Sales. What is your first reaction when you hear that word? For many law firm owners, it has the impression of aggressive selling and pitch meetings. However, we need to understand that law firms are a business, and sales is a key part of growth. It’s more than just selling; the sales process or business development is about building trust and relationships.
In this episode, Steve Fretzin joins us to discuss the value of having a business development plan in growing your firm. We talk about the importance of identifying your niche and target clientele. Steve also shares that people’s decisions are driven by different motivators. If we want to serve our clients well, we need to understand them down to these motivations. We need to know how to ask the right questions.
If you want to gain a deeper understanding of the importance of having a business development plan, then this episode is for you.