar, plus transcript and slides.
And, for
limited time, free shipping!
Do you wonder...?
• How do I test to see if a
prospective client needs an attorney?
• What should I say about our firm and its capabilities?
• How do I transition from a social conversation to a business
dialogue?
• How do I avoid looking, acting and sounding like a salesperson?
Learn
how to expertly and comfortably handle business development
opportunities with prospects, existing contacts and new
referral sources. Take
the next
step forward to becoming a rainmaker with
this popular seminar.
|
How
Can Partners and Associates Gain the Ability
to Convert Business?
Many
attorneys make common, self-defeating mistakes
in discussions with a prospective client
or referral source:
1. They TALK instead of LISTEN
2. They PROMOTE instead of DIAGNOSE
3. They WASTE TIME with people WHO DON”T HAVE
A NEED
4. They SELL THEMSELVES AND THEIR FIRM rather than
UNCOVERING A PROSPECTIVE CLIENT’S PROBLEM
5. They MAKE SMALL TALK AND WING IT instead of FOLLOWING
A BUSINESS DEVELOPMENT PROCEDURE
6. They LOOK, ACT & SOUND just like every other
attorney the client meets
7. They LOOK, ACT
& SOUND like a salesperson
Rainmakers have learned
how to engage a prospective client in a structured dialogue,
listen for a problem point of business pain and ask
the client
how they might help solve this problem. After years of
doing this, rainmakers seem to
convert business effortlessly.
On
the other hand, we find that very many attorneys don’t
know how to handle business development opportunities
or selling situations. Too often, they end up over-promoting
themselves and their firm. Or they feel uncomfortable
or pushy when trying to attract the interest of a client,
prospect or high-power referral source. And, it’s
not their fault. Nobody has ever taught them how to
perform in a business development or selling situation.
You’ll
find that business development is simply a skill that
you can learn. Done properly, you just
leverage your existing professional skills and apply
them to business development. You don’t have
to change your personality or style and suddenly
transform
yourself into a glib, glad-handing extrovert.
Don’t
be unprepared. Building the skills you need to
become a valued rainmaker is essential for your success.  Join
top business development trainers and coaches Michael
Cummings and Larry Bodine
of Apollo Business Development,
 as
they present a LIVE Web Seminar on how to become a
rainmaker
and
enjoy the benefits
that of being one.
You
get
honest advice from two independent experts. With
real-world examples, They show you
what the best associates and top practitioners have
done
to
succeed
- and
how
you can do the same.
|
Topics
Include:
• Common Business Development Mistakes
That Attorneys Make
• What Clients Care About When Meeting You
•
Why Selfish Self Promotion Doesn’t Work
• How to Ask The Right Questions and Listen Effectively
• How to Excel in a Networking Situation
• Diagnosing a Clients' Need For Service
• How to Sell Ideas For Next Steps
• Using a Proven, Step-by-Step Business Development Process
Who
would gain from this seminar:
• All Attorneys who
want to understand and apply the best professional practices
of business/referral discussions for successful business
development.
•
Associates looking
to develop the right skills for business development and
to begin now to develop their networks.
• Marketing Directors looking for ways to support their
attorneys with sound, practical methods.
To Purchase, Click
Here.
|
Invest in
The Skills You Need to Succeed in the Legal Profession
Web
seminars on audio CD are a highly effective
and cost-saving way to gain the full benefits of
our years of experience...and the lessons of the
top rainmakers.
The
format allows you to remotely attend a seminar without
spending the extra time and costs associated with a
live, in-person presentation. You simply put the CD
in your computer and view it independently or, better
yet, project it on a screen for a group of associates. The
advantages for you:
- Economical -
The seminars cost a fraction of what you would pay
for similar training at an open forum. Also, any
number of people in an office can listen or read the
content when they want. So the format is perfect
for a team or a group of co-workers and adding to
your library.
- Time-saving -
You can attend no matter where you are, with no commuting
or down-time. You can even listen while on the road.
- Reviewable -
You receive all the slides of the session and the
transcript. And you can review the CD as many times
as you wish.
|
Want to see excerpts from a similar web seminar?
Just click here.
Responses to our other web
seminars:
"It was a great seminar,
with many important things to think about, presented in an engaging
way." - David Southern, Gardner Carton & Douglas
"...a fantastic seminar.
I have had extremely positive feedback from a number of our
lawyers including our Managing Partner...We expect to follow
up with SAGE for another seminar."
