{"id":102,"date":"2006-10-23T15:33:51","date_gmt":"2006-10-23T19:33:51","guid":{"rendered":"http:\/\/blogs.law.harvard.edu\/amy\/2006\/10\/23\/understanding-the-sales-process-its-a-lon"},"modified":"2012-05-07T15:19:05","modified_gmt":"2012-05-07T19:19:05","slug":"understanding-the-sales-process-its-a-long-and-winding-road","status":"publish","type":"post","link":"https:\/\/archive.blogs.harvard.edu\/amy\/2006\/10\/23\/understanding-the-sales-process-its-a-long-and-winding-road\/","title":{"rendered":"Understanding the Legal Services Sales Process: It’s a Long and Winding Road"},"content":{"rendered":"

Whenever I attend an educational legal marketing seminar there’s usually one or two standout sound-bites worth reporting back here on my blog. The most recent event: an LMA New England Chapter luncheon seminar presentation by consultants Siliva Coulter and Mike O’Horo titled “Client Development for Lawyers: Understanding and Supporting the Sales Process<\/a>.” Silvia emphasized that cultivating new clients is a long process. The sound bite?<\/p>\n

“The sales cycle in the insurance and financial services industries can be as long as 10 years”<\/strong><\/p><\/blockquote>\n

So, better hunker down for the long haul, and set the expectations of your attorneys. Mike’s most memorable piece of advice:<\/p>\n

“Don’t target companies; target a market sector…. A true industry focus will eventually eliminate the need for cross-selling.”<\/strong><\/p><\/blockquote>\n

For more information on client development and sales training for attorneys, see Silvia’s web site<\/a> and Mike’s web site<\/a> (for educational articles like this one” Stop Presenting. Start Selling<\/a>). I’m attending another LMANE seminar this week, so perhaps I’ll have some more pearls of wisdom to help shape your thinking.<\/p>\n","protected":false},"excerpt":{"rendered":"

Whenever I attend an educational legal marketing seminar there’s usually one or two standout sound-bites worth reporting back here on my blog. The most recent event: an LMA New England Chapter luncheon seminar presentation by consultants Siliva Coulter and Mike …<\/p>\n

Understanding the Legal Services Sales Process: It’s a Long and Winding Road<\/span> Read More »<\/a><\/p>\n","protected":false},"author":89,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[192],"tags":[],"class_list":["post-102","post","type-post","status-publish","format-standard","hentry","category-law-firm-marketing"],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/posts\/102","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/users\/89"}],"replies":[{"embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/comments?post=102"}],"version-history":[{"count":1,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/posts\/102\/revisions"}],"predecessor-version":[{"id":793,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/posts\/102\/revisions\/793"}],"wp:attachment":[{"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/media?parent=102"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/categories?post=102"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/amy\/wp-json\/wp\/v2\/tags?post=102"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}