How To Grow Law Firm Business with James Voigt #329

In this episode Jim Voigt shares his experience growing a law practice, business development lessons learned, and tips for success. Jim is on a mission to help new attorneys grow their law firm. He is writing a new book that focuses on growing new clients with relationship selling. These are skills you don’t learn in law school . But they are skills, solo attorneys need, to grow a law firm business.

Laws Governing Attorney Advertising

Unlike other professions, there are specific laws in place to limit law firm business development. According to Jim, these are not hard to keep:

1. Can’t call yourself a specialist (except patent attorneys)
2. Unsolicited mail must be marked as advertising
3. Can’t incite people to file litigation

Three Step Business Development Process to Grow Law Firm Business

Lawyers are not natural business development reps. The following three steps are a sales process, attorneys can use, to grow more clients:

1. Pipeline – bring people to you
2. Closing – convert people into clients
3. Maintain client relationship for more work and referrals.

The personality you have right now is perfect for some clients. You don’t need to change who you are. Find clients that appreciate you for being you. Have a narrow focus, just don’t advertise that focus. Network groups and client referrals are two ways Jim fills his pipeline. Be authentic and people will be naturally attracted to you and do business.

While working in your current position, lock in your existing client loyalty. Make sure they follow you when you go solo. Jim bonds closely with his clients. When there are legal issues, he’s top of mind.

How To Find Jim Voigt

Reach out to Jim for a free download of Chapter 1.

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Past Episodes Networking Tips

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques.

Pushy sales doesn’t work! The key is to build trust over time. What tools do we use? LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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