We could devote an entire course to conducting business development conversations, but in this lesson we focus on some of the basics:
Here’s the video:
Plan out a business development conversation with one or more of your contacts. Research their business and their personal background (linkedin.com, google search, etc…). Write some questions you would like to ask them about their career, profession, and company. What would be a good question that would reveal a possible business change or legal opportunity for you to offer help? What question(s) might show your willingness and ability to help them personally?
Then, set up a meeting (in-person or by phone or video), and have the conversation.
What did you learn? What questions worked, and which ones didn’t? Did you find an opportunity to help her or him? Did you determine a next step or meeting?
Here are a few articles related to BD conversations that you might find helpful:
How to Avoid Asking for Business (A few ways to avoid the cold ask), Merrilyn Astin Tarlton
No Need to Walk on Eggshells with Follow Up Emails, Mike O’Horo
Are You Creating and Converting Sales Opportunities?, Mike O’Horo
Closing a Sale: How to Eliminate the Pain and Fear, Mike O’Horo
Magic Business Development Pill for Lawyers, Mike O’Horo
Best way to conclude a marketing conversation, Mike O’Horo