Questioning to Drive a Prospective Clients Urgency

“Hey, come on! We’re going on a pitch meeting.”

Wow, what a terrible idea that is. Most lawyers believe that the key to rainmaking is to make a pitch.

In reality, the best way to EARN new business, is to ask, listen, understand and demonstrate empathy. A consultative approach is much more likely to drive trust and urgency to change, versus a dog and pony show presentation.

Watch this interactive video of Steve Fretzin explaining the keys to getting new business… without the sales-pitch!

Qualifying the REAL Decision Maker
Setting an Agenda for a Prospect Meeting