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Well Said!

how to introduce yourself
How to Introduce Yourself

Following a recent post about networking, a reader asked, “What’s the best way to introduce yourself at a networking event?” What follows is for business contexts. For social etiquette, I’ll defer to Emily Post (or my late mother, who, while my ...

Mike O'Horo - May 30, 2022
follow up email examples
No Need to Walk on Eggshells with Follow-up Emails

Follow up email examples: No Need to Walk on Eggshells. 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 ...

Mike O'Horo - May 28, 2022
when you meet someone
Five Ways to Network at a Barbecue and Not Get Burned

As invitations roll in for social events this post-pandemic summer, here's a refresher from "coach" Mike O'Horo on how to handle yourself when you meet someone for the first time — or after a long time.

Mike O'Horo - July 2, 2021
What Prospects Really Need Is Help Making a Good Decision — These 10 Steps Will Do It

Mike O'Horo explains the process whereby you help those who’ve found you make a well-informed and reliable decision — painlessly for them and for you.

Mike O'Horo - October 24, 2019
The Lateral Partner Revenue Mirage

Mike O'Horo explains the perverse dynamic at play when firms hire lateral partners, and what's really at stake.

Mike O'Horo - August 22, 2019
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
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
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