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Sales

Closing a Sale: How to Eliminate the Pain and Fear

Do you feel fear and anxiety when trying to close a sale? Here's how to eliminate it.

Mike O'Horo - May 8, 2019
Well Said

Creative Price Negotiation

Before you can draw a line in the pricing sand, you have to have a replacement source of revenue.

Mike O'Horo - March 12, 2019

Business Development: Step One Is Always ‘Google It’

Lawyers know they have to stay in contact. Otherwise, you risk missing out on work simply because too long of a gap between communications made the client or prospect forget you. But too many lawyers struggle to generate relevant welcomed ...

Mike O'Horo - February 7, 2019
Well Said

Are You Creating and Converting Sales Opportunities? How to Get in the Game

Unless you're creating sales opportunities, or converting sales opportunities, you're hanging out on the sidelines with the other nonplayers.

Mike O'Horo - December 19, 2018
Serving up Strategy Save Law Firm Sales Pros a Seat at the Table

Serving up Strategy? Save Law Firm Sales Pros a Seat at the Table

If you’re committed to “serving sales” — to your clients and prospects — to facilitate more lucrative and loyal relationships, then you have to reserve your senior sales and marketing professionals a seat at the table.

Beth Cuzzone and John Hellerman - December 17, 2018

Show Me (More Than) the Money! Motivating Marketing Behavior

Marketers of anything who fail to learn prospective buyers’ motivation are doomed to fail.

Mike O'Horo - October 17, 2018

Men and Women Communicate Differently, But …

Regardless of the buyer's or seller's gender, there is a reliable way to communicate when selling your services.

Mike O'Horo - August 20, 2018
Well Said

No Need to Walk on Eggshells with Follow-up Emails

When sending a series of follow-up emails to prospects, many lawyers get anxious about how well they’re balancing persistence against the risk of being perceived as pushy and turning off the prospect. This is a legitimate concern. However, you ...

Mike O'Horo - July 23, 2018
Well Said

Associates: Read Your Way to Business Development Success

In an issue of Strategy+Business, management guru Tom Peters suggests a number of books he considers valuable to read. In the interview, he quotes a respected business leader friend who argues that the No. 1 problem with big company CEOs is ...

Mike O'Horo - June 25, 2018
emotional intelligence faces

Is Emotional Intelligence the Key to Better Cross-Selling in Law Firms?

In the legal industry, knowledge is power. In its traditional sense, that phrase may conjure notions of a zero-sum game: I win, you lose. In recent years, however, the business world has begun recognizing a new key to success: emotional ...

Rich Bracken - May 31, 2018