Meeting a prospective client for a power lunch or attending a networking event where you know they'll be?
Congratulations – you’ve got their time and attention.
Now you need to cement the relationship. By the end of the lunch, your prospect must be convinced that your firm will be a valuable partner and resource, capable of providing insightful legal counsel.
These days, relying on charm and good table manners, plus the reputation of your firm, isn’t enough.
You need to prepare for that lunch as if you were going to an interview. That means doing your homework. Find out all you can about your prospect and his/her company and industry.
Have they been in the news lately? What is the background of senior management? Who are their competitors? What’s happening to their customer base? In other words, what are their pain points and major issues? And how can your firm solve them better than anyone else?
Don’t have the time or resources to do this or not getting enough quality info from Google...then I suggest you contact Linda Rink, President of Rink Consulting, business research specialists.
She can be found at 215.546.5863 or www.LindaRink.com.
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