Secrets for Converting Prospective Clients, with Liz Wendling

03/20/20 • 20 min

Liz Wendling is the rainmaking attorney coach and the author of 6 books! Attorneys from all over the world seek her out when they want to discover how to be more confident and fearless in their practice and client development, lead generation and lead conversion process.

Liz Wendling combines a rock-solid sales background with a passion for coaching and the result is a powerful, new way to understand how to sell in today’s crowded marketplace. Her innovative approach will support you in opening doors, closing sales and building relationships.

Liz is a much sought after business consultant, sales expert and emotional intelligence coach. She is straightforward, practical, and sassy and helps professionals innovate, modernize and master their sales approach, language, and process. Because what worked reasonably well a decade ago is now miserably outdated and inadequate.

Liz is known for her energetic programs, presentations and business-building superpowers that transform professionals into wildly successful sales rock stars!

What you’ll learn about in this episode:

How Liz works with her client attorneys and law firms to help them modernize their lead generation approach to keep pace with today’s market
Why today’s consumers are savvier, and why it is important for attorneys and their firms to sell to these consumers in a way they appreciate
Why the first five minutes of an initial client consultation is the “make or break” moment that determines whether the potential client becomes a client
Why the best way to close with a client is to manage the conversation and do everything right from the start, and why there is no “magic closing technique”
Why following up using the right strategy and the right language with the right frequency is powerful
What critical mistakes firms make and why it is important to differentiate themselves, make a true connection, and go beyond marketing
Why making generic declarations about baseline expectations like “we treat every client with care” does nothing
What three steps Liz recommends attorneys take that can help them get more client conversations

Resources:

Website: www.therainmakingcoach.com
The Rainmaking Mindset for Attorneys by Liz Wendling: https://amzn.to/2VNU9CF
LinkedIn: www.linkedin.com/in/lizwendling/

Additional Resources:

PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

Liz is known for her energetic programs, presentations and business-building superpowers that transform professionals into wildly successful sales rock stars!

What you’ll learn about in this episode:

How Liz works with her client attorneys and law firms to help them modernize their lead generation approach to keep pace with today’s market
Why today’s consumers are savvier, and why it is important for attorneys and their firms to sell to these consumers in a way they appreciate
Why the first five minutes of an initial client consultation is the “make or break” moment that determines whether the potential client becomes a client
Why the best way to close with a client is to manage the conversation and do everything right from the start, and why there is no “magic closing technique”
Why following up using the right strategy and the right language with the right frequency is powerful
What critical mistakes firms make and why it is important to differentiate themselves, make a true connection, and go beyond marketing
Why making generic declarations about baseline expectations like “we treat every client with care” does nothing
What three steps Liz recommends attorneys take that can help them get more client conversations

Resources:

Website: www.therainmakingcoach.com
The Rainmaking Mindset for Attorneys by Liz Wendling: https://amzn.to/2VNU9CF
LinkedIn: www.linkedin.com/in/lizwendling/

Additional Resources:

PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

Previous Episode

Law Firm-Friendly Digital Marketing, with Jay Ruane

Jay Ruane is a nationally recognized expert in digital and social media marketing for lawyers. In addition, he is an Amazon best selling author in the Law Practice Management category.

When Jay was a kid, his father was a local criminal defense lawyer. Jay watched him go to work every day defending the rights of people just like you and me. He took enormous pride in his job, and he taught Jay the importance of protecting the rights of every man and woman.

Jay’s father firmly believed that it is the job of the criminal defense attorney to check the power of the court and make sure that the laws are followed during the prosecution process. This is a belief that Jay saw in action every day and one that he came to adopt as his own. This way of viewing the world led him to his career as a lawyer.

In 2001, Jay went into private practice with his father. They started Ruane Attorneys, a modest criminal defense firm in Bridgeport focusing mostly on DUI defense. Fourteen years later, the firm has two additional locations, another senior partner, 8 associate attorneys, and a dedicated administrative team of 8.

Since opening Ruane Attorneys, Jay has spoken at several conferences, has been involved in local and national law associations, and has spent a minimum of 40 hours each year furthering his defense knowledge. He also authored and co-authored several books, including The Connecticut DUI Trial Handbook, Lady DUI’s Connecticut DUI Survival Guide, and The Connecticut DUI Survival Guide.

What you’ll learn about in this episode:

Jay shares his career journey and explains how he initially began marketing his practice digitally out of necessity
How Jay founded a social media marketing training company for other lawyers to help them better engage with followers
Why Jay believes the key to building a successful law practice is to focus on the areas where you find passion and purpose, and why profits aren’t enough
How Jay created a systems-based process within his firm, and why systems have been the key to his firm’s growth
Why Jay wishes he had spent more time building his personal network early in his career, and why personal referrals are a powerful resource for growth
Why Jay believes that social media is one of the most powerful relationship-cultivating tools we have at our disposal in the modern world
Why nontraditional, digital marketing offers significant potential over more traditional marketing methods
How Jay’s books have become instrumental marketing tools statewide and have generated at least one new referral a month by themselves
How to get a free 15-day trial of Jay’s FirmFlex social media coaching just for being a Grow Your Law Firm podcast listener

Resources:

FirmFlex free trial: www.getfirmflex.com/pilmma
Website: www.ruaneattorneys.com
LinkedIn: www.linkedin.com/in/jayruane/

Additional Resources:

PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

Next Episode

Survive and Thrive During the Coronavirus Pandemic, with Ken Hardison

Ken Hardison has fought for people’s rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina’s most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms.

Ken is known as the “Millionaire Maker” due to his coaching clients doubling and quadrupling their law practices and income following Ken’s practice growing advice and insights.

Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices.

What you’ll learn about in this episode:

How your law firm can survive and thrive during the Coronavirus pandemic
How to be proactive and keep your clients happy amidst all the economic chaos
Where to find PILMMA’s law firm survival kit for the Coronavirus pandemic
What law firms can do to set up their servers for remote access, and how they can manage their staff remotely
Why these trying times are actually an opportunity to grow your practice
Different tools that will help law firm teams communicate with each other and their clients during the lockdown

Additional Resources: