We offer comprehensive training programs for attorneys who need to acquire new clients and increase revenue. Learn how to create your individual marketing plan, develop your skills in publishing, speaking, and networking. Learn how to request a referral, conduct a pitch meeting, create a proposal and close the sale.
The following Business Development Training Program is available to firms and is designed to accommodate attorneys in groups of up to 10 per session. All sessions are conducted in-person, either at your firm’s offices or at the Sheley Marketing offices.
This program includes an Individual Marketing Plan template and each session will allow participants to build and refine their plan throughout the year.
Participants will learn how to:
Creating and Using an Individual Marketing Plan
- Set business development goals
- Define your target audience
- Identify prospective clients
- Plan your marketing activities and tactics
Carving Out Your Niche
- Choose an area of focus or concentration for your practice
- Develop a distinctive marketing message to differentiate yourself
- Choose the right channels and tactics to communicate your message
- Build a team of synergy partners for joint marketing efforts
Networking That Works
- Choose organizations and events to meet prospects and referral sources
- Build a network of contacts and convert contacts into clients
- Identify your networking style and challenges
- Develop strategies for overcoming networking fears and obstacles
LinkedIn for Lawyers
- Creating a robust profile for maximum impact
- Use the News Feed to stay top-of-mind with clients and prospects
- Use your Contacts to mine for referrals
Content Marketing
- Pitch your topic ideas to associations, journals and other publications
- Write articles for publication that display expertise and thought-leadership
- Develop a white paper to support a presentation or send to contacts
- Create e-newsletters, blogs and other content marketing opportunities
Presentations and Public Speaking
- Find opportunities to speak to your target audience
- Pitch your presentation topics to associations, conferences, internal series
- Develop presentations that engage audiences and leave a lasting impression
- Follow-up with attendees and establish a relationship
Refining Your Individual Marketing Plan (IMP)
- Measure your results
- Identify obstacles and solutions
- Time-management and accountability
- Revise your marketing plan
Generating Referrals
- Identify potential referral sources
- Develop mutually beneficial relationships with referrers
- Stay top-of-mind with referral sources
- Reward referrers graciously and publicly
Closing the Deal
- Move through the sales cycle step by step
- Respond to RFPs with compelling proposals
- Plan and conduct a pitch meeting
- Ask for the business
Building and Strengthening Client Relationships
- After the close, cement the relationship
- Set expectations, then exceed them
- Deliver client service that builds loyalty and longevity
Article Workshop
- Develop relevant topic ideas
- Write for the publisher/editor
- Write for the reader
- Write for the search engines
- Use syndication and distribution tools
Blogging Workshop I
- Develop a firm blog policy
- Write for the reader
- Manage interaction and comments
- Write for the search engines
Blogging Workshop II
- Define categories and tags
- Develop keyword-rich content
- Use syndication and distribution tools
- Build a following