One of the most difficult business development tasks for the uninitiated is approaching a target and asking for an audience. Even seasoned veterans have trouble attempting that first contact without feeling awkward or pitchy. Some feel they lack some kind of amorphous charm or a secret skill reserved for glib aggressives.
This session will teach participants how to use value propositions to get in the door and have a comfortable substantive conversation that builds trust, uncovers needs and leads to additional service opportunities without tapping into a secret hidden well of skill, luck or charm.
Educational Objectives:
1.Understanding the concept of value propositions as a door opener.
2.Importance of hierarchy of value propositions.
3.Practical application of value propositions – how to form new relationships
Key Takeaways:
•Attendees will be able to teach their lawyers how to get in the door to their top prospects and know how to use the “approach” concept in their own careers for internal audiences, job interviews and any other organization or entity they want to “crack.”
•Attendees will be able to teach the “approach” concept to other in a way that is comfortable and non-pitchy
This program is not available for CLE credit.
If you intend to take a course for CLE credit, please make sure your state is listed in the "Accreditation" section to the upper right of the program description. Accreditation displayed is unique to the purchased program format (live conference, live webcast, on demand, podcast). Credit totals listed for live conferences are the maximum credits available. Credits issued will be based upon actual time in attendance. Credit totals for other formats are for complete programs. Partial credit is not available for any online or downloadable format.
West LegalEdcenter will not provide accreditation for states not listed.
This product is intended for individual use by the named purchaser. Group viewings for online programs may be arranged for five or more attorneys within the same organization prior to viewing by emailing west.wlec-sales@thomson.com.
