Selling and communication skills for lawyers
Subtitle: a fresh approach to marketing your Practice
By: Joey Asher.
Publisher: ALM Properties, Inc.
Published: 2005
Place of publication: New York
Language: eng
Number of pages: 275
Subjects: Lawyers -- United States -- Marketing.; Advertising -- Lawyers -- United States.; Practice of law -- United States.
Notes: Includes bibliographical references and index.
Table of contents: title: Overview of selling skills; title: Prospecting : connecting with people who can bring you business; title: Knowing your prospects and defining your market; title: Schmoozing; title: The elevator pitch; title: Cold calling for lawyers; title: The old standbys: articles, speeches, and bar and trade associations; title: Connecting value : helping businesses succeed; title: What do decision-makers want?; title: Turning contacts into clients: the telephone call; title: Selling requires listening; title: The sales call : mining the gap; title: Winning beauty contests; title: Cross-selling; title: Planning and the 12/4/5 rule; title: Overview of communication skills; title: Organizing a message; title: Communicating with a style that connects; title: Dealing with nerves; title: Going interactive : a paradigm shift; title: How to think on your feet: communicating impromptu; title: Visuals : what's the point of powerpoint?