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Learn More About Subscribing to ORIGINATE! |
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What does it take to get new clients and generate more work? Put the best ideas and advice to work for you with ORIGINATE! – the online business development newsletter for lawyers. Click "Learn More"!
§ Try Our FREE Sept. 2008 Anniversary Issue and September 2007 Issue
under "Archives" above.
NEW: Complete listing of all 116 Articles from Our First Year! - CLICK HERE
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About this Issue: Need a New You? |
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You don’t have to trade yourself and your personality in for a new model to make a success of your personal marketing. If you’re reading this, you’re not likely a business development clunker to be tossed on the lawyer scrap heap. This month’s articles recommend a tuneup instead, installing a new approach or two and aligning your mindset with those who are humming already in business development. |
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Lead Article: Tell Me More - How to Sell without Being a Salesperson |
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 What’s the difference between a successful seller of legal services and a salesperson? According to Larry Bodine, Esq., it’s the difference between those who focus on the prospective client and those who focus themselves. And the way to ensure you focus right is to ask questions that get to the heart of what the prospect really needs.
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Brief to Debrief: What to Do After the Case Closes |
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 Ninth Stage of the 12 Step Pipeline: After you’ve finished up your first piece of work for a client, insists Andy Havens, you will do well if you do one big thing (the marketing debrief) and a whole lot of little things (like these 10 forms of outreach). Here's how you can build from this matter toward an ongoing relationship.
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Turning Seminars Into Billable Work: Marketing AT the Seminars |
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 Concluding his series on how you can make seminars pay off in new legal work, Michael Cummings brings us to game time, the seminar itself. Here he details the six ways you can make the most of your time together with participants and move them toward hiring you for the kind of work you're seeking.
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The Trifecta: What It Actually Takes to Succeed in Business Development |
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 Why is it that some lawyers excel in business development while others struggle for years with little to show for it? It’s not really natural ability, but what Darryl Cross calls the sales trifecta: leveraging two way relationships, differentiating yourself and being persistent in your effort. With the questions he poses, find out how well you are doing in your trifecta.
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Download New Business from Online Social Networks |
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Larry Bodine, Esq. cuts through the rapidly growing fog of online social networking to tell you where you should put your attention, what perils to avoid, and how to turn the opportunity into actual business. In short, work the tools offered by the best one and perhaps experiment with a few others. |
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A Brand New You: Constructing Your Reputation for the Practice You Want |
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 Thom Singer advocates taking control of your future by starting now to build your reputation in the market for your legal services . Here he shows why it’s so important to put in the work now - since it does take some time and effort to achieve - and he recommends key steps any lawyer can take to build a solid brand.
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Briefs - 9|09 |
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 This Month in Briefs: It’s a Crime If You Don’t Market Right || Speed Marketing || I Don’t Do Any Marketing: Confessions of a Solo Practitioner || Teamwork and Innovation || It’s Not Business; It’s Personal: Edward M. Kennedy, Rainmaker
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