Tag Archives: Selling

To help you find persuasive client benefits when you’re pitching – consider the 5 types of benefit

Posted on 17 November 2011 by tonyreiss

To help lawyers find the language of benefits, it might be helpful to look at the type of benefits that exist. I believe there are five categories and two different recipients of the messages on benefits, as follows: The first … Continue reading →

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Why should anybody buy your services? The benefits please!

Posted on 16 November 2011 by tonyreiss

I’m guessing that most of you reading this will have heard about the differences between features and benefits: Features          – Writing about you and your firm and its capabilities, typically with no references to the client ( eg We have these … Continue reading →

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Developing a Compelling Sales Pitch – start with a rigorous process to ascertain the client needs

Posted on 16 November 2011 by tonyreiss

I’ve probably read hundreds of pitch documents from dozens of law firms and the biggest problem with most of them is that they don’t contain a compelling reason why the prospect should buy the firm’s services. The first thing I … Continue reading →

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E-book available: The BD Handbook for Lawyers – Prospects to Advocates

Posted on 2 November 2011 by tonyreiss

I have signed a publishing contract on Prospects to Advocates and can no longer offer any more free copies. Thanks to all those who read it and provided me with support and comments. The e-book contains many of the models … Continue reading →

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Using Stories to Help You Sell

Posted on 28 October 2011 by tonyreiss

by Tony Reiss Stories are also particularly effective when we’re asked those tricky questions that clients like to throw at us when we’re pitching for business. Faced with “what would you do if…” and “how would you handle…” questions, there’s … Continue reading →

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