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Utilizing business development and marketing strategies to take you WHERE YOU WANT TO BE.
Samira Mery Lineberger, Esq.
The following comment was posted on LinkedIn, in response to my early post “Social Networking; Bah! Humbug!” I could not fit my entire reply on the LinkedIn site, so I am posting it here. Hopefully you will find it insightful:
Fellow LinkedIn Member: ”Samira, I fear that lawyers are becoming slaves to Twitter, Facebook and Linkedin, just as they are slaves to the time sheet. What’s happened to good old face to face contact?”
My reply:
I agree. Nothing replaces face-to-face time for networking and more importantly, relationship building. And the suggestion by some that cyber social networking is a must, totally ignores the limitation of time. Every attorney needs to decide on the best use of their time. At some point, we have to spend time practicing law. Cyber networking can
Continue reading “Facebook? Twitter? LinkedIn? Think Orchard”
Samira Mery Lineberger, Esq.
“Once a new technology rolls over you, if you are not part of the steamroller, you’re part of the road.” Stewart Brand
Social Networking, bah, humbug!! Or is it?
As a marketing consultant, one would not expect me to be slow to the punch on social networking as a marketing tool for lawyers, but admittedly, I have been somewhat skeptical of its strengths, particularly on the heavily social leaning sites like Facebook and My Space. It’s not that I doubt the power of any opportunity for networking, whether traditional or in the cyber world, it is really more a matter of time as a limited resource. Networking is a critical component to any legal practice. But with a limited amount of time to allocate towards marketing, lawyers need to choose their venues for
Continue reading Social Networking; Bah! Humbug!
Samira Mery Lineberger, Esq.
“It’s not what you’ve got, it’s what you use that makes a difference.” Zig Ziglar
In my last post I talked about how sales can be discouraging because we tend to take rejection of our services personally, thereby discouraging further sales activity. Looking back on the title “It’s Not About Me” I realized how that very title could lend itself to a myriad of additional tips on sales and marketing. Here is my tip#2 on why it’s not about you.
So many times when faced with a sale or marketing opportunity, lawyers pitch themselves and their credentials. “I am a successful and experienced trial attorney.” “I have a terrific track record.” “I can do more for less.” Then you hand over the high-priced brochure with more about you, your results and your
Continue reading No Really, It’s Not About You!
Samira Mery Lineberger, Esq.
“You can’t discover new oceans, unless you have the courage to leave the shore.” Anonymous
Although I do not have the statistics to back it up, I would not be surprised if the number one reason people fail in sales is because of their fear of rejection. When you put yourself out there and people tell you “no” it feels like a personal rejection. So many people will avoid making sales calls, not so much because they are lazy or do not know what to say (which can certainly be a factor), but more so because there is a fear of how the other person will respond, or more pointedly, whether they will be rejected. But let’s face it, when you do not make the call, you almost certainly will not make the sale. While we
Continue reading It’s Not About Me
Samira Mery Lineberger, Esq.
“The secret of man’s success resides in his insight into the moods of people, and his tact in dealing with them.”
J. G. Holland
I recently attended a conference on business development that included a panel of general counsel offering suggestions to attorneys seeking their business. The moderator asked whether they preferred “hard sale” or “soft sale” techniques. Not surprisingly, they all preferred a “soft sale.” Who likes being subjected to a “hard sale?” Certainly no attorneys I know.
But understanding the difference is a little more complicated and in reality more subjective than objective. It reminds me of that famous quote by former US Supreme Court Justice Potter Stewart when attempting to define what constitutes obscenity: “I shall not today further attempt to define [what constitutes obscene material]… But I’ll know it when
Continue reading Back Off! Taking the Boor Out of Selling
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