- Multiple-office Law Firm
"I
wanted to let you know that I thought last week's webinar was
extremely well-done and well-received by the attorneys in my
Firm. The 20 associates in attendance said that they found the
information useful and "use-able". In fact, we are
planning a follow-up seminar next week to review some of the
points you covered and to start critiquing peoples' 30-second
commercials. I've also had requests to meet with folks one-on-one
to help them develop a plan to begin to implement some of the
ideas you discussed. For us, that's real progress.
- Marketing Director, Washington DC Law Firm
|
The session is designed to be direct and to-the-point, giving you
an abundance of proven, practical ideas on how to be a confident,
effective business developer.
|
PRESENTED BY:
Apollo Business Development
FEATURED PANELISTS:
Michael Cummings,
who specializes in training
professionals to market, network, sell and manage relationships.
Larry Bodine, one
of the leading business development advisors in the legal profession.
TO PURCHASE:
COST:
$300.
Free shipping for limited time only.
Don't
Miss Out! |
Attorneys
will learn the Best Practices of Qualifying Prospective
Clients, Finding Opportunities For Services and Converting
Business:
1: The Common Business
Development Mistakes Attorneys Make and How to STOP Making
Them
2: What Prospective Clients Care About
When Meeting You
3: Using A Step By Step Business Development Procedure
4: Thinking and Acting Like a Business Doctor
5: Why Selfish Self Promotion Doesn’t Work
6: Questions To Ask Every Prospective Client
7: What To Say About Yourself and Your Firm
8: How to Turn A Social Conversation Into a Business Dialogue
9: Leveraging Your Existing Professional Skills
10: Letting Prospective Clients Sell Themselves
Gain the insights and examples you need to build your value
in the marketplace and in your firm.
|
Want to see excerpts from
an earlier web seminar?
|
Sample
our Web seminars with these Excerpts
from a previous session!
Click the Picture
to see the Excerpt...
(Requires Macromedia Flash Player)
|
What is Your Personal Brand?
Biggest Mistakes in Building Your
Reputation
Building Your Reputation through
Organizations
|
About
the Experts:
|
Larry
Bodine is
an industry leading business development advisor who trains
lawyers on how to get new clients and generate business.
He is a founder of Apollo Business Development training
and coaching, and the director of The
Law Marketing Portal, the number one web destination
for business development articles, resources and tools
in the marketing of legal services.
Since
2000 Larry has been a business development advisor to law firms
and businesses across the country on marketing strategy, individual
sales plans and Web sites.
Typical assignments include developing a firmwide marketing
strategy, meeting with partners to compose individual marketing
plans and using technology to market a law firm.
He is the former Director
of Communications of Sidley, Austin Brown & Wood, where
he served for eight years. He also has 15 years' experience
as a journalist, serving as Editor and Publisher of the American
Bar Association Journal, the National Law Journal, Lawyers
Alert (renamed Lawyers Weekly) and other news publications.
Larry practiced law in Madison,
Wisconsin and is a cum laude graduate of both Seton Hall University
(J.D., 1981) and Amherst College (B.A., 1972).
|
Michael
G. Cummings has been
a marketing
strategy and business development consultant for over 20
years. He
is a founder of
Apollo Business Development training and coaching and the
managing principal of SAGE PDI, Inc. (SAGE Professional/SAGE
Law Marketing),
based in St. Charles, IL. He is co-author with Allan Boress
of The
Best Practices of Legal Marketing & the Best
Practices in Building Your Personal Network - for Attorneys.
Prior to establishing SAGE,
Michael was a partner at Mercer Management Consulting - a
leading business design consulting firm. At Mercer, he was
responsible for new business development, managing client
relationships and delivering business design engagements
in the communications, information and industrial industries
He was an account leader
of Mercer’s top account: IBM. Using his account planning,
relationship management and selling skills, Michael helped
Mercer to create over 300 senior executive relationships
and a sustained base of business. He also led account teams
aimed at expanding relationships with Motorola, Siemens and
NCR.
Early in his career, Michael
was a member of the team that established the marketing function
at Andersen Worldwide (Arthur Andersen & Accenture).
|
You
will learn effective skills and proven methods to start
bringing in business and to make your business development
opportunities easier for you...in this Best Practices web
seminar.
To purchase: Click
here, or call us at (630) 572-4798.
|
© 2010 SAGE PDI, Inc. |
