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• Publié par: angueran
• Nombre de lectures: 198
• Langue: Français

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Solo & Starting

I was given “ a box with a few U.S. statutes, some notepads and a telephone. That was it. ”

Démarrer et dur

Brad Popovich went from law school graduate to inter national criminal justice reformer in less than a year.

arge firms often host client seminars, inviting cor- tha L t matters to their industry. It’susually a pretty swishy porate clients’ CEOs or general counsel over for a series of presentations on an evolving area of law deal, Perrier water and gourmet cookies and whatnot served in a state-of-the-art boardroom. So how can sole practitioners and small-firm lawyers pull off these kinds of marketing events? Here are seven suggestions.

1. Choose a topic that matters to your clients — buying and selling a home, making out a will, doing smar ttax planning, starting a business, planning affairs preven- tively, etc. 2. Choose a convenient date.

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Avoid weekends, and try not to conflict with a local event like a school concert or hockey game. 3. Consider a lunchtime seminar, or maybe one right after work or after dinner, so as not to conflict with work, day-care or family obligations.

im in Calgary when he was 23. So when he .N. International Crime Prevention Pro- for someone to go to Bosnia to help resus- system, it wasn’t a difficult decision. h was opening an office in the Bosnian as given a box with a few U.S. statutes, phone. That was it,” he says. “I was 28. It

in days of opening his office, he was meet- ges to plan major, system-wide reform. on officials and court administrators were agerly attending seminars on juvenile jus- nd prison reform. “The forums led to on which were ratified by their Parlia- e first ad the Astuces hin the Quelques conseils pour of the mieux « vendre » vos em. services. Bosnia . He ctivité incontournable pour cled, tout nouveau juriste en pra- st in A al law tique privée, la prospection efficace de clientèle exige doigté, has empathie et efforts. Heureusement, ness on cela s’apprend. Les experts s’en- ations tendent notamment sur ce qui suit. e ser- • N’essayez même pas d’en savoir ons, plus au téléphone; provoquez plutôt tner- une rencontre. • Établissez une relation de N.” confiance en questionnant votre prospect pour cerner ses besoins. Écoutez, écoutez, écoutez, puis résu- mez et paraphrasez ses dires pour bien montrer votre compréhension. 4. Send out formal letters of • Évitez l’approche généraliste du invitation with an RSVP request, genre « Ce qui fait notre force… » and follow up with a phone call to et adoptez une approche personna- ensure the letter arrived and see if lisée : « Si j’étais à votre place, je the client is interested. considérerais sérieusement de… » 5. Stock your meeting room with • Adoptez une attitude de conseil refreshments and comfortable « holistique » et voyez au-delà de chairs. If the crowd is too large, ce qu’on veut bien vous dire. consider breaking them into small- • Ce qui compte aux yeux du client er groups, or borrowing or renting a potentiel, c’est comment vos solu- tions, vos idées, votre plan d’action local facility. s’adaptent à lui, à ses besoins, à 6. Provide written materials clients ses aspirations. can take home with them. Con- • Abordez de front la question de sider offering your presentation votre rémunération. Soyez prêt à and materials on disk or CD-ROM, en discuter franchement et à met- and post them on your Website. tre votre entente par écrit. 7. Make sure your clients know • Terminez toujours l’entretien this is absolutely free. No charge, avec une question ouverte : no strings attached, nothing but « Y a-t-il autre chose dont nous their lawyer offering a service to devrions parler pendant que nous sommes ensemble? »N loyal clients.N

